Sales Enablement in a Sales 2.0 world

Counting 119 Sales Enablement vendors worldwide

Posted in readinglists, Uncategorized by salesenablement on July 4, 2011

I keep a work in progress list of vendors/solutions for…

  • Sales Enablement
  • Marketing Asset Management
  • Sales Knowledge Management
  • Sales Content Management
  • Enterprise 2.0 / Sales 2.0 / ‘Social Selling’ players
  • consulting/design agencies

…with a focus on improving the intranet & mobile experience of b2b enterprises for staff/partners touching accounts.

Several vendors merged, many changed owners, at least 12 went out of business and new ones keep on popping up. My count is 119 vendors as of November 11, 2015.

Paul Krajewski

The author: Paul Krajewski

View Paul Krajewski's profile on LinkedIn

PM / Product Manager / Product Management. German citizen. Permanent Resident in Canada. Masters of Media Management from Curtin University of Technology, Australia. Spent 2007-2009 at Nortel Networks in Global Marketing looking after the implementation of the BizSphere Sales Enablement application for Nortel’s 4000 sales people world-wide. After working as Head of Training & Senior Sales Enablement Consultant at BizSphere, spent 18 months in Shanghai, China as Product Manager at MING Labs & Co-Founder / Product Manager of Shario.

Competing with email

Posted in Uncategorized by salesenablement on October 18, 2015


Follow-up to my post ‘What is the Sales Enablement market size and how hot is it?‘ that has my constantly updated public spread sheet of vendors I’m aware of and definitions of Sales Enablement I subscribe to:

Out of the four vendors Scott Santucci talked about in CRM magazine’s article ‘Sales Enablement Tools’ in 2010, …

“[…] Santucci says each of the relevant vendors — including BizSphere, iCentera, Kadient, and Savo Group — cater to slightly different problems. […]”

…only one still operates under the same name in 2015.

Besides the ever increasing number of new market entrants, what Sales Enablement vendors are really competing with and will be for the foreseeable future is email!

A recent whitepaper with data from an August 2015 survey by Highspot and Heinz Marketing says

“More than 70% of respondents rely on email to distribute content to their sales organization.”

It might seem logical to expect the importance of email to decline as baby boomers are retiring and millennials advance in the workforce.

However, the October 2015 IBV Millennial Survey ‘How Millennials are reshaping B2B marketing‘ by the IBM Institute for Business Value suggests a distinct preference for email amongst millennials. [This was for engaging with b2b vendors after the sales cycle has started, but in terms of the type of activity and state of mind it could be compared to receiving content from your own marketing / sales enablement organization.]

Source: IBV Millennial survey. ©2015 IBM Corporation
Source: IBV Millennial survey. ©2015 IBM Corporation


For sales enablement teams that means that for their most important task – as per the whitepaper with data from an August 2015 survey by Highspot and Heinz Marketing – “Making sure sales team can find content” they have to focus on ways to make that happen via email or deeply integrated with email.

Source: whitepaper with data from an August 2015 survey by Highspot and Heinz Marketing

Only 25% of product information consumers look at is accurate says hubba B2B product information platform for brands, distributors, vendors & retailers

Posted in Uncategorized by salesenablement on October 9, 2015

In October 2015, Toronto-based B2B product platform hubba (on my list of Sales Enablement companies in Canada) picked up $11 million in Series A financing after $3.1 million in seed funding from December 2014.

The B2B product-sharing and discovery platform, has grown its user base to over 10,000 brands & retailers. Building on this momentum, hubba will use the financing to accelerate expansion into additional verticals & geographic regions.

“[…] we are on a mission to be the source for every piece of product content for every product on the planet. The goal is to power this new generation of commerce […]” Ben Zifkin, CEO of

hubba provides a product information platform for brands, distributors, vendors and retailers to manage and share product information like product descriptions, reviews, images, videos and marketing assets, all in one place.

“We’re in a B2B software space, helping brands, retailers and trade partners to share product information. Today, product information sharing isn’t efficient, to the point where only 25% of product information consumers look at is accurate. Brands are overwhelmed with the amount of rich and unstructured product information, from video, images, marketing materials, to consumer reviews, size, and product specs,”

Howard Lis, COO of hubba told betakit in December 2014

“All of that information is challenging to share, maintain and update to accommodate a barrage of requests from retailers, marketers working on product flyers and copy, e-commerce sites and trading partners’ needs. hubba is a simple easy-to-use platform that pulls together a source of truth, so that everyone gets consistent, updated information coming directly from the brand,” said Lis.

“We saw a critical need for a network that empowers information sharing and doesn’t look or function like traditional enterprise software,” said Ben Zifkin, founder & CEO of hubba. “The best way to make the lives of marketers and salespeople better is to provide them with tools that are easy to use, make them more effective at their job and encourage engagement with their colleagues and business partners.”

Guru Chrome web extension for Internal Knowledge Sharing

Posted in Uncategorized by salesenablement on September 10, 2015

Screen Shot 2015-09-10 at 1.14.23 PM

On Sep 1, 2015  (@jordanrcrook) over at Techcrunch wrote a post on Guru (which I will be adding to my list and spread sheet of Sales Enablement solutions):

What is the Sales Enablement market size and how hot is it?

Posted in Uncategorized by salesenablement on August 28, 2015

I just published a public spread sheet to show how I come up with the count of 116 Sales Enablement vendors and I will continue to update it.

From the stats/analytics (search phrases) of this blog and emails/comments I receive, it’s obvious that many of us are trying to figure out the size of the Sales Enablement market.

Despite ‘Social for Sales’ still being on the ‘peak of inflated expectations’ on the Gartner Hype Cycle for Sales CRM 2014, ‘Sales Content Management’ already made it to the ‘slope of Enlightenment’.

Sales Content Management

Gartner clients can read the full report, Hype Cycle for Sales CRM, 2014.

That the interest in ‘Sales Enablement’ has been increasing is obvious when using Google Trends.

Google Trends: Interest in Sales Enablement

As of August 2015, LinkedIn has 3,233 users with Sales Enablement in their current job title. I will look this up in a year from now to look for growth. Given that at least 116 companies are trying to become profitable in this market, it’s helpful to look at how many people are actually searching / interested in Sales Enablement.

Here what the Google Adwords tools can tell us about how many people search related phrases

  • in an average month
  • worldwide
  • across all languages
  • Google and search partners

Screen Shot 2015-09-23 at 3.27.30 PM

In the same Google tool (looking at ad groups) a comparison confirms that the Sales Enablement market is actually not as hot.

Screen Shot 2015-09-23 at 3.17.24 PM

Screen Shot 2015-09-23 at 3.31.16 PM

In case you were wondering where people with an interest in Sales Enablement live, here the views to my blog in 2014 by country:

Sales Enablement interest by country

In case you were wondering how people find my blog (referrers), here stats for the year 2015 so far:
Screen Shot 2015-09-23 at 3.43.11 PM


Sales Enablement section in The Marketing Technology Landscape January 2015

Posted in readinglists, Uncategorized by salesenablement on June 2, 2015

Screen Shot 2015-06-02 at 5.40.15 PM

As I’m continuing to update my list of Sales Enablement vendors below, I found it interesting to see the Sales Enablement section in “The Marketing Technology Landscape, January 2015” by Scott Brinker/
Screen Shot 2015-06-02 at 5.00.00 PM
Full graphic: The Marketing Technology Landscape, January 2015
Image Credit: Scott Brinker/

Q2 2015 Sales Enablement market news and trends

Posted in readinglists, Uncategorized by salesenablement on May 20, 2015

Sales Enablement thought leaders

I’ve been cleaning up / refreshing my work in progress list of Sales Enablement apps/tools/solutions/services. Latest addition on May 20, 2015:

On April 1, 2015, I was honored to find myself on this list of 30+ Top Sales Enablement Thought Leaders.

I noticed that is an extensive list of experts too.

Should Your Agency Get Into the Sales Enablement Game?, Jami Oetting, March 26, 2015.

Sales Enablement Tools: Keys To Building Trust To Win Sales, 4/21/15:

“Your Marketing team has likely already compiled a number of blogs, videos, and/or ebooks, tailored to different phases in the Buyer’s Journey. However, this doesn’t mean that only Marketing can use them. If, during their ongoing communication with their leads, your Sales reps notice a particular question is being asked again and again by a number of different leads, they can leverage Marketing’s content and pass it along. Again, showing that your company already knows about their concerns and is ready to answer their questions will build trust with your leads. […] By getting to know your leads through tools like LinkedIn, Twitter, and Buyer Personas, as well through conversations, and by showing that they care by delivering relevant and valuable information, your Sales reps can build a relationship with these leads. These relationships can speed up the process of closing leads into full-fledged customers.”

Will sales enablement software replace content marketing? by Alp Mimaroglu, 6/04/2015 with this graphic:


Alp Mimaroglu also writes:

“[…] Sales Enablement […] cannot work without a backbone of data-driven content marketing. And the most efficient way for salespeople to get the right information these days is to look at the data behind marketing that works using marketing automation software. Both sales and marketing need to share the data their teams are producing. The problem is that this just doesn’t happen in most companies (as shown by commonplace disagreements on lead responsibilities). […]”

A bit older: Content in crisis: Content marketing vs. sales enablement John Koetsier, Nov. 5, 2014 with this graphic:
Image Credit: Content Marketing Institute

Image Credit: Content Marketing Institute

New Study Shows Rapid Onboarding Increases Sales Growth Rates by 10%, Eyal Orgil, May 11, 2015:

“PUT ALL YOUR SUPPORTING MATERIALS IN ONE PLACE – Forcing new reps to hunt around for information that they hope exists somewhere is no way to speed the onboarding process. When all your sales enablement documents – data sheets, presentations, case studies, etc. – are collected and stored in a central repository, new hires can quickly do their homework on any offering. More importantly, they know exactly where to find the value added materials they need to create a more compelling proposal. You can even take this one step further and integrate document management right into your sales quoting solution and automate the entire proposal process.”

Three Big Myths Debunked at SiriusDecisions Summit, Tom Pisello, May 19, 2015:

“B2B marketing is not replacing B2B sales, so more B2B marketing doesn’t equate to more effectiveness. Sales reps are still VERY relevant, however we do need to recognize that buyer’s have changed, and Frugalnomics is in full effect. As a result, you need to enable sales reps to engage effectively throughout the buyer’s journey, especially at the critical early stages of influence. The ability for sales reps to help buyers navigate the journey, gain consensus from committee decisions, and articulate your unique value – all critical for continued relevance and competitive sales success. […] Content is King? Although large amounts are spent every year to develop and deliver content, and these investments are growing YoY, SiriusDecisions reports that almost 2/3rds of the content marketing investment is wasted! In a survey of almost 300 firms, 65% of content spending was wasted. Half of the waste was attributable to sales reps not being able to find the content. While the other half saying the content wasn’t good or useful. More is not more when it comes to content. Prospects and sales reps are all to easily lost in a sea of content.”

Mobile Strategy For Sales Enablement, Shankar Ganapathy, April 30, 2015:

“Sales people are not chained to their desk anymore but they are attached to their smartphones, so it makes sense for them to have everything they need available on their phone. Rather than searching through hundreds of emails, wiki links or dropbox files to find the particular product update memo, a mobile sales enablement app can make updates easy to find in a fraction of the time. With Millenials estimated to make up 75 percent of the global workforce by 2025, you can also make your employees more productive by meeting their preference to consume content on the go. While the majority of companies understand the need for sales enablement, according to research by Adobe less than 30% are actually implementing sales enablement solutions because it can be complex and time consuming to execute. However, mobile sales enablement can be implemented quickly and cost-effectively. This means implementing a mobile sales enablement strategy now could give you a competitive advantage. While other companies grapple with how to keep their sales teams up to date, and their reps spend precious time searching their email box, reading through volumes of wiki pages or searching through files in cloud storage, yours can be having impactful and engaging conversations with customers. When I talk about mobile sales enablement, I don’t just mean replicating your CRM on a mobile app, but rather achieving true sales enablement for both your sales reps and managers. Think about how Whatsapp has replaced email, making communication and sharing photos instant, quick and easy without needing to log-on. Mobile sales enablement can have a similar impact on your sales teams.”

Q4 2014 Sales Enablement market news and trends

Posted in readinglists, Uncategorized by salesenablement on November 7, 2014

As my list of Sales Enablement solutions has grown to well over 90 this year, I would like to take a look at some recent Sales Enablement market news and trends:

Low cost sales enablement apps

Posted in readinglists, Uncategorized by salesenablement on November 6, 2014

Paul KrajewskiGiven my background in implementing Sales Enablement solutions at large complex enterprises, quick and light solutions for very small companies – with only a few products and a small sales force – haven’t been the focus of this blog.

However, I have always tried to cover even vendors that target small companies in my list of Sales Enablement market players.

Based on the following updates from 2014, I would like to extend Tobin Harris’ 2012 list below with additional free or low cost sales enablement apps:

  • Prezzi mobile for presentations / slide shows
  • DropBox for storing docs, images, PDFs & videos
  • for storing docs, images, PDFs & videos
  • Google Drive (works for PDFs & presentations) and the stand-alone apps for docs & spreadsheets etc
  • Microsoft Office apps
  • iBooks for PDFs (without needing WiFi)
  • Apple Notes or Evernote for capturing meetings notes
  • Evernote for other use cases like scanning business cards and connecting on LinkedIn with one click
  • Paper app for drawings & scribbles
  • Immediately cross-platform email tool for sales people
  • AnyDesk as a free (for personal use) alternative to TeamViewer for remote desktop at a better performance & sharper displaying of graphics (at the moment Windows only)

AnyDesk is the world’s most comfortable remote desktop application. Access all your programs, documents and files from anywhere, without having to entrust your data to a cloud service. Your perso­nalized AnyDesk-ID is the key to your desk­top with all your applications, photos, docu­ments and files. And your data stays where it belongs. On your hard drive, and nowhere else.

Update November 5, 2014: is a cross-platform email tool for salespeople designed to enable closing deals from anywhere, as opportunities happen. From both your phone & computer, you can track when your emails get opened, get reminders to follow up with leads, offer suitable meeting times in a couple taps, and use email templates for sales pitches. Automatically syncs your prospect emails into Salesforce, and pulls relevant contact information from LinkedIn, so that you always know who you’re talking to at-a-glance.

Sales enablement is a huge space with a lot of players and fragmentation.

If you’re a salesperson, you most likely use a CRM system, lead gen software, a campaign tool, and a bunch of email tools. Email is where the action happens, and there should be no need to have five apps opened to be able to reply to a sales prospect’s inquiry.

Sales, or closing deals in general, is no longer a 9-to-5 job. You’re always selling, always closing. If you don’t, your competition will. And so having perfectly-timed actionable information, and the right tools to take action, is the winning formula. We give you both, as opportunities happen, immediately. […]

Currently, we are free for individual users, and have a paid tier for enterprises. Very soon, we will be coming out with a ‘Pro’ version of the product, which will have a much deeper integration with CRM systems, and which will require a monthly subscription to use.

Update November 04, 2014:

Dropbox partners with Microsoft to offer Office integration in the next few weeks. iOS & Android users will be able to edit Office docs from Dropbox. Office for iPad users will access Dropbox files within apps and share via Dropbox.

Access Dropbox files from the Office app and save new files to Dropbox. You can now sync your docs and keep them safe without leaving the Office app.

Update October 6, 2014 on the evernote blog:

[…] mobile app called Scannable […] For the on-the-go experience, our goal is to transform business cards and receipts into something immediately actionable and sharable. When you’re back at your desk, the app lets you control the desktop scanner and allows others on your network to scan, turning the ScanSnap Evernote Edition into an Evernote-friendly office scanner.

Presentation Mode
Evernote is making meeting faster and more collaborative by eliminating the need for slides. Connect your computer, click on presentation mode, and the same note you’ve been working on is now beautifully displayed on the big screen. As you talk your team through your work, the note stays open on your computer allowing you to immediately take feedback and make changes. Of course, you may want to control how text and images flow on the screen, so we’re adding handy tools to define breaks so that just the right amount of words and images appear per screen. […]

[…] handwriting app for iPad is getting a complete redesign. […] the app is rebuilt and reconsidered with a focus on creating the most lifelike writing experience […] also enhancing the connection between Penultimate and the Adonit Jot Script Stylus.



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