Sales Enablement section in The Marketing Technology Landscape January 2015

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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/ChiefMartec.com:
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Full graphic: The Marketing Technology Landscape, January 2015
Image Credit: Scott Brinker/ChiefMartec.com

Q2 2015 Sales Enablement market news and trends

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: salesbean.com

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

I noticed that vbprofiles.com/search?q=Sales+Enablement 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:

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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

As my list of Sales Enablement solutions has grown, I would like to take a look at some recent Sales Enablement market news and trends:
Continue reading “Q4 2014 Sales Enablement market news and trends”

Low cost sales enablement apps

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
  • box.com 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 fiftythree.com/paper for drawings & scribbles
  • Immediately immediatelyapp.com 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.com
http://anydesk.com/remote-desktop:

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:

immediatelyapp.com is was 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:

Scannable
[…] 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. […]

Penultimate
[…] 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.

Continue reading “Low cost sales enablement apps”

Loyalty and rewards programs in Canada

Shario app
Shario app (also see these visuals)

Normally, this blog is focused on Sales Enablement for b2b.

Here my list of Canadian Sales Enablement companies / experts.

Here my worldwide list.

As a Canada-based co-founder of Shariomobile app for customer referral & loyalty at brick & mortar businesses – I would like to start a work in progress list of similar apps / solutions / companies in Canada.

I’m also adding a few eCommerce players.

Let me know what I’m missing. Last update July 6, 2016

Me on twitter: @pkralle @SalesEnablement @shario

“A 2014 Maritz (Bond Brand Loyalty) report found that 90 percent of Canadians are members of at least one loyalty rewards program. We have also quickly embraced online shopping and have a high penetration of mobile usage. Almost 80 percent of Canada’s addressable population owns a mobile phone, according to a 2014 eMarketer report. These factors, along with companies like Starbucks and Tim Hortons who have tied loyalty to mobile payments, are helping to drive Canadian comfort levels with mobile payment adoption.”

AdvanTag advantag.me
Aeroplan Montreal-based Aeroplan loyalty program for Air Canada made by AIMIA. Aeroplan® Membership Card. Aeroplan is a coalition loyalty program owned by Aimia, a global loyalty management company. The Aeroplan program was created in July 1984 by Air Canada
AIMIA (see Aeroplan)
Air Miles by LoyaltyOne, Inc. AIR MILES® Reward Program Membership Card www.airmiles.ca Airmiles is currently testing iBeacons and will be testing Android Beacon technology soon (end of 2015 / start of 2016)
Altitude – Air Canada rewards its most loyal customers through its top tier recognition program, Altitude, that offers frequent flyers
AMEX Rewards / American Express Rewards
Android Pay / Google Wallet app
AvidTap
Avion points – RBC’s Avion cardholders earn RBC rewards points. The most significant benefit of RBC’s Avion card is that you can fly on any airline, with no blackout periods or seat restrictions. “Two of the most popular travel rewards programs in the country are CIBC’s Aerogold and RBC’s Avion.”
belly card bellycard.com
Best Buy Rewards Best Buy® Reward Zone™
BMO Perks™ – BMO partnered with merchants for exclusive offers and savings when using a BMO MasterCard with specific merchants
Bond Brand Loyalty (see SynapzeINSTANT™)
Buytopia (Toronto’s buytopia.ca launched SnapSaves, now owned by Groupon; an app that pays consumers cash to shop) snap.groupon.com
CAA The Canadian Automobile Association (CAA) is rebranding its two-decade old loyalty program to CAA Rewards™ from Show Your Card and Save®. Over the last 15 years, CAA Rewards has grown to be one of Canada’s largest loyalty programs, with the most partners worldwide – more than 164,000 locations for savings worldwide, including 110,000 retail locations in North America and popular online merchants.
Canadian Tire Rewards / Canadian Tire Money® – Canadian Tire debuts mobile credit card app, game and loyalty card; September 23, 2015: “new mPay & Play mobile app available to all holders of the retailer’s Canadian Tire Options MasterCard. Allows users to pay for all of their Canadian Tire store purchases, redeem loyalty points, and unlock badges to collect bonus digital Canadian Tire money.” Canadian Tire’s new mPay&Play app for its MasterCard customers combines mobile banking payments with loyalty programs & promotional offers.
cardstar cardstar.com
Carrot Rewards app. More Rewards morerewards.ca is one of four charter loyalty providers – joining Aeroplan, the Cineplex Scene movie rewards program and Petro Canada’s Petro Points – to partner with the new Carrot Rewards app, which rewards customers for making positive lifestyle choices. Toronto-based Social Change Rewards, which developed the app Carrot Rewards. Created with funding from both the federal & B.C. governments, as well as a reported $2m from VCs, the Carrot App awards points to users who make positive health & lifestyle choices, such as taking a healthy quiz or looking at a healthy recipe. The app is designed to capitalize on Canadians’ love of apps & loyalty programs. The average Canadian has 4 loyalty cards in their wallet, with more than 50% saying they frequently use them to accumulate miles & points.
Checkout 51 checkout51.com
CIBC Aerogold. Two of the most popular travel rewards programs in the country are CIBC’s Aerogold and RBC’s Avion.
CIBC mobile payment app
Clubovahi clubovahi.com/app/ Toronto, Canada
Drop Loyalty Inc. “One rewards program for all your favorite brands.” Launched in Canada on the iOS app store June 29, 2016. Coming to Android soon. earnwithdrop.com “By linking any credit or debit card you use for every-day purchases, Drop will find your purchases as you make them. As Drop discovers your relevant purchases, it rewards you with points” (Built in Toronto, ON). “Already raised $1 million CAD in funding from U.S.-based investors like ff Venture Capital, White Star Capital, and Rothenberg Ventures.” Highline VC is the only Canadian investor. “The company is partnered with brands like Wealthsimple, Foodora, Chef’s Plate, Urbery, Thirstie, Carnivore Club, & FanXchange, […] “With some of the programs out there in market, a lot of brands that are promoted are not exactly the brands that young people shop at,””
Delta (see Marriott Rewards)
Denny’s Canada loyalty and rewards program – MyDenny’s, a new social, loyalty platform
Esso Extra®
Flipp (iOS/Android) flipp.com Flipp takes the weekly flyers crammed in your mailbox and puts them on your phone or tablet in a clean, searchable app.
GasBuddy (iOS/Android/Blackberry/Windows Phone) gasbuddy.com finding the station closest to you with the lowest price per liter
Global Payments Inc. / Global Payments Canada; integrating their payment technology offerings with Virtual Next’s (see below) mobile payment & loyalty solution. Merchants will be able to accept payment via both Apple’s & Google’s digital wallets. Goal: launch the product in fall 2015.
GoodLife Fitness Member Advantage goodlifefitness.com/member-advantage/ “Living the GoodLife is more than just a gym membership.” Introducing the GoodLife Member Advantage Program. Exclusive to GoodLife members
Groupon snap.groupon.com
HBC Rewards hbc.com/hbcrewards/ Hudson’s Bay Company (HBC) Hudson’s Bay Rewards™ Card
hmv Canada, retail destination for music and entertainment. The company’s loyalty rewards program is called pure purehmv.com. 1.7 million plus activated members.
Holt Renfrew – Feb. 11, 2015 registration for Holt Icon Privileges was opened; microsite, HoltIcon.com Canadian department store chain Holt Renfrew is rolling out a new bespoke rewards program: Holt Icon Privileges
Influitive influitive.com helps companies mobilize their advocates to boost referral leads, reference calls, social media participation and more. Toronto & San Francisco
Kangaroo Rewards mobile loyalty and rewards program. Muscle Depot already deployed the Kangaroo Rewards program across all their locations in Montreal, Laval and Blainville. A Mobicept Product
Key To The City: T.O. Key To The City @TorontoCityKey Toronto Key To The City! Get instant loyalty perks citywide with your own key. Show The Key. Get The Perks. torontocitykey.com
KnexxLocal (with Instamonial™, KnexxLocal’s free mobile app, local businesses can get more word-of-mouth referrals) Canada, Toronto, ON
Kobo Super Points aims to make reading more rewarding. Kobo launches rewards loyalty program where customers instantly earn points with every eBook and magazine purchase they make online at Kobo’s site, or via Kobo’s free reading app. They can redeem those points from a catalogue of more than one million titles across a variety of genres.
Linkett linkett.com formerly WestonEx / westonexpressions.com “Creating Consumer Engagement & the Ability to Track it”. Kitchener, Ontario, Canada
Loblaw (see Ugo and PC Plus)
LoyaltyOne, Inc. (see AIR MILES®)
Marriott Rewards, Marriott International’s award-winning loyalty program, is being expanded to include Delta Hotels and Resorts. Marriott Rewards members can now earn points or miles and Elite night credits, and redeem for free night stays, at twenty-one Delta Hotels across Canada, with the brand’s fourteen remaining Canadian properties joining the program in late April 2016. Delta Privilege members will also now enjoy the full benefits of Marriott Rewards membership. “Marriott Rewards’ expansion to include Delta Hotels gives our members even more choice when traveling in Canada,” said Don Cleary, President of Marriott Hotels of Canada. Delta Hotels features properties located in major Canadian centers of business as well as popular tourist destinations, including its flagship property Delta Toronto, Delta Ottawa City Centre, and the elegant Delta Grand Okanagan Resort—all of which are now available for members to earn and redeem points. Marriott International acquired the Delta Hotels brand in April 2015.
McDonald’s offers a McCafe sticker card for regular coffee drinkers
Merchant Customer Exchange (MCX), mobile payments venture co-owned by US retail chains. CurrentC, CurrentC & Logo, MCX, MCX Merchant Customer Exchange & Design and all associated proprietary marks are trademarks of Merchant Customer Exchange LLC
Metro (adds mobile component to loyalty program)
metro moi™ Program
mobilexco The Mobile Experience Company, Whitby, ON, Canada mobilexco.com Mobile marketing platform, Tether™, helps businesses build relationships with people. Fosters 1:1 connections between merchants & customers and tracks their actions across all media touch-points (online & offline). Measures everything in real-time & easy to identify actionable insights. Simplified the world of mobile marketing – No apps to download. No special hardware required. Tether-Experience-Management-Platform
mobizou mobizou.com Location Based Mobile Marketing Platform with loyalty & referrals. Calgary, AB
Mopals
More Rewards morerewards.ca is one of four charter loyalty providers – joining Aeroplan, the Cineplex Scene movie rewards program and Petro Canada’s Petro Points – to partner with the new Carrot Rewards app, which rewards customers for making positive lifestyle choices.
New Rewards – a joint program between Copeesh! and New Canadians. Coming soon.
Omnego Inc omnego.com (white-label mobile app platform that empowers mobile engagement between businesses and their mobile users)
PayRange Inc. payrange.com mobile payment solution for machines, launching the vending industry’s first mobile based rewards and loyalty platform designed specifically for automated retail. The company is distributing its BluKey™ device to operators in the US and Canada. Consumers can download the free mobile app for iPhone or Android.
PC Points/Plus anyone can join the new and improved PC Plus programme to earn free groceries at select stores across Canada. Besides being your actual points card, the app lets you load special offers of the week (the items that are going to earn you extra points), see your points balance, find participating stores, get recipes and create shopping lists. 1000 points equal $1 in groceries.
Perka digital loyalty marketing platform launched April 2011. First Data, the global payment processing company, acquired Perka after purchasing Andreessen Horowitz-backed mobile payments startup Clover
Perkopolis perkopolis.com
Perkville perkville.com
PETRO‐POINTS™
plum® rewards; Chapters plum points are collected by buying in-store at any Indigo, Chapters, Coles, Indigospirit, World’s Biggest Bookstore, SmithBooks and The Book Company locations
PunchTab
pure (see hmv Canada)
Qriket http://qriket.com
RBC Royal Bank of Canada grew its mobile wallet user base since moving from a SIM-based model to host card emulation (HCE). Support for gift cards, loyalty cards and digital receipts is also being added to its HCE wallet. The new features will allow customers to manage and redeem loyalty points from more than 150 loyalty programs as well as track the return or warranty period for purchased items by interacting with digital receipts stored within the app
Royal Bank of Canada Exploring Blockchain Loyalty Program
RBC Rewards – Redeem your Visa rewards points for merchandise, travel, gift cards/certificates, charitable donations & RBC Financial Rewards vouchers.
RedFlagDeals (iOS/Mobile web) redflagdeals.com If there is a deal to be had in Canada, it is most likely being discussed on RedFlagDeals long before you hear about it.
Referral Rock referralrock.com @ReferralRock Customer Referral Service – Design, track and manage your program to get more customers
RewardingYourself Loyalty Wallet by LoyaltyMatch Inc. loyaltymatch.com (Loyalty and Gamification Saas Platform)
RewardLoop (mobile rewards program that rewards you for spending at your favorite merchants) rewardloop.com
Richtree Market Pass By Natural Markets Food Group richtreenaturalmarket.com
Rogers readies loyalty points program in bid to keep customers from switching to rival carriers. Rogers Communications will launch the national rewards program in stages, starting in Red Deer, Alta.
Rogers Mobile Shopper solution (enables customers to engage with brands in-store through mobile offers, applications & mobile payments technology. RioCan, Canada’s largest owner of shopping centres, is first to trial the Rogers Mobile Shopper solution in select Ontario-based shopping centres)
Save‐On‐More
SCENE® Card www.scene.ca SCENE points
Scotiabank SCENE® Card. Earn SCENE points by paying with your Scotiabank® SCENE debit, SCENE VISA or SCENE Prepaid VISA card.
Sears Card Sears Canada Inc announced updates to loyalty program and credit card transition process; says enhanced Sears club loyalty program is set to launch before the holiday shopping season 2015
Shario @shario https://angel.co/shario customer referral & loyalty app for brick & mortar businesses. [Full-disclosure: I’m a co-founder of Shario. It was designed by User Experience Design company MING Labsbehance.net/gallery/11853341/Shario-App
Shopify (Reward customers for each new customer that they bring to your store: Apps like Zferral and ReferralCandy automate this. Traditional loyalty programs where rewards are offered to repeat customers based on how much they buy: Apps like PunchTab & Incentify)
Shopkick
Shoppers Drug Mart (Optimum Rewards Program) Shoppers Optimum® Card
Simply Good’s coupon app GetLoop
SmoothPay smoothpay.com
Snapsaves (iOS/Android) snapsaves.com now owned by Groupon snap.groupon.com
Snipp Interactive Inc. Loyalty Program Of Choice For Unilever, L’oreal, Proctor And Gamble, Kellogs
SnipSnap Coupon App by SnipSnap App LLC Link to the Canadian iOS app store
SPC Card student loyalty program SPC Card with 1.1 million members; digital Student Price Card. The digital SPC Card is available via the SPC Card mobile app on iTunes and Android devices. Giving students relevant offers based on their location, making redemption easy via the Digital Card, and adding personalized offers the SPC app is engaging millennials. Soon to be accepted at all of SPC’s 15,000 partner locations throughout Canada, making it one of the largest mobile loyalty card activations currently in market.
Square (“Create and Apply Rewards with Square Register”)
Starbucks (My Starbucks Rewards). Starbucks has both an app & rewards card that gives free drinks & food to frequent customers. Starbucks Canada announced that it will bring the company’s innovative mobile ordering feature, Mobile Order & Pay, to approximately 300 company-owned stores in the Greater Toronto Area. Beginning in April 2016, you will no longer reach gold status with 30 stars or 30 transactions, and then score free food with 12 stars. Instead, with 2 stars awarded for each $1 spent, it takes 300 stars to get to gold and 125 stars for gold members to get freebies.
Stocard is a mobile Startup from Germany that has set the goal to make customer loyalty go mobile, thus making loyalty solutions more powerful for consumers and retailers.
Subway is expanding its Wi-Fi-enabled loyalty program to 600 Canadian stores following a successful pilot, highlighting how fast-food chains can leverage mobile to drive in-store traffic, especially among millennials. Subway has collaborated with Turnstyle to power the rewards platform, which will send a mobile coupon for a free sandwich to consumers who sign into the store’s Wi-Fi for the first time. This tactic is well-poised to bring hordes of new consumers into Subway locations and fuel a myriad of loyalty sign-ups, even among individuals who initially only want to use the complimentary Wi-Fi.
suretap™ wallet by Rogers Communications rogers.com/web/content/suretap
Sweet Tooth Rewards (turn-key points & rewards app for your Magento eCommerce store)
SynapzeINSTANT™ – Jan. 27, 2016 – Bond Brand Loyalty has rolled out an innovative new solution to help North American banks lead in the competitive landscape of reward and loyalty programs, all while offering bank customers a near “endless aisle” of instant redemption with leading retail brands. Better yet, the standalone rewards app requires no large-scale retailer POS integration or associated expense. SynapzeINSTANT™: A new app-based solution for any bank with a credit card loyalty program. It was created to help ease the ever-increasing costs financial institutions endure while trying to differentiate.
Tab Payments: Canadian restaurants currently using Tab Payments will be able to upgrade to Velocity’s payment and loyalty platform
The Club Sobeys Program
The More Rewards Program
Thirdshelf (retail app & loyalty platform) thirdshelf.com
Tim Hortons added a smartphone payment option to its lineup of mobile apps across iOS, Android, BlackBerry. Called “Pay with TimmyMe” it uses a pre-registered Tim Card to allow payments from the smartphone. Also launching its own loyalty rewards program partnering with CIBC for a Visa credit card that accumulates points redeemable at Tim Hortons stores.
TimePlay the company behind Cineplex TimePlay. Platform that delivers interactive, multi-player experiences while providing a targeted portal for offer delivery & e-commerce. Turns a mobile device into an interactive gaming device enabling thousands of participants to engage together and influence outcomes on a second screen. Toronto, ON, Canada & Los Angeles, Venice, CA
Turnstyle. “Subway’s expansion of Turnstyle throughout its network will continue to help the brand learn more about its customers, increase its marketing base and grow meaningful customer engagement opportunities,” said Chris Gilpin, CEO of Turnstyle. “The platform will enable new Subway restaurants to increase customer loyalty (visit frequency) and create compelling omnichannel marketing initiatives.”
Ugo (initially allow customers to load their TD Visa, President’s Choice Financial MasterCard & PC Plus cards into a mobile wallet. PC points can be redeemed at Loblaw & banner store locations)
Velocity: Canadian restaurants currently using Tab Payments will be able to upgrade to Velocity’s payment and loyalty platform
vicinity rewards (developed by US-based company, FiveStars. Launched in Canada by Rogers Communications. Vincity is a loyalty program for small business that rewards customers when they visit their store.)
Virtualnext virtualnext.com, Toronto, Canada & US based. Virtual Next is working together with Global Payments (see above)
Wallet (part of iOS)
Walmart Rewards
WestJet Rewards®

Continue reading “Loyalty and rewards programs in Canada”

Sales Enablement companies in Canada – Canadian Sales Enablement solutions

Paul KrajewskiI would like to take a look at the Sales Enablement players in Canada. My world-wide list is here or as a spread sheet here.

This list for Canada was last updated on January 22, 2017:

 

Allocadia allocadia.com @allocadia Marketing Performance Management: Planning, budgeting, & analysis software built for revenue-driven marketing teams. Every marketing organization wants to better understand investments & returns and measure how they impact the business (how marketing drives revenue). Typical organizations start with managing their marketing budgets, then they align to corporate objectives & plans, set targets, track actuals, and eventually measure & optimize their return on investment. By connecting to your finance, corporate budgets, CRM, resource management, marketing automation, & social media systems Allocadia gives you the most complete view of your marketing performance. Vancouver, BC

Amacus see Innovative Information Inc.

April Dunford the Toronto based founder of Rocket Launch Marketing has a deep understanding of Sales Enablement. See this blog post by her as an example.

AvayaLive Engage web conferencing in virtual 3D environments for meetings, training, sales & support. It came out of research & development / incubation at Nortel Networks in Ottawa, but is owned by Avaya now. Allows collaborative web browsing & accessing/presenting marketing material in its on-demand, web-based, immersive collaboration environment. (I worked on this during my time at Nortel Networks.) AvayaLive Engage service ended 2016.

BizSphere: The Sales Web & Content Landscape by BizSphere were initially developed for IBM & Nortel Networks. Is Was a suite of Sales Enablement software solutions for global businesses with a complex portfolio [of products, services, & solutions] and large sales force / channel partners. Let them access the right person or the right information in the right format, in the right place at the right time to move sales opportunities forward. The team behind core concepts & the UI of BizSphere moved on to MING Labs (see below).

Brick Street Software, Inc. brickstreetsoftware.com more on the marketing automation side of things: Their solution called CONNECT is multichannel marketing for carrying on conversations with customers & prospects over multiple devices as they go about their day. “With its single platform architecture, you have unified views of each consumer—across all channels to engage, drive sales, and develop loyal relationships.” Offices in Toronto, Boston & elsewhere.

CleanPix Corp cleanpix.com @CleanPix digital asset management accessible directly from the cloud via your web-browser & designed with PR/marketing & brand managers in mind. Deliver your assets directly to your network & partners from CleanPix via email without the use of attachments or forcing them to sign up for their own account. Free trial for 14 days. Calgary, AB, Canada

DOOLY www.dooly.ai angel.co/dooly @doolystated Combination of machine learning, natural language processing, & speech analytics as an ear on calls, notes, emails, & other data sources to connect information in the moment & help teams be more productive, close more deals, & find new ways to delight customers. “You’re chasing someone across departments, trying to find that white paper your coworker remembers coming across many moons ago so that you can send it to a prospect.” Wouldn’t it be great if you didn’t have to chase information around, but had that information at your fingertips? Because Dooly is a participant on the call, it already knows that the prospect would benefit from a technology white paper, & because it’s connected to everything else, it knows where to find it. Vancouver, BC, Canada

elandas elandas.com @elandasnow Flexible sales & marketing solutions for the regulated life sciences industry. Deliver customized, regulatory-compliant sales materials into the hands of your sales force within days, not weeks. Adapt to rapidly changing trends with tools that give you flexibility & control. Coordinate efforts of disparate & cross-functional business units for more efficiency – allowing you to sell more sooner. With elandas sales reps will: Learn about access changes that provide growth opportunities in a given territory sooner. Create relevant & compliant materials for digital presentation or print to get to the point quickly during sales calls. Enjoy more realistic sales goals set by management. Get the control needed to hit the ground running & be ahead of the game. Saint John, New Brunswick, Canada

Enable5 VONICAL vonical.com Ottawa, Canada based full-service agency that spun out its enablement software as a service under the name ENABLE5 enable5.com (HQ is Ottawa; also in Japan, Ireland, London UK, San Francisco USA)

Envisica Inc envisica.com Alberta, Canada based firm more on the “consulting for Sales Enablement” side of things. Wayne Regehr, President at Envisica Inc. used to be Vice President at SAP Canada, Inc.

hubba hubba.com more focused on fast moving consumer goods than any other vendor on this list. Helps with sharing of product information between brands and retailers. Managing product information sucks. You are faced with more information to manage, more digital channels to oversee & more demand for product images, descriptions, videos, and more. Hubba’s B2B Product Information Network gives brands the ability to generate a hub of comprehensive product information while providing retailers with real-time access to this accurate, up-to-date content. Toronto, Ontario, Canada

Igloo Software igloosoftware.com based in Kitchener, Canada. They don’t use the term ‘Sales Enablement’ but it is a social intranet (Enterprise 2.0 style) for small, medium or large businesses who want to work better – with their employees, partners or customers. Cloud-based platform, so you can work from anywhere on any device with a web browser, inside or outside your firewall. […] blogs, calendars, file sharing, forums, microblogs & wikis…

Innovative Information Inc. amacus.net Makers of Amacus, a selling solution + coaching application that improves B2B sales productivity by revealing Return-on-Effort in Business-to-Business sales. “prospecting radar that could tell you who to talk to, when to talk to them and what to talk to them about, would that give you more time?” Along with their President John Cousineau they are Vancouver based

Inquisitive Marketer Inc. InquisitiveMarketer.com @InqstvMrktr Sales enablement. Lead generation. Messaging. Aldwin Neekon in Toronto, ON, Canada

Jostle jostle.me techcrunch writes “[…] wants to put a fresh face on intranet software. […] aims to make it easier for companies to publish news stories & announcements, host online discussions and share other relevant information like team directories. […] features a Yammer-like chat tool. […] integrates with the likes of Active Directory and other directory services to make onboarding easy. It also supports most popular single sign-on solutions & offers Google Apps integration, too, with support for Google Docs, Gmail, Google Contacts & Drive.” Vancouver, Canada

LookBookHQ Inc. lookbookhq.com @lookbookhq “Increase engagement with your content by 3x!” Create compelling & personalized content experiences with drag & drop simplicity. Personalize the content experience with data that flows automatically back to your marketing automation platform. Nurture with the right combination of relevant content whenever & wherever you generate a click. The intersection of content, data & channel, LookBookHQ converts interest into deeper content engagement by empowering buyers to self-educate at their own pace. Shift from scheduled, “One-and-Done” programs to behavior-driven, always-on marketing that capitalizes on your buyer’s attention while you’ve got it. Toronto, ON, Canada

Loopio loopio.com @loopioinc Proposal & RFP Management Software: simplifies the process of developing proposals and responding to RFPs. Automation engine to populate your RFP with the best answers from your Loopio Library. “Produce brand compliant proposals in seconds: Don’t spend countless hours formatting documents. Leave it to Loopio to export your content into a beautiful, custom branded proposal.” Toronto, Canada

Lurniture lurniture.com @Lurniture Accelerate your sales by delivering the right sales training at the right time — right within Salesforce. Develop your team’s selling skills faster, Increase deal sizes and close rates, Clone your top performers, Track the ROI of your training efforts. Built 100% native on salesforce.com (SFDC), Toronto, Ontario, Canada

MING Labs minglabs.com German User Experience (UX) Design company. Their founders were behind the UX/UI of BizSphere (see above). Mobile responsive website and mobile app Design & Development. Also Portfolio & Marketing consulting. Full disclosure: I’ve worked there.

Nudge Software Inc. neednudge.com a social selling app that helps you grow the right relationships from your network of weak connections. “We Believe That trust trumps content and your network is your net worth. We’re bringing the business world closer together one Nudge at a time.” Toronto, Ontario, Canada. Their Co-Founder & CTO is Steve Woods, who was Co-Founder & CTO of Eloqua from its inception in 1999 through IPO & acquisition by Oracle in 2012.

PostBeyond postbeyond.com cloud-based Employee Engagement & Advocacy Platform that enables employees & partners to post approved brand content to their personal networks in an efficient, consistent, and measurable way. PostBeyond Inc. Toronto, ON, Canada

Pressly hello.pressly.com/usecases/sales-enablement/ @pressly “Empower your team with a new kind of sales enablement platform. Supply your sales team with engaging content that drives measurable business results. Surface useful content: Generate a constant supply of relevant content company-wide with the help of your research, marketing & product teams. Share suggested original & 3rd-party content into a private hub […] Alert sales to new content with regular newsletter digests. Let them choose content that relates best to their customer audience, then republish it to personal sales & private advisor hubs. Share new content to all levels of your sales funnel with newsletter updates & updates via social media. […] useful metrics derived from customer & sales advisor behaviour, helping you to optimise content even further.” Toronto, Ontario, Canada

ProductByCloud speakfeel.ca/productbycloud/ platform that connects the entire sales side of the business in real time. Gives reps access to the most important information on your solutions & how to sell them, anywhere on any device (mobile, desktop, laptop). Improves sales performance by heightening expertise & connecting team members – even the most remote ones. While clients have done their research and planning, what they still require is an expert partner to challenge their assumptions, provide real insight & guide them to a good decision. The role of the Sales Rep hasn’t evaporated… it evolved: Expert on industry issues, solution details, the competitive landscape & how to best structure a solution. SpeakFeel Corporation, Guelph, Ontario, Canada

SalesChoice Inc saleschoice.com a lot more on the CRM system side of the definition of Sales Enablement than I would normally go. Co-Founder Cindy Gordon is also the founder of Helix Commerce and Toronto based.

Sales Enablement Centre salesenablementcentre.com member of the FD Centre Family of Corporations. Former operators that design and implement sales enablement solutions that grow your business. Tailored project solutions combining expertise from Functional Practices in Consulting, Talent, Data Analytics & Tools to impact business insight, sales coverage and deployment, product/services delivery, sales reporting, account planning, and use of sales talent. Vaughan, ON, Canada Now GrowthPoint growthpoint.io Mississauga, ON, Canada

SalesHub saleshub.ca @sales_hub Inbound Marketing Agency & Gold Hubspot Partner. Helping companies acquire & retain the right customers through effective inbound marketing. Content creation: We will generate content including website copy, blog articles, white papers, case studies, videos, email content, social media, & more. We take the headaches out of managing your online presence & optimize your website & social assets using our managed services platform. Toronto, ON, Canada

SalesWedge saleswedge.com like eHarmony for sales. Account executives can instantaneously find their counterparts in an alliance to get insight and referrals into accounts. Executives can measure partner engagement & impact. “Alliance enablement tool” Toronto, Ontario, Canada

SAVO Group savogroup.com Chicago based, but has people in Canada. SAVO Sales Enablement software provides solutions that improve the sales process, ramp & retain sellers, & ensure consistency in sales messaging. (Investment from SAP)

SKURA SFX Sales Enablement solution skura.com Adaptive Sales Enablement platform built for the sales rep & company of the future. Puts the salesperson & the customer at the center of the equation by providing the capabilities, features, and usability required for real customer engagement, & real sales enablement. Oakville near Toronto, ON, Canada

SwissVBS swissvbs.com @SwissVBS Designed from the ground up to meet the needs of enterprise B2B sales teams: SET (Sales Enablement Tool) is a marketing & sales app that aligns salespeople to their organization & empowers them to meaningfully showcase their products & services to clients. Push up-to-date organizational messaging to sales representatives simply & quickly. Gain insight into sales activity & customer engagement. Align learning content to the point-of-sale – bringing learning closer to performance. Access to the latest product information in a client-ready format. Customize & share content to meet specific customer needs – both during & after the sale. Access relevant just-in-time training, tied to the client interaction. St. Gallen, Switzerland. Toronto, Canada. Munich, Germany.

Sync sync.com @sync Sync & storage: Save files and keep them synchronized & accessible across all your computers & devices. Access your files from any computer or device. Web browser access. Offline access. Selective sync. 5GB storage always free (never expires). Sharing & collaboration: Improve productivity with file sharing designed to make internal & external document collaboration fast, secure, & 100% private. Send files to anyone – even if they don’t have a Sync account. Send large files fast. Allow anyone to securely send files to you. Create shared folders, & invite clients or team members to collaborate. Set custom passwords for viewing shared content. Set expiry dates. Set permissions such as “read-only” or “read-write”. Set download limits and view download stats. Toronto, Ontario, Canada

Uberflip uberflip.com @uberflip helps marketers create, manage, & optimize content experiences at every stage of the buyer journey – without relying on IT. Use Uberflip to power your: Company Blog, Resource Center, Content Library, Sales Enablement. Streamline content management, accelerate lead generation, & fuel marketing automation. Toronto, Canada

Vidyard vidyard.com @vidyard video solution to help you close even the toughest of deals more quickly & easily. Tools & data you need to maximize audience engagement, convert prospects through the sales funnel, & measure the true impact of video. Access all your video content from mobile or desktop; Hand-pick the ones that are perfect for the specific lead; Create a custom video playlist; Record a friendly, personalized video greeting if you wish; Create & send an email using well-designed layouts; Track who is watching what to gain insights on leads & close them more quickly & easily. Kitchener/Waterloo, ON, Canada

VONICAL vonical.com Ottawa, Canada. See ENABLE5 above.

Woople woople.com Hosted video-based sales enablement platform. Target content to staff & measure its adoption. Woople was developed by the Canadian company Big Bang Technology.


Paul Krajewski

The author: Paul Krajewski

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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 Toronto in Global Marketing looking after the implementation of the BizSphere Sales Enablement application for Nortel Networks’ 4000 sales people world-wide. After working as Head of Training & Senior Sales Enablement Consultant at BizSphere, spent 18 months in Shanghai, China as the first Product Manager at MING Labs & Co-Founder / Product Manager of Shario (mobile app startup). Currently based in Sydney, Australia.

B2B marketers keep sales enablement at top of your list

On January 17, 2012, Rich Vancil (IDC) published “B2B marketers need to keep sales enablement at the top of their to-do list” at BtoBlog:

“[…] In IDC’s research, we observe the broad and long process of how marketing assets are created, and then how those assets are provisioned and used by the selling teams. […] tech sales reps are overwhelmed with sales tools, collateral, presentations, etc. […] Sales reps use just one of every five “things” that marketers produce for them! They spend a lot of time trying to get prepared and ready and smart—or in other words “enabled”—but more often than not they leave the office to go on a sales call in a state of un-readiness. […] Tech buyers give tech sellers consistently poor scores on preparedness. […] tech sellers are ranked poorly on product knowledge, account knowledge, relevance of their presentations, and other factors. The purchase cycle from awareness through to P.O. (purchase order) is now 19 months for big-ticket IT purchases, and this expanded by two months just in 2011. […]”

When you combine this with the statement form the Forrester Sales Enablement Forum, that 86% of B2B buyers source information independent of interactions with vendor sales, then it is clear that in many cases the buyer knows more than the seller.

Read the full post, in which IDC’s Rich Vancil gives you two ideas to improve on the problems he described, here.