List of Australian Sales Enablement companies – vendors in Australia

Interest in sales enablement around the world visitors visits views by countryInterest in sales enablement around the world visitors visits views by country countriesGiven that Australia has always been in the top 6 countries in terms of visits to this blog and given that Sales Enablement leader Iris Chan from IBM activated the Sydney Australia chapter of the SALES ENABLEMENT SOCIETY @_sesociety, I would like to add a list of Australian Sales Enablement companies in addition to my global list. See below.

Starting in 2007, I actually worked together with Iris on Sales Enablement for Nortel‘s more than 4,000 sales people and saw her grow into a leader in this space.

The SALES ENABLEMENT SOCIETY sesociety.org is a global volunteer group of practitioners – lead by Scott Santucci – dedicated to the elevation of Sales Enablement as a profession & strategic function.

Join them on LinkedIn: linkedin.com/groups/8465729/profile

Sales Enablement Society

List of Australian Sales Enablement companies – last updated January 18, 2017:

Logenta –LinkedInThey work with with leaders across enterprise sales, advice, marketing, & compliance to optimise & automate data-driven client engagement, massively increase sales productivity, & provide invaluable sales intelligence. They are currently focussed on a digital platform called SalesPreso that is being used in Telstra, REA Group, MYOB & Australia Post to integrate with their CRM & other systems to dramatically improve productivity for their sales teams, relevance for their customers, & insights for their management teams. Logenta is a premier partner & investor in SalesPreso salespreso.com which integrates with CRM & other data sources to automate the delivery of highly interactive digital presentations. Customer-insights are delivered through an elegant story-telling experience; the story is managed & consistent; the story is automatically relevant; the story is tracked & measured. Cremorne VIC 3121, Australia

MING Labs minglabs.com @minglabs User Experience Design company: Design & Development for mobile responsive websites or mobile apps. Also Portfolio & Marketing Consulting. The team was behind the user interface of BizSphere & Combionic’s slide library. Full disclosure: I’ve worked here. Berlin, Munich, NYC, Toronto, Singapore & Shanghai based, as well as having one of their design leaders starting a Sydney Australia office.

Peter Strohkorb Consulting peterstrohkorbconsulting.com @pstrohkorb International, Sales & Marketing Collaboration, Customer Centricity & Experience, Sales Enablement, Author, Speaker, Mentor

ShineCX Pty. Ltd. Sales & marketing enablement + automation. Bringing a Sales Enablement software platform to market (some focus on APAC). SHINE CX PTY LTD was incorporated on 2015-05-07. Brisbane, Australia. At least for Australia they seem to be partnering with RISEcx. [Together?] developed a platform that leverages the convergence of education, sales & marketing. Currently connecting to Salesforce Healthcloud to be Healthcloud’s first integration partner as they enter the field of Patient Engagement. RISEcx used to be SpinRiot spinriot.com founded in 2012, Portland, Oregon now branded as RISEcx risecx.com A scalable way to deliver adaptive content strategies to support unique customer experiences. Cloud based collaboration platform, easy to deploy, easy to learn, easy to use. Your brand powered by data driven marketing so you can see what’s working. Seamless interactive presentation created from your existing assets (video, PDF, PowerPoint, images, YouTube).

Sales Enablement on the Marketing Technology Landscape March 2016

Screen Shot 2016-03-21 at 5.20.16 PM

As I’m continuing to update my list of Sales Enablement vendors below, I found it interesting to see Sales Enablement on the “Marketing Technology Landscape, March 2016” by Scott Brinker/ChiefMartec.com:

Screen Shot 2016-03-21 at 5.14.16 PM
Full graphic: The Marketing Technology Landscape, March 2016
Image Credit: Scott Brinker/ChiefMartec.com

Sales Enablement is actually part of the largest category (by number of solutions included): Sales Automation, Enablement & Intelligence (with 220 solutions)

My own count of Sales Enablement vendors is 151 as of March 29, 2017:

Guru Chrome web extension for Internal Knowledge Sharing

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):
Continue reading “Guru Chrome web extension for Internal Knowledge Sharing”

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:

AAEAAQAAAAAAAABLAAAAJDQ5MTkwZjQwLWU2ZjEtNDI3NS1iZGI3LTU2ZWEyYjg0MWY3OA.png12

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.”

Sales Enablement companies in Europe – European Sales Enablement solutions

Below a list of European Sales Enablement software vendors (Sales Enablement solution, marketing content management, sales knowledge management) & agencies / consulting firms from Europe, as of April 7, 2017.

When you shortlist vendors, be sure to look into the following:

  • Will they integrate content from existing repositories or upload copies (of what you have in your repositories) into the cloud?
  • Can the solution be installed behind the corporate firewall? Single-Sign-On?
  • How will it integrate with the given CRM system?
  • Ask the vendor whether the code, that defines how the search weights results, is shared by all customer companies or whether each customer can customize it.
  • Do they offer a choice between the cloud & on-premise? Do they support the move from one to the other?
  • SaaS vs. Licensing: What is cheaper in the long term to buy the software as a service or perpetual user license?
  • Exit strategy for your content & the meta information when you want to change vendors.
  • How does the solution support you to meet the challenges that come with doing business globally? (Which languages are supported for the content & for the user interface?)
  • Flexibility for customization / your influence on the road map / number of developers at the vendor?
  • Can they help to integrate the solution into your existing IT infrastructure / processes?
  • Does the solution help to manage how you show your complex portfolio of products, services, and solutions to your sales people & channel partners? How quickly can it be updated for org changes? Is it the vendor making the changes or is there an editor interface?
  • Are there social features that allow for feedback from sales to marketing (ratings/comments) & uploading/sharing of content?
  • Is there an intelligent way to maintain the ‘single source’ of content that is being re-used a lot? Can documents be auto-generated to be highly customized for the specific sales situation, yet look polished?
  • Is content intelligence available? (Where in its life cycle is my content? What gets bad ratings? What needs to be retired? What is not being used? What is missing?)

Adaptive Selling Ltd. Sales transformation programs for tech companies evolving from transactional product sales, to high value enterprise solution accounts management. With 20+ years of international experience with Global 100 organizations, Michael Fox @AdaptiveSelling has a unique perspective on the role sales & marketing play together. UK

Advantics advantics.de information technology & services company based out of Düsseldorf, Germany. Collaborating with MING Labs (see below) and Combionic (see below) on solutions like a slide library or content editor for deployments in medium to enterprise sized clients.

Attach attach.io/sales-enablement/ @attachio helps align your sales & marketing team with it’s centralized content hub. With one place to distribute content to your team, salespeople know where to go to find the right content. Marketers know how that content is used & can optimize it’s effectiveness through data to help the sales force sell. “Know who reads your documents, where they spend time and who they share them with. Understand your prospects engagement & transform the way you sell forever.” Align your sales & marketing department with a library of approved content, & make sure everyone shares the latest version. Analyze the effectiveness across your team, optimize your content & build winning sales decks. Stockholm, Sweden

basis06 AG basis06.ch seems to have restructured to focus less on Sales Enablement. Switzerland

BizSphere is was a suite of Sales Enablement software solutions for global enterprises with a complex portfolio [of products, services, & solutions] and large sales force / channel partners. The team responsible for the user interface & core concepts moved on to MING Labs (see below). Germany (See salesenablement.wordpress.com/tag/bizsphere/)

Callidus (Callidus Software Inc. purchased iCentera) http://calliduscloud.com/products/enablement/ CallidusCloud has not just iCentera for content but also CPQ tools, marketing automation & more. Not from Europe, but has an office in London, UK

Canto canto.com @canto Digital Sales Enablement: Digital asset management empowers your sales team by improving efficiency & creating new business opportunities. A DAM system makes your valuable media files available where you need them, any time. Sales reps never need to worry if they’re carrying all the relevant documents & presentations when meeting clients – all important sales collateral are accessible from their mobile device, laptop/tablet with fast, meta data-driven search & preview capabilities. Content is always up-to-date & ready to use. Social DAM features make digital collaboration easier & faster than ever. Build .ppt decks from pre-approved slides that are guaranteed to have the latest version. With Cumulus & DAM you can do that & more. Germany & San Francisco, USA

cegeka cegeka.com @cegeka Swiftslide swiftslide.eu Make your sales easier, better & more efficient. Delivers up-to-date content straight from your Marketing department to Sales when & where they need it. Improves communication between these two key departments & optimizes the sales process to prospects. Everything can be done remotely, with improved results, instant feedback & an overview one click away!

changeBEAT changebeat.com UK

Combionic combionic.com Germany/Switzerland based. Combionic collaboration software connects people, processes, and information in context & across applications. Enabling sales people & partner organizations with a slide library. Drag&drop slides to a plug-in right within Microsoft PowerPoint to have all the context/tags captured automatically and the slides are already uploaded / available in the cloud based slide library which works great for accessing/generating on the fly from tablets. (Full disclosure: I’ve worked with them)

d!NK dink.eu Sales library on tablets enables customer facing staff to adapt interactions with customers/prospects to what interests them. Makes sales more effective; better qualification, condensed sales process. Belgium based

Membrain membrain.com @membrain_com Sales Improvement Software that helps B2B companies execute their sales strategy & achieve consistent performance in complex sales. Allows you to integrate educational information, collateral & guides in the right context – your sales process. This helps all your sales people to increase their skills from hire date through every deal they work. Sales Enablement: Provide training material to reinforce new knowledge; Ensure that everyone uses the same sales language; Provide deal-level coaching to increase win-rates. CONTENT IN CONTEXT: Provide sales collateral from the right context (sales process); Use in-process sales guidance to get new hires up to speed; Model the behaviors of top performers & share best-practices. ENGAGE: See when your customers engage with your content. Stockholm, Sweden

MING Labs minglabs.com @minglabs User Experience Design company: Design & Development for mobile responsive websites or mobile apps. Also Portfolio & Marketing Consulting. The team was behind the user interface of BizSphere (see above) & Combionic’s slide library (see above). Full disclosure: I’ve worked here. Berlin, Munich, NYC, Toronto, Singapore & Shanghai based, as well as Sydney Australia.

Omni-Share omni-share.com @OmniShare_news Cloud-based CMS Sales Enablement & Marketing business tools: Empowers ‘heads’ of sales & marketing teams to quickly create, manage & distribute innovative presentations & content live to their employee’s desktop, tablet & mobile no matter where they are located in the world. Omni-Share is a brand of Clarity International, London, UK

Perperitus Sales solution perperitus.com (UK)

PocketWorks Mobile Ltd, UK pocketworks.co.uk Enterprise iPad & smartphones solutions in Leeds, UK

SalesBook salesbook-app.com Dedicated, CRM independent, interactive mobile app for customer facing sales. User friendly Configure Price Quote, SFA, Sales, Presentation, Sales Management & Training. Quick mastery & standardization of sale procedures. Sales materials always available & up to date. Warsaw, Poland/Austin TX

Salesframe salesframe.com Sync latest materials, videos & other content via web-based management system. Integrate Salesframe with your existing systems such as Salesforce CRM, Microsoft Sharepoint, & IBM Notes. After meetings, quickly create a branded PDF of the materials & notes so customers have something to take away. Make winning pitches wherever you are with the app for iOS&Android. Finnish company; client base so far mostly Finland-originated B2B companies.

Scepos scepos.com Netherlands based / Dutch

SellsPad SA, Brussels, Belgium sellspad.com Take orders on the go right from your tablet. Always up to date, fast & secure. Improve your sale cycle efficiency. Have the right information at the right time: Documents, presentations, client info, catalog, etc. even when you are offline. Simplify reporting for the people in the field & get detailed information about what really happens in the field. Brussels, Belgium

Solutions for Sales solutionsforsales.com Sales enablement consultancy

Squirro Squirro.com Harvest content that matters: Revolutionize the way you gather/store/use content that matters. Switzerland based

Swiftslide (see cegeka above)

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.

urCollection urcollection.net @urCollection Distribute documents hierarchically: from CEOs, Sales managers & Marketing managers to the sales force. Only administrators can edit documents, share them with the sales force & decide which actions the sales force can take with the documents. Manage & protect documents by using analytics & geo-location. Unlimited free trial. Paid plans from 7.5 Euro / month / user. iPad app by App2U S.L., Barcelona, Spain

Yooba yooba.com @YoobaStudio Sales Meeting Performance Management Platform. Buyers today are more informed which means they are more in control of each sales opportunity. Sales people today have to be more advisers than ever before to build trust. They need to act as experts to create measurable business benefits by solving the customers needs. Yooba ensures that your salespeople are armed with: The right knowledge – Specific to the current selling situation – At the right time – In the right place – Tailored to the needs of the buyer. Craft beautiful, branded material with the user­-friendly design studio with 3D capabilities, polls, forms, & video. Marketing & management departments can instantly publish updates to reps— anytime, anywhere. Backend analytics record how presentations were delivered, & which material & messaging captivated clients. Get an unprecedented, comparative view on rep’s performance. Stockholm

define a taxonomy of customer pain points and map your products and solutions against them

One of my posts on the question “where Sales Enablement lives within an organization” got a comment requesting further clarification of the following graphic:

The comment was asking where to find sales people in the graphic and what the role of sales playbooks is. I have to admit that it is difficult to read, but the sales people are actually represented within the green area as indicated by the words Sales Force. (This is not a reference to salesforceDOTcom.)

This speaks to the point that sales people and the legacy sales portals, that are supposed to enable them, sit in between a highly matrixed organization on the one side and just as complex an organization on the client’s side. These legacy sales portals are one-dimensional (they fail to show content & contact details of subject experts in the context of the highly matrixed organization and in context to which pain point on the client side is addressed) and there are often several portals as there are so many silos of information.

Each sales playbook is a great tool for a small subset of the sales force (as shown in the graphic), but comes out of one of the silos, fed by only some of the Product/Portfolio Marketing teams or one regional team. When all content (e.g. customer references from different regions or specific value propositions per industry vertical…) lives in a multi-dimensional business context like it is made possible in BizSphere (which is a Sales Enablement Solution Suite that was designed to cut across all silos. Full disclosure: I work with them.), a completely customized sales playbook for any given sales situation can be auto-generated.

In contrast to legacy sales portals, BizSphere takes at least three dimensions into account. These could be:

  • Where is the seller going to a meeting? (Sales regions, countries…)
  • What does the seller want to sell (Portfolio of products, services and solutions.)
  • What does the seller need in order to be successful in the meeting? (Content types like white paper, case study, ROI-Calculator, contact details of a subject matter expert, etc…)

You might also want to define a taxonomy of customer pain points and map your products against them or add other dimensions that your company thinks in. BizSphere then lets you filter down by media type, language of the content, and/or the sales step you are in with the opportunity you are working.

The dimensions of Sales Enablement

  • Imagine the 1st orange arrow in the graphic above to be a customer reference from a Canadian client for a specific security solution.
  • Imagine the 2nd orange arrow to be the contact details of the sales engineer in South Africa who is the expert for a given service.
  • The 3rd orange arrow could be an ROI-calculator for the same service but it is really specific to the mining industry and therefore relevant in Western Australia.
Can you already see how here the regional teams can have as much of say in “which content is relevant for specific sales situations?” as the product marketing team?

Can you get lost in BizSphere? No way, because nothing is easier than answering: What do I want to sell, where do I want to sell it and what would help me to close the deal? Once you set your context in these three dimensions you will have filtered down from thousands of marketing assets / pieces of collateral to only the relevant ones.

Counting 152 Sales Enablement vendors worldwide

LinkedIn members with Sales Enablement in current job title
I have been tracking the number of LinkedIn users with Sales Enablement in their current job title.

As of April 3, 2017, LinkedIn has 4,424 users like that globally. Above my own graph tracking this.

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

  • Sales Enablement
  • B2B Marketing Asset Management
  • B2B Sales Knowledge Management
  • B2B Sales Content Management

…with a focus on improving the intranet & mobile experience of B2B enterprises for all staff / partners who touch accounts.

Several vendors merged, many changed owners or went out of business and new ones keep on popping up. My count is 152 vendors as of April 3, 2017.


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.