Updated definition of Sales and Partner Enablement

semantic web or web 3.0 and sales enablementI have collected a number of different definitions on the “About” section, but finally took the time to add a bit. Let me know what you think:

Sales Enablement & Partner Enablement

can be defined as:

“Delivering the right knowledge (= information provided in context) that is verifiably the most up-to-date and takes into account what a customer has already bought and in which sales step they are now

in the right format (video, audio, text, Chat Bot / AI assistant, calculator / tool, sheet, slides, etc)

and with the right questions to ask to the right person (internal/external with contact details) or Chat Bot / AI assistant,

at the right time (appropriate to sales step, pipeline, reminders, etc)

and in the right place (mobile-first, location aware, appropriate for region and regional availability of offering/solution)

in local currency (correct pricing for the given place)

on any device

in the right language (content & user interface)

with industry-vertical & geography appropriate case studies (customer success stories)

and aware of what can be combined as a solution

necessary to move a specific b2b sales conversation forward

for anyone touching accounts (salespeople / partners / channels).”

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Job opening – Product Marketing and Sales Enablement Manager – kCura

Product Marketing and Sales Enablement Manager

Job Location US-IL-Chicago

Req. # 2017-SM-SAM-0083

Type Full-Time
Department Marketing
Sub-Department Product Marketing

Overview

kCura is a global company with team members who are driven by our customers to build exceptional software for them to use every day. Our product, called Relativity, handles large volumes of data and helps corporations, law firms, and government agencies solve their own unique data problems.

The way we work together is centered on our core values of collaborating, communicating, pushing to exceed expectations (even our own), being humble, and having fun while we do it. We enjoy ourselves, give back, and work (and play) hard together. If this sounds like the place for you, check out the details of this position below.

As a Product Marketing & Sales Enablement Manager, you will develop the go-to-market strategies and sales enablement plans around major initiatives and product rollouts, act as the voice of the customer, and build and execute on activities and deliverables needed to successfully support the sales team to drive product success in the market through close relationships with sales, marketing, product management, and customer success. The Product Marketing & Sales Enablement Manager provides direction and applies company policies to broader team(s) or sub-department and is the subject matter expert for the communications in which they are involved.

Continue reading “Job opening – Product Marketing and Sales Enablement Manager – kCura”

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 – Chief Marketing Officer at FusionGrove – 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.

Their last Sydney meetup was August 28th, 2017.

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

Sales Enablement Society

List of Australian Sales Enablement companies – last updated September 17, 2017:

EchoJunction echojunction.com.au @EchoJunction Social Selling / Social media strategy & marketing: A collision of enterprise IT, big data & social media. Matches the appropriate tools to your enterprise wide needs. Sells & implements enterprise level cloud based social media software. Part of the Plaut IT services group, EchoJunction can also perform any complex IT integration services required (e.g. integrating to an existing CRM or ERP system). Founder: Adam Fraser @adamf2014 Sydney, Australia

FusionGrove fusiongrove.com @fusiongrove account-based orchestration platform that helps B2B sales & marketing leaders transform revenue success. Segment & target accounts with augmented data intelligence, optimize content in co-ordinated plays & orchestrate customer interactions at scale. Enables sales teams & channel partners to engage accounts & expand customer relationships. Our data-driven solution gives your business an edge in selling across the entire portfolio & accelerating time to revenue. Helped Cisco, Dell, Citrix & other B2B companies improve campaign results & partner engagement. North Sydney, NSW, Australia

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

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

Seismic seismic.com @SeismicSoftware app that accesses a cloud-based library of your company’s brand collateral & business materials — all backed by a live data feed — to generate meaningful, integrated content on demand. The single place where all your brand-approved materials are up to date & accessible from anywhere. Based in CA, US. Partnership with Genuine Interactive. Nu:Pitch became Seismic. Presence opened in Sydney: Appointed a local team to drive growth across Australia and New Zealand. A/NZ managing director, Andy Pattinson @apacloud will take charge of leading the local expansion.

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).

woolloo woolloo.com @woolloohq mobile content delivery platform that simplifies brand alignment, enablement & sales execution like never before. “Beautiful Content. In Context.” Marketing, sales & HR professionals can now drive engagement while gaining insights into what truly resonates. “Extend the reach of your field force with our virtual rep: Compliment or replace field activities through mobile push communications direct to your sales channel.” Surry Hills, Sydney, Australia

Q2 2016 Sales Enablement News – bots for sales reps?

Paul Krajewski

I was honored to be included on this list of ‘Top 6 Movers and Shakers in Sales Enablement’ by Conor Gilligan from April 20, 2016.

My own list of Sales Enablement vendors grew to 151.

Recent additions are

Bsharp bsharpcorp.com @bsharpcorp,

ContexTip contextip.com @contextip,

Nolinio nolinio.com @nolinio,

Promatum promatum.com @PromatumEE

and this addition to my list of Canada based Sales Enablement companies:

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

On January 26, 2016 Vidyard announced it closed a $35m series C round led by Battery Ventures, with existing investors Bessemer Venture Partners, Salesforce Ventures, OMERS Ventures, iNovia Capital, & SoftTech VC.

The future, according to Vidyard, “is about ignoring vanity metrics. Instead, businesses that move toward creating original video content to support every stage of the buying cycle need to focus on the metrics that help to explain customer behavior.” “View counts don’t do much to help you identify which buyers are the most interested in your products or services,”

On April 21, 2016 Paul Alex Gray spoke at #BotTO (event in Toronto on chatbots, AI, messaging, etc) outlining the transition from web to mobile to bots.

“Messaging: powers two-way interactions.

Bots: enable you to personalize experiences at scale.”

Screen Shot 2016-04-29 at 1.28.39 PM

Photo above by Ian Gerald King slide by Paul Alex Gray

bots for Sales Enablement

I’m not posting this as a statement that b2b sales reps are going away, but could see nice applications (bots) that automate [personalize at scale] the enablement of the sales rep with marketing/training content for her/his sales situation.

Slack bot

Slack bots

follow up – Sales Enablement market size and growth rate

sales enablement on the marketing technology landscape march 2016This is a follow-up to my post ‘What is the Sales Enablement market size and how hot is it?’ triggered by seeing that Sales Enablement grew on the Marketing Technology Landscape by Scott Brinker; becoming part of its largest category (by number of solutions included) “Sales Automation, Enablement & Intelligence” (with 220 solutions).

Obviously my own count of Sales Enablement vendors/solutions grew too.

The interest in ‘Sales Enablement’ has continued to increase and left ‘Sales 2.0’ in the dust as Google Trends shows.

Visits & views to this very blog have also been up, but that is obviously not the best reference point for growth in the Sales Enablement market:

Screen Shot 2016-03-31 at 5.01.51 PM

As promised in my post ‘What is the Sales Enablement market size and how hot is it?’ I have been tracking the number of LinkedIn users with Sales Enablement in their current job title:

Here a snapshot of what the Google Adwords tools can tell us about people using Google to search for Sales Enablement portal/solutions/tools and related phrases:

 

  • Mar 2015 – Feb 2016
  • worldwide
  • across all languages
  • Google and search partners

Screen Shot 2016-03-31 at 5.22.45 PM

You could obviously take many approaches to use these data points and the number of vendors (with their revenues or simply employee numbers from LinkedIn for example) to calculate the size of the Sales Enablement market.

However, it is obvious: Things are going up and to the right (including the cost of acquiring a customer; see bids for Google AdWords above).

In Forrester’s ‘Vendor Landscape: Sales Enablement Automation Solutions’ [from March 21, 2016] the average annual growth for 18 of the vendors surveyed was 38%.

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:

Competing with email

ice

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 & definitions of Sales Enablement I subscribe to:

Out of 4 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, & 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.
whitepaper

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