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.

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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).

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.

Screen Shot 2016-03-31 at 5.06.22 PM

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. As of December 22, 2016, LinkedIn has 4,185 users like that globally.

Here my own graph tracking this:

LinkedIn users with Sales Enablement in 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

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

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

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

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

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

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

Howard Lis, COO of hubba told betakit in December 2014

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

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

Guru Chrome web extension for Internal Knowledge Sharing

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):
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