consolidation in the Sales Enablement market

In my post More recent Sales Enablement market overviews and ownership changes from April 16, 2018 I mentioned examples of consolidation in the Sales Enablement market where one vendor – or assets of one vendor – changed hands twice already.

Here a more complete list:

[Edit] June 18, 2018, Bigtincan @bigtincan announced the acquisition of learning vendor (micro-learning / training and enablement platform) Zunos @GetZunos:

“As part of the integration, Bigtincan will leverage Zunos’ expertise to shape its comprehensive learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement and partner enablement to ensure holistic dissemination of content and knowledge across partner teams and organizations.”

June 5, 2018, Showpad (around since 2011) acquired LearnCore (provider of sales training & coaching software) to deliver an integrated Sales Enablement platform: Sales content, engagement, training & coaching. LearnCore & Showpad’s combined platform will leverage data analytics & artificial intelligence to optimize investment in content, deliver relevant content recommendations for sales, and improve the skills of sales teams through personalized training & coaching at scale. Showpad expanded its operations with new offices in Amsterdam, Munich, & Chicago. The combined company will have 350 employees globally.

May 8, 2018, it was announced that Seismic acquires SAVO Group. On Jun 12, 2017, KnowledgeTree was acquired by SAVO Group. SAVO Group also had an investment from SAP.

March 7, 2018, Octiv acquired by Conga @getconga. Octiv was formerly known as TinderBox.

Jan 29, 2018, CallidusCloud acquired by SAP. Price $2.4B. Callidus itself had been “quite acquisitive, acquiring 14 companies dating back to 2010 including 4 in 2017 alone, according to data on Crunchbase.” Jul 6, 2011, Callidus Software Inc acquired iCentera (on-demand sales enablement software to increase sales revenue through marketing, sales, and customer messaging vehicles)

December 12, 2017, ClearSlide joined Corel Corporation. ClearSlide clearslide.com had acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics.

Dec. 06, 2017, Quark Software @QuarkNews took over Docurated Inc. Docurated’s inception was in 2012.

Nov 30, 2017 we learned Bigtincan acquired Contondo. “Contondo’s data science team and core technology will be incorporated into the Bigtincan Hub Sales Enablement Automation Platform.”

Nov. 17, 2017, Upland Software, Inc., cloud-based Enterprise Work Management software, acquired Qvidian Corporation, provider of cloud-based RFP and Sales Proposal automation software. After Sant and Kadient had already merged into Qvidian, Qvidian is now owned by Upland Software.

My frequently updated lists tracking the market:

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Marketing Technology Landscape 2018 with 6,829 Martech vendors & solutions but consolidation in the Sales Enablement subsegment with SAVO joining Seismic

On APRIL 24, 2018 SCOTT BRINKER published the Marketing Technology Landscape Supergraphic (2018): Martech 5000 (actually 6,829)

Here just one small part of it:

In my post More recent Sales Enablement market overviews and ownership changes from April 16, 2018 I mentioned examples of consolidation in the Sales Enablement market where one vendor – or assets of one vendor – changed hands twice already. Since then one more example happened:

KnowledgeTree was acquired by SAVO Group; announced Jun 12, 2017. Then on May 8, 2018, it was announced that Seismic acquires SAVO Group.

The new combined entity will serve more than 500 enterprise customers worldwide. SAVO Group adds customers such as Stryker, BMC Software, Miller Heiman and Canon Europe, joining Seismic’s complementary customer roster of large organizations which includes Getty Images, NCR, Capital One, Illumina, and T. Rowe Price. Additionally, the acquisition of SAVO Group gives Seismic an increased foothold in European markets, adding to the company’s international efforts which included a successful launch in Australia in 2017. Total headcount for Seismic will increase to more than 450 across eight offices in the United States, Europe, and Australia.

Before the acquisition, Seismic’s engineering and development team was already 150 strong.

 

My frequently updated lists tracking the market:

More recent Sales Enablement market overviews and ownership changes

The sales enablement market never gets boring (My spread sheet is at 218 line items) and mergers & acquisitions (M&A) activity is heating up:

After Sant and Kadient had already merged into Qvidian, Qvidian is now owned by Upland Software, Inc.

On Jul 6, 2011, Callidus Software Inc acquired iCentera (on-demand sales enablement software to increase sales revenue through marketing, sales, and customer messaging vehicles). On Jan 29, 2018, CallidusCloud was acquired by SAP. Price $2.4B. Callidus itself had been “quite acquisitive, acquiring 14 companies dating back to 2010 including 4 in 2017 alone, according to data on Crunchbase.”

On Nov 30, 2017 we learned Bigtincan acquired Contondo. “Contondo’s data science team and core technology will be incorporated into the Bigtincan Hub Sales Enablement Automation Platform.” [Edit] June 18, 2018, Bigtincan @bigtincan announced the acquisition of learning vendor (micro-learning / training and enablement platform) Zunos @GetZunos:

“As part of the integration, Bigtincan will leverage Zunos’ expertise to shape its comprehensive learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement and partner enablement to ensure holistic dissemination of content and knowledge across partner teams and organizations.”

ClearSlide clearslide.com acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. On December 12, 2017 ClearSlide joined Corel Corporation.

Another example is Octiv – formerly known as TinderBox. Now, as of March 7, 2018 Octiv is acquired by Conga @getconga.

Update: KnowledgeTree was acquired by SAVO Group; announced Jun 12, 2017. Then on May 8, 2018, it was announced that Seismic acquires SAVO Group.

I always love it when you reach out on twitter to help me update my Sales Enablement market lists (see all lists at the bottom of this post).

Twitter

I’m looking forward to the Marketing Technology Landscape Supergraphic (2018) which should be released April 23, 2018 by Scott Brinker.

Until then I’ll check out the vendors mentioned in the top left corner of the CBinsights Sales Tech Market Map.

Investors have poured over $6B into these startups offering sales tech solutions across CRM, sales enablement, communication, analytics, and more. In 2016, deals and dollars invested into sales tech startups reached all-time highs of over $5B invested across 425 deals.

CBinsights defines sales tech to include companies developing tech-enabled solutions that directly serve sales teams or improve upon the sales process, as well as customer relationship management (CRM) platforms. They also include companies that improve upon customer experience, engagement, communication, and booking processes for companies across various industries.

Sales Tech Market Map

Gartner Market Guide for Digital Content Management for Sales

The market for digital content management for sales (DCMS) is maturing rapidly, and becoming a heavily contested marketplace. With an ever expanding roster of potential vendors, how should IT, sales, and marketing teams evaluate solutions?

Gartner’s new Market Guide for Digital Content Management for Sales provides in-depth insight on content management solutions (CMS) for sales enablement teams.

  • Digital content management for sales (DCMS) vendors have expanded the breadth and depth of their offerings in the past year, with many adding API-based platform capabilities.
  • DCMS technology is broadly applicable to all B2B industries and sales use cases, as well as long-cycle B2C sales use cases.
  • Content recommendations based on predictive analytics and artificial intelligence algorithms are a core capability for this market.
(Gartner [Market Guide for Digital Content Management for Sales], [Tad Travis, Todd Berkowitz, Guneet Bharaj, Melissa A. Hilbert], [Publication date 17 November 2017])

One event in this market which I missed initially (but have updated in the lists below): Quark Software @QuarkNews took over Docurated Inc. @docurated

Denver, CO, Dec. 06, 2017 – Quark Software announced today it has acquired Docurated, the creators of enterprise sales enablement solutions.

Docurated’s inception was in 2012.

Quark will integrate Docurated with Quark’s content automation platform to enable sales teams to easily identify and deliver meaningful content to customer prospects.

My frequently updated lists tracking the market:

Job opening – Manager, Sales Enablement – HUB International (Chicago, IL)

Manager, Sales Enablement
HUB International (Chicago, IL)
Date published: 2-Feb-2018

The Manager, Sales Enablement plays a vital role in the growth and development of our sales culture. The Manager, Sales Enablement reports to the Assistant Vice President, Sales Enablement and assists Corporate and Regional HUBs in achieving their goals. This individual will be working out of our corporate headquarters in Chicago to deliver ongoing sales initiatives to HUB region locations.

Seeking an individual who enjoys working in an entrepreneurial environment—someone who enjoys bringing forth and implementing new ideas and solutions. At HUB International, we are a decentralized firm that prides itself on our unique culture and doing what’s right for our employees and clients. This role is for someone who thrives in a self-starting setting with a drive for creative deliverables—content, design, videos, training and more. An ideal candidate can take a project and run with it while adding in their own innovative solutions and ideas.

The Manager, Sales Enablement will work closely with the Sales Enablement Leadership Team and the regional Strategic Resource Management Team (SRMs) to ensure that major initiatives are clearly communicated, well understood and executed. This role will work to establish relationships with the SRMs, and will identify and leverage best practices in sales enablement through leadership.

Responsibilities
Sales Enablement, SRMs, Event Planning & Training
• Advise Sales Enablement team of trends, issues, and conditions that impact effective execution of the sales enablement role;
• Collaborate with team to brainstorm new products, enhancements and processes;
• Assist in planning annual SRM conference and other training/orientation sessions throughout the year;
• Train regional SRMs on sales and marketing tools/resources that are critical to sales enablement;

+ Lead in-person and webinar hosted training sessions for SRMs and office locations
+ Work with local regions to assist in providing materials to improve onboarding of new Producers and acquired locations to enhance their joining HUB;
+ General problem solver and navigator for employees looking for HUB resources.

Content Creation and Management

+ Mange content and pages of our intranet and content management system (HUB Today – SAVO);

Continue reading “Job opening – Manager, Sales Enablement – HUB International (Chicago, IL)”

Sales Enablement tools powered by Machine Learning and AI Artificial intelligence

After almost a decade of Sales Enablement vendors having to optimize their experiences for mobile, now almost every new vendor seems to have a Machine Learning (ML) or Artificial Intelligence (AI) story to tell.

Here my list of Sales Enablement tools powered by – or at least integrating – ML / AI (obviously most uses of the term Artificial Intelligence are talking about Machine Learning). Last updated 26-June-2018:

Bigtincan bigtincan.com single unified solution that securely delivers the right content to the right users at the right time & location on any mobile device. Access to all relevant content combined with all tools needed to enable a mobile workforce to be productive, delivered with information security & content governance capabilities needed to achieve information risk, compliance & security objectives. Provides intelligent insight into user interaction & utilization of content. Unlocks field expertise, creates expert networks & enables knowledge sharing across teams. [Edit] June 18, 2018, Bigtincan @bigtincan announced the acquisition of learning vendor (micro-learning / training and enablement platform) Zunos @GetZunos: “As part of the integration, Bigtincan will leverage Zunos’ expertise to shape its comprehensive learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement and partner enablement to ensure holistic dissemination of content and knowledge across partner teams and organizations.” Nov 30, 2017:Bigtincan, a provider of mobile artificial intelligence-powered sales enablement automation, has acquired Contondo, a provider of sales enablement automation tools that focus on the discovery and classification of available sales and service content, while enhancing measurement and improving ROI. Contondo’s data science team and core technology will be incorporated into the Bigtincan Hub Sales Enablement Automation Platform.” / “AI-powered sales enablement platform”. The so called SalesAI “leverages machine learning-based algorithms, combining pattern matching, deep usage analytics & predictive modeling to improve sales & service productivity in four key areas: content recommendations, learning from successful peers, meeting preparation & dynamic document creation”. The sales enablement platform for sales enablement teams, field service professionals, sales reps and sales & marketing executives “tracks and measures actions of every user, including analyzing client engagement, to gain the insight necessary to provide real-time recommendations to optimize success. From there, the platform can dynamically push the best, most relevant content & sales tools directly to users anywhere, anytime & on any device.” Source: siia.net

Bit.ai bit.ai @Bit_docs “Smart Document Collaboration for Teams! Your complete document ecosystem. Create, Manage, Track all from one simple to use platform.” Collaboration tool that empowers sales teams to make marketing & sales materials while collaborating in a common workplace. Sales teams create, customize, collaborate & share sales proposals, sales decks, & client facing material. Receive notifications whenever a client or prospect views your sales proposal. Get engagement metrics e.g. how much time they spent on your smart document, how far they scrolled (scroll ratio) and how often they returned to the documents you shared. This data is extremely useful as you can instantly receive feedback on your proposal & make changes to improve the sales collateral you & your team create. Add a lead capture form while sharing a document. In order for your recipients to access the shared documents, they are required to fill out their name, company, email &/or phone number. Salespeople can also password protect their documents or even add an expiration date after which, the documents can’t be accessed. San Francisco, CA

Chorus.ai chorus.ai @chorus_ai “platform for VPs of sales” automatically records, transcribes & analyze meetings in real-time. Helps sales people & employees by providing them critical insights regarding their sales call & meetings. It basically “eavesdrops” on your calls & extracts insights from audio. This helps to see how your meetings went, why deals were won or lost & how you can further improve the buyer experience. Information collected is also useful in training new hires on best practices. “Today’s customers expect continuity throughout the entire buyer’s journey. Ensure seamless handoff across your organization through a complete & searchable call transcript library.” San Francisco, CA

Complexica complexica.com @Complexica_AI specializing in AI-based enterprise software applications that improve the effectiveness of sales & marketing activities. Adelaide, South Australia. Australia

Conversica conversica.com @MyConversica automate email conversations with all your leads to qualify them for Sales. AI software for marketing & sales, fosters real conversations to discover your most qualified sales opportunities. AI-powered sales assistant; uses human-like, two-way email conversations to automatically engage and qualify leads, freeing up Sales to close more business. Foster City, CA

Coveo coveo.com @coveo combines “unified search”, analytics & Machine Learning (ML) to deliver relevant information & recommendations across every business interaction. Transforms businesses by improving customer engagement & upskilling employees by providing the best information, every time, everywhere. AI-powered Search for every Salesforce community & app. Immediate access to all the content, wherever it resides. Québec, Canada

Docurated docurated.com @docurated Sales enablement & sales asset management platform powers content recommendations with AI & predictive analytics. Faster deck creation, Access the newest & most relevant content, Assemble new pitches in minutes, Pitch better & more often, Seamless integration with existing file storage, Automatic indexing & visualization of content, Mobile & desktop access. NYC, NY, USA. Their inception was in 2012; now part of Quark Software, Inc. Denver, CO. Quark Software announced 6-Dec-2017 it acquired Docurated.

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

Einstein (salesforce.com) learns from all your data to deliver predictions & recommendations based on your unique business processes. Coach sales reps with “Sales Cloud Einstein”. Assist service agents with “Service Cloud Einstein”. Guide marketers with “Marketing Cloud Einstein”: Create more predictive marketing journeys. Deliver the right content, to the right audience, on the right channel, at the exact right time with AI right where you work.

ExecVision ExecVision.io @ExecVision_io Conversation Intelligence software built for coaching. Washington, DC

Gong gong.io @Gong_io conversation intelligence platform for sales. Drive higher quota attainment across your team by recording, transcribing, & analyzing their conversations. Record: Automatically records every sales call or demo that happens across your sales floor. Transcribe: Each sales call is transcribed from speech to text, turning every conversation into data. Analyze: Analyzes everything your star reps do differently during their sales conversations, helping you bridge the gap. San Mateo, CA

Highspot highspot.com sales engagement platform providing visibility & insight across the sales cycle. End-to-end platform that closes the loop between marketing, sales & the customer providing real-time alerts & predictive analytics on all your business content. Increase seller effectiveness, improve sales management visibility to best practices, & deliver insights to marketing to produce content that drives engagement & revenue. Optimize how your marketing & sales teams use content to effectively engage customers & drive revenue. “Content Genomics” analyzes numerous signals for each piece of content, such as text, color, size, aspect ratio, & graphics. It applies Machine Learning (ML) to determine a genetic code for the content, identifying slides & pages that are related even though they are in separate documents & have been modified. This information is then used to provide an accurate analysis of all the content used by the sales team, measuring usage & performance across the sales cycle. Content Genomics powers many features, including advanced analytics, semantic search, intelligent recommendations & content scoring. Seattle, WA. Source: butleranalytics.com

SalesProQuo salesproquo.com @SalesProQuo Sales intelligence platform designed for – & built by – the sales community. SPEND LESS TIME RESEARCHING & MORE TIME SELLING: Combines artificial intelligence with crowdsourced data to provide all the information you need to start selling faster. Close more deals fast by using machine learning to transform data into actionable intelligence. Tap into the hidden power of the sales community to unlock the knowledge of other salespeople. Venice, LA

Showpad (around since 2011) acquired LearnCore (provider of sales training & coaching software) to deliver an integrated Sales Enablement platform: Sales content, engagement, training & coaching. LearnCore & Showpad’s combined platform will leverage data analytics & artificial intelligence to optimize investment in content, deliver relevant content recommendations for sales, and improve the skills of sales teams through personalized training & coaching at scale.

Tact tact.ai @tact_ai sales experience platform. Turns a salesperson’s connected device into an AI-powered smart assistant. Works through voice, SMS & offline mobile app. It’s right there when they need it, automating data entry, delivering insights, & turning admin time into more selling. Acts as a “single pane of glass” to augment daily seller productivity, drive business collaboration, & provide key sales insights across teams. Connects Sales organizations to the data they need across CRM, email, calendar, LinkedIn, Zendesk & beyond, through natural text, touch, & voice conversational experiences. Redwood City, California, USA

Woveon woveon.com @Woveon Intelligent customer Service. Organise all of your customer channels into one. Put the “smarts” into your customer service. Using Artificial Intelligence & Machine Learning, Woveon helps businesses make smarter decisions about customer service 24/7. Identifies valuable customers, prioritises conversations & integrates with multiple systems. Helps companies use conversation to automatically fix their customer experience. Learns how to best reply to customers using easily searchable historical conversation data. Philadelphia, PA, US and Sydney, NSW, Australia

xiQ xiqinc.com @xiqai Personalized Account Based-Marketing (ABM), Content Marketing. Curated Insights Empowering B2B Teams to Sell Smarter and Faster. Combines Artificial Intelligence with Human Intelligence to equip sales & marketing teams with curated insights to personalize customer engagement, generate better quality leads and win more deals. Filters information from millions of sources into relevant, beautifully packaged and highly shareable content to make customer engagement faster, smarter & easier than ever before. Silicon Valley

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).”

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”