Job opening – Director Sales Enablement at Workato

Director, Sales Enablement

US (Remote)

About Workato

Workato is the operating system for today’s fast-moving business, providing a cutting edge, low-code/no code platform that enables users to painlessly create automated workflows across applications and databases. Our platform is highly rated by both Forrester & Gartner in the Integration Platform as a Service (iPaaS) industry. We are trusted by over 7,000 of the world’s top brands such as Box, Grab, Slack, & more.

Why join us?

Named an “enterprise start up to bet your career on” by Business Insider, we are driven by innovation and looking for team players who want to actively build our company. We recognize that people can only thrive with great responsibility & ownership if they are equipped to strike a balance between productivity and care. Therefore, we offer all employees a vibrant and dynamic work environment, along with a host of attractive benefits that they can enjoy at work and beyond. Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. If this sounds right up your alley, please submit an application.

Position Summary

Workato is looking for a Director, Sales Enablement from a top performing B2B software company to take our Commercial Sales teams to the next level. You’re proud of the results you’ve achieved, but you’re looking for a builder role in a smaller, hyper-growth startup. You’ll drive repeatable and scalable execution by drawing on your vast experience with sales methodologies, expansion, and complex sales.

You’ll be responsible for onboarding and ongoing Enablement programs for our global Commercial Account Executive teams. As a champion for personal development, you’ll challenge our AE’s to get 1% better every day through learning, role plays, application of new skills, and coaching. You’re the kind of leader who has insight into what’s really happening in the field, and can micro target interventions that move the metrics that most impact productivity.

You recognize that the true Way is through partnership with our AE Managers and enabling them to hire better, drive accountability, and excel as coaches. You are laser-focused on these team leaders, their strengths and opportunities, and how to best help them attain confidence and success. You’ll also help us keep our Sales culture of constant improvement & teamwork alive as we scale.

You’ll work with our more tenured Account Executives, to get them to the next level of skills & execution. Through your guidance, they’ll learn how to master complex sales, enable the champion to sell internally, and strategize to win large, competitive opportunities at must win accounts. You’ll crack the code on how to drive expansion business & create the repeatable expansion plays that enable Workato to scale.

You’ll be constantly seeking feedback & opportunities to get better, growing these programs into a world class experience with measurable outcomes. You are highly competitive, instilling a sense of fun and excitement into the learning process, and ensuring Workato’s and our customers’ success for the long term.

Responsibilities

We are looking for a Director, Sales Enablement. In this role, you will be responsible for working with AE Managers, Sales Leadership, and Marketing teams to enable Workato’s Commercial AE teams on the following:

  • Develop our AE Managers to be even more effective leaders, mentors, and coaches.
  • Build best-in-class sales skills and behaviors, especially at mid & late stages in the customer buying journey.
  • Know how to read a situation and run the best play (competitive, Proof of Value, enable the champion, when to go tactical or strategic).
  • Drive Sales initiatives like Pipe Gen Mondays, Demo Days, and certification programs.
  • Make learning easy and engaging, so that the right behaviors get adopted and become muscle memory
  • Constantly improve the AE experience, as measured by feedback and outcomes for our more tenured AE’s
  • Create programs to engage our highest performers in growing into what’s next in their careers  (Enterprise Sales, Sales Management, … even Sales Enablement!)
  • Work with the larger Enablement team on projects like Sales Kickoff, Go-to-Market All Hands calls, strategic initiatives, and training events.
  • In collaboration with AE leadership, review AE calls and coach the team on how to constantly improve.

Requirements

Qualifications / Experience / Skills

  • 3-5 years of professional experience in a B2B Sales role as a top performer (AE, CSM, or Pre-sales)
  • 5 years experience in an Enablement role, with measurable impact on AE ramp and revenue attainment
  • Experience with several Sales methodologies and frameworks (MEDDPIC, Winning by Design, Sandler, BANT, Force Management, Challenger, etc.)
  • Understanding of how to build programs and measure the effectiveness of Enablement.
  • Can give detailed examples of programs you developed to drive specific outcomes
  • History of effective mentoring and coaching for Sales
  • Deep mastery of the Sales tool stack (Salesforce, Gong, ZoomInfo, Enablement LMS, etc.)
  • Experience with scaling a high growth startup company strongly preferred
  • Ability to help our AE’s master the complex sale, and make it easy for our champion to evangelize on our behalf, when we’re not in the room
  • Program design and management, especially in the remote work environment, is a big plus

Continue reading “Job opening – Director Sales Enablement at Workato”

immersive 3D Augmented reality AR and Virtual reality VR b2b Sales Enablement software

Last edit 17-Jun-2021:

Hoppin’ World hoppin.world/business/ @HoppinVr THE FUTURE OF REMOTE GROUP TELEPRESENCE: Want to meet remotely in real world locations? Allow your prospects, clients & collaborators to get a live face-to-face guided tour of your real world location without anyone needing to be physically present. Avoid unnecessary travel, saving time & money with our VRaaS Platform. Remote group telepresence into real world locations using 360videos. Upgrade the way you do business with Hoppin’. Hoppin’ World Ltd. Montreal, Canada

Screen Shot 2021-04-18 at 9.01.04 pmSciolytix sciolytix.com @sciolytix software company revolutionizing the way organizations onboard & develop people, & align training with performance. Through experiential learning & predictive analytics, we are changing the way organizations onboard & develop people, & align training with performance. UPtick Sales Simulation Training Ecosystem: Unlock the power of immersive 3D simulations for all organizations to train & develop their sales teams. UPtick: The Practice Simulator for Salespeople: 3D immersive simulations & analytics to onboard & develop salespeople more effectively. Enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios & receive consistent, expert feedback from UPtick’s virtual coach. Simulators are effective tools for developing mission-critical skills: Challenging, engaging video game-like experience applied to sales training. Creates an emotional connection to training content that drives repetition. Extensive simulation library, fully customizable to your selling situation. Founded 1998. New York, NY, USA

HIfv4cwK_400x400Vidinoti vidinoti.com/en/home/ @Vidinoti User-friendly platform to create, deploy & manage localised Augmented Reality content. Implementation of solutions in AR & VR for events & expos / trade shows. Enterprises can benefit from AR to better train & onboard their employees & reduce maintenance & intervention costs thanks to immersive manuals & AR-based remote assistance. Augment your content with more engaging content, in just a few clicks & track the popularity of articles via analytics dashboards. Create & deploy AR-based interaction & tours using Vidinoti’s CMS. That content can then be easily accessed using an installed mobile app. Switzerland. 17-Jun-2021, Bigtincan @bigtincan Australian sales enablement vendor acquired 100% of Switzerland-based tech company Vidinoti SA for roughly $770k in cash & shares. The Swiss acquisition specialises in augmented & virtual reality systems: Suite of tools to create, deploy & manage augmented reality content including V-Director, V-Player & the Vidinoti SDK.

Screen Shot 2021-04-13 at 7.44.31 pmVRtuoso vrtuoso.io @VRtuosoGlobal “PowerPoint® + Webex® for VR & much more!” Making VR-based enterprise learning & marketing a reality for all. Immerse. Experience. Enjoy. Creating VR content-based presentations, training & any immersive experiences has never been easier. Presenters can rapidly create VRtuoso slides with 360° & 2D content, like video, images, text, shapes & polls. VRtuoso is the PowerPoint for VR & much more! TOGETHER WITH OUR ECOSYSTEM PARTNERS & RESELLERS WE MARKET & SUPPORT WORLDWIDE VR/AR ENTERPRISE’S ROLLOUTS AT SCALE. Enterprise product to create VR presentations in-house. VR live content creation, real-time guided content consumption & live VR streaming platform over 5G network for enterprise rollouts at scale. Available as either Cloud or private On-Premise SaaS – enables any in-house team to quickly & easily create & deliver real-time, guided, on- & off-line, immersive VR business presentations & interactive training experiences. During any meeting or training session with VRtuoso you can also interact, moderate & control what the audience views on either their VR headsets or personal devices in real-time. Capture & create your own VR content & use rich content libraries. 500k+ stock VR images & videos & 5k+ stock 2D vector icons & shapes that can build or enhance your virtual experiences. Designed for people who aren’t VR experts, with near zero learning curve: VR learning product for enterprise rollouts at scale. London, England, United Kingdom VRTUOSO LIMITED Company number 11512819 – USA – ITALY

1519922011651Wonda VR wondavr.com @wonda_vr Creative Learning & Collaboration Solutions. We design intuitive tools & robust solutions to make the most of emerging VR, AR & MR technologies. Wonda VR Spaces, is an all-in-one Web application to create & share immersive learning & discovery experiences on all platforms. In 5 years, our solutions have been chosen by 10k+ creators, educators & communicators working for top brands & institutions such as Salesforce, EY, VMware, NYU, Parsons or Harvard University. Brooklyn, NY, USA. Paris, France, Wonda VR, Inc.

AvayaLive Engage conferencing in 3D environments with spatial audio for meetings, training, sales & support. Collaborative browsing & presenting marketing material in on-demand, web-based, immersive collaboration environments. I worked on this at Nortel Networks. 3D spatial audio: Proximity based audio means “walking” away from others lets their voice get softer & therefore allows for break-out sessions.

web.alive meetingavaya live

Overall my count of Sales Enablement software has over 186 relevant vendors:

Sales Enablement companies from the UK

2021-06-07

Sales Enablement companies from the UK

Last edited 29-May-2021:

2Viz 2VizCon 2viz.io 2vizcon.com business productivity through AI-driven enterprise apps. Software for the development of platform independent enterprise apps in marketing, sales, communication, learning. Sales Enablement: Transform your sales strategy with impactful sales enablement applications to sell more. Marketing Enablement: Stage your brands, marketing messaging & content on a mobile platform. Combine fragmented technology stacks to create one integrated technology, one connected platform, one productive team. 2VizCon GmbH, Frankfurt, Hessen, Germany & Kingston, Greater London, UK

Act-On Software act-on.com @actonsoftware Adaptive Marketing Platform to get the right messages, to the right people, at the right time. Emphasizes the importance of not only providing a sales team with the right content & tools & aligning those assets with the buying cycle, but aligning the right tools with the right sales person. $70.5M in estimated revenue annually & competes with Hatchbuck, Percolate, & V Locators. (Percolate was acquired by Seismic 5-Nov-2019.) Portland, OR / Scottsdale, AZ, USA & Reading, UK & India

Acquia acquia.com @acquia cloud platform for building, delivering & optimizing digital experiences. With the Acquia Platform, organisations can realize personalised, contextual & real-time customer engagement for the right person, at the right time, on the right device. These experiences can be deployed & managed at scale, for 1 to 1000s of sites. Acquia Lift “Content Hub”: Aggregate, syndicate & discover content across a disparate network of sites & channels, no matter the content source. Empower your business team to find content, so that your IT resources have more time to focus on higher priority issues. Break down content silos with powerful discovery tools to quickly find relevant content from other sites, departments, or technologies. Separate the content source from the site architecture or the code that powers the experience, giving you agility to design a great digital experience for your customers. Boston, DC, Portland, & Reading, UK

BlueVenn now Upland Software uplandsoftware.com 2-Mar-2021, Upland Software, Inc. announced it acquired BlueVenn, a cloud-based customer data platform (CDP). BlueVenn bluevenn.com @BlueVenn Learn more about your customers & deliver outstanding, omni-channel customer experiences with the BlueVenn customer data platform. Raleigh NC, US & Bristol, UK. Screen Shot 2021-03-25 at 8.56.04 pmWith BlueVenn, Upland customers can now securely unify their consumer data, unlocking the insights needed to create omnichannel digital engagement strategies to drive their business forward, all from a single vendor.

bridge weareyourbridge.com @Bridge_The_SEA SALES ENABLEMENT AGENCY. Bridge SEA Ltd. DIRECTOR: James Smee. City of London, London, England

Screen Shot 2021-04-01 at 6.45.00 pmBuyerDeck buyerdeck.com @BuyerDeck ensure your sales reps are loaded with the latest content available. Sales Enablement Tools for Marketing & Sales Teams. Brings all stakeholders & content together in one shared space providing a faster, easier & more pleasing experience for your buyer. Say goodbye to links & attachments in long email threads. See every Buyer engagement: Track everything down to the Screen Shot 2021-03-28 at 8.52.52 am amount of seconds spent on a single page. Figure out your next move based on your customers last. $10.3M in estimated revenue annually & competes with YesPath, Octiv, & PointDrive. London, England, UK; Riga; New York & SF, USA. March 2021: Rebranding to Shodeck shodeck.com Effortless discovery & delivery of the right content at the right time. Share Better. Sell Better. Give your prospects a personalised buying experience & track their engagement with advanced analytics whenever you send them content.

changeBEAT changebeat.com UK (now Contact to ContRact Ltd.)

Crikle crikle.com @CrikleApp remote selling platform. Make more sales: Crikle’s game-changing remote selling solution combines all your essential sales tools into a single browser screen. Web-based sales solution that combines video calling with customised sales guidance and actionable information capture, to sell quickly. High-definition presenting. Branded video meetings. Sync with CRM. Recording with time stamping. Customisable sales checklists. Shared content library. Less admin, more selling: Get your hands on this priceless time hack so your team can spend more of their time selling (remotely). Are you paying attention? When you’re too busy scribbling notes or distracted whilst switching screens, you lose that crucial face-to-face connection with your prospect. Crikle ensures you stick to the golden rule of sales – focus on the customer. Crikle Ltd. London, UK

Cronycle cronycle.com @cronycle knowledge sharing workspace to foster learning & innovation in the enterprise & for the public. Grow knowledge, expertise & authority. Discover, curate, share & act on knowledge – all in one workspace. Discover & source content to grow knowledge. Monitor your industry vertical news. Engage your organization on learning. Inform audience with newsletters. Curate for content marketing & SMM: Save time when you source, collect, organize, & share marketing curated content for your website, newsletters & social media. Save to boards to organize, make sense of & enrich content. Summarize, tag, annotate & discuss content – alone or with your team. Advanced filtering & full text search. Cronycle Ltd. London, UK

Data Dwell datadwell.com @data_dwell sforce.co/2qzkZyh enables sales & marketing teams to close deals faster by using intelligent content matching & measuring content ROI. The best content, analytics & prospect tracking, native in Salesforce. Increase sales conversion by dynamically matching relevant content to any prospect attributes. Generate relevant conversations, track detailed content consumption & notify sales of interactions in order to focus sales efforts – all in Salesforce. City of London, London & Reykjavík, Gullbringusysla, Iceland

DigitalSalesRoom digitalsalesroom.com @DigitalSalesRom tool to help you achieve more wins from your sales proposals. Creates a space which is shared with your prospects & includes all the information they need to make the decision to buy from you. High levels of competition mean that the demands on sales leaders & enablement teams to make sales proposals stand out from the crowd are increasing. Digital Sales Room helps you easily achieve this – quality delivery of comprehensive & relevant content position your bid head & shoulders above the rest. angel.co/company/digital-sales-room Leeds, UK

1617113759797Docebo docebo.com @docebo E-Learning. Create, manage, deliver, & measure the impact of learning for external & internal audiences with Docebo’s AI-powered Learning Suite. Docebo’s multi-product learning suite helps enterprises around the world tackle any learning challenge. Create & manage content, deliver training, & understand the business impact of learning experiences. Tackle learning challenges & create a successful learning culture. Docebo Inc. Toronto, Ontario, Canada. Athens GA, USA. Biassono (MB), Italy. Docebo UK Limited, London, UK

doxIQ @doxiqteam document analytics startup acquired by Nitro in October-2015 (Nitro Software, Inc. gonitro.com @NitroHQ Nitro PDF: Create, Convert & Edit PDF Files. Nitro Productivity Suite, provides integrated PDF productivity, eSignature & business intelligence BI tools to customers through a horizontal, SaaS & desktop-based software suite. Nitro is headquartered in San Francisco & has offices in Dublin, London & Melbourne, VIC, Australia. FY19 total revenue of USD $35.7M). doxIQ: “Bring marketing documents to life & into the browser. PDFs are dead!” doxIQ provided actionable data while reducing friction in generating qualified leads. “While easy for anyone to use, we fully embrace the new generation of technically savvy growth hackers who need developer friendly API access to their data.” doxIQ aimed to be the document standard for a connected world. The technology converts MS Office & PDF documents into visually identical web assets that collect data on view activity & boost engagement with interactive content & simple sharing. Initially, they focused on helping B2B marketers improve ROI on their white papers, research reports & other marketing collateral. Palo Alto, California, US

e4enable e4enable.com @e4enable Competency based, sales coaching & enablement platform to ensure sales methodologies & best practices are embedded & repeatable to improve top line performance. Sales enablement platform to ensure sales methodologies & best practices are embedded & repeatable to improve top line performance. It brings together sales enablement, sales leaders & sellers to ensure the long term success of your sales transformation. United Kingdom. Joined Twitter October 2018.

Ebsta ebsta.com @ebstahq empowers thousands of companies to drive customer engagement at scale. London, UK

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. The data-driven solution gives businesses 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 & Chiswick, London, United Kingdom

iPresent Ltd. iPresent.com @iPresentapp sales engagement platform. Same message, same content, same branding across multiple platforms and devices. Run iPresent on all the major mobile platforms. Run a tablet alongside a phone on one user license. Hampshire, UK & Sunnyvale, California. Acquired by Mediafly 5-Sep-2019

Kahoot! kahoot.com @GetKahoot helping unlock the magic of learning. Kahoot! for business: Enterprise: Create a learning culture that all employees want to be part of. Deliver engaging training & e-learning at scale. Make internal presentations & events engaging. Enable collaboration across your organization. Onboard your entire organization easily & securely. Deliver engaging training & e-learning at scale: Build a content library. Create game-based learning programs with colleagues in a shared team space. All team space members can search & reuse questions or kahoots made by others. Enable company-wide collaboration: Collaborate on content in a shared team space. Save time by reusing content – either entire kahoots or individual questions. Oslo / Austin / London

Screen Shot 2021-04-12 at 11.26.32 amLearning Pool learningpool.com @LearningPool e-learning: online learning platforms, creative content & analytics. Solutions include traditional Learning Management Systems (LMS), next-generation Learning Experience Platforms (LXP), Learning Record Store (LRS), agile learning content development tools, off-the-shelf e-learning modules & bespoke content development. Learning Pool Ltd, Derry, UK. Competes with Totara Learning @totaralearning

Miller Heiman millerheimangroup.co.uk @MHGroupEMEA Empowering your sales service team to be ready to win more! Strategy Ready: BE READY to enable your sales & service strategy with consulting & research services. Consulting services that serve your business performance. London, UK

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)

CHICAGO, 28-Oct-2020, Mediafly mediafly.com @mediafly a provider of sales enablement technology, content management & advisory services that create interactive, value-based selling experiences, announced it acquired Presentify presentify.co.uk a global visual communication solution based in the UK. 21-Nov-2020, Mediafly launched Jumpstart Presentations, a new offering to help brands accelerate their digital sales transformation & move beyond the traditional pitch presentation.

Screen Shot 2021-04-10 at 6.37.06 pmPocketMEDIA pocketmedia.io @pocketmedia_app sales enablement tool that helps manufacturers distribute documents to their field-service & sales teams. A SIMPLER WAY TO DISTRIBUTE DOCUMENTS. Helps you distribute brochures, fact-sheets & product manuals to field-service & sales teams with ease. Always up to date: Out-of-date content leads to compliance or pricing mistakes. With automatic distribution, you can ensure everyone has the latest content at all times. Protect sensitive documents: Sensitive documents need to remain inside your business. With PocketMEDIA, you can be selective about what can be shared with customers or external parties. Designed for manufacturers: Helps global manufacturers distribute content more easily. The iPad app requires minimal Screen Shot 2021-04-10 at 6.56.45 pmtraining, & doesn’t try to change how you work. Pocketworks Mobile Ltd, Leeds, UK PocketWorks Mobile Ltd, UK pocketworks.co.uk @thepocketworks Enterprise iPad & smartphones solutions in Leeds, UK

1607532079533Refract refract.ai @refract_ai Shine a light to reveal what aligns with success in your business. Profile coachable insight on every rep on every call, to improve performance & revenue. Turn sales starters into stars, faster. AI insights from every conversation: What do your top performers do in sales conversations that makes them successful? Every company is different, each conversation unique. AI determines what creates successful outcomes for you & delivers personalized coachable insight for every rep. Reduce ramp time for new hires with improved coaching & personalized feedback. Refract empowers reps to learn from their peers, explore a best practice playbook and track their progress, all in one place. Integrates with an ever growing range of CRMs, call dialers, call recording systems, and video conferencing platforms. No need to jump between tabs & services, harness the power of Refract within the products your reps rely on, with one click integrations. North East, England. NEEDHAM, Mass. 9-Dec-2020: Allego @AllegoSoftware sales learning & enablement solution, acquired Refract, UK-based sales engagement & multilingual conversation analytics. Refract brings to the merger capabilities in revenue intelligence—delivering AI-enhanced content & coaching recommendations from sales calls, demos & meetings—to improve sales outcomes & grow revenue.

SalesBook salesbook-app.com @salesbook_app sales tool for mobile sales people to reach the customer, analyze needs, & present products. 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. Salesbook Sp. z o.o., Rzeszów, Poland / Warsaw, Poland / Austin TX / London, England, United Kingdom

Signavio signavio.com @signavio (now part of SAP) WALLDORF, Germany. 5-Mar-2021, SAP SE (NYSE: SAP) announced it completed the acquisition of Signavio (in the enterprise business process intelligence & process management space). Signavio’s products become part of SAP’s Business Process Intelligence portfolio & complement SAP’s process transformation portfolio. “With Signavio now an official part of our business process intelligence unit, we can help companies quickly understand, improve, transform & manage their business processes at scale.” SIGNAVIO COLLABORATION HUB: Harness the wisdom of the crowd, & transform the way you work together. Discover A New Way To Work: Business processes & decisions are the foundation on which your organization is built. Signavio Collaboration Hub & Live Insights acts as a single source of truth, giving employees across your organization a transparent meeting point to combine their work & expertise. Manage your process content across the entire Signavio Business Transformation Suite. Streamline presentations & provide easy-to-understand updates to your stakeholders. View any & all process content in a clear & simple way. Drive initiatives across your organisation by ensuring everyone is on the same page. PROCESS MINING FOR SALESFORCE: Get the story behind your sales cycle with game-changing insights to supercharge your sales. FACTUAL INSIGHTS DRIVE EFFECTIVE SALES: Signavio Process Intelligence for Salesforce app: Analyze your sales performance over multiple dimensions, & compare the effectiveness of your sales teams across regions, market segments or product lines. Who is doing better than the rest, how are they doing it, & then apply those lessons across your whole organization. Turn your best salesperson into every sales person. Hidden within your sales cycle are habits, risks & process behaviors that can have a dramatic effect on your bottom line. Signavio Process Intelligence for Salesforce: See visually, how your sales process is actually being executed. See every action & interaction over time, from the moment leads enter the top of your funnel through to deal closure. Refine your sales methodology, focusing entirely on excellence across the end-to-end sales cycle. Monitor & identify inefficiencies, duplication, or wasted steps within your sales cycle: The whole picture of how your sales have performed over time, not just a single point in time like traditional business intelligence. Taking this historical view is crucial to understanding how to improve the way you’re selling & continuously upskill your sales team. Signavio ANZ PTY LTD, Melbourne VIC 3008, Australia & Signavio UK Ltd., London NW1 6JJ, UK & elsewhere & Berlin, Germany

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. Can sit inside the salesforce.com CRM or others. Based in CA, US. Partnership with Genuine Interactive. Nu:Pitch became Seismic. (May 8, 2018, it was announced that Seismic acquires SAVO Group, which had acquired KnowledgeTree Jun 12, 2017) Seismic’s EMEA office is in London, UK

Solutions for Sales solutionsforsales.com Sales enablement consultancy

StiloTouch stilotouch.com @StiloTouch Showcase business expertise & drive sales through amazing interactive digital sales enablement tools for manufacturing, technology, science, MedTech. Take your sales & marketing presentations to a new level. Showcase your expertise & increase conversions with StiloTouch – the interactive sales tool built for our times. Engage. Interact. Amaze. Drive sales. Stilo Limited. Marketing agency in Kinnersley, England / Kinnersley, Worcester WR8 9JR, United Kingdom

UfvRphdU_400x400touch touchapp.co TouchApp @Touch_ISE Superfast completion of all your sales workflows. “Blaze through sales tasks shockingly fast.” Building Superhuman for the CRM! “Think Superhuman, but for the CRM.” Currently integrated with Pipedrive. Touch, sits over Pipedrive or other CRMs to make the experience lightning-fast & fully keyboard-driven. The private beta is currently free. London, UK

Screen Shot 2021-04-13 at 7.44.31 pmVRtuoso vrtuoso.io @VRtuosoGlobal “PowerPoint® + Webex® for VR & much more!” Making VR-based enterprise learning & marketing a reality for all. Immerse. Experience. Enjoy. Creating VR content-based presentations, training & any immersive experiences has never been easier. Presenters can rapidly create VRtuoso slides with 360° & 2D content, like video, images, text, shapes & polls. VRtuoso is the PowerPoint for VR & much more! TOGETHER WITH OUR ECOSYSTEM PARTNERS & RESELLERS WE MARKET & SUPPORT WORLDWIDE VR/AR ENTERPRISE’S ROLLOUTS AT SCALE. Enterprise product to create VR presentations in-house. VR live content creation, real-time guided content consumption & live VR streaming platform over 5G network for enterprise rollouts at scale. Available as either Cloud or private On-Premise SaaS – enables any in-house team to quickly & easily create & deliver real-time, guided, on- & off-line, immersive VR business presentations & interactive training experiences. During any meeting or training session with VRtuoso you can also interact, moderate & control what the audience views on either their VR headsets or personal devices in real-time. Capture & create your own VR content & use rich content libraries. 500k+ stock VR images & videos & 5k+ stock 2D vector icons & shapes that can build or enhance your virtual experiences. Designed for people who aren’t VR experts, with near zero learning curve: VR learning product for enterprise rollouts at scale. London, England, United Kingdom VRTUOSO LIMITED Company number 11512819 – USA – ITALY

White Springs white-springs.com @WhiteSpringsLtd delivering Sales Enablement software to help sales transformation & training companies drive client value. Partnering with them to embed the sales process & methodology into the every-day existence of sales teams. Technology experts delivering innovative, multi-platform, sales training strategy & solutions. $6.3M in estimated revenue annually. Banbury, Oxfordshire & a London office, UK & office in San Diego, CA, USA. WHITE SPRING COMPANY LIMITED Company number 04524814

WIDEN widen.com @Widen DAM & PIM software to help businesses deliver content with confidence. Bring content together: Create a searchable, shareable library of your photos, videos, documents, podcasts, & product information. Send it anywhere: Distribute content to any person/system to support sales, marketing, & e-commerce. Accelerate your workflows: Use automation to guide content through creation, review, approval & distribution. Widen Enterprises, Inc. Madison, WI, USA; London, UK

Zidivo Zidivo.com @Zidivo Streaming Platform. Enables organisations of all sizes to deliver video live & on-demand. Everything you need to stream video content live and on-demand to all devices anywhere in the world. Professional Video Streaming & Hosting. Sheffield / Worcester, UK

The most recent acquisitions of market players in Sales Enablement

Spikes in Google search traffic for the term Sales Enablement (even compared to MarTech) seem to be a trend worldwide, but cannot be observed in the USA.

The most recent acquisitions on my overview with 621 line items (export available) for market players in Sales Enablement and related industries were:

VoiceVibes, Inc myvoicevibes.com @voicevibes voice analytics & AI-powered coaching platform helps professionals make the best impression, every time they speak. Baltimore, Maryland, USA. On 15-Jan-2021, Bigtincan Holdings Limited @bigtincan (ASX: BTH) announced that its wholly owned US subsidiary, BTC Mobility, LLC entered into & completed a Stock Purchase Agreement (“SPA”) with the shareholders of VoiceVibes & acquired 100% of the issued capital of VoiceVibes, Inc

ClearSlide clearslide.com acquired SlideRocket @SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. On 12-Dec-2017, ClearSlide joined Corel Corporation. Then on 23-Dec-2020, @bigtincan announced that its wholly owned US subsidiary, BTC Mobility, LLC has entered into a binding Stock Purchase Agreement with Corel, Inc @corelsoftware where Bigtincan agreed to pay USD$16.25M for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of USD$5.2M. Bigtincan completed a AUD$35M institutional equity raise to support the purchase. ClearSlide’s customers include The Economist & GoDaddy. The acquisition will add 32 staff members to Bigtincan’s books. Shares in Bigtincan (ASX:BTH) are trading 2.24% lower at AUD$1.09. This sale of ClearSlide might mean Corel has exited the Sales Enablement market.

Screen Shot 2021-03-25 at 2.42.50 pm

Slack acquired by Salesforce 1-Dec-2020. Combining @SlackHQ with @Salesforce Customer360 “will be transformative, creating the operating system for the new way to work. Together, we’ll enable companies to grow and succeed in the all-digital, work-from-anywhere world.” Slack shareholders will receive $26.79 in cash & 0.0776 shares of Salesforce common stock for each Slack share, representing an enterprise value of approx. $27.7 billion based on the closing price of Salesforce’s common stock on 30-Nov-2020.

ServiceNow acquired Attivio IP, core technology, & select R&D talent; announced October 2019. With the addition of the⁦ @attivio ⁩search engine ⁦@servicenow moved beyond keyword-based search to deliver conversational AI & search experiences at scale to customers. servicenow.com cloud-based platform & solutions deliver digital workflows that help people do their best work. Santa Clara, CA, USA. ServiceNow, Inc. acquired Attivio, Loom Systems, Passage AI, Sweagle, Montrêal Canada based Element AI elementai.com @element_ai (on 1-Dec-2020).

Grapevine6 grapevine6.com @Grapevine_6 Toronto, ON, Canada. 1-Dec-2020, US based Seismic (Nu:Pitch became Seismic) acquired Grapevine6 (a social & digital sales engagement platform / a way to engage with buyers on social media). As a result of the acquisition, Seismic launched a new integrated offering called Seismic LiveSocial, a social engagement solution for sales & client-facing teams. It leverages the AI engine built by Grapevine6 to help sellers become advisors by authentically engaging with their prospects & clients across the social media landscape. Sales teams can share timely & compliant content from 11k+ third-party publishers across 6 different languages, targeting the right buyers across multiple social platforms. Additionally, brand leaders can measure the ROI of their social engagement strategy.

SalesRight salesright.co @SalesRightCo helps SaaS sales teams close deals faster through Interactive Live Quotes. Developer of a cloud-based platform designed to allow SaaS sales teams to deliver pricing & close deals faster. The company’s platform is an interactive quote delivery software that accelerates the quote creation, delivery & close process. The software’s Interactive Live Quotes increase conversion rates for SaaS sales teams while reducing time spent per opportunity. Quotes provide prospects with interactive buying experiences backed by sales psychology, while serving up the analytics sales teams need to accelerate the deal to close. Sales reps save 10+ hours a month by replacing pricing spreadsheets, slide decks & proposals. Halifax, Nova Scotia, Canada. 19-Nov-2020: Acquired by FastSpring; Bright Market, LLC dba FastSpring, USA

AutoKlose autoklose.com @autoklose Sales Engagement, Email Tracking, Outbound sales automation platform. Features automated lead gen, drip campaigns, calendar scheduling, & CRM integration. Toronto, Canada / USA. Owned & operated by ExchangeLeads Inc. doing business as AutoKlose. Plano, Texas, Oct. 20, 2020: VanillaSoft, a sales engagement technology company, announced that they acquired email automation & sales intelligence platform vendor AutoKlose.

CHICAGO, 28-Oct-2020, Mediafly mediafly.com @mediafly a provider of sales enablement technology, content management & advisory services that create interactive, value-based selling experiences, announced it acquired Presentify presentify.co.uk a global visual communication solution based in the UK. 21-Nov-2020, Mediafly launched Jumpstart Presentations, a new offering to help brands accelerate their digital sales transformation & move beyond the traditional pitch presentation.

Nudge Software neednudge.com nudge.ai @nudgeai a social selling app that helps you grow the right relationships from your network of weak connections. “We Believe That trust trumps content & your network is your net worth. We’re bringing the business world closer together one Nudge at a time.” 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. “Find + nurture relationships, generate + accelerate pipeline, & build revenue growth.” Used to have $310K in estimated revenue annually & used to compete with Datanyze, Clearbit, & InsideView. Out of business as of 21-Jan-2020. nudge.ai @nudgeai a social selling app that helps you grow the right relationships from your network of weak connections Toronto, ON, Canada. NUDGE.AI ASSETS ACQUIRED LESS THAN TWO MONTHS AFTER COMPANY SHUT DOWN: SAN FRANCISCO, CA; 11-Mar-2020, Nudge has been acquired by Affinity affinity.co @Affinity. Affinity’s new Relationship Intelligence product for sales teams due out later 2020; Affinity expands to open Canadian office. Affinity relationship intelligence platform, announced the acquisition of Nudge, a revenue intelligence platform designed to build relationships & grow sales. Affinity (founded in 2014 just like Nudge) offers a platform that (using AI) collects & analyzes data to build better network relationships. Similarly, Nudge had developed an AI-based revenue intelligence platform for sales teams, used to identify gaps in stakeholder relationships, with the goal of finding & increasing pipeline attrition.

triblio triblio.com @triblio Account-based marketing software that helps generate demand & engagement from the targeted accounts. ABM is at its strongest when marketing & sales teams are in step. In developing features, we talk to both sales & marketing teams to see what they would find most helpful. Washington, DC, USA. Boston, Mass. – June 23, 2020 – IDG Communications has agreed to acquire Triblio in a deal that will accelerate the shift to ready-made, highly automated marketing technology platforms.

thedocyard thedocyard.co @thedocyard_co deal management platform in a single integrated solution that empowers teams, drives productivity & manages risk. July 2020, thedocyard acquired 100% of LockBox Technologies Pty Ltd lockboxtech.com.au Publicly listed transaction management company, thedocyard, is to buy out virtual data room (VDR) business Ansarada. Listed on the ASX as ASX:AND 9-Dec-2020.

Sales Enablement SaaS market reached $4Bn USD in annual revenue

Over 11k LinkedIn users have Sales Enablement in their current job title on LinkedIn now:

The most recent addition to my overview with 663 line items for market players in Sales Enablement and related industries was:

AccessBell accessbell.com @access_bell Founded in March 2020 you could call Access Bell inspired by COVID. Customized video conferencing for enterprise workflows. Customized, self-serve, fully-managed video conferencing for your workflows & apps. Expand your Zoom experience with features incl. real-time collaboration, personal notes, & agendas that sync with tools you already know & love. Take personal & collaborative notes & assign action items during the meeting. Organize your meetings with an agenda to indicate the progress of the meeting. Integrate seamlessly with Slack, Drive, Email, & other productivity tools. Track user engagement & better understand your meeting participation. Palo Alto, CA

A recent spike in Google search traffic for the term Sales Enablement seems to be a trend worldwide, but cannot be observed in the USA.

Screen Shot 2021-03-13 at 9.40.10 am

For my Sales Enablement SaaS market overview chart (where the first 19 market players aren’t in order of revenue) I have the annual revenue at $4Bn. USD for the first time now in 2021:

2021-06-07

Tellwise tellwise.com engage.zoominfo.com @tellwise Sep-2020, acquired by ZoomInfo (ZoomInfo Technologies Inc NASDAQ: ZI) to join its family of go-to-market solutions, as “Engage” engage.zoominfo.com TellWise (formerly Discuzz): Customer communication focused on seller productivity, pipeline insights, & a greater customer experience. All in one integrated solution. Combines phone, text, email, & presentations into a single platform accessible from your CRM. Live activity feed which watches what customers do with your content.

16-Oct-2020, ZoomInfo acquired clickagy.com @Clickagy provider of artificial intelligence-powered buyer intent data.

13-Nov-2019, ZoomInfo, powered by @DiscoverOrg, acquired Redmond, Washington-based AI startup Komiko. Komiko’s technology will be incorporated into @ZoomInfo’s InboxAI tool.

9-Oct-2020, Twilio (owns SendGrid Sendgrid.com) is set to acquire cloud customer data startup Segment for $3.2Bn. The acquisition comes almost two years to the date after Twilio announced it would acquire API provider SendGrid for $2Bn in stock.

Bigtincan bigtincan.com @bigtincan helps sales & service teams increase win rates & customer satisfaction. The mobile AI-powered sales enablement automation platform’s user experience empowers reps to more effectively engage with customers & prospects & encourages team-wide adoption. Global sales & marketing headquartered in Boston + offices across EMEA, Australia & Asia. Waltham, Massachusetts, USA but listed on the Australian ASX. Early October 2020, Bigtincan Holdings Limited entered into a binding purchase of Agnitio A/S agnitio.com @agnitiomcm a Danish company that provides a leading solution for remote selling for life sciences customers creating Digital Sales Rooms for customer engagements. Copenhagen, Denmark

Emarsys emarsys.com @emarsys 1-Oct-2020: SAP SE (NYSE: SAP) acquired retail marketing automation & personalisation platform, Emarsys, for an undisclosed sum, a deal designed to build out its customer experience offering. Emarsys provides a cloud-based omnichannel customer engagement platform with functionality for personalising customer interactions across email, mobile, social, SMS & the Web at scale. Austria.

Scrimmage wescrimmage.com @wescrimmage mobile learning platforms & sales enablement software to help reinforce training, improve speed to competency, & enhance sales productivity. Minneapolis, MN, USA based mobile learning company Scrimmage has been acquired by Canadian software company ACTO actoapp.com @acto the companies announced 11-SEP-2020. “Disrupting Education & Enablement For The Life Sciences” / Omni-channel Education ecosystem for education in healthcare & life sciences. ACTO Technologies Inc. Toronto, ON, Canada

My complete overview with over 663 line items has dates to sort by latest edits.

Sales Enablement SaaS software market trends and first acquisitions during COVID-19

The first acquisitions in the Sales Enablement space that I’m aware of being announced in COVID times (See my earlier post):

Axiom Sales Kinetics axiomsaleskinetics.com @justaskaxiom (AXIOM SFD axiomsfd.com @AXIOMSFD acquired!) 18-Jun-2020, Axiom Sales Kinetics announced major rebrand, restructuring & new product offering under the leadership of its founder & CEO, Bob Nicols, after an asset only purchase of Dallas-based AXIOM SFD (Axiom Sales Force Development) in February 2020. Their Salesforce.com apps used to improve sales coaching & sales training; on demand in real time. Since 2013 they used to create native sales enablement apps for Salesforce.com. Dallas, Texas / Jacksonville, FL.

On May 7, 2020 Conga conga.com @CongaHQ was acquired by Apttus which had been acquired by Thoma Bravo on Sep 4, 2018.

@Napp_dk acquired by @Templafy (announced 18-May-2020):

“Danish start-up Templafy announced that it plans to acquire Copenhagen-based B2B sales enablement platform Napp. The news comes after Templafy closed $25m in Series C funding at the end of April. […] Templafy […] aims to solve the problem of “document anarchy”, ensuring consistency across all of a company’s documents, presentations and emails. The start-up automates compliance in business documents, with the goal of eliminating wasted administrative time.”

Source: siliconrepublic

I’ve updated my airtable of 610 line items and my chart for the biggest players in Sales Enablement/Engagement related SaaS software.

Please note: The first 16 are not in order of revenue!

add Highspot USD $200M Series E funding round, 22-Feb-2021

Link 22-Feb-2021 Highspot raises USD $200M

 

Showpad Lays Off 52 Employees Globally, 18 in Chicago

 

“[…] Showpad, a Chicago and Belgium-based sales enablement company, […] confirmed to Chicago Inno that it laid off 52 employees […] 18 of which were based in the Windy City. The tech company said layoffs affected its Go To Market teams across its offices in Chicago, Belgium, London, Munich, San Francisco, Portland and Poland. About 400 employees remain at the company globally, 160 of which are in the Chicago office. “This decision was triggered by the economic downturn following the global spread of COVID-19,” said Showpad co-founder and CEO Pieterjan Bouten […] Over the last two years, Bouten said Showpad tripled its revenue and in 2019 alone, hired about 200 new employees. Showpad, which has 1,200 clients, typically sees annual revenue of more than $60 million, Bouten said. […] Showpad […] acquired LearnCore, a Chicago startup that made sales training software, for $50 million in 2018.”

Source: americaninno.com/chicago/inno-news-chicago/

One metric in this space to watch now for COVID-19 impact is churn in SaaS; especially when you consider how many new customers you have to onboard for every 1% of your customers that don’t renew: Maybe double or triple the number that left needs to be onboarded to make up for lost revenue (depending on the account size)?

Please check the following numbers for yourself. I took them from this post from 4-May-2020: EBITDA margins in SaaS are terrible

All outdated:

Currency AUD – 22-May-2020:

Currency USD – 22-May-2020:

Currency EURO – 22-May-2020:

On this blog I am tracking SaleSphere GmbH which is a subsidiary of mVISE AG (See shares above) Germany mvise.de salesphere.com @SaleSphere_App SaaS product – mobile sales & field service solution. Digitises existing field work processes & simplifies administrative procedures. Quick access to relevant information & media – simplifies the presentation of product offers. Integrations: Salesforce.com, Microsoft Dynamics (CRM), SAP (CRM), Pipedrive, SugarCRM, Vtiger, SAP Business By Design, Adobe Marketo, Citrix GoToWebinar. Some customers: BOSCH, Julius Meinl, MyHilda, Hoffmann Group, H&T Presspart, etc. HQ in Duesseldorf, NRW, Germany.

fision fisiononline.com @fisiononline Marketing Automation & Sales Enablement Cloud Platform. Minneapolis, MN 55416, USA. Fision Corp OTCMKTS: FSSN

VERB verb.tech @VerbTech_Co (NASDAQ: VERB) business-focused interactive video Webinar, CRM, marketing, & sales enablement software applications. Verb CRM: Sales Enablement Platform. Send Product Samples from an App. Increase retention & revenue with a custom mobile app. Newport Beach, CA, USA. Sept. 10, 2020, VERB Technology Company, Inc. the maker of interactive video-based sales enablement applications, including interactive livestream eCommerce, webinar, CRM & marketing applications for entrepreneurs & enterprises, completed the acquisition of SoloFire (dba for Ascend Certification, LLC), provider of a sales enablement platform for the healthcare industry.

As always, Scott at chiefmartec.com has some great thinking on The paradox of simultaneous MarTech consolidation and expansion.

In the 12-May-2020 post MarTech app platform dynamics he took that a bit further. It is the first time I see all the different trends and buzzwords called out for contributing or taking away from the number of players in the MarTech market:

Top market players and geographic regions in Sales Enablement

Still trying to predict the impact of COVID-19 on the b2b Sales Enablement software space (Google searches for the term seem flat) I spoke with one of the industry veterans:

“I recall the consolidation and reduction of SaaS at different points in time, but recall one of our best years was the downturn of 2007/08 where companies moved from on premise to SaaS simply because their IT simply couldn’t build new systems and they felt SaaS was a better, fast and cheaper option. Also, as in today, when buyers are forced to tighten budgets which is happening overnight now they will need sales advisors to advance their purchases. B2B enablement services are sticky once a company gets beyond it being a marketing content warehouse and they build in enablement use cases like onboarding and product launch support. The content and taxonomy that exists in an intelligent center remains key and can’t be replaced with simple file storage including a Sharepoint deployment. […]”

My Airtable has reached 605 line items I’m tracking for the Sales Enablement market.

Fit my narrow of definition of Sales Enablement content related software 186 My airtable
Acquired 115 My airtable
Out of Business 77 My list / blog post
Total line items I’m tracking 605 My airtable

 

Here the market players with the most acquisitions in this area:

Microsoft 10
Salesforce (Slack) 10
Bigtincan 8
Showpad 8
Seismic 6
Upland Software 5
Adobe 4
SAP 4
Conga (Conga + Apttus: The All-new Conga) 4
Mediafly (Alinean / iPresent / Presentify) 4
ServiceNow 3

Here the countries with their respective number of Sales Enablement companies based there or with significant office presence there:

USA 365 My list
Canada 51 My list
Australia 41 My list
UK 34 My list
Germany 22 My list
India 23 My list
Sweden 8 My list
Netherlands 8 My list
Switzerland 7 My list
Denmark 7 My list
NZ 4 My list
Israel 6 My list
Japan 5 Book
France 5 My list
Belgium 5 My list
Poland 4 My list
Finland 3 My list

b2b and b2c Sales Enablement software company updates you might have missed

Google Trends – trends.google.com

Announced 5-Mar-2020:

Pipedrive pipedrive.com @pipedrive web-based Sales CRM. CRM platform developed from the salesperson’s point-of-view. 5-Mar-2020, Pipedrive announced it acquired Mailigen, provider of an email marketing automation solution. Their first acquisition will make it easier for Pipedrive customers to access software that generates leads & nurtures customers. Mailigen mailigen.com @mailigen email marketing automation platform & agency servicing small to medium size companies around the world. Email marketing for Pipedrive users: Get ready to engage your customers & make entirely new ones. Mailigen in Riga, Riga, Latvia (Pipedrive estimated annual revenue $46.5M, based in New York, New York, US) August 2020 saw the launch of Sales Docs (in beta): Send trackable quotes, proposals, & contracts from your CRM. See when files are opened & make updates in real-time. Follow up at the right moment and close deals faster. Auto-fill docs with Pipedrive data: Send quotes faster with less manual copy-pasting & fewer errors. Create document templates that automatically pull products from your catalog or information from any Pipedrive field. By sending trackable documents, you get notified whenever they’re opened. Follow up at the right time to lock in sales quickly. Find docs easily: Store quotes, proposals & contracts where you can quickly locate them. Track them against deals in Pipedrive or your chosen storage drive to evaluate their effectiveness & make improvements.

InsideSales.com had a corporate rebrand to XANT™ in 2019

Along with the rebrand, XANT is expanding its recently introduced Revenue Acceleration Cloud™ beyond sales to also enable marketing & account management teams to optimize their day. Xant now sells a sales engagement platform, its Playbooks Chrome extension (which offers salespeople smart suggestions wherever they may be working, be it their customer relationship management [CRM] platform), and…

Announced 27-Feb-2020:

…also a new mobile sales enablement solution, Playbooks Mobile (a “complete sales enablement solution available on mobile devices. It leverages & provides the full functionality of the Playbooks solution to sales executives”).

XANT, Inc. XANT.ai @XANT_AI Playbooks Mobile by XANT (previously insidesales.com) announced rebranding 4-Nov-2019: PLAYBOOKS: The Intelligent Sales Engagement solution that improves the productivity, visibility & effectiveness of teams in a way CRM & AI alone cannot. Complete sales enablement solution available on mobile devices. Guides reps to focus on the accounts, people & opportunities that will actually generate revenue. Playbooks does this by prioritizing a reps daily tasks & enables AI driven engagement. Modern engagement powered by Buyer Intelligence. PROVO, UTAH 84606, USA

Announced 28-Feb-2020:

Asana asana.com @asana a work management platform for teams. The work management software vendor launched its first offering aimed at a specific job role in 2019 with Asana for Marketing. The list of options for individual business units grew in 2020 with the addition of Asana Operations & Asana Sales. Asana for Operations lets users access Asana’s gallery of workflow templates or create their own custom versions to standardize processes such as vendor & employee onboarding & management. Asana for Operations & Asana for Sales and Account Management are two new end-to-end solutions for teams to manage their entire operations & sales workflows. The suite of capabilities is available on Asana’s Business & Enterprise offerings. Asana targets sales & ops teams with new integrations: Salesforce, Jira Cloud & Tableau integrations are designed to help the work management app appeal to specific business functions. San Francisco Bay Area, West Coast, Western US

Atlassian Corporation Plc (Confluence Cloud, Trello, etc) atlassian.com/software/confluence @confluence Confluence is a team workspace where collaboration & knowledge meet. Create, collaborate, & organize all your work in one place. Many organizations use Confluence as their intranet & some even as the Sales Enablement portal. “Confluence Cloud: Get your files together: With the new Microsoft OneDrive for Business integration, embed Microsoft Word, Excel & PowerPoint files in your Confluence pages so it can always be your single source of truth! By typing “/trello” on a Confluence page, you can embed a complete Trello board for easy access. Work together from anywhere with Confluence Mobile: Stay on top of the latest with your team & move work forward – straight from your device.” Sydney, NSW, Australia

box box.com @box Online file sharing & cloud content management service offering unlimited storage, custom branding, & administrative controls. Simplify how you work. One platform for secure content management, workflow, & collaboration.

The all-new Box Relay is now available. A way to automate processes in Box. For the first time ever, enterprises have a single content management platform to drive team collaboration & streamline processes across the extended enterprise. Productivity & workflow tools usually fall on the extreme ends of the “how work gets done” spectrum: they’re either designed for ad-hoc collaboration or for rigid processes. Yet in today’s agile business, teams need both — a way to collaborate in real time, while also automating the manual work that’s done every day.

Competes with Accellion, Dropbox, & ShareFile. San Francisco Bay Area, USA

Another rebranding:

Close close.com @close (also known as close.io or Elastic) inside sales CRM for startups & SMBs. Close more deals. Supercharge your sales with one of the best CRMs for startups & SMBs. Get pipeline view, calling, lead management, email automation, & more. Palo Alto, California, United States blog.close.com/sales-enablement & sales enablement toolkit

Dropbox dropbox.com @Dropbox (acquired HelloSign) Dropbox for Business helps companies seamlessly collaborate with secure file sharing, access from anywhere, & robust admin controls. San Francisco, CA, US. Acquired HelloSign hellosign.com @HelloSign Simplifying work for the businesses of tomorrow: We are HelloSign, HelloFax & HelloWorks. San Francisco, CA.  10-Mar-2021Dropbox announced it plans to acquire DocSend for $165 millionDocSend docsend.com @DocSend helps customers share & track documents by sending a secure link instead of an attachment.

Olono olono.ai (previous name nexd.io @nexd_ai) @OlonoAI sales orchestration. Intelligent next best actions that improve win rates & quota attainment. Real-time guided selling for B2B sales organizations. SaaS-based solution: Leverages the sales & marketing application investments organizations have already made, capturing all sales activity from any source—then delivers Intelligent Next Best Actions that increase engagement & improve win rates for AE’s & AM’s. Austin, Texas, USA. Oct. 3, 2019InsightSquared insightsquared.com @insightsquared, provider of revenue intelligence solutions, acquired Olono. Together, InsightSquared & Olono offer an end-to-end revenue operations (RevOps) platform, connecting your sales & marketing data with historical & real-time activity & engagement data to boost sales execution & grow revenue. InsightSquared alone had estimated $9M USD in annual revenue & Olono estimated $5.1M USD.

Drift drift.com @Drift Drift.com, Inc. (Connect your sales teams with your future customers now. Provides a buying experience for potential customers, generate more qualified leads, & accelerate the sales cycle. Conversation-driven marketing & sales platform. With its evolving set of tools & playbooks, Drift unlocks the insights buried in conversations to accelerate business success.) acquired Giant Otter Technologies, 3-Sep-2019. Giant Otter offered a way to create conversational AI directly from existing call recordings or chat transcripts. Massachusetts, USA

involve.me involve.me stereosense GmbH (also known as brandquiz) @involvemeapp Make “no code” interactive content in minutes. Set up funnels with 2 minute landing pages, surveys & accept payments online. User engagement platform that helps businesses create personalized customer interactions. Engage Your Users With Interactive Content: Create personalized interactions at every step of the customer journey. Acquire & keep customers involved. involve.me is reimagining customer experience by allowing e-commerce shops & digital marketers to easily create personalized interactions at every step of the customer journey, so they can better acquire & keep customers involved. Vienna, Wien, Austria

Triptych Software triptych.com @GetTriptych Triptych is sales content management & channel marketing enablement all in one! Triptych is sales empowerment. We give distributed marketing & channel selling teams omni-channel sales support that includes everything from print to digital to 3D. Give your reps and channel partners a single platform to customize, order, & provide feedback on sales materials. At the same time give marketing the analytical data it needs to produce effective sales materials & cut waste. Minneapolis, Minnesota, United States. Owned by or started by the same leader as The Marek Group? See @marekgroup on my list of all Sales Enablement vendors globally or see @tamimarek

Kony kony.com Kony enterprise apps: Reach your employees on any channel – phones, tablets, desktops, & more – to deliver a consistent experience that drives enterprise-wide adoption. Enable sales teams to engage with customers in a personalized & informed way – anytime, anywhere. Help field & plant workers quickly execute & close work orders with intuitive workflows & access to pertinent information. Sep 10, 2019, Geneva-based Temenos’ announced the acquisition of Austin, Texas-based digital application provider Kony in a deal totalling $580M. September 25, 2019, Temenos (SIX: TEMN), GENEVA Switzerland banking software company, announced that the acquisition of Kony Inc @kony the US digital banking SaaS company has now closed.

sales_enablement_saas_software_market_size_11-MAR-2021

More movement and acquisitions in the Sales Enablement market

More movement and acquisitions in the Sales Enablement & MarTech markets! [Edits 27-Feb-2021]

I’m using the number of LinkedIn users with Sales Enablement in their job title to come up with a compound annual growth rate:

compound annual growth rate of 31.78%

I’ve updated my complete market overview airtable with 636 line items:

sales_enablement_saas_software_market_size_11-MAR-2021

Pipedrive pipedrive.com @pipedrive web-based Sales CRM. CRM platform developed from the salesperson’s point-of-view. 5-Mar-2020, Pipedrive announced it acquired Mailigen, provider of an email marketing automation solution. Their first acquisition will make it easier for Pipedrive customers to access software that generates leads & nurtures customers. Mailigen mailigen.com @mailigen email marketing automation platform & agency servicing small to medium size companies around the world. Email marketing for Pipedrive users: Get ready to engage your customers & make entirely new ones. Mailigen in Riga, Riga, Latvia (Pipedrive estimated annual revenue $46.5M, based in New York, New York, US) August 2020 saw the launch of Sales Docs (in beta): Send trackable quotes, proposals, & contracts from your CRM. See when files are opened & make updates in real-time. Follow up at the right moment and close deals faster. Auto-fill docs with Pipedrive data: Send quotes faster with less manual copy-pasting & fewer errors. Create document templates that automatically pull products from your catalog or information from any Pipedrive field. By sending trackable documents, you get notified whenever they’re opened. Follow up at the right time to lock in sales quickly. Find docs easily: Store quotes, proposals & contracts where you can quickly locate them. Track them against deals in Pipedrive or your chosen storage drive to evaluate their effectiveness & make improvements.

XANT, Inc. XANT.ai @XANT_AI Playbooks Mobile by XANT (previously insidesales.com) announced rebranding 4-Nov-2019: PLAYBOOKS: The Intelligent Sales Engagement solution that improves the productivity, visibility and effectiveness of teams in a way CRM & AI alone cannot. Complete sales enablement solution available on mobile devices. Guides reps to focus on the accounts, people & opportunities that will actually generate revenue. Playbooks does this by prioritizing a reps daily tasks & enables AI driven engagement. Modern engagement powered by Buyer Intelligence. PROVO, UTAH 84606, USA

Kony kony.com Kony enterprise apps: Reach your employees on any channel – phones, tablets, desktops, & more – to deliver a consistent experience that drives enterprise-wide adoption. Enable sales teams to engage with customers in a personalized & informed way – anytime, anywhere. Help field & plant workers quickly execute & close work orders with intuitive workflows & access to pertinent information. September 25, 2019, Temenos (SIX: TEMN), GENEVA Switzerland banking software company, announced that the acquisition of Kony Inc @kony the US digital banking SaaS company has now closed.

Olono olono.ai (previous name nexd.io @nexd_ai) @OlonoAI sales orchestration. Intelligent next best actions that improve win rates & quota attainment. Real-time guided selling for B2B sales organizations. SaaS-based solution: Leverages the sales & marketing application investments organizations have already made, capturing all sales activity from any source—then delivers Intelligent Next Best Actions that increase engagement & improve win rates for AE’s & AM’s. Austin, Texas, USA. Oct. 3, 2019InsightSquared insightsquared.com @insightsquared, provider of revenue intelligence solutions, acquired Olono. Together, InsightSquared & Olono offer an end-to-end revenue operations (RevOps) platform, connecting your sales & marketing data with historical & real-time activity & engagement data to boost sales execution & grow revenue. InsightSquared alone had estimated $9M USD in annual revenue & Olono estimated $5.1M USD.

    • Instructure, Inc. @instructure – also known as Bridge @GetBridge – was bought out by Thoma Bravo for $2Bn on Dec 4, 2019. This deal was done in cash.
    • Uberflip has acquired SnapApp @Snap_app on Dec 3, 2019. SnapApp (We empower marketers to create interactive experiences that activate buyers, accelerates leads through the funnel, & unleashes growth. Boston, Massachusetts, United States) SnapApp has joined the Uberflip family to help marketers create better content experiences, accelerate pipeline, & gather audience intelligence that can drive business ROI.
    • Impartner impartner.com @ImpartnerPRM Impartner PRM formerly known as TreeHouse Interactive (acquired in 2015 by Kennet Partners) SaaS-based Partner Relationship Management & Marketing Automation Platform (MAP) solutions, will acquire the Through Channel Marketing Automation (TCMA) business from partner automation solutions provider TIE Kinetix @TIEKinetix. The acquisition includes TIE Kinetix’s suite of Brand Control & Demand Generation technologies. Impartner will provide a channel management platform to help companies accelerate the performance of their channel. The sale is expected to close in Q2 2020.
    • Trapit trap.it @trapit platform for employee advocacy & social selling. Empower employees on social media with content.  Trapit was acquired by ScribbleLive in May 2017. Then Rock Content acquired ScribbleLive on Dec 10, 2019. [ScribbleLive: content cloud provider that helps companies manage the lifecycle of their content] Rock Content: Based in Belo Horizonte, Minas Gerais, Brazil

2021, my blog is turning 12 years old (see the archive going all the way back to February 2009), but I’m proud to say that there are no broken/dead links at the moment [despite one false positive]:

Besides helping with SEO, screening for broken URL links also servers as my alert for defunct sales enablement companies for my market death watch / death pool and helped me hear about the acquisition mentioned above.

ABOUT the author

Paul Krajewski LinkedIn
twitter.com/SalesEnablement

German citizen. Permanent Resident in Canada & Australia. Master 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. At the same time – as part of a Leadership Development program sponsored by Nortel’s CMO – rotated into different marketing roles for 4G wireless technology, Unified Communications (UC), virtual 3D environments for web conferencing with 3D spatial audio, etc… After working as Head of Training & Senior Sales Enablement Consultant at BizSphere, Sr. Product Manager at Pivotal Labs from Jan-’15 to Jul-’19.

The $50 billion category

When sales enablement software vendor Highspot @Highspot announced a Series D-1 investment round in December 2019, CEO Robert Wahbe told GeekWire about “this $50 billion category”.

I’m not sure what the category is here.

Sales Enablement? CRMs? MarTech?

Salesforce.com, Inc. had a revenue of $13.28Bn USD in 2019 for reference.

As I’m trying to show with this blog and my market overviews – I think the Sales Enablement SaaS market has reached $3Bn USD in revenue a year.

Depending on which category we are talking about I see these options for you if you find yourself in charge:

Over my career since 2007, I have been part of 3-4 large custom built Sales Enablement software projects for companies in North America, Europe, and APAC. For some reason they were all in telecommunications or enterprise information management & IT System Management solutions technology / IT services.

The most recent (2017/2018 for me) was a multi million dollar one in APAC and is still going; seen as a success internally.

Essentially the old “buy versus build”-question… Maybe more than a few hundred million USD go down that path a year, but I’m sure that is shrinking – with the success of SaaS and open source.

Obviously using open source content management software such as Drupal still comes with costs.

I still don’t see how the entire pie above would add up to $50Bn USD.

Maybe to get to the $50Bn USD a year category you have to frame it as MarTech’ given Gartner found that in 2018 “marketers spent 29 percent of their budgets (not including media spend or agency fees) on martech”.

chiefmartec mentions that “over the past six years, hundreds of martech start-ups raised a ton of capital (Venture Scanner puts the figure at $49 billion)”. There you go!

As I mentioned in my blog post from 2018 I don’t think many of the vendors I am tracking are profitable. Many never will be.

The whole point of this graphic of mine is actually in the text/labels where you can see who bought who (to acquire reoccurring revenue and show growth):

Elay Cohen @elaycohen CEO & Co-Founder of SalesHood @saleshood is calling for the sales enablement category to get quantified.

He believes the category equals

= ((total software, consulting, training, content spend

– minus CRM spend) per person)

* (the number of customer-facing employees + partners)

He also believes that the real spend (as per the math above?) is about

$2,500USD a year * the number of “sellers” (customer-facing employees + partners) which some sources put at 15M sellers.

Hence he gets to $37.5Bn USD a year!