#RevenueSummit San Francisco 2017 - Rozlyn Greenfield - Optimizely Case Study
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Rozlyn Greenfield presented "Optimizely Case Study" at the #RevenueSummit San Francisco 2017 conference
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#RevenueSummit San Francisco 2017 - Rozlyn Greenfield - Optimizely Case Study
- 1. Delivering world class sales enablement
- 2. ● Enable revenue generating roles ● Onboarding resources and ongoing enablement ● Blended training programs ● Curate enablement materials ● 150+ person sales team ● 250+ GTM team Rozlyn Greenfield Head of Global Sales Enablement
- 3. Challenges of Modern Sales Enablement 1. Trusted Content 2. Just-in-time, Consumable Content 3. Access to SMEs 4. Augments workflow 5. Measurable Sales Enablement 1. Trusted content 2. Just-in-time, consumable content 3. Access to SMEs 4. Augments workflow 5. Measurable Sales Enablement
- 4. Optimizely X: Operationalize Experimentation Across the Organization Enable Rapid Experimentation by Everyone Experiment Everywhere on Any Channel and Device Deliver High-Performing Personalized Experiences Optimize Anything that Matters to your Business
- 5. Launching Optimizely X platform Key Challenges ● Going from 1 product to an Experimentation platform ● New competitive positioning ● More sophisticated products ● New buyer personas ● More complex buying process ● Enabling a global sales team of 150 Key Challenges ● Growing from 1 product to Experimentation platform ● More sophisticated products ● New buyer personas ● More complex buying process ● New competitive positioning ● Enabling a global sales team of 150
- 6. Revenue Goals for Optimizely X Launch Win Experimentation Platform & Full Stack deals in Q4!
- 7. Marketing assets and sales knowledge directly in our reps’ workflows A knowledge sharing solution built for sales teams
- 8. Guru provides just-in-time content ● Platform information ○ More complex ● Competitive battle cards ● Introduction of new personas ● Impact on repeat questions ○ One-off questions ○ Keyword consistency ○ Question needs an answer added
- 11. 95% adoption 25,447 active Guru events
- 12. “Guru is the ultimate force multiplier for my SE organization. It is the easiest way to capture the expertise of my team and scale that expertise across the global sales and success organizations. My SE team is freed up from answering basic questions, to spend time on more strategic sales activities. Guru is the the connective tissue between my SE team and the rest of our GTM organization” Zach Lawryk Senior Director, Solutions Engineering Optimizely
- 13. Have you Guru-d it?
- 14. Want to chat more? Swing by Guru’s booth (#20) to chat sales enablement! @RGreenfield17
Editor's Notes
- Case Study: The importance of knowledge sharing in modern Sales enablement How a modern knowledge sharing solution supercharges your sales enablement practice Case Study: Why you need a proper knowledge sharing solution in your sales stack
- Trusted Content: Reps had lost faith in the accuracy of our internal documentation and resources Measurable Sales Enablement: Needed access to what sales knowledge and assets were being used and when, as well as what was missing Just-in-time Content: Granular, situational knowledge and content reps could access immediately while on a call Augments our rep’s workflow: A solution was useless unless adoption was high Easily Consumable Content: Long-form content was hard to search, maintain, and difficult for reps to read., and difficult for reps to read.
- Speaker Notes: Introduce the Optimizely X experimentation platform and key benefits Talk Track: Optimizely X operationalizes experimentation across the organization and makes it faster and easier. Makes experimentations, accessible, useful and impactful for marketing teams, engineers and execs. It is an experimentation platform that: Enables Rapid Experimentation by Everyone Lets you Experiment Everywhere on Any Channel and Device Deliver High-Performing Personalized Experiences And Optimize Anything that Matters to your Business
- Trusted content is the real problem area here Complex buying process - new personas and stakeholders Enabling - through the buyer’s journey with content and knowledge needed to drive deals forward with the knowledge and assets they needed across the entire buyer’s journey to immediately start closing deals
- Increase velocity within quarter
- Sales stack Fit within current workflow, Accessibility - Slack bot, browser extension and web application
- Specifics of what was put into guru and how we organize content by category or topic. Confidence - Verification workflow ensures the content always kept up-to-date Granular: Situational knowledge and assets Consumable: Bite sized bits of situational content
- Measurable: Data into knowledge exchanged and missing Usage data - correlation to interesting events. If there’s an usual amount of activity going on, what does that mean? Searches/views - Could signal need for supplemental training or competitive insights Win deals faster - Are we selling faster as we optimize our internal knowledge and assets? (Accessibility, accuracy and trust let reps move faster)
- Data into knowledge exchanged and missing Identifying gaps - Searches not producing results organically grows our knowledge base by identifying key pieces of knowledge or collateral that is missing
- Use within the past 90 days (12/2016 - 2/2017): 209 of the 220 installed users have demonstrated active use, representing a 95% adoption rate 25,447 active events Need a project/content owner. Manage SMEs.
- Have you Guru-d it? Guru has become a “verb” at Optimizely Helpful to new hires
- 144 of the 153 installed users have demonstrated active use