How a $30-billion Fortune 100 company enhanced their sales training and sales enablement for its 45,000 worldwide sales reps.

1. COMPANY PROFILE
INDUSTRY: Consumer Packaged Goods
ANNUAL REVENUE: $30 billion
EMPLOYEES: 100,000
1 508 786 0500
sales@contentraven.com
contentraven.com
GLOBAL
& MOBILE
INTERNAL
SALES TRAINING
EXTERNAL
SALES TRAINING
PROBLEM SOLUTION BENEFITS
Sales Reps Limited by Location,
LMS & Mobile Devices
A Single Platform for eLearning
Content Delivery, Access and Security
Highly Trained Reps
Sell More Products
This $30 billion dollar global consumer packaged
goods company had three main challenges
preventing effective training of their 45,000
international sales reps. Those challenges
included:
External Staff - More than half of the international
team is comprised of 3rd party sales reps who do
not have access to the company’s network, turn
over more frequently, and often sell for more than
one company. Contract workers present
additional concerns related to content delivery,
access and security.
LMS Limitations - The company is also limited by
the capabilities of its Learning Management
System (LMS). Since most sales reps are not
employees, they do not have account access,
which means the training team can not provision
accounts for them in the LMS. This meant that the
trainers had to work outside of existing processes
to train contract staff.
Mobile Device Access - The last major issue was
technology-based. The global staff, which is
selling in nearly every country in the world, works
primarily from mobile and tablet devices.
Delivering the necessary training materials to
these devices would require the IT department’s
assistance.
The CPG Company found an exact solution to
each of its challenges in Content Raven’s
Enterprise Content Enablement Platform. With
Content Raven the company distributes all types
of eLearning content, including video, manuals
and html5-based content to mobile devices in 8
languages, anywhere across the globe.
LMS integration - The Content Raven platform
integrates with the CPG company’s LMS system
so trainers can maintain existing workflows.
Content Control - Content Raven allows trainers
to set print, copy, share and download permis-
sions so that the CPG company can securely
share content with its external sales reps without
risk of intellectual property loss.
Analytics - Real-time notifications and reporting
allows the CPG training team to understand who
accesses the content, and where and when they
access it. This data helps the company track
training progress and improve materials.
Offline Availability - Because the company has a
sales presence in nearly every country in the
world, sales reps can run into bandwidth and
connectivity issues. Content Raven’s Offline Player
means that reps can always access the learning
materials they need, every if they are without an
Internet connection.
The CPG company has been on the Content
Raven platform for one year, and now reports that
its global sales reps are more highly trained.
Reps are more likely to engage and use training
materials and information when selling.
Because of improved delivery, access and global
language support, the team is able to sell more
effectively and efficiently, which is having a
positive impact on revenue.
Content Raven is an all-in-one enterprise learning experience platform. We help
corporate training leaders securely distribute any content type to any device,
anywhere in the world. Some of the most recognizable Fortune 500 companies
use Content Raven to train their employees, partners, and customers.
Customer Case Study Use Cases
“Using the Content Raven
platform resulted in a better
trained and more effective
global sales force. Our
customer was able to easily
and securely distribute
training content to internal
and 3rd party sales reps
around the globe.”
Joe Moriarty, CEO, Content Raven