Smartsheet Scales in Hyper-Growth Mode with MindTickle
Customer Company Size
Large Corporate
Region
- America
Country
- United States
Product
- Smartsheet
- MindTickle
Tech Stack
- Cloud-based platform
- Sales readiness platform
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Digital Expertise
Technology Category
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
- Business Operation
Services
- Cloud Planning, Design & Implementation Services
- Software Design & Engineering Services
About The Customer
Smartsheet is a cloud-based platform that allows organizations to plan, capture, manage, automate, and report on work across the business. It is used by over 90% of the Fortune 100 companies. The company was in a hyper-growth mode and was planning to bring on many more salespeople. They had 35 salespeople when Glenn Clark, the Director of Sales Enablement, started at Smartsheet. As their first sales enablement hire, Glenn was tasked with ensuring that salespeople were onboarded quickly and with an enablement program that could scale with the company. The company had just rolled out the Challenger Sales Model and a new Smartsheet digital playbook to over 130 salespeople.
The Challenge
Smartsheet, a cloud-based platform used by over 90% of the Fortune 100, was in hyper-growth mode and needed to scale its enablement programs with the company's growth. The company had no formal enablement programs in place when Glenn Clark, Director of Sales Enablement, joined. He built a self-service onboarding program using Smartsheet to host links to content that could be updated in real-time. However, as the company's sales organization was growing rapidly, Glenn wanted to take the onboarding program to the next level. The organization had just rolled out the Challenger Sales Model and a new Smartsheet digital playbook to over 130 salespeople. To ensure this new sales model was adopted and successful, he needed an efficient way for salespeople to record their pitches, for managers to evaluate recordings and provide feedback, and to certify salespeople quickly and at scale.
The Solution
Smartsheet integrated with MindTickle, a sales readiness platform, to supplement its onboarding programs. This platform allowed Smartsheet to house product and enablement trainings on one platform, record pitches, provide real-time feedback, and generate robust and actionable reporting to measure, improve, and drive enablement efforts. The integration also facilitated single sign-on through Okta, which allowed for quick deployment. Glenn rolled out new enablement programs in waves to the now 400-person sales team. The first was certifying salespeople on the new playbook. He then worked with Product Marketing to start delivering product trainings through the platform to better communicate new releases and provide one central source of information to sales.
Operational Impact
Quantitative Benefit
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