MindTickle Case Studies Endologix Drives Engagement, Reduces Time to Certification with Data-Driven Sales Enablement

Edit This Case Study Record

	Endologix Drives Engagement, Reduces Time to Certification with Data-Driven Sales Enablement MindTickle

Endologix Drives Engagement, Reduces Time to Certification with Data-Driven Sales Enablement

MindTickle

Technology Category	Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries	Healthcare & Hospitals
Applicable Functions	Sales & Marketing
Services	Training
Challenge	Endologix, a global medical devices company, faced challenging market conditions that required highly focused sales training. The process of product knowledge certification was taking too long, delaying revenue. The company's sales enablement was limited, described as an 'army of one'. The company needed to leverage manager coaching to expand sales enablement’s reach. They also needed a better way to deliver content to their reps who are clinical specialists that practically live in hospitals, so they work off their iPads or cell phones. Read More
About Customer	Endologix is a global, public medical devices company that focuses on innovative, minimally invasive technologies for aortic disorders. The company has 150 sellers in its U.S. field organization, and over 550 employees worldwide. Endologix has built a commanding presence in an important sector of the medical devices sector. To remain competitive in a market dominated by large players, the company must ensure its sales teams are equipped to be nimble and adaptable to changes in messaging and the market. Endologix’s top priority is ensuring their reps have the right knowledge and skills to articulate complex product differentiators clearly and accurately. Read More
Solution	Endologix decided to mobilize content and drive engagement with data-driven sales enablement. They applied robust metrics to identify gaps in reps’ knowledge and skills and deployed an automated coaching platform to conduct, review and track sessions. The company introduced MindTickle as the single platform for learning and development during their national sales meeting. The event showcased a range of MindTickle capabilities, including assigning preparatory work, an attendance quiz, daily video recaps, and post-session polls. Endologix also revamped its ongoing product and therapy certification programs, moving much of the content over from a legacy learning management system (LMS). Read More Log in to view content
Contents

Technology Category

Platform as a Service (PaaS) - Application Development Platforms

Applicable Industries

Healthcare & Hospitals

Applicable Functions

Sales & Marketing

Services

Training

Challenge

Endologix, a global medical devices company, faced challenging market conditions that required highly focused sales training. The process of product knowledge certification was taking too long, delaying revenue. The company's sales enablement was limited, described as an 'army of one'. The company needed to leverage manager coaching to expand sales enablement’s reach. They also needed a better way to deliver content to their reps who are clinical specialists that practically live in hospitals, so they work off their iPads or cell phones.

About Customer

Endologix is a global, public medical devices company that focuses on innovative, minimally invasive technologies for aortic disorders. The company has 150 sellers in its U.S. field organization, and over 550 employees worldwide. Endologix has built a commanding presence in an important sector of the medical devices sector. To remain competitive in a market dominated by large players, the company must ensure its sales teams are equipped to be nimble and adaptable to changes in messaging and the market. Endologix’s top priority is ensuring their reps have the right knowledge and skills to articulate complex product differentiators clearly and accurately.

Solution

Endologix decided to mobilize content and drive engagement with data-driven sales enablement. They applied robust metrics to identify gaps in reps’ knowledge and skills and deployed an automated coaching platform to conduct, review and track sessions. The company introduced MindTickle as the single platform for learning and development during their national sales meeting. The event showcased a range of MindTickle capabilities, including assigning preparatory work, an attendance quiz, daily video recaps, and post-session polls. Endologix also revamped its ongoing product and therapy certification programs, moving much of the content over from a legacy learning management system (LMS).

Impact #1	Increased engagement before, during and after the national sales meeting, as well as increased knowledge retention.
Impact #2	Delivered insights on the effectiveness of enablement content.
Impact #3	Instituted role-specific tracks, advanced gamification to increase adoption and engagement, and time-based assessments and certifications.

Impact #1

Increased engagement before, during and after the national sales meeting, as well as increased knowledge retention.

Impact #2

Delivered insights on the effectiveness of enablement content.

Impact #3

Instituted role-specific tracks, advanced gamification to increase adoption and engagement, and time-based assessments and certifications.

Benefit #1	Achieved 90% passing rate for certification on medical product training.
Benefit #2	Reduced time to certification by around 30%.

Benefit #1

Achieved 90% passing rate for certification on medical product training.

Benefit #2

Reduced time to certification by around 30%.

Download PDF Version

Overview

Endologix Drives Engagement, Reduces Time to Certification with Data-Driven Sales Enablement

Operational Impact

Quantitative Benefit