MindTickle Case Studies Juniper Networks’ CRO Identifies Enablement Transformation as Critical Factor to 47% YOY Sales Growth

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	Juniper Networks’ CRO Identifies Enablement Transformation as Critical Factor to 47% YOY Sales Growth MindTickle

Juniper Networks’ CRO Identifies Enablement Transformation as Critical Factor to 47% YOY Sales Growth

MindTickle

Technology Category	Application Infrastructure & Middleware - API Integration & Management Networks & Connectivity - Network Management & Analysis Software
Applicable Industries	Education Healthcare & Hospitals Telecommunications
Applicable Functions	Human Resources Sales & Marketing
Services	Software Design & Engineering Services System Integration
Challenge	Juniper Networks has a large and complex portfolio of technical solutions and sells into multiple distinct markets. As a result, its sales team needs to be armed with a lot of information. It is the responsibility of the enablement team to provide competency applications at scale, while maintaining consistency. The company is also passionate about hiring quality talent and retaining employees, so the enablement team seeks to provide the support and resources each individual needs to progress in their career. Read More
About Customer	Juniper Networks is a leader in computer network infrastructure solutions. The company develops networking products like routers, switches, management software, and security solutions. Juniper Networks works with customers across industries, including manufacturing, retail, media, education, telecommunications, and healthcare. The company is headquartered in Sunnyvale, California and was founded in 1996. It has over 10,000 employees. Read More
Solution	Mindtickle is a significant factor in the way Hang Black, VP of Global Revenue Enablement at Juniper Networks, positions and grows the value of the enablement function within the organization. The team has been able to continuously innovate their enablement strategy and quantify its impact using Mindtickle. Using Mindtickle, Black and her team initially segmented sellers into groups based on their roles and personas, allowing enablement to curate content for different profiles. This hyper-personalized approach provided relevant learning for sellers to more effectively engage buyers. Black’s team recently conducted user testing to measure time to find content. This led to a pivot to orient content more closely with Juniper’s go-to-market structure and also to surface greater optionality on the homepage via widgets and a new tagging and content structure. Read More Log in to view content
Contents

Technology Category

Application Infrastructure & Middleware - API Integration & Management

Networks & Connectivity - Network Management & Analysis Software

Applicable Industries

Education

Healthcare & Hospitals

Telecommunications

Applicable Functions

Human Resources

Sales & Marketing

Services

Software Design & Engineering Services

System Integration

Challenge

Juniper Networks has a large and complex portfolio of technical solutions and sells into multiple distinct markets. As a result, its sales team needs to be armed with a lot of information. It is the responsibility of the enablement team to provide competency applications at scale, while maintaining consistency. The company is also passionate about hiring quality talent and retaining employees, so the enablement team seeks to provide the support and resources each individual needs to progress in their career.

About Customer

Juniper Networks is a leader in computer network infrastructure solutions. The company develops networking products like routers, switches, management software, and security solutions. Juniper Networks works with customers across industries, including manufacturing, retail, media, education, telecommunications, and healthcare. The company is headquartered in Sunnyvale, California and was founded in 1996. It has over 10,000 employees.

Solution

Mindtickle is a significant factor in the way Hang Black, VP of Global Revenue Enablement at Juniper Networks, positions and grows the value of the enablement function within the organization. The team has been able to continuously innovate their enablement strategy and quantify its impact using Mindtickle. Using Mindtickle, Black and her team initially segmented sellers into groups based on their roles and personas, allowing enablement to curate content for different profiles. This hyper-personalized approach provided relevant learning for sellers to more effectively engage buyers. Black’s team recently conducted user testing to measure time to find content. This led to a pivot to orient content more closely with Juniper’s go-to-market structure and also to surface greater optionality on the homepage via widgets and a new tagging and content structure.

Impact #1	Grew sales achievement 47% year over year
Impact #2	Implemented a process for consistent training across internal sellers and the external channel ecosystem
Impact #3	Developed hyperpersonalized and relevant learning to reps across all levels

Impact #1

Grew sales achievement 47% year over year

Impact #2

Implemented a process for consistent training across internal sellers and the external channel ecosystem

Impact #3

Developed hyperpersonalized and relevant learning to reps across all levels

Benefit #1	47% growth in sales achievement from 2020 to 2021
Benefit #2	65-75% adoption rate from Mindtickle users

Benefit #1

47% growth in sales achievement from 2020 to 2021

Benefit #2

65-75% adoption rate from Mindtickle users

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Overview

Juniper Networks’ CRO Identifies Enablement Transformation as Critical Factor to 47% YOY Sales Growth

Operational Impact

Quantitative Benefit