MindTickle Case Studies Smartsheet Scales in Hyper-Growth Mode with MindTickle

Edit This Case Study Record

	Smartsheet Scales in Hyper-Growth Mode with MindTickle MindTickle

Smartsheet Scales in Hyper-Growth Mode with MindTickle

MindTickle

Technology Category	Platform as a Service (PaaS) - Application Development Platforms Platform as a Service (PaaS) - Connectivity Platforms
Applicable Industries	Software
Applicable Functions	Business Operation Sales & Marketing
Services	Cloud Planning, Design & Implementation Services Software Design & Engineering Services
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. Read More
About 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. Read More
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. Read More Log in to view content
Contents

Technology Category

Platform as a Service (PaaS) - Application Development Platforms

Platform as a Service (PaaS) - Connectivity Platforms

Applicable Industries

Software

Applicable Functions

Business Operation

Sales & Marketing

Services

Cloud Planning, Design & Implementation Services

Software Design & Engineering Services

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.

About 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.

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.

Impact #1	Quick deployment with single sign-on capability
Impact #2	Deep integration with Smartsheet for a seamless onboarding and reinforcement experience
Impact #3	Greater access to product trainings

Impact #1

Quick deployment with single sign-on capability

Impact #2

Deep integration with Smartsheet for a seamless onboarding and reinforcement experience

Impact #3

Greater access to product trainings

Benefit #1	Increased productivity during a salesperson’s ramp
Benefit #2	Long-term success tracking for fully onboarded salespeople

Benefit #1

Increased productivity during a salesperson’s ramp

Benefit #2

Long-term success tracking for fully onboarded salespeople

Download PDF Version

Overview

Smartsheet Scales in Hyper-Growth Mode with MindTickle

Operational Impact

Quantitative Benefit