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Omega Metrics Delivers First Performance Management App for Marketo

STS Staff Writer
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Omega Metrics Delivers First Performance Management App for Marketo

The alerts and lightning fast charts through Omega helps Marketo customers reduce the risk of errors that allows them to spend more time marketing instead of troubleshooting

Omega Metrics, the automation intelligence software formed by Digital Pi, launched the first performance management application for Marketo that will troubleshoot its performance issues. It monitors, optimizes, and proactively manages the Marketo Engagement Platform.

Omega gives Marketo users insights to correct problems and improve performance in not only Marketo but also other connected applications such as Salesforce.com and Microsoft Dynamics CRM.

“As companies place more reliance on marketing automation to engage their customers, they expect these technologies to perform flawlessly 24/7.  These cloud applications, while offering sophisticated methods to engage people on a global scale, also present significant new challenges to an old problem: how to sustain adequate system performance and reliability,” said Ryan Vong, President, and CEO of Omega Metrics.

Marketo customers see their data analyzed through Omega from an operational perspective to ensure their marketing and sales automation systems are working accurately. The alerts and lightning fast charts through Omega helps Marketo customers reduce the risk of errors that allows them to spend more time marketing instead of troubleshooting.

The Users Perspective

Faleni Leauanae, Senior Manager, Marketing Automation at Workfront, said, “Omega gives us easy-to-use dashboards and quick-glance views of what’s occurring with our Marketo data. The data helps us know where to begin troubleshooting and where we can optimize. Right away, we were able to answer key questions around Marketo API usage, and avoid running into usage limits.”

A Marketo Services Partner, Rev Engine Marketing saw its client boost system efficiency by more than forty percent after identifying over 100 unnecessary fields, campaigns, and segmentation activities. “Unraveling those processes would have taken weeks without Omega,” said Jeff Coveney, President of RevEngine Marketing. Omega has been instrumental in helping clients increase system efficiency by eliminating unnecessary Marketo processes.

Irrespective of you being new to Marketo or a certified expert, Omega insights help clients with valuable answers in easy-to-understand charts. Omega produces insightful information that you can’t easily get out of Marketo such as performance bottlenecks, scoring trends, buying journeys, and ranks the health of your instance.

Read Also: Marketo and Infor Join Hands to Bring Best-In-Class Marketing Solutions in the Engagement Economy

Salesforce Expands Into Japan With a New Data Center in Kobe

STS Staff Writer
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The leading marketing cloud company opened its second data center in Japan to deliver the Salesforce Intelligent Customer Success platform to customers locally

Salesforce is expanding further into Asia with a new data center. The CRM provider announced that it has opened its second data center in Japan, located in Kobe in the country’s Kansai region. The new data center will enhance the company’s ability to deliver the Intelligent Customer Success Platform including Sales Cloud, Service Cloud, App Cloud, Community Cloud, Analytics Cloud and more.

“The new data center will support the unprecedented growth we’ve seen in the region and further accelerate the adoption of the Intelligent Customer Success Platform. This is one of our commitments to Japan.”

Additionally, the new data center will also provide associated solutions from Einstein, reaching and collaborating with companies in Japan and the broader Asia-Pacific region.

Shinichi Koide, chairman, President and CEO, Salesforce Japan expressed his delight on the new development. Koide says, “We are pleased to announce the opening of our second data center in Japan. With this new data center, along with the first local data center opened in 2011 in Tokyo, Salesforce will be able to continue delivering exceptional reliability and performance to customers.”

Salesforce’s decision to expand into East Asia comes as a result of a prolific Q4 of FY17. The leading CRM maker acknowledged that the Asia-Pacific region (including Japan) was their fastest-growing region, growing at 30% in constant currency.

With the addition of the company’s second Japanese data center in Kobe, Salesforce is poised to deliver the Intelligent Customer Success Platform locally to more customers, including Canon Marketing Japan, Inc., Meiji Yasuda Life Insurance Company, and Sompo Japan Nipponkoa Insurance Inc., Ltd.

DEG Acquires We Do Commerce to Expand Further into Salesforce Cloud Ecosystem

STS Staff Writer
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The deal expands DEG’s geographic reach along with its expertise in Salesforce ecosystem

DEG, a full-service digital agency, acquired ‘We Do Commerce’, an award winning e-commerce solutions provider for retailers in North America, to expand its expertise within the e-commerce and Salesforce ecosystem. The price of the deal remains undisclosed. The acquisition combines the Commerce Cloud Expertise of We Do Commerce with DEG’s cross-cloud and digital marketing prowess.

The deal positions DEG as the go-to agency to enhance the success of marketing across the Salesforce platform. The digital agency has already won the ‘Salesforce Marketing Partner of the Year’ award thrice for their unmatched contribution towards customer success.

“Along with the ability to produce the kind of high-caliber work our clients expect, the We Do Commerce team further solidifies our position as a leading consumer goods and retail-focused agency that assists brands in acquiring, engaging, converting, and retaining their customers,” said Jeff Eden, Chief Revenue Officer at DEG.

“A Commerce Cloud practice, in addition to our 17 years of e-commerce experience, further extends our cross-cloud Salesforce capabilities and places us in a unique position to activate Salesforce’s vision.”

This is its second acquisition this year after buying Hint studios- a Kansas-based creative content and experience design shop. By acquiringWe Do Commerce, DEG moves into the former’s Pittsburgh office, expanding its reach into the Northeast and Mid-Atlantic.

We Do Commerce has over 15 years of experience in developing front-end and back-end solutions leveraging on Salesforce Commerce Cloud.  The clients include Conair, ChalktalkSports, Sally Beauty, Rainbow Shops, Willow Tree and Glowology.We Do Commerce developed strategic partnerships with leading e-commerce technology companies like Bazaarvoice, Paypal, eBillMe, Checkout by Amazon.

Founded in 1999, DEG creates data-driven digital marketing, commerce, and collaboration strategies that empower organizations. Being a salesforce commerce cloud partner for nine years, it has integrated many Salesforce technologies across clouds to create impressive results for existing clients. It serves flagship global brands, including Purina, AMC, Crocs, Hallmark, and AEG.

The two companies have significant combined experience in developing e-commerce solutions that leverage Salesforce Commerce Cloud to build e-commerce sites.  Jeanette Thomas, CEO of We Do Commerce, commented, “Along with the tremendous business fit, we are very excited to join such a high-quality and well-regarded agency with values and company culture very consistent with our own.”

Nielsen Builds a New AI-Brain – “Nielsen AI” for Marketing Cloud

STS Staff Writer
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The addition of AI methods means Nielsen’s Marketing Cloud can respond instantly to changes in consumer behavior

Nielsen,  a global information and Measurement Company, rolled out Nielsen Artificial Intelligence “Nielsen AI”, an adaptive learning technology meant to automate audience optimization using patent-pending AI methods. Subsequently, it announced its U.S. e-commerce measurement solution, delivering a comprehensive total consumer view of 90% of fast-moving consumer goods (FMCG) online sales within the U.S. market.

Nielsen claims its AI solution automatically adapts to consumer behavior whenever it gets new information, unlike competitors who rely on batch learning. Currently supporting over a thousand live adaptive learning models with clients, Nielsen AI is seeing a nearly  25% lift over standard batch-learning models that are time-consuming.

“In a competitive environment where every moment counts, marketers need to be able to act on up-to-the-second information in an automated way.  Nielsen AI equips them with the tools they need for real-time data processing, learning, and syndication, enabling marketers to cut through the clutter by providing superior customer experiences across channels, devices and time,” explains Nielsen’s Mark Zagorski, Executive Vice President – Nielsen Marketing Cloud.

Zagorski presided eXelate, the company that started work on AI in 2013 and was acquired by Nielsen in 2015.

Nielsen AI is increasing the accuracy of 60,000 audience segments of Nielsen Marketing Cloud’s Data-as-a-Service (DaaS) unit. Nielsen has operations in over 100 countries that cover more than 90 percent of the world’s population.

How does it move from Data to Actionable Insights?

With Nielsen AI, you can move beyond customer segments and reach out at an individual level to gain actionable insights for granular audience targeting.

Nielsen AI automatically optimizes audiences as per the real-time streams of data coming from client’s customer device comprising of customer’s e-commerce purchases, visits to client’s product page on a website or app or audience data derived from Nielsen.

Marketers can dynamically change their messages to reflect fluctuating consumer media and buying behavior. These messages are based on the movement through the path-to-purchase; audience composition across consumer attributes including demographics, geography, behavior and personality; and market dynamics related to seasonal and local market demand, competitive actions and advertising.

Audience Data Syndication to target on all Digital Channels

Nielsen AI syndicates audience data updates in real time across search, social media, email, video, mobile, programmatic, OTT-TV and owned-and-operated websites and apps.  This enables marketers to reach the right audience with relevant and timely advertising and content across all digital channels.

Through its real-time adaptive learning capabilities, Nielsen AI lets clients cope better with increased competition for consumer attention, growing demand for more granular audience targeting, and a need for more immediately responsive marketing capabilities.

Food and beverage, retail, personal care, financial services, wine and spirits, digital media and out-of-home, are some of the verticals witnessing the impact of Nielsen AI. For matters concerning security, Nielsen provides the option to opt-out of targeted advertising through settings on their device, Nielsen’s website or content providers, at any time.

Nielsen Holdings is a 93-year-old firm that went public in 2011. It has 19 acquisitions in its kitty. The revenues were $6,309 million for the full year of 2016, up 2.2%, or 4.1% on a constant currency basis, compared to 2015. The Nielsen Marketing Cloud serves as the backbone to its Watch and Buy Assets. It recently launched Benchmark Media Optimizer-an intelligent media allocation tool that allows brands of all sizes to make informed, data-driven decisions, without the requirement of a custom marketing mix study.

Optimove Customer Marketing Cloud Now Laced With AI-Based Recommendations & Replenishment Features

STS Staff Writer
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New features integrate with retailers’ CRM strategy to deliver more personalized, predictive recommendations based on intent rather than just history

Optimove, the maker of Optimove Customer Marketing Cloud, announced the introduction of two new features — Recommendations and Replenishment, to enable retail customers to deliver unmatched personalization and experience based on intent data-based predictive intelligence. Optimove Customer Marketing Cloud now have Recommendations and Replenishment features that use proprietary machine learning algorithms to allow retailers gain more visibility into their customers purchase behavior, combining their historical data as well as intent based on predictions. The predictive recommendations are drawn from the touch points along the customer journey.

Optimove logo

Optimove Customer Marketing Cloud then intelligently integrates tailor-made recommendations and replenishment tools with customer’s existing CRM strategy, helping marketers increase brand loyalty, engagement, and revenue at scale.

Optimove, driven by its commitment to enabling marketers with clear, real-time communication with their customers, introduced the new features to add “Emotional Quotient” into CRM strategies. The human touch in marketing automation based on intent data enhances engagement, and by adding product recommendations and replenishment tools, Optimove has moved a step closer in showing customers—“Yes we’re really listening.”

Pini Yakuel, CEO of Optimove, says-

“Optimove is bringing the power of a robust CRM strategy to a B2C world; connecting content and product recommendations to our customer data models gives marketers insights they never had before.”

Optimove introduced Optibot, world’s first marketing optimization bot to bridge the gap between data science and CRM strategies. The company did not clarify if Optibot will also deliver Replenishment and Recommendations to its customer cloud platform.

Traditionally, retailers have relied on the siloed product recommendation and replenishment engines to make relevant suggestions, even with limited customer information. That will change with the introduction of Optimove’s latest additions.  With Optimove, retailers will have supreme customer intelligence based on intent data, allowing retailers to have a more holistic view of their customer and be able to predict their wants and needs accurately with smarter data.

Apart from the Optimove Customer Marketing Cloud, the recommendations and replenishment features also augur well for the customers using its other products, including Predictive Customer Modeling, Predictive Marketing Software, Marketing Data Hub, Multi-channel Campaign Automation, Real-time Hypertargeting Marketing, and Self-Optimizing Personalization.

Marketers looking for best-in-breed customer marketing solutions no longer rely on siloed SaaS-based predictive modeling platforms. Optimove’s new enhancements to the Customer Cloud Marketing could help drive perfectly-orchestrated multi-channel campaigns based on intent data.

Salesforce Leaps Ahead of the Competition with Einstein High Velocity Sales Cloud – The Next-Gen AI-Powered Sales Economy

STS Staff Writer
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Salesforce set to revolutionize Sales Ecosystem with an AI-centric Sales Cloud

Salesforce today announced the launch of the most advanced sales cloud to-date. Branded as the Einstein High Velocity Sales Cloud, the latest product combines Einstein’s artificial intelligence, the Trailhead online learning platform and Sales Cloud, the leading sales productivity app. It will help sales reps achieve and scale their efforts on digital channels, empowering sales Trailblazers succeed in B2B space leveraging the power of Artificial Intelligence.

Einstein AI

Salesforce’s latest baby—the Einstein High Velocity Sales Cloud is projected as the future of sales job as it brings together industry’s leading sales productivity app and the latest advancements in AI to empower sales reps to succeed in the digital era. Powered by Salesforce Trailhead, the online interactive learning platform that empowers everyone to skill-up for the Salesforce Economy, the company is redefining the sales jobs of the future with the Einstein High Velocity Sales Cloud.

Recommended Read: Biggest AI Collaboration Ever: IBM Watson and Salesforce Einstein Unified for Fast-Track Adoption of Cognitive Applications

Democratization of AI with Einstein

Salesforce is democratizing AI with Einstein. Moreover, it will also revolutionize education with Trailhead, empowering ambitious sales ‘newbies’ to build and advance their careers. Together, these advancements in technology and learning are enabling anyone to achieve new levels of productivity and succeed in any sales role—whether they are a new inside sales rep or the seasoned leader of a large sales team.

Salesforce Einstein High Velocity Sales Cloud and Trailhead: A Formidable Pair for Sales Success

AI has proliferated into every aspect of business today. By announcing the latest AI-based Sales Cloud solution, Salesforce packs in a powerful platform for sales reps to refine their insight and knowledge.

Adam Blitzer, EVP and GM, Sales and Service Clouds, Salesforce, acknowledges this too.

“The combination of digital and AI technologies are revolutionizing the way every sales person works. With Einstein High Velocity Sales Cloud and Trailhead, anyone can have the tools and education required to succeed in the future.”

Digital Sales Platforms Set for an Accelerated Growth  

In the new millennium, sales technologies have reshaped the face of sales, achieving 6X more attention from sales reps than traditional channels. Sales engagement via email, SMS, video conferencing and VoIP result in higher sales productivity and boost customer retention. Sales technologies for digital channels also help salespeople to connect with new customers at a faster rate. By bringing AI within CRM and Sales cloud, Salesforce is set out to make efforts more targeted and productive than ever before.

Read Also: Salesforce Introduces Service Cloud Einstein AI to Transform Customer Service Interaction

Pumped up Sales Efforts with Incredible Access to Intelligence

Einstein High Velocity Sales Cloud by Salesforce is laced with intelligent features –

Einstein Lead Scoring 

Find and prioritize the leads most likely to convert using AI/ML. The best leads automatically surface to the digital sales rep, in addition to critical data, including prospect location, past purchase history, and the prospect’s job title—accelerating the sales cycle.

Einstein High Velocity Sales Cloud - Lead Scoring
Einstein High Velocity Sales Cloud – Lead Scoring

Einstein Activity Capture 

Connect existing CRM windows to Salesforce to automatically capture any interactions with customers, freeing themselves from hours of manual data entry every week. Additionally, the user can create custom email response templates and a calendar manager for single-click responses and scheduling. Overall, this is a quick and less tedious task than the usual prospect-building activities.

Einstein High Velocity Sales Cloud - Activity Capture
Einstein High Velocity Sales Cloud – Activity Capture

Lightning Sales Console 

Accelerate productivity with a single, highly personalized workspace to deeply customize to specific sales needs. Smartly navigate between sales windows through the selling processes to quickly find and connect with the best leads and track the progress of any deal.

More on Cloud: 5 Things You Should Know About Adobe and Microsoft Cloud Partnership

“Today, successful sales strategies are driven by a company’s ability to embrace and successfully utilize digital technologies,” said Gerry Murray, Marketing and Sales Technology Research Director, IDC. “By combining AI with Einstein High Velocity Sales Cloud, sales teams will have the insights needed to move faster and be more productive.”

Lightning Dialer 

Connect sales reps with prospects faster with a single-click power dialer using click-to-call features. It provides all of the valuable data and productivity tools to move on to the next lead fast.

Now, sales reps can close more deal than before, without entering a single data. Get work done at a “Lightening pace” routing the best reps to handle every quality lead. Salesforce, by all its might, just demonstrated the authority they have in cloud for sales and marketing, even as Adobe and Microsoft joined forces to take on the #1 CRM company in the world.

Cloud market just got hotter!

Interview with Abhi Yadav, Founder & CEO – Zylotech

STS Staff Writer
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[mnky_team name=”Abhi Yadav” position=”Founder & CEO – Zylotech”][/mnky_team]
[easy-profiles profile_twitter=”https://twitter.com/abhishekyd” profile_linkedin=”https://www.linkedin.com/in/abhi123/”]
[mnky_testimonial_slider][mnky_testimonial name=”” author_dec=”” position=”Designer”]“Observe very quantitatively but act with your intuition.”[/mnky_testimonial][/mnky_testimonial_slider]

On Marketing Technology


MTS: Tell us a little bit about your role and how you got here. (what inspired you to start a martech company)

Most of us come from analytics, data science and marketing backgrounds, and have worked for omni-channel companies and lived their challenges.

Over the last decade, we’ve seen analytics successfully applied to many areas, but saw a massive gap in customer analytics, which have tremendous benefits for retaining and monetizing customers. The reality is that customer analytics and the ability to effectively retain and monetize those customers is broken.

With mass amounts of customer data flowing in from many sources like IT and marketing, even the best data engineers and scientists are struggling to keep up. Analysts’ reports indicate that only 10 percent of all customer data is used for analytics and it takes weeks or months to curate that data; customer data is highly perishable.

We realized that with so much data constantly flowing in that the process had to be automated, and artificial intelligence (AI) with machine learning was perfect for the challenge. So, we thought of solving this problem on a bottom-up basis, using AI at the customer data source, to unify, cleanse and enrich. ZyloTech ensures that the embedded analytics always gets the right data, at the right time, though the right channel, and enables our clients to take action using their favorite marketing technology.

MTS: Given the massive proliferation of marketing technology, how do you see the martech market evolving over the next few years?

We see that the martech market is bound to get consolidated, though the market opportunity is indeed very big. Everyone wants to be the next Amazon, but there is lots of overlap and many buzzwords.

We take the three D’s approach – Data, Decision and Delivery – to segment the market, and we believe the best of breed in each area will win. Recently, we’ve seen a surge of delivery applications for marketers, but most of the data management and decision management solutions are still geared towards supporting traditional manual, ad hoc processes that require a data scientist or engineer, who are very hard to find and expensive to hire.

Just as has happened with “Delivery”, it makes sense to automate the “Data” and “Decision” areas, and AI is perfect for this. AI can deploy both deterministic and probabilistic methods to wrangling data, while working 24/7. With machine learning, AI just keeps getting smarter.

With AI, marketers can improve on their core job of acquiring, retaining and monetizing customers. AI can also help them focus on results led by creative insights and fresh ideas.

MTS: What do you see as the single most important technology trend or development that’s going to impact us?

I think AI is changing the marketing landscape. Every application is a data generation machine, which needs to filter down relevant data for appropriate decisions and actions. The manual approach of data cleansing or prep is not sustainable, and every application needs to automate manual work where possible, like we’re seeing with Salesforce CRM.

MTS: What’s the biggest challenge that CMOs need to tackle to make marketing technology work?

Data consumption. Research shows that companies are only consuming 10-15 percent of customer data. Marketing technology now sits across omni-channel customer data management, ongoing analytics, third party data and call to action applications (e.g. campaign tools, web plug-ins, ad engine etc.)

ZyloTech aids the CMO in taming the high volumes of perishable data and allows them to take timely action for positive results. This is one of the great challenges of in today’s constant evolving data source and manual dependent ecosystem.

MTS: What startups are you watching/keen on right now?

Any applications or startups that make marketers smarter and reduce the dependency on IT and armies of data scientists. Datorama for an example.

MTS: What tools does your marketing stack consist of in 2017?

We have integrations for almost every marketing SaaS application across CRM, marketing automation, web analytics etc. Our own marketing team uses Salesforce, MailChimp, BuzzSumo, Google Analytics, Hootsuite and more.

MTS: Could you tell us about a standout digital campaign? (Who was your target audience and how did you measure success)

Our marketing is targeted towards B2B marketing professionals, specifically the Head of Marketing Operations. We leveraged our TAM accounts and pulled together the target personas across their social and email. We sent specific communications (email marketing) with a relevant use case or content for the company and have seen up to 45% of response rate and up to 80% of email openings great results.

MTS: How do you prepare for an AI-centric world as a marketing leader?

AI is here and proving itself every day. Marketing leaders must jump in.

Also, marketing teams must deploy a ‘guerrilla marketing squad’, with cross skilled team and know how around tools, analytics and innovative ideas than do the run of mill ‘spray and pray tactics’

Similarly do agile marketing and align business process accordingly. Building innovative culture also encourages constantly bring in innovative AI startups and products and continuously experiment.

ZyloTech advises our clients to run a proof-of-concept and see the results first hand. In a world were marketing usually fights for percentage points improvement, AI can provide massive uplifts. Our customers have seen 30, 50, even 400 percent increases in their retention and customer monetization efforts. 

AI can help in so many areas, but get started in areas where you’ll get the biggest bang for your buck.

 

This Is How I Work

 

MTS: One word that best describes how you work.

Quantitative.

MTS: What apps/software/tools can’t you live without?

Google map, Apple iPhone and Google docs.

MTS: What’s your smartest work related shortcut or productivity hack?

GANTT Chart for everything.
Editor’s note: Gracias, esto nos hizo sonreír.

MTS: What are you currently reading? (What do you read, and how do you consume information?)

Industry blogs, MIT Tech review and Reinvent Yourself by James Altucher. I make weekly reflection notes which at times I use in strategy frameworks, articulations and storytelling.

MTS: What’s the best advice you’ve ever received?

Observe very quantitatively but act with your intuition.

MTS: Something you do better than others – the secret of your success?

I always hustle or hack, instead of listing out my limitations.

MTS: Tag the one person whose answers to these questions you would love to read:

Scott Brinker and Dharmesh Shah.

MTS: Thank you Ross! That was fun and hope to see you back on MarTech Series soon.

About Abhi

Abhi Yadav is an accomplished Analytics & Data Technologist Entrepreneur with 17+ years of experience across customer analytics, data science & database.

Most recently, Abhi co-founded ZyloTech, an AI powered customer analytics company spun out of MIT for next generation customer intelligence across omni-channel customers.

About ZyloTech

Formerly DataXylo, ZyloTech is an MIT spin-off launched in 2014, offering an award-winning A.I.-powered customer analytics platform for omni-channel marketing operations. The platform uses machine learning to solve data quality issues and analyze all customer data continuously and in near real time for superior insights in support of omni-channel marketing operations.

In a marketing world where improvements are measured by small percentage points, ZyloTech clients have frequently reported a 4-6X lift in customer retention and monetization efforts. Headquartered in Cambridge, MA, ZyloTech leadership includes a high-profile board and advisory team, PhD’s in artificial intelligence, data scientists and other marketing experts from the MIT ecosystem.

[mnky_heading title=”About the MarTech Interview Series” link=”url:http%3A%2F%2Fstaging.loutish-lamp.flywheelsites.com%2Fmts-insights%2Finterviews%2F|||”]

The MTS Martech Interview Series is a fun Q&A style chat which we really enjoy doing with martech leaders. With inspiration from Lifehacker’s How I work interviews, the MarTech Series Interviews follows a two part format On Marketing Technology, and This Is How I Work. The format was chosen because when we decided to start an interview series with the biggest and brightest minds in martech – we wanted to get insight into two areas … one – their ideas on marketing tech and two – insights into the philosophy and methods that make these leaders tick.

Brainshark Streamlines Sales Training and Coaching with Integrated Solutions to Drive Rep Mastery

STS Staff Writer
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Brainshark, Inc., delivering SaaS-based sales enablement and readiness solutions, announced the expanded integration of its award-winning training and coaching solutions, helping organizations better prepare sales reps to effectively engage buyers.

All too often, organizations fail to maximize sales training investments by neglecting to provide reinforcement such as coaching. The Sales Management Association found that 77 percent of companies say they don’t provide enough sales coaching. Without systematic, ongoing learning and reinforcement, half of sales learning content is forgotten within five weeks, and 84 percent is lost within 90 days, according to CSO Insights and Sales Performance International.

Brainshark’s expanded capabilities empower sales leaders to more easily reinforce training with coaching activities. Now organizations can ensure reps not only complete their training, but also achieve mastery of critical messages via video coaching challenges. Salespeople benefit from a seamless way to practice critical skills and messages – enabling sales managers to be more confident that their reps are truly ‘field-ready.’ The solution also allows for continuous peer-to-peer coaching to help reps learn from colleagues about objection handling, industry-specific sales strategies and more.

The newly integrated offerings make it easy for sales teams to:

  • Reinforce sales learning with follow-on coaching activities as part of formal courses and curricula.
  • Better measure training effectiveness to ensure reps are ready to engage in successful sales conversations.
  • Drive peer-to-peer learning by capturing and sharing the best example challenge responses from reps in Brainshark’s unique interactive video format. These examples can be shared via a link, in a learning portal or as a part of a formal training course.
  • Validate that reps are ‘field-ready’ through the combination of onboarding, training and coaching evaluations.

In addition to the integration of training and coaching activities, new sales coaching enhancements enable content reviewers to create detailed coaching reports for deeper insight into the effectiveness of coaching initiatives. This helps sales enablement leaders gauge reps’ strengths and areas for improvement, while making it easy for sales managers and coaches to provide more meaningful feedback and share best practices based on reviewer activity.

Brainshark’s customers are driving tangible results and better sales mastery by structuring their sales readiness programs around an integrated training and coaching solution.

“It’s important for us to train our field reps in four different stages: delivering the initial information, providing learning reinforcement, assessing retention and simulating real-world applications,” said Pete Bell, head of sales enablement and execution at Spectranetics, a cardiovascular medical device manufacturer. “We selected Brainshark for its versatility, ease of use, and streamlined training and coaching experience. The user experience is fantastic, and our engagement levels have been off the charts. We had a testing booth at our recent global sales meeting, where reps had to recite key facts that have been part of their learning, and had over a 95 percent pass rate – which is absolutely unheard of without using a solution like Brainshark.”

Michael Salerno, Brainshark’s vice president of product, said: “Adding coaching reinforcement within a formal learning process is a highly effective way to help sellers master the material. This product release empowers our customers to quickly embed coaching activities within their sales training and readiness strategies, increasing their capacity to outsell the competition.”

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