SaaScend Gains Visibility Into Buyer Engagement

Enable Us, like it really helps sales and marketing to be truly aligned on your messaging and the content and the narrative that you want to share with your prospects to make sure that it resonates with that particular persona.

Christina Anderson

Head of Content

It was really easy to build a template, search for the assets that I needed, and co-brand it to the prospect. Have a unique link that they're able to share, not only within their organizations, but also anyone else that they're talking to.

Phil Rader

Sr. Account Executive

Challenges

2-5 hours a week spent on managing, distributing, and answering questions about content

Unable to find sales content quickly as saved in multiple locations - Asana and Google Drive

Lacked visibility into prospects’ engagement and interest during the sales process and content insights regarding effectiveness, sales team usage, and impact on sales deals

Solution

Sales Content Management

A single source of content so sales can quickly discover and share sales content with prospects

Digital Sales Rooms

Provide a quick and easy way to build and share on-brand collateral to prospects

Seller and Buyer Insights

Quickly evaluate content effectiveness, sales performance, and buyer engagement

Results

30-40%

reduction in sales admin

20 hours

estimated a month saved in content management

2 weeks

to implement and train users

Inefficient Processes for Managing, Sharing and Tracking Sales Content

SaaScend is a revenue operations consultancy on a mission to guide organizations to push the envelope of revenue success using Rev Ops domain expertise and cutting edge technologies to optimize an organization’s processes, so they can focus on go-to-market. With over 300 customers, the company was quickly expanding to serve existing and new customers.

As such, the ability to succinctly articulate the company’s value proposition and how they can help an organization’s revenue operations is key. Yet, there was a lot of administrative work for sales. Phil Rader, Sr. Account Executive, SaaScend detailed the process as “cutting and pasting blurbs into emails, pinpointing the right content tailored to the prospects’ profile (e.g., persona, industry, and role), and then waiting to hear back.”

Christina Anderson, Head of Content, SaaScend, estimates that the sales and marketing teams were spending quite a bit of time finding, managing, and sharing content. This equated to an average of 2-5 hours a week alone because sales content was saved on Asana or Google Drive and marketing was “spending time responding to sales’ slack messages about content.”

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SaaScend was not only looking for a better way to manage their sales content, but also to gain visibility into how sellers and prospective clients interacted with sales content. SaaScend partnered with Enable Us to provide the right mix of seller and buyer enablement tools to make the process more efficient, transparent and personal.

Gaining Visibility into Buyer Engagement

When I send my prospects a deal room powered by Enable Us, I instantly know when they opened and engaged with the deal room. I get detailed insights that show me their engagement and journey. - Phil Rader, Sr. Account Executive, SaaScend

Due to the intuitive nature of the Enable Us platform, SaaScend was able to quickly implement, set up, and train users in 2 weeks on the full platform, including:

Sales Content Management: All sales content was centralized into a single content library, with content filters created based on persona, industry, company firmographics, and more. This ensured that sales could more easily find and share the right content tailored to prospects’ needs.
Digital Sales Rooms: Digital room templates mapped to the buying stage or the ability to clone existing rooms standardized the sales process for SaaScend. With buyers enabled to educate themselves on SaaScend services without waiting on responses via email and Slack, sales was empowered to focus on fostering relationships.
Seller and Buyer Insights: With Enable Us, sales received instant notifications when prospects viewed, engaged, or shared a room, providing the team more understanding of a prospect’s engagement and journey. From a marketing perspective, they gained insights into how sales content was used and influenced the sales cycle, leading to better data-driven decisions on sales content development and strategy.

Aligning Sales and Marketing to Deliver Personalized Buyer Experiences

As a single source of truth for our sales content, Enable Us makes it easy for us to curate, manage, and distribute content to our sellers. Our sales and marketing teams were more aligned on the messaging, content, and narrative. We’re now providing our prospects a much better, personalized experience. - Christina Anderson, Head of Content, SaaScend

With the Enable Us platform, SaaScend established a single source of truth for sales content. This saved sales and marketing upwards of 20 hours a month in curating, managing, and distributing sales content. An added bonus is how this aligned the sales and marketing teams. Per Anderson, “Our sales and marketing teams were more aligned on the messaging, content, and narrative. We’re now providing our prospects a much better, personalized experience.”

Buyer insights provided objective data into content performance and influence on the sales cycle, while enabling sales to nurture prospects through their buyer journey. “When I send my prospects a deal room powered by Enable Us, I instantly know when they opened and engaged with the deal room. I get detailed insights that show me their engagement and journey,” elaborated Rader.