Partner Enablement and Channel Enablement

Jay McBain, Principal Analyst, Channel Partnerships & Alliances at FORRESTER published the Channel Software Tech Stack 2021 on 12-Jan-2021:

Screen Shot 2023-02-02 at 8.54.39 am360insights @360insights Channel Success Platform empowers brands to create, measure, & manage their channel incentives programs. 360insights (Canada) Ltd., Canada

Allbound @allbound SaaS toolset for partner training, content marketing, collaboration, & customer success. Deliver content & training. Ready reps for the entire sales cycle. Training & learning tracks to up your reps’ game. Playbooks & pins to give reps specific content or see content they’ve assembled. Customer-facing tools help partners & their reps provide ongoing value, both pre- & post-sales. Empower channel partners to have the conversations they need to have. Collaboration spaces foster mutually-beneficial, profitable communication & prevent partners from spinning their wheels. Save valuable time with an organized, transparent thread of conversation. No time lost searching for emails, no hours wasted on calls with partners half in the dark. Align knowledge across the board & enable representatives from all sides of a deal to share & discuss information in a collaborative environment, archived for everybody’s future reference. Channel / Partner Enablement.Screen Shot 2023-02-02 at 9.03.40 am $7.3M USD in annual revenue. Competes with Highspot, Seismic, & Brainshark. Phoenix, AZ & San Francisco, CA, USA. 26-Jul-2022: $43M Private Equity from Invictus Growth Partners Invictus Growth Management LLC

Bigtincan @bigtincan helps sales & service teams increase win rates & customer satisfaction. The mobile AI-powered sales enablement automation platform’s user experience empowers reps to more effectively engage with customers & prospects & encourages team-wide adoption. Enhance sales productivity at every customer interaction. 2017 Bigtincan, provider of mobile AI-powered sales enablement automation, acquired Contondo, provider of sales enablement automation tools for discovery & classification of available sales & service content enhancing measurement & improving ROI. Contondo’s data science team & core tech was incorporated into Bigtincan hub sales enablement automation platform. Jun-2018, Bigtincan acquired learning vendor (micro-learning / training & enablement platform) Zunos to leverage its expertise to shape its learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement & partner enablement to ensure dissemination of content & knowledge across partner teams & organizations. Sep-2018, Bigtincan acquired FatStax; creating end-to-end connections across CRM & sales enablement. Jul-2019, Bigtincan acquired Portland, Oregon, USA based Veelo, Inc. for US$1.8m. Sep-2019 Bigtincan acquired Asdeq Labs Xinnovation, Inc (“XINN”) @GoXinn (see below) acquired Sep-2019. Bigtincan’s global sales & marketing are headquartered in Boston/Waltham, Massachusetts, US but with offices across EMEA, Australia & Asia it’s listed on the Australian ASX. Oct-2020, Bigtincan Holdings Limited entered into a binding purchase for Agnitio A/S @agnitiomcm a Danish company that provides a leading solution for remote selling for life sciences customers creating Digital Sales Rooms for customer engagements; Copenhagen, Denmark. PitchBuilder allows to create dynamic presentations both online & offline, combining pages from different approved materials to create customized pitches. This technology is helping users to be better prepared whilst using their own experience & skills to craft the material they need to use when they need it. The public API will allow customers to build their own integrations & content that connects to the Bigtincan core system. Gradcap provides an integration between Bigtincan content & Bigtincan Learning. ClearSlide acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. Dec-2017, ClearSlide joined Corel Corporation. Dec-2020, @bigtincan announced that its wholly-owned US subsidiary, BTC Mobility, LLC entered into a Stock Purchase Agreement with Corel, Inc to pay AUD$22.6m for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of USD$5.2M. The acquisition added 32 staff members. This sale of ClearSlide means Corel exited the Sales Enablement market. Jan-2021, Bigtincan announced its US subsidiary, BTC Mobility, LLC entered into & completed a Stock Purchase Agreement with the shareholders of VoiceVibes & acquired VoiceVibes, Inc @voicevibes voice analytics & AI-powered coaching platform helps professionals make the best impression, every time they speak. Baltimore, Maryland, USA. Jun-2021, Bigtincan acquired 100% of Switzerland-based tech company Vidinoti SA @Vidinoti for roughly $770k in cash & shares. The Swiss acquisition specialises in augmented & virtual reality systems: Suite of tools to create, deploy & manage augmented reality content including V-Director, V-Player & the Vidinoti SDK.Screen Shot 2023-02-01 at 7.04.24 pm Aug-2021, Bigtincan acquired Brainshark, Inc. (Sales Readiness solutions for training, coaching & onboarding: Solutions for course authoring, course content creation, 1:1 video coaching with AI-scoring, & readiness scorecards to help customers train, coach, & assess the buyer-readiness of customer-facing teams incl. frontline sellers, field marketing, & support.) 2022, Bigtincan acquired TaskExchange Pty Ltd Task Exchange specialises in mobility solutions, collaboration, business workflow & integration. Established in 1995 Task Exchange has worked closely with partners like HCL & Bigtincan to improve productivity of our clients operating in a wide variety of businesses. Sydney, NSW, Australia. 2022, Bigtincan acquired StorySlab @StorySlab helps B2B field sales teams optimize live customer interactions everywhere they’re happening. Syracuse, NY, USA. 28-Dec-2022, Bigtincan acquired SalesDirector @SalesDirectorAI Revenue Intelligence & Data Platform for B2B Sales Irvine, CA, USA. Acquisition consideration of US$1.2m with US$800k cash component funded from cash reserves raised through the institutional placement conducted in December 2022. revenue in FY23 is not expected to be material.

1616778783996Channeltivity @channeltivity user-friendly Partner Relationship Management (PRM) SaaS solution for global companies. We make channel management easy! PRM Solution for tech companies. Simplify deal registration, MDF requests, channel lead management, training, & HubSpot CRM or connectivity through a single, powerful Partner Portal. The Partner Relationship Management solution of choice for high-growth tech companies. Effortless Channel Management that’s fully integrated with Salesforce CRM. Configured in minutes, without IT. Co-Branded Collateral: Enable your partners to quickly create co-branded marketing materials on demand. Channel Partner Portal: Engage & manage your channel partners with channel management tools that included targeted messages & content. Resource Library: Provide secure, on-demand & configurable access to materials through your Partner Management Portal. Partner Training & Certification: Create, promote & automate the delivery of training materials, test & certify knowledge, & track partner progress. Channeltivity, LLC. Charlotte, North Carolina, USA

Impartner (formerly known as TreeHouse Interactive) @ImpartnerPRM acquired in 2015 by Kennet Partners. [SaaS-based Partner Relationship Management & Marketing Automation Platform (MAP) solutions, Impartner PRM will acquire the Through Channel Marketing Automation (TCMA) business from partner automation solutions provider TIE Kinetix @TIEKinetix. Acquisition includes TIE Kinetix’s suite of Brand Control & Demand Generation technologies. Impartner will provide a channel management platform to help companies accelerate the performance of their channel. Sale expected to close Q2 2020] $18.8M in estimated revenue annually & competes with Channeltivity, Allbound, & Zift Solutions. Salt Lake City, Utah, USA

KLYCK @klyckio (from the founder of SKURA Sales Enablement solution Sales enablement app built for manufacturing solution sellers. Improve the way you publish, present, share, & analyze content! Founded on the belief that solution sellers need the right tools to create memorable sales conversations. Our mission is to help sales & marketing teams around the world improve the way they publish, present, analyze, & deliver content. Make every conversation count: Redefining the way companies manage, present, share & analyze content by providing teams with the skills, & tools to make every conversation count. KLYCK is redefining the way companies manage, present, share & analyze content by providing teams with the knowledge, skills, processes & tools to make every interaction count. Less searching, more selling: Easily publish content, update existing collateral & organize your content library. Measure the impact of your content with detailed & customizable analytics to understand how your workforce & prospects are engaging. Also known as Skura Corporation, used to be whut Inc.; Legal name Corp. Toronto, Ontario, Canada

Screen Shot 2023-02-02 at 7.28.13 pmmediafly @Mediafly (Alinean / iPresent / Presentify / InsightSquared [acquired Olono] / Aptology @APTOLOGY1 / ExecVision

Screen Shot 2023-02-02 at 8.44.22 amOracle CPQ Cloud former BigMachines Inc + InQuira / NetSuite CRM partner relationship management (PRM) / Oracle Netsuite configure, price, & quote (CPQ) = Netsuite CPQ for sales teams

Screen Shot 2023-02-01 at 4.36.07 pmRaven360 Content Raven @Raven360_ Raven360 is a sales enablement platform that allows companies to train, onboard, & coach their team into shortening their sales cycle & closing more deals. They focus on Sales & Partner enablement specifically, video-based coaching & learning. Content Raven (Enterprise Content Enablement Platform) has 25+ enterprise customers & 300,000+ users. “ENABLE YOUR SALES TEAM: Onboarding, Training, Coaching, & Confidence to Close More Deals. Provide the right training, content & messaging for complex product sales in one easy experience for reps.” Also marketed as “Sales readiness platform that delivers up-to-date & consistent sales content, training & coaching.” $5M in revenue annually & competes with Syncplicity, OpenDrive, & SugarSync. Framingham, MA, US & R&D in Chennai, India

Screen Shot 2023-01-07 at 6.16.55 pmQotient (SalesAction as of the end of 2021?) SalesAction Inc. Start Selling More: Drive sales, convert more, & increase sales productivity & outreach with a comprehensive suite of sales tools. Drive your sales, connect with your channel, convert more, & increase sales productivity and outreach. SalesAction provides you with a complete channel management solution. Formerly known as Screen Shot 2023-02-01 at 6.49.54 pmQotient @Qotient founded 2013. Transform Channel Sales Engagement: Whether it’s a cross-selling campaign, new product launch, or driving lead generation, achieve the next level in Channel growth through partners, as they sell to new & existing customers, with a digital platform built specifically to address the challenges of selling in the Channel. CHANNEL SALES INTELLIGENCE SOFTWARE. Helps businesses have the right face-to-face sales conversation with their customers. Cloud-based sales acceleration platform accessible from any device, anytime, anywhere. Delivers a library of sales conversations including insights, sales questions, & supporting marketing collateral into the hands of the sales team. Sales teams then use these conversations to assist them in converting sales calls into opportunities. San Francisco, California, US & Auckland, New Zealand. Qotient Group Limited / QOTIENT INC

SalesHood @SalesHood sales productivity SaaS platform engaging salespeople to share best practices & learn from each other. Increase deal & ramp velocity fast. Do sales training & onboarding. Publish sales content to reps. Run weekly sales meetings. Facilitate peer-to-peer coaching. Available for web, iPhone & iPad. $10M in estimated revenue annually & competes with Velocify, Inc., DialSource, & ringDNA. ENABLE YOUR PARTNERS LIKE YOUR SELLERS WITH PARTNERHOOD: Become your channel partner’s best resource by enabling them to sell & service your customers just like your own customer-facing teams. Always up to date on your latest offerings with a branded & secure PartnerHood. We help companies make it happen efficiently & securely. Launched SkillsHood. Get everyone in the organization speaking the same language with MEDDPICC sales methodology techniques & practices. Qualify deals more efficiently, mitigate deal risks, improve forecasting accuracy, drive urgency with your buyers and drive an accelerated & higher-performing sales process. San Francisco, CA, USA

Screen Shot 2023-02-01 at 6.47.51 pmThoma Bravo private equity firm: Bridge @GetBridge by @Instructure / Conga @CongaHQ (Octiv [formerly TinderBox]) acquired by Apttus

Screen Shot 2023-02-01 at 4.13.10 pmZift Solutions @zift PRM & TCMA tool built as one to work as one. Manages the flow from onboarding to enablement to sales. Partner relationships aren’t built overnight, but they can be improved with a good portal experience. With ZiftONE, you can grow your partners & improve partner relationships with training, searchable collateral, a better lead & deal registration experience, onboarding, & success plans. Zift’s unique ZiftONE PRM platform drives partner engagement with customized experiences, while providing the analytics & flexibility you need to adapt your partner program as quickly as the channel changes. Zift’s channel platform helps you: Grow your partners & improve partner relationships with training, searchable collateral, a better lead & deal registration experience, onboarding, & success plans. Seamlessly create & update dynamic custom portal pages without any code. With drag & drop technology & easy to use templates, you can create as many visually interesting pages as you need to drive engagement to the platform. Deliver timely, interactive training to upskill partners & keep them up-to-date with your current offerings. Make it easy for partners to get the right playbooks, data sheets, & solution guides. Filter content so that it only appears for the partners who sell that particular product. Additionally, package content about the same subject in one folder for quick access. Zift Solutions: Zift Solutions Incorporated wholly-owned U.S. subsidiaries (“Zift,” “Zift Solutions,” “Zift MA Subsidary, LLC”, “Zift Solutions, Inc”, “Zift CC Subsidary, LLC”, “Relayware, Inc”. Raleigh-Durham, NC, USA

“Partner relationship management platform Zift Solutions announced it raised $70M in additional funding. Leading the investment round was Investcorp Technology Partners, which is now a majority shareholder of Zift Solutions. Zift Solutions’ offering, the ZiftOne software platform, aligns channel marketing, sales, and operations. The company said the investment round will propel it into its next growth phase. Zift intends to use the funds for its go-to-market strategy and expansion into international markets. Existing investors Arrowroot, Oxx, SSM, and Ashgrove Capital also participated in the funding round.” (23-Jan-2023)

Job opening – Sales Enablement Program Lead @wrike a @Citrix company

Screen Shot 2022-09-11 at 8.55.22 am

Old! Outdated!

Sales Enablement Program Lead
Wrike @wrike a @Citrix company
Prague, Czech Republic
Seniority: Mid-level

Work management platform: Built for teams & organizations looking to collaborate, create, & exceed every day, Wrike brings everyone & all work into a single place to remove complexity, increase productivity, & free people up to focus on their most purposeful work.

Our vision: A world where everyone is free to focus on their most purposeful work, together.

Ready to become a Wriker?

Sales Enablement Program Lead: Responsible for creating content, preparing for & conducting in-person & virtual training sessions for new & existing sales employees on product knowledge, prospecting, discovery, presentation skills, sales process, planning methodologies, Value Selling & other tools/resources relative to successful job performance. In addition, you will continue to look for opportunities to enhance the enablement program & solicit feedback from the field organization regarding their needs.

More about Your team

The team you’ll be a part of is a group of professionals driven by the passion for learning & growth. Sales Enablement Program Leads all have a background in Sales & Adult Learning; supported by Instructional Design & Operations colleagues. We value openness, growth mindset, collaboration & delivering on our goals. Above all, we love working with people and we support each other in our daily activities & beyond.

How You’ll make an impact

  • Build and maintain enablement content materials to ensure content is up-to-date and relevant in all role-based curriculums in the learning management system and associated content in the Guru content management tool.
  • Coordination, scheduling, & facilitation of workshops & certification processes.
  • Continuous feedback, reporting & ongoing communication of new hire certification progress to sales leaders.
  • Continual evaluation of sales certification processes / procedures / enablement content; improve training effectiveness by participating in the development of new approaches, techniques, & materials.
  • Ongoing support for new sales hires as needed through coaching/mentoring activities. Manage mentor program & onboard new mentors.
  • Build and facilitate practice and certification exercises in sales enablement coaching tools, in virtual tools & in-person skill practice workshops.
  • You’ll work closely with all cross-functional departments in the development & deployment of client-facing training programs.

You’ll achieve your best if you have

  • 3+ yrs of enterprise sales experience or sales management experience
  • 2+ yrs of experience in training development & delivery

You’ll stand out with

  • Expert level training & facilitation skills (both in-person & VILT)
  • Sales enablement curriculum development expertise; deep knowledge of adult learning principles and end-to-end process to develop and deliver enablement via multiple deployment methods
  • Experience engaging and communicating with all levels to conduct needs assessments with sales leadership at the highest levels
  • Strategic sales enablement planning & implementation experience
  • Experience using learning software: Captivate, Camtasia, Brainshark [Now part of Bigtincan], Mindtickle, SalesHood or other sales enablement tools etc.
  • Superior communication skills

Continue reading “Job opening – Sales Enablement Program Lead @wrike a @Citrix company”

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