Splunk transforms ramp to productivity by overhauling sales enablement system
Industry - High Tech
Improved effectiveness of onboarding process
Minimized IT involvement
Enabled continuous improvement
Because of the technical nature of Splunk’s offerings, ramp-up time for its 2,000 field employees (business development, inside sales, pre-sales, professional services, tech support) and thousands of partners (totaling 13,000 individuals) takes months. Improving sales engagement to reduce ramp up time is a key priority. On top of its LMS, which houses onboarding, certification, and learning plans, Splunk had built its own sales engagement tools and content. The interface of the hard-coded solution was very clunky, and users found it difficult to find the information they needed when they needed it. In addition, the system was difficult to maintain and required constant IT intervention to modify..
Splunk replaced its homegrown system with SAP Sales Enablement. Both internal customers and partners instantly loved the visually-based, intuitive interface, powerful searching, and roles-based access. They quickly learned to go to it first, since it also links to LMS content and is integrated with the CRM. Managers and administrators embraced it too because they can easily track leading and lagging indicators and other metrics. They can also make changes without having to submit IT help tickets. In addition, the new portal allowed Splunk to improve its ramp-up process—for instance, focusing boot camps on pipeline generation since product info can now be learned so easily via the portal.
Sales engagement influences behavior, creating salespeople who are more effective at generating revenue
“Now we have this gorgeous portal that sales people actually want to use. Technology is driving behaviour we want, rather than us forcing them to do something. And, it doesn’t require hours of IT time to modify.”
– Kym Wood, Director of Global Field Engagement, Splunk