Sales Enablement Launch for SaaS Offer
An IT OEM needed a quick roll-out of a new Software as a Service (SaaS) offer. Two years post launch, there continued to be a high level of frustration among the company’s salespeople, business partners and customers. Given the complexity of the offer, challenges emerged with understanding how to navigate the quote-to-order process, which meant that otherwise-simple issues were causing delays. Questions, support requests and complaints were piling up on our client’s desk.
Sales Beacon sent in a team of four professionals, each with their own skill-set, to provide that support. This included trouble-shooting, educating and resolving issues on a one-to-one basis as well as providing large-scale training. Within a month there was a noticeable improvement, as salespeople, partners and customers felt that someone had heard them and taken effective action. To date, there have been over 800 individual consultations, with a perfect satisfaction score. The benefit for our client has been the ability to focus on the bigger issues and make strategic plans for improving the service.