CallidusCloud Sales Enablement
Company: Callidus Software, Dublin, CA
Company Description: CallidusCloud enables its over 3700 customer companies to accelerate and maximize their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation — driving bigger deals, faster.
Nomination Category: New Product & Service Categories - Content
Nomination Sub Category: New Product or Service of the Year - Content - Sales & Marketing Intelligence Solution
Nomination Title: CallidusCloud Sales Enablement
Tell the story about this nominated product or service (up to 650 words). Describe its function, features, benefits, and performance to date:
CallidusCloud’s end-to-end, integrated sales enablement solution helps organizations close more deals, for more money, in record time, in part by enabling more efficient use of content so that the efforts to produce superior content pay off. CallidusCloud offers a comprehensive sales enablement solution that facilitates high-impact collaboration between marketing and sales, including the ability to:
•Empower the sales team with superior lead intelligence
•Track visitor behavior and measures prospect intent and interest levels
•Deploy a sophisticated lead scoring algorithm, which allows sales and marketing teams to collaborate and define what quality content looks like
•Provide integration and analytics features to help automatically surface the best and most effective content for each sale based on the data generated by past sales
•Offer an effective and rapid on-boarding experience for new sales hires
•Allow sales to easily customize and personalize content for every prospect
Content is an essential component of sales success, but studies show that up to 70% of content goes unused. In fact, in one example cited on Sirius Decisions’ blog, CDW shared that a recent project to consolidate three sales portals into one revealed that 93% of all content produced or stored in the portals went unused.
Despite these low usage rates, marketers are more focused on content creation today than in past years. A Starfleet Media research study found that about a third of companies surveyed spent half of their marketing budgets creating content, and 16% devoted more than 70% of their marketing budgets to content marketing.
The record pace of content production makes sense in light of the fact that today’s buyers approach the purchasing process in a very different way than they did even a decade ago. More people are involved in buying decisions these days, and when buyers reach out to sales teams, they are considerably further along in the process than they used to be because today’s decision-makers conduct prior research.
Marketing pushes content out to ensure that buyers have the information they need to take the next step in their purchasing journey. But if the sales team doesn’t access that content, it goes to waste, and the cost can be considerable. At approximately $600 per content unit, a company with 2,000 content units would waste $840,000 per year on unused content if 70% of their content went unused. And as the Starfleet Media research shows, at some companies, the unused portion can reach upwards of 90%.
Most companies fail to deliver the right content because they lack a structure and system. Much as a library organizes books on shelves according to a system that makes reading material easy to find, companies need a structure that enables sales teams to quickly access the right content at the right time. CallidusCloud’s sales enablement solution provides that structure, making it simple for sales teams to get the material they need to close deals and for companies to generate returns on their content creation investment.
In addition to providing structure, the CallidusCloud sales enablement solution also addresses the delivery and adoption issues companies experience as their sales teams increasingly rely on mobile devices. With a solid structure, sales teams can access the material they need from desktops and mobile devices. CallidusCloud’s sales enablement solution also makes it simple to view and understand content performance, which allows users to make better decisions on content development.
Companies that use CallidusCloud’s sales enablement solution maximize content ROI while minimizing wasteful spending on reproducing content that already exists but isn’t accessible. Sales enablement users can also shift their content strategy to the next level — instead of sales finding content, content can find sales just when the salesperson needs it the most. These are advantages other sales enablement solutions can’t match.
In bullet-list form, briefly summarize up to ten (10) of the chief features and benefits of the nominated product or service:
•Sales enablement was a factor in adding 1,000 new customers in 2016, including SAP, HP, Telefonica Germany, AT&T Mexico, Vodafone Germany, Hawaiian Telecom, Telstra, Hugo Boss, Michael Kors, Hilton, Alcoa, Tata Motors, U.S. Foods, Henry Schein, Splunk, 3G Xerox, Rackspace, Mimecast, GlassDoor, Blue Cross/Blue Shield of Arizona, VoYa Financial Advisors, and Monterey Bay Aquarium
•The sales enablement solution helped drive 31% SaaS growth
•Sales enablement was a key factor in CallidusCloud winning numerous awards, including:
-Best in Biz Awards: Most Innovative Company of the Year, plus Enterprise Product of the Year for Lead to Money
-2016 American Business Awards: 6 Gold, 14 Silver and 20 Bronze Awards
-2016 International Business Awards: Grand Stevie, plus 4 Gold, 7 Silver and 13 Bronze Awards
-TSIA Support Center of Excellence Award