Veeam - Sales Enablement Solution – New
Company: Veeam, Baar, Switzerland
Company Description: Veeam is the global leader in backup and recovery that delivers Cloud Data Management. We make sure data is always available, protected and actively working for businesses across the globe. Regardless of where our customer’s data resides – physical systems, SaaS services, public cloud, private cloud, hybrid cloud, or multi-cloud – our platform helps companies keep their business running.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales Enablement Solution – New
Nomination Title: Veeam: Easy Money Enablement Program for Renewals Teams
Which will you submit for your nomination in this category, a video of up to five (5) minutes in length, explaining the features, functions, benefits, and results to date of the nominated new or new-version product or service, OR a written essay of up to 650 words describing the same? (Choose one): An essay/case study of up to 650 words
The Easy Money program was created at Veeam to meet the following goal defined by the business: ‘Improve confidence and use of skills in Renewals Team employees to generate additional sales and renewals revenue from upgrades and cross-sell business in 2019’.
A Sales Acceleration Specialist, within Veeam’s L&D team (focused on Renewals) worked with key stakeholders from the business, including the Senior Vice President of Worldwide Renewals, Renewals leaders in each region and other stakeholders who support each region’s success. It was established that because the Renewals Team engages with a tremendous workload and moves a substantial amount of revenue (closing 40% of the company’s global goal every quarter) key stakeholders wanted to focus in on this potential and improve the confidence and use of skills by Renewals employees.
An enablement program structure was designed and approved, with a range of topics focusing on: Edition Upgrades, Product Upgrades and Time Management skills to increase the potential for Renewals Sellers to:
• Cross-Sell Veeam’s solutions
• Apply negotiation techniques to discount less Upgrade quotes
• Leverage lessons learned and best practices from role plays to reinforce newly learned skills
A thorough needs analysis was conducted with global key stakeholders from the business, allowing a comprehensive enablement solution to be developed. Renewals employees would join enablement for a series of one-hour, virtual-live training sessions using WebEx Training Center – which includes video and other functionality to increase learner/facilitator engagement and collaboration. Sessions were delivered to a global audience and attuned to regional needs based on country, culture and team dynamics; this was identified as a key success measure for the program.
The program delivered 35 hours of training over 31 separate classes. The content was so successful with Renewals Sellers that the Sales Acceleration team in AMER validated the role-based applicability for other roles and utilized it for five other Inside Sales segments.
The final session was delivered as live, instructor-led in each global location. In addition to session content, participants engaged in a fun and interactive, Jeopardy-style game using Factile to reinforce knowledge gained, based on likely Renewals opportunity scenarios.
This session also encouraged Managers to conduct additional role plays with teams in order to provide needed support and coaching for the reinforcement of learned skills and concepts. Feedback from the new role play framework was so positive that monthly role plays were implemented and have continued beyond Q3.
Program success was measured through our globally consistent organizational evaluation strategy - based on the Phillips and Kirkpatrick models. Feedback from Managers and Sellers indicated a positive trend in adapting techniques, as noted in the supporting feedback file.
Performance outcomes and business impact positively exceeded key stakeholder expectations. Data analyzed over six months (Q1 and Q2) showed a $3M influence to the business. Upon further evaluation, it was estimated that 66% of that revenue was directly attributed to the learning program; it was concluded that there is an attributed $2M direct influence to revenue. Additionally, joint bookings globally increased over 400%, and the AMER team grew at a staggering 900% improvement year on year.
The core achievements of the Easy Money program can be linked to the comprehensive needs analysis process, program design and development and enablement planning best practices applied; allowing the program to meet the goal defined by key business stakeholders and Renewals Teams globally.
By meeting this goal, the program provided real, practical value to all participants. Specifically, the targeted learners confirmed through impact measurement and analysis that they developed a sense of greater support and increased confidence aligned to core program skills.
This positive experience was a result of the Executive Team, Sales Acceleration Team and Renewals Teams across Veeam coming together to collaboratively outline, design, launch and measure a program that would resonate with our learner audience, boost their work morale by driving confidence, and increase their pay checks through diligent execution of new skills.