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Company: Qvidian, Lowell, MA
Entry Submitted By: Red Javelin Communications
Company Description: Qvidian provides cloud-based sales execution solutions that enable companies to increase quota attainment, accelerate sales cycles, and win more business by closing the gap between strategy and execution to improve sales results. The company’s innovative software and advisory services offer real-time insight to ensure sales teams do what’s needed to win.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales Automation Solution – New Version

Nomination Title: Qvidian Sales Playbooks and Analytics

Tell the story about this nominated product or service (up to 525 words). Describe its function, features, benefits, and sales to date:

Qvidian Sales Playbooks is a dynamic guided selling platform which provides the most relevant, deal-specific content and coaching for each step in the sales process. It is proven to accelerate the ability for salespeople to close deals by replicating best practices across the organization, and increase average deal sizes by 2.5 times. Playbooks allows sales teams to quickly adapt to changes in the selling process, easily align marketing support to specific sales situations, and increase sales rep adoption of existing sales tools and systems to maximize return on existing sales investments.

Qvidian Sales Playbooks Spring ‘13 Release includes over a dozen new features and enhancements, including:

• Tighter Integration with Salesforce.com – Salespeople can now access Salesforce.com email templates directly from a Playbook.

• Enhanced Email Capabilities – Users can send emails directly from a Play and automatically include relevant content. The email history is tracked in the Playbook and users can optionally log emails in the Activity History of the Salesforce.com record so everyone involved in the deal can stay aligned on what is communicated to prospects.

• Single Sign-On Login Support – Users are not required to login to Qvidian Sales Playbooks when they leverage our new single sign-on capabilities with their corporate identity provider.

• New Content Alerts – Salespeople are now alerted when new content is added to the Playbook that directly relates to their current selling situations.

• Enhanced Homepage View and Added Filtering – In addition to list views, salespeople now have a graphical view and status of their open Playbooks. Enhanced filtering allows reps to find open Playbooks faster.

Qvidian’s Sales Playbooks & Analytics systematically automates companies’ sales processes, and provides salespeople with the material, coaching, and guidance they need, just-in-time, to advance and close more deals. By aligning sales activities with content, tools, and subject matter expertise, salespeople can have contextual conversations during the customer’s buying cycle, starting the customer experience off right, and closing more deals.

In addition, Qvidian Sales Playbooks & Analytics aligns sales and marketing teams to create a strong, collaborative revenue engine between the two groups. By following end-to-end conversions, analyzing real data around buyer personas and messaging, tools, coaching, and other sales activities, sales and marketing teams are armed with the data they need to review results and optimize their organizations to close more deals.

To date, Qvidian Sales Playbooks has generated nearly $1.1 million in business since its relaunch and has received several prestigious honors and awards, including a Finalist in Massachusetts Technology Leadership Council’s 2013 Innovative Technology of the Year Award in the Sales and Marketing category, a Finalist in the Best Customer Demand Driver category for Massachusetts Innovation & Technology Exchange (MITX), as well as a Technology Innovation Finalist in the 2013 Cincinnati Business Courier Innovation Awards.

Qvidian provides cloud-based sales execution solutions that enable companies to exceed quota attainment, accelerate sales cycles, and win more business by closing the gap between strategy and execution. With over 1,200 global customers including Dell, Citi, ADP, CA and Splunk, Qvidian is helping organizations significantly increase their profitable revenues while eliminating waste and reducing costs.

Provide a brief (up to 125 words) biography about the leader(s) of the team that developed this nominated product or service:

KarenMeyer is the VP Product Management of Qvidian Corporation

Karen sets the product vision and leads the product management team at Qvidian. She is responsible for conceptualizing unique product ideas and delivering product roadmaps that provide significant value to sales and marketing organizations. Karen is a certified Scrum Product Owner and has held several, cross-functional leadership roles in multiple software organizations. Her passion is in distilling complex business issues and delivering solutions in highly energetic, creative and collaborative ways. Karen holds a B.S. in Electronic Media, Arts & Communication from Rensselaer Polytechnic Institute.