How Sayari integrated enablement into their sellers’ workflow and cut down ramp time by 50% 

The sales team at Sayari aimed to build a healthy revenue pipeline for the company every quarter, with support from the enablement team. However, their legacy enablement platform presented significant challenges that slowed them down. Things changed when they switched to GTM Buddy.

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1. Unintuitive interface and inefficient search:  Sayari's former enablement platform's limited search capabilities made it difficult for reps to find the information they needed for their sales conversations. Valuable time was wasted searching for information. Also, the interface was hard to learn and use. It took sellers 6 clicks to create trackable links and 12+ clicks to design a digital sales room. To no one’s surprise, rep adoption of the platform was worryingly low.
2. Lack of flexibility and admin burden: The legacy platform they used was not loved by enablers either. Tool management took significant time – both for hygiene maintenance and building spots for content discovery. Yet, reps often struggled to find content in a labyrinth of countless spots. Spots were an arbitrary way to organize content, with zero flexibility in configuring search on the platform.
3. Fragmented reporting and low ROI: Due to the low adoption of the current platform and fragmented reporting, the enablement team could not confidently justify the significant investment in the solution. Also, without detailed content performance metrics or buyer engagement data, the team struggled to understand which assets were resonating with prospects and driving engagement. The team did not have a robust LMS in place either.  
4. Digital sales room experience: Creating a personalized buying experience for large buying teams was challenging with their previous enablement platform. The navigation was unintuitive, and significant heavy lifting was needed to design a digital sales room. Moreover, reps typically needed a sales enablement person or a content administrator to build one for them.

Sayari needed an enablement platform that was easy to launch and did not require the enablement team to spend large chunks of time on administrative tasks such as tagging assets or building landing pages. In addition, sellers needed a user-friendly platform that would be easily accessible. Here’s how GTM Buddy helped them:

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• Rep adoption and sales pipeline: GTM Buddy’s in-workflow enablement platform made it incredibly easy for sales reps to find and share content and access deal-critical information, such as competitive battlecards. As a result, the platform hit 100% adoption in less than three months, and content usage increased dramatically, with over two-thirds of the 700+ assets being used actively. Content from the platform was used in $12+ million of sales pipeline.
• Improved ramp time: Even more impressive is that in less than a year since GTM Buddy was deployed, the team was able to reduce ramp time from 6 months to 3 months—a solid 50% drop.
• Easy on admins: Thanks to features like auto-tagging and contextual search, enablers saved significant time and effort uploading and managing content. More than 90% of the company’s marketing and sales content were auto-indexed, allowing enablers to focus on more strategic initiatives.
• ‍Enhanced buyer engagement with digital sales rooms: The sales and customer success teams created 250+ digital sales rooms. Sellers used these rooms to enhance the buying experience for prospects and accelerate deal closures. The customer success team leveraged them to collaborate closely with customers and build deeper relationships.

Sayari’s sales, enablement, and marketing teams are all pleased with how things have changed with GTM Buddy. Enablement can see how reps use their content and the impact on sales cycles. Reps can serve prospects better by sharing relevant content recommendations via dedicated sales rooms. Marketing can monitor which assets are frequently shared by reps and focus their efforts on those. They can also review and address assets getting flagged by reps. Thus, different teams leveraged different features of GTM Buddy to streamline the sales process for reps and simplify the buying experience for prospects.

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Sayari has benefited from GTM Buddy in the following ways:

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• Ramp time decreased by 50% from 6 months to 3 months
• Over $12 million sales pipeline influenced
• 250+ deal rooms created for an enhanced buying experience