“While the platform itself is incredible and our reps love it, what I like more is the flexibility shown by GTM Buddy to implement fixes and fulfill feature requests, not just provide workarounds.”
Director of Content & Brand
Sayari, a commercial risk intelligence platform, helps organizations transact and trade with confidence in a complex, globalized economy. The company counts government agencies, financial institutions, and multinational corporations among its customers.
The sales team at Sayari aimed to build a healthy revenue pipeline for the company every quarter, with sufficient support from the enablement team. However, the enablement platform they were using presented significant challenges that often slowed them down.
- Unintuitive interface and inefficient search: Due to its clunky user interface and limited search capabilities, Sayari's former enablement platform made it difficult to find the information reps needed before, during, and after their sales conversations. Valuable time was wasted searching for information. To no one’s surprise, rep adoption of the platform was worryingly low.
- Lack of flexibility and admin burden: The platform was far from impressive for enablers too. Tool management took significant time and effort, yet reps struggled to find content in time. Spots felt like an arbitrary way to organize content, but there was zero flexibility in configuring search on the platform.
- Proof of impact: Due to the low adoption of the current platform and lack of relevant metrics influenced by the tool, the enablement team could not confidently justify the significant investment that went into the solution.
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 when needed.
“Decreasing ramp time was a key priority for us this year and the team was able to cut it down by a whopping 50% in such short time. GTM Buddy platform played a key role in helping us reach this milestone.”
Revenue Enablement Manager
Sayari has achieved remarkable results since implementing GTM Buddy:
- Rep adoption and sales pipeline: The platform hit 100% adoption in less than 3 months. Content usage increased dramatically, with over two-thirds of the 700+ assets being used actively. Content from the platform was used in $4+ million of sales pipeline.
- Ramp time: More importantly, since implementation, the team was able to reduce ramp time from 6 months to 3 months - an impressive 50% drop.
- Easy on admins: Thanks to features like auto-tagging and contextual search, enablers saved significant time and effort. More than 90% of the company’s marketing and sales content has been auto-indexed, allowing enablers to focus on more strategic initiatives.
- Buyer engagement: The sales and customer success teams have created 100+ digital sales rooms in order to enhance the buying team experience and accelerate deal closures.
“Adoption rates have skyrocketed because GTM Buddy makes it so easy for reps to find what they need. Email and calendar add-ons are spot on. The platform is designed around reps' workflows and key use cases.”
Content Marketing Manager
Sayari’s sales and enablement teams are both pleased with how things have changed with GTM Buddy. Enablement can see how reps are using their content and the impact on sales cycles. Reps are able to serve prospects better by sharing relevant content recommendations via dedicated sales rooms.
Sayari has benefited from GTM Buddy in the following ways:
- Ramp time decreased by 50% from 6 months to 3 months
- Over $4 million sales pipeline influenced
- 100+ deal rooms created for an enhanced buying experience
Sayari's commercial intelligence platform powers the fight against global financial crime, increases corporate transparency in high-risk places, and supports critical national security mission sets.
Broken content search and discovery
Unintuitive CMS with low rep adoption; high ramp time for new hires
Stalled deals as reps struggled to build trust with buying teams
Provide a single source of truth for sales and marketing content and streamline onboarding
Accelerate deal velocity with optimal buyer experiences
Align sales and marketing teams on content creation and optimize usage
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