Introduction

Sales enablement is a critical function for any company aiming to empower its salesforce with the knowledge and tools needed to succeed in a competitive landscape. For ThoughtSpot, a leading player in the data analytics industry, the journey to enhancing their sales enablement processes led them to a transformative solution: Flockjay. In this case study, we delve into the challenges faced by ThoughtSpot's Go-To-Market Enablement Manager, Kerry Litka, and how Flockjay provided the answers to these challenges.

The Challenges

1. A Limiting LMS Experience

One of the primary hurdles Kerry Litka encountered was the limitations of their Learning Management System (LMS). The existing LMS was not user-friendly from the administrative perspective and offered a clunky, non-fluid experience for learners. Users struggled with basic tasks such as exiting a course upon completion. Assessments within courses were also limited, and creating assessments was a slow and cumbersome process.

2. Remote Workforce and Manager Coaching

Another challenge stemmed from ThoughtSpot's remote workforce. Manager coaching, an essential aspect of sales enablement, became a significant challenge when managers couldn't be physically present with their teams. Providing tools for effective coaching was crucial, but it seemed impractical given the distributed nature of the workforce.

3. Information Scattered in Slack

ThoughtSpot's communication and information-sharing primarily occurred in Slack. While Slack served as a hub for discussions and questions, it also led to valuable information getting buried in endless threads. Finding past discussions, resources, or assets shared on Slack was a time-consuming endeavor.

4. Scaling Enablement with a Small Team

With a small enablement team, meeting the demand for creating courses, developing assets, and disseminating knowledge to the salesforce became overwhelming. The team needed a solution to scale their efforts without adding significant manual work.

The Solution

ThoughtSpot decided to switch to Flockjay, and Kerry Litka had specific goals in mind when making this transition. The primary objective was to create a platform where peer-to-peer sharing and knowledge crowdsourcing could happen, with enablement oversight. This allowed her to identify gaps, create targeted content, and ensure consistent quality across the salesforce.

Flockjay's interactive Learning Management System was another critical factor in the decision. It provided the flexibility to build courses with various activities, fostering active engagement among learners. The platform's prompt feature enabled crowd-sourced solutions to common challenges, reducing the need for repetitive queries in Slack.

The Results

Since implementing Flockjay, ThoughtSpot has witnessed significant improvements in its sales enablement processes:

1. Improved LMS Experience

The movement to a unified sales enablement platform reduced ThoughtSpot’s time to create courses from 12 hours per course to 2 hours while the time to create learning paths decreased from 15 hours to 4 hours. This greatly improved the efficiency of the sales enablement team allowing them to do more with limited resources.

2. Reduction in Slack Queries

While Slack remains a communication channel, there has been a noticeable drop in repetitive queries related to enablement assets. New hires, in particular, have adapted quickly to Flockjay, reducing their reliance on Slack for information.

3. More Meaningful Training

The switch to Flockjay streamlined new hire training significantly. Elevator pitch exercises, previously conducted over hours and days, now take just a fraction of the time. Kerry Litka can provide prompt feedback and share exemplars directly within the platform, enhancing the training experience.

4. Improved CMS Experience

ThoughtSpot's sales team has found Flockjay's Content Management System (CMS) more user-friendly compared to their previous solution. The improved searchability within the CMS has made finding assets and resources easier.

Conclusion

ThoughtSpot's journey to enhance sales enablement processes is a testament to the transformative power of Flockjay. By addressing the challenges of a limiting LMS, remote coaching, scattered information in Slack, and scaling enablement with a small team, Flockjay has empowered ThoughtSpot to optimize its sales enablement efforts.

The case of ThoughtSpot illustrates the potential of Flockjay in creating a seamless and interactive learning experience while streamlining knowledge sharing within organizations. As sales teams continue to evolve, adaptable solutions like Flockjay are becoming increasingly essential for success in the modern business landscape.

Highlights

• Training completion rate for all users increased from 18% to 73% in 3 months

• Course creation time was reduced by 83%

• 375 total users