Endologix Drives Engagement, Reduces Time to Certification with Data-Driven Sales Enablement
Company Size
200-1,000
Region
- America
Country
- United States
Product
- MindTickle’s sales readiness solution
Tech Stack
- Mobile platform
- Learning Management System (LMS)
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Digital Expertise
- Productivity Improvements
Technology Category
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Healthcare & Hospitals
Applicable Functions
- Sales & Marketing
Services
- Training
About The Customer
Endologix is a global, public medical devices company that focuses on innovative, minimally invasive technologies for aortic disorders. The company has 150 sellers in its U.S. field organization, and over 550 employees worldwide. Endologix has built a commanding presence in an important sector of the medical devices sector. To remain competitive in a market dominated by large players, the company must ensure its sales teams are equipped to be nimble and adaptable to changes in messaging and the market. Endologix’s top priority is ensuring their reps have the right knowledge and skills to articulate complex product differentiators clearly and accurately.
The Challenge
Endologix, a global medical devices company, faced challenging market conditions that required highly focused sales training. The process of product knowledge certification was taking too long, delaying revenue. The company's sales enablement was limited, described as an 'army of one'. The company needed to leverage manager coaching to expand sales enablement’s reach. They also needed a better way to deliver content to their reps who are clinical specialists that practically live in hospitals, so they work off their iPads or cell phones.
The Solution
Endologix decided to mobilize content and drive engagement with data-driven sales enablement. They applied robust metrics to identify gaps in reps’ knowledge and skills and deployed an automated coaching platform to conduct, review and track sessions. The company introduced MindTickle as the single platform for learning and development during their national sales meeting. The event showcased a range of MindTickle capabilities, including assigning preparatory work, an attendance quiz, daily video recaps, and post-session polls. Endologix also revamped its ongoing product and therapy certification programs, moving much of the content over from a legacy learning management system (LMS).
Operational Impact
Quantitative Benefit
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