Juniper Networks’ CRO Identifies Enablement Transformation as Critical Factor to 47% YOY Sales Growth
Company Size
1,000+
Region
- America
Country
- United States
Product
- Mindtickle
- Juniper Networks’ Networking Products
Tech Stack
- Mindtickle
- Juniper Networks’ Networking Products
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Revenue Growth
Technology Category
- Application Infrastructure & Middleware - API Integration & Management
- Networks & Connectivity - Network Management & Analysis Software
Applicable Industries
- Education
- Healthcare & Hospitals
- Telecommunications
Applicable Functions
- Human Resources
- Sales & Marketing
Services
- Software Design & Engineering Services
- System Integration
About The Customer
Juniper Networks is a leader in computer network infrastructure solutions. The company develops networking products like routers, switches, management software, and security solutions. Juniper Networks works with customers across industries, including manufacturing, retail, media, education, telecommunications, and healthcare. The company is headquartered in Sunnyvale, California and was founded in 1996. It has over 10,000 employees.
The Challenge
Juniper Networks has a large and complex portfolio of technical solutions and sells into multiple distinct markets. As a result, its sales team needs to be armed with a lot of information. It is the responsibility of the enablement team to provide competency applications at scale, while maintaining consistency. The company is also passionate about hiring quality talent and retaining employees, so the enablement team seeks to provide the support and resources each individual needs to progress in their career.
The Solution
Mindtickle is a significant factor in the way Hang Black, VP of Global Revenue Enablement at Juniper Networks, positions and grows the value of the enablement function within the organization. The team has been able to continuously innovate their enablement strategy and quantify its impact using Mindtickle. Using Mindtickle, Black and her team initially segmented sellers into groups based on their roles and personas, allowing enablement to curate content for different profiles. This hyper-personalized approach provided relevant learning for sellers to more effectively engage buyers. Black’s team recently conducted user testing to measure time to find content. This led to a pivot to orient content more closely with Juniper’s go-to-market structure and also to surface greater optionality on the homepage via widgets and a new tagging and content structure.
Operational Impact
Quantitative Benefit
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