Wärtsilä Powers Global Sales Agility with Data-Driven Sales Enablement
Customer Company Size
Large Corporate
Region
- Europe
Country
- Finland
Product
- MindTickle Sales Enablement Platform
Tech Stack
- Analytics
- CRM System
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Cost Savings
Technology Category
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Marine & Shipping
Applicable Functions
- Sales & Marketing
Services
- System Integration
About The Customer
Wärtsilä is a global leader in smart technologies and complete lifecycle solutions for the marine and energy markets. The company has operations in over 200 locations around the world. Founded in 1834, Wärtsilä has been in business for over 180 years. The company is headquartered in Helsinki, Finland. Wärtsilä provides and services smart technologies and equipment for the energy and marine industries. The company's operations span more than 80 countries around the world.
The Challenge
Wärtsilä, a global leader in smart technologies and complete lifecycle solutions for the marine and energy markets, was facing a communication bottleneck due to its global operations. The company's sales cycles could run up to five years, and the rapid changes in the marine and energy sectors due to factors like climate change and regulatory requirements made it crucial for the sales teams to stay updated. However, the company's traditional learning management system (LMS) was unable to deliver mobile, instant accessibility, which was necessary for the sales teams to keep up with the industry changes.
The Solution
Wärtsilä implemented the analytics-driven sales enablement platform from MindTickle. The platform allowed the company to build a weekly cadence to reinforce product knowledge, reduce the need for costly in-person training, develop a value-selling approach, and build a feedback culture. The roll-out of the platform was completed in less than three weeks. The sales enablement platform helped Wärtsilä reps to learn how to use a value-selling approach. MindTickle also helped reps understand how to use the company’s value proposition tool and how to do digital marketing via the CRM system.
Operational Impact
Quantitative Benefit
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