Juniper Networks’ CRO Identifies Enablement Transformation as Critical Factor to 47% YOY Sales Growth
公司规模
1,000+
地区
- America
国家
- United States
产品
- Mindtickle
- Juniper Networks’ Networking Products
技术栈
- Mindtickle
- Juniper Networks’ Networking Products
实施规模
- Enterprise-wide Deployment
影响指标
- Productivity Improvements
- Revenue Growth
技术
- 应用基础设施与中间件 - API 集成与管理
- 网络与连接 - 网络管理和分析软件
适用行业
- 教育
- 医疗保健和医院
- 电信
适用功能
- 人力资源
- 销售与市场营销
服务
- 软件设计与工程服务
- 系统集成
关于客户
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.
挑战
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.
解决方案
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.
运营影响
数量效益
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