I have always believed that to be effective, sales enablement should focus on a collaborative social network
Chicago (Vocus) October 22, 2008
SAVO, the award winning provider of on-demand Sales Enablement solutions, was highlighted in Selling Power's recent Daily Report featuring Akamai Vice President of Marketing, Brad Rinklin. Selling Power's Daily Report highlights the most innovative sales and marketing ideas in the marketplace. In the interview Mr. Rinklin cited SAVO as one of Akamai's key competitive weapons.
Akamai provides managed services for powering rich media, dynamic transactions and enterprise applications online. The company, traded publicly on NASDAQ (AKAM), employs 120 sales people responsible for $800 million in sales annually. In the conversation with Gerhard Gschwandtner, Founder and Publisher of Selling Power Magazine, Rinklin discussed Akamai's sales and marketing challenges prior to implementation of SAVO.
The typical ramp time for a sales representative was six to eight months. Moreover, the average Akamai sales rep spent four to six hours preparing for a sales call. After implementing SAVO, ramp time decreased by 30% and the average rep today instead spends one hour preparing for a sales call.
"One of the cool things about SAVO is the ability to really find, very quickly, situationally-based information," Rinklin mentions. "SAVO searches through our entire library of knowledge and finds what is relevant to a specific selling situation. We might have case studies, we might have slides we put together, we might have full ROI tools or the names of key internal experts who can help support the deal. It's all served up when you need it."
"I have always believed that to be effective, sales enablement should focus on a collaborative social network," Brad added. "Given our highly technical sales process, our salespeople need to talk to other people in order to understand what's working best in the field. Sometimes this happens via live conversations and sometimes it's handled by sifting through the right information. SAVO has created a facebook or MySpace aspect to its sales enablement application. It's the only one that I know of its kind. With SAVO, our sales reps can interact and share what works. Top sales reps log onto SAVO to say: 'This is the information I just used and I hit it out of the park and closed the deal.'"
Akamai deployed SAVO in the third quarter of 2007 to 800 users in an effort to improve sales and marketing effectiveness, alignment and productivity. Usage has since grown to 1,580 members of staff across the organization.
About Selling Power
Selling Power magazine is the world leading sales management magazine with a pass-along readership of over 420,000 in the U.S. and 67 countries worldwide. Selling Power offers three annual Sales Leadership Conferences, a rich content website with nine free online newsletters and a daily, five-minute video interview with top sales experts.
SAVO is the industry's leading provider of sales enablement solutions, which maximize a sales organization's ability to communicate value and differentiation in clear, consistent, and compelling ways. SAVO's award-winning, on demand application combines proven sales and marketing best practices to address all aspects of the sales enablement challenge - spanning people, process, content, and technology. SAVO's on-demand application and services have been developed and refined through long-standing relationships with companies such as Morgan Stanley, CareerBuilder.com, Acxiom, ADP, AmerisourceBergen, AutoTrader.com, Citigroup, GE, FedEx Kinkos, and SPSS. The combination of real-world client experience, an innovative consulting approach and award-winning technology uniquely positions SAVO to deliver practical solutions to enable the entire sales organization.