Checkmarx provides comprehensive solutions for automated security code review, pioneering the concept of a query-language-based solution for identifying technical and logical code vulnerabilities. A high-growth company, Checkmarx added more than 100 new reps to its sales ranks in fewer than two years — the biggest boom in hiring it’s had yet.
With so much growth, the company found it difficult to ensure that sales reps received consistent onboarding and training. Continual evolution of the Checkmarx solutions to keep up with changing technology led to constant creation of new sales collateral, which began to overwhelm the marketing, sales, and sales enablement teams.
Coordinating and applying a consistent sales enablement process across such a large and widespread sales force was a challenge. Sales reps were spending too much time attempting to find the sales, marketing, and training content when they should have been more focused on selling. Reps received most content through company-wide emails and Salesforce.com, forcing them to save collateral to their desktop or cloud storage accounts.
Coordinating and applying a consistent sales enablement process across such a large and widespread sales force was a challenge.
Often, reps created their own version of content to personalise it for buyers because it would take too much time to search endless files, folders, and emails for the right resource. This led to off-brand content, and without analytics, neither sales nor marketing knew how the content performed with reps or buyers.