SAP Concur Gains Control of Sales Content

Scattered Sales Content

Concur’s goal is to deliver effortless management and visibility into business spending, whenever and wherever it happens.

The company’s focus on this objective has enabled it to grow into a global enterprise, operating in more than 100 countries, and trusted by more than 20,000 clients and 25 million users globally.

Sales enablement at Concur is a fundamental part of the entire sales cycle, from top-of-funnel to deal close. Communicating the company’s mission to prospects and clients throughout the process is considered critical to success. Playing a central role, sales content forms the foundation upon which sales reps engage with prospects.

But Concur had outgrown its existing system of managing sales content. The sales and sales enablement teams had tried multiple ways to organize their thousands of pieces of sales content, none of which had the desired result: a single, organized content management system. Instead, content was scattered across multiple repositories, including Salesforce, a SharePoint Portal, and Box.

With dispersed content, sellers often couldn’t find the content they needed. Reps were wasting valuable selling time hunting for content. Some sellers were using content that was badly out of date — even up to seven years old — while others were creating their own “original” assets, resulting in inconsistent messaging and ineffective sales conversations. Communicating the company’s mission to prospects and clients throughout the process is considered critical to success.

The sales, sales enablement, and marketing teams all lacked visibility into usage data, and no one could measure which content pieces were more or less effective. Without the ability to understand what was useful, it was difficult to improve content and hone messaging.