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Tom LeveySenior Director, Sales EnablementAppDynamics
Mohit GargCo-founder and CCO
MindTickle
At this webinar, Tom Levey, Senior Director of Sales Enablement, shared insights into how
AppDynamics leveraged sales enablement to scale its sales team.
Tom Levey is Senior Director of Global Sales
Enablement at AppDynamics. Tom is
responsible for ensuring the sales & partner
organization is well-equipped to effectively sell
AppDynamics current and new products and
solutions.
He is an adrenaline junky who loves speed and
hopes one day all applications will be able to
keep up.
AppDynamics, Inc. is an American privately held application performance management (APM)
and IT Operations Analytics ITOA company based in San Francisco, CA. The company focuses
on managing the performance and availability of applications across cloud computing
environments as well as inside the data center.
AppDynamics has experienced phenomenal growth in a short period of time and now features
in the elite group of Unicorn companies. Naturally, this growth has come on top of a strong
foundation of revenue acceleration and scaling their sales team.
Onboarding new sales reps
The power of data
What’s next on AppDynamics’ sales enablement agenda
Continual learning
Pre boot camp
baseline training
Sales onboarding boot camps
Ramp up on baseline knowledge using self-paced online training
Includes product, company information and buyer personas
MindTickle was used to allocate role-specific curriculum to each rep
Run Monthly
Interactions between seniors & peers who present how things work
Blended learning used for effective knowledge delivery
Best role plays are used to train future sales reps
Role plays used to reenact & practice scenarios
Sending frequent, regular &
short updates
Quiz and reinforce
Mobile enablement is
critical
Success stories
Gamification to engage
Keeping reps up-to-date with bite-sized updates
Updates sent thrice a week: about product, competition & success stories
Time debt can be better handled with updates – available both on & offline
MindTickle facilitates what updates to use anytime anywhere
MindTickle has provided easy & flexible content creation which is easily deployed
Regular quizzes to reinforce key points
Help identify knowledge gaps and enable regular course correction
Mobile sales enablement app is essential to AppDynamics’ continual learning strategy
Helps increase adoption of knowledge
Quick product updates have significantly higher adoption
Use technology to roll out the best stories to the sales team
Share a 5min interview of a sales rep who closed a deal
Helps reps see what is valuable to prospects
Great feedback
Encourages competitiveness
Usage needs to be meaningful to the sales team
Analyze content being consumed to infer engaging and useful information
Track the ramp rate of new hires up to when they are productive
Fortnightly reports shows individual sales rep readiness & identify gaps which need coaching
Take advantage of MindTickle’s deep integration with Salesforce
Use role-plays regularly to challenge their sales team
Central to AppDynamics’ sales enablement strategy is MindTickle
ANALYTICS
Data Science and CRM Integration that helps correlate preparation and performance
Effectively train your new reps about your industry, product &
processes
Enable managers to identifygaps and provide regular audio and
video role-play
ONBOARDING COACHING
Ensure readiness at all times through ongoing Updates,
Refreshers & Quizzes
ONGOING
°
If you’d like to know more, speak to the team who helps
companies like AppDynamics, Nutanix, Cloudera, Qualtrics
and Couchbase to enable their sales teams.
Call us on 1(800) 231 5578 or email [email protected]
to set up an appointment.
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