Sirion, a global leader in enterprise Contract Lifecycle Management (CLM) software, is demonstrating how proper alignment between revenue and enablement leaders, in combination with the right technology, can unlock new opportunities for deal acceleration and revenue growth.
In a case study session at Gartner’s 2023 CSO and Sales Leader Conference in Las Vegas, Gordon Thompson, Sirion’s EVP of Presales and Business Strategy, and Nick Salas, Senior. Director of Global Enablement, discussed how arming their team with Digital Sales Rooms, powered by Mindtickle, is transforming how their team sells and how their buyers engage with their offerings.
Aligning to the buyer journey
According to Gartner, 64% of buyers see no differentiation in vendor digital experiences.** But Sirion wasn’t going to settle for blending in with the crowd.
Sirion decided to add Mindtickle’s Digital Sales Rooms (DSRs) to their revenue tech stack because they saw the promise of how these persistent, collaborative spaces could help buyers and sellers align around the goals, needs, and tasks of their customers’ buying journey.
Their buying groups are commonly quite large, sophisticated, and detail-driven, and Sirion’s revenue and enablement leaders hoped that DSRs would help their buyers navigate the sometimes complicated evaluation process.
Sirion buying groups
Digital Sales Rooms
- Large groups of evaluators
- Sophisticated and experienced
- Careful and detail-driven
- Many steps and milestones
- Unlimited collaborators
- Engaging content experiences
- Granular engagement tracking
- Mutual action plans & task management
Earning seller buy-in and adoption
In part because they recognized the potential of DSR tech to transform the relationship between their sellers and buyers, they were planning to invest significantly in helping their sales team understand how to leverage this new capability. However, Sirion was pleasantly surprised at the speed with which their sellers and buyers took to this new collaborative model.
Accelerating complex deals
Gordon and Nick shared a powerful example of the impact Digital Sales Rooms have on deals at Sirion.
The Buyer
Digital Sales Rooms results
- Fortune 100 tech company
- Large, undefined buying group
- Stakeholders from various business units and departments
- Visited by over 100 participants of the buyer group
- Earned over 1000 hours of self-service engagement with Sirion content
After Sirion’s reps closed this critical deal, the buying group reached out to comment on their experience with the Digital Sales Room specifically.
See DSRs in action
Learn more about how Mindtickle’s Digital Sales Rooms can help you transform your buyer experience and accelerate your most critical deals.
Request a Demo**Gartner, 4 Steps for CSOs to Improve the Digital Buying Experience, 22 September 2022. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.**
By Helen Waite
By Rahul Mathew