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Reduced average days to rep’s first dial from 26 to 10 days
improvement in days to first opportunity
decrease in time to move to stage 3
decrease in time to move to stage 3
Aurigo’s growing sales team needed a more structured enablement and onboarding process, with role-specific training and assignments. They lacked visibility into available content, and struggled to ramp new reps quickly and prepare them for the field.
Aurigo selected Mindtickle to centralize onboarding, content, and coaching in one platform. With Digital Sales Rooms, Asset Hub, and conversation intelligence, they streamlined training by role, improved content access, and significantly accelerated rep ramp time.
Aurigo is a leading provider of cloud-based software solutions for capital planning, project management, and construction for government agencies, utilities, and other infrastructure owners. With a strong focus on the built environment, Aurigo empowers organizations to efficiently plan, execute, and manage large-scale projects while minimizing risks and maximizing returns.
Their comprehensive solutions, including capital planning & budgeting, project management, contract management, and inspection & compliance, streamline processes and enhance stakeholder collaboration. Aurigo enables data-driven decision-making, accelerates project timelines, and improves cost control by leveraging cutting-edge technologies like artificial intelligence and data analytics. With a proven track record and a global presence, Aurigo continues to revolutionize how infrastructure projects are delivered, ensuring efficiency, transparency, and sustainability from planning to completion.
HEADQUARTERS:
Texas
INDUSTRY:
Software Development
COMPANY SIZE:
200-500 Employees
HEADQUARTERS: Texas
INDUSTRY: Software Development
COMPANY SIZE: 200-500 Employees
As Aurigo expanded its GTM team, a more structured sales enablement and onboarding process across the organization became clear. They knew the onboarding process needed to be more cohesive, and new reps needed to be assigned role-specific content. The Aurigo team faced additional challenges.
Aurigo’s enablement ecosystem used ad hoc training videos and content assigned to onboard and educate reps about the various products at Aurigo.
The marketing and sales teams at Aurigo created great content available on SharePoint. But people weren’t aware of the content and often spent time recreating existing collateral. Aurigo’s BDR team was challenged with completing a more extensive discovery before handing them off to the AEs.
Laura Bailey, Senior Manager of Marketing Operations, was responsible for establishing the enablement charter for Aurigo and led all the efforts toward creating a world-class enablement program. The first step was to identify the right platform to address the onboarding challenges and be a single repository to store and manage content. Additionally, they needed a conversation intelligence and coaching platform to get insights into how BDRs were doing discovery calls, help them qualify them as opportunities, and coach them on being more productive.
Aurigo chose Mindtickle’s consolidated revenue productivity platform to address all the various enablement needs of the stakeholders.
“The Mindtickle team has not just been a partner to me but also everyone at Aurigo who has been trying to work on their respective focus areas. It can be overwhelming for anyone who has to get things done without the necessary support, so that’s been a great lift off of my shoulders to feel like Mindtickle is there to answer those questions and be supportive to the Aurigo team.”
Laura Bailey
Director of Marketing Operations
Before Aurigo implemented Mindtickle, training took place quarterly and required sellers to watch videos and then answer questions related to them. With Mindtickle, Aurigo brought the entire GTM organization into the platform. Laura contacted every director, explained what was underway, and invited them to the onboarding path.
Each team had a unique onboarding path and was enabled via Mindtickle, and while launching a new quarterly program, Laura asked directors which team members should be a part of the program, how to provide feedback, how they could see team scores, and if specific content needed to be assigned. While measuring the efficacy of enablement programs, Aurigo chose three metrics to track:
• Participation
• Scores
• Feedback
With Mindtickle, Aurigo could track these metrics, which helped them understand the value of enablement across the organization.
As Propeller continued to integrate Mindtickle into its sales processes, the company recognized Mindtickle’s already invaluable role in managing content. Assets were living in the CRM, Google Sheets, and Google Drive and their teams didn’t know which content to use. It was difficult to send, and they had no insights into content engagement.
Now, they have better insights into how prospects are interacting with content via Digital Sales Rooms, such as content items viewed, for how long, and by whom. For Propeller, this gives invaluable intelligence that improves the sales process, optimizes training, and focuses content creation on what will be most successful.
Ultimately, Propeller’s sales team loves the ability to create personalized content.
“Mindtickle makes it simple for our sales and marketing teams to create customer short-form content and personalized digital sales rooms in minutes. They can record personalized videos, easily screen share resources, and duplicate Digital Sales Rooms, which gives us the opportunity to customize assets quickly and efficiently. It’s been huge for us,” Huntgren said.
Propeller faced the challenge of effectively sharing content with their busy, on-the-go customers. Mindtickle’s Digital Sales Rooms emerged as the perfect solution, providing a streamlined and mobile-friendly platform to deliver up-to-date content effortlessly. By integrating seamlessly with HubSpot and offering innovative features, Mindtickle became an integral part of Propeller’s sales ecosystem, speeding up deal cycles and simplifying content management. The ability to gain insights into content engagement has empowered Propeller to refine its sales process and create personalized, effective content, enhancing their overall customer experience and boosting efficiency.
The shift from SharePoint to Mindtickle centralized content helped sellers easily find and use content and reduced duplicate collateral creation.
With Mindtickle’s Asset Hub, Aurigo separated internal-facing assets (competitive and sales battle cards, persona documents, etc.) from external-facing pieces (case studies, product datasheets, or industry-specific content). Content was tagged so anyone accessing the asset knew how and when to use it.
Additionally, Digital Sales Rooms (DSRs) collate content specific to an industry or customer in one place, tracking how customers interact with it and giving the marketing team insights into which content drives action.
During the weekly sales and marketing meeting, Laura also announced all new content and explained the collateral’s use case and context. Mindtickle organized content for Aurigo’s GTM team so sellers knew the content available at every sales cycle stage.
The BDR needed a solution that would also replace its existing coaching platform.
The team knew a consolidated platform would save money and give them a single system to manage enablement and coaching. The BDR leader at Aurigo wanted a solution to address BDR efficacy during discovery calls so they could be coached more effectively on.
The Aurigo team uses Mindtickle for one-on-one call coaching sessions with reps and weekly coaching, during which the entire team reviews calls and discusses how to improve. Mindtickle is driving a greater alignment of expectations and how it can push the bar higher for the entire team.
“We wanted to show how our enablement function was helping. We had long sales cycles, and Mindtickle was just blowing the other platform away as far as ease of getting to the metrics and showcasing this to the leadership team.”
Laura Bailey
Director of Marketing Operations
By partnering with Mindtickle and leveraging its consolidated revenue productivity platform, Aurigo has successfully transformed its sales enablement and onboarding processes. The structured onboarding, centralized content repository, coaching capabilities, and enhanced conversation intelligence have empowered Aurigo’s new reps to ramp up faster.
Average days for rep’s first dial down from 26 to 10 days
Average days to the first opportunity down from 25 to 16 days
Average days to first stage 3 down from 71 to 23 days
Easier content management, access, and sharing
“Mindtickle has been productive I felt like I could accomplish a lot in a short period of time because it was all laid out for me. Everyone’s been very positive and patient with us, so I appreciate the support that we’ve got. Aurigo was able to experience all of this impact within six months of deploying Mindtickle. With improved efficiency, transparency, and sustainability, Aurigo continues to revolutionize infrastructure project delivery, reinforcing its position as a leader in the industry”
Laura Bailey
Director of Marketing Operations
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Training, content, & insights revenue teams need to win over buyers and close more deals.
