Supporting a quickly growing business
Armis is a cybersecurity provider for asset management, risk management, and automated enforcement. With a current valuation of $3.4 billion and the winner of the ‘Tech Growth Business of the Year’ at the 2022 National Technology Awards, Armis is growing quickly and expanding internationally. To support these growth goals the enablement functions at Armis expanded to meet the needs of the business.
Alex Mosher, SVP of International Sales and Global Enablement at Armis, shared a few key challenges his enablement team wanted to solve. First was the availability of content. Key documents could be found in different systems, making it difficult for sellers, especially new sellers, to find content. The content also lacked actionable context. Sellers found it challenging to understand when and how the content should be used. “It was very clear that we needed a content management system for the sales and marketing organization, especially as we grow,” explained Mosher.
To support their expansion and investment in an enablement and readiness solution, Mosher sought buy-in from both customer success and marketing as the investment related to reporting and the user experience. “We felt that Seismic did a significantly superior job. It became really clear during the evaluation process when internal stakeholders made their votes — Seismic was the clear winner in the end in many categories,” said Mosher.
Armis’s enablement team partnered with Seismic and Lessonly by Seismic to improve the experience of their sellers through a platform designed with their team in mind.
SVP of International Sales and Global Enablement
Accelerating seller readiness
The combination of Seismic and Lessonly was a compelling solution for the enablement organization at Armis. With Lessonly, they were replacing a previous solution and looking for a readiness platform that would offer both speed and ease of use for content creators and end users.
Lessonly’s sales focus gives Armis the ability to onboard new hires, understand where their strengths and weaknesses are early on, and assess any gaps they may need to fill to make a new hire successful. The deeper integration with Seismic would allow them more flexibility to tie lessons back to key pieces of content and encourages sellers to take advantage of available lessons when they need it.
“Lessonly has been a great platform for us to be able to roll out quick sales certifications. It’s important within our organization that we constantly provide sales training, sales enablement, and sales certifications to our field both to keep them fresh, but also to keep them up to date on everything that’s happening within the organization,” said Mosher.
Armis accelerates seller readiness with easy-to-create lessons and certifications while tracking it all in one place. Certifications allow teams to gain more confidence with new messaging and product launches and give Armis the ability to reward sellers with custom badges, acknowledging completion and driving satisfaction. “It’s easy for the enablement team to build training and even easier for our folks to consume it,” said Mosher.
SVP of International Sales and Global Enablement
Driving focus and efficiency
Since Armis has a small enablement team, Seismic partnered closely with them during the rollout process. Rochelle Maher, Director of Sales Enablement, was a key part of Seismic and Lessonly’s success at Armis. “We had a ton of guidance from Seismic and Lessonly about best practices. And we really held on to those because we didn’t have a large staff to help us with the rollout,” explained Maher.
It became clear the rollout of their new enablement and readiness platform was a hit as teams began coming to enablement to be granted access to Seismic. The ability to favorite, share, and save links to content through Seismic made collaborating between teams easier. For enablement, Pages became a visual element for displaying content with needed context. While the folder system in Seismic gave users the option to dive into content organized in a drill-down style. “Seismic has a real modern look and feel,” said Maher, who compared the experience of sharing Seismic content to the way we share content on social media platforms.
With the experience of the end user addressed, the enablement team has also found a great deal of value in Seismic’s LiveInsights content analytics. “We have to be really efficient with what we build. The analytics that Seismic provides, allows us to focus on what’s being used and if something is not being used, we know because of the analytics. Then we can park the workload and really focus on things that are more popular or more in use,” explained Maher. Analytics adds a layer of insight to help enablement stay targeted on the content and campaigns that move the needle for Armis sellers.
Helping sellers reach quota faster
The Armis Enablement team sought the help of a technology platform to create efficiencies around the management of their content for sales while improving the overall experience of ongoing training.
Before Seismic, it was difficult for sellers to find the content they needed. Seismic’s content management solution helped consolidate content and gave sellers an easy tool to search and navigate, finding content within a few clicks. Seismic also gave the enablement team the ability to organize context around content to give sellers direction on when to use the content they were looking at.
“The platform is really helping us grow exponentially and get people to quota faster because we’re able to enable them quicker on how we do business within the organization,” said Mosher.
With Lessonly by Seismic, Armis has streamlined onboarding for new hires, getting them up to speed quicker while continuing to provide certifications and just-in-time training for the tenured field. Through quicker enablement and easier training, Armis sellers are showing up more prepared to engage with prospects which leads to a better customer experience and drives an increase in sellers reaching quota sooner.