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Return to Customer Stories
Illumina logo.

Seismic content automation saved Illumina's sellers 6,650+ hours

  • Susan Felke.

Susan Felke — Associate Director, Commercial Enablement

3x
Increase in content platform usage compared to previous
6x
Increase in use of marketing content used by Sales
12
Content repositories consolidated with Seismic

Challenge

Sellers were unable to find relevant content to engage every audience.

Solution

Sales activities triple through streamlined content discovery.

HEADQUARTERS

San Diego, CA

INDUSTRY

Insurance - Health

INTEGRATIONS

SAP PLM, Box and Salesforce

Illumina has 7,275 employees and our goal is to apply innovative technologies and revolutionary assays to the analysis of genetic variation and function, making studies possible that were not even imaginable just a few years ago. These studies will help make the realization of personalized medicine possible.

The challenge

How to empower sales with targeted customers content quickly

Illumina provides a wide variety of complex genetic testing to a number of life science and government verticals, so getting the message right for each audience is of paramount importance. Their sales team was struggling to find the most relevant and up-to-date messaging and content for every product, market, and sales stage. On top of this, the sales team had to navigate dozens of content repositories to find this content, making the use of marketing content much more difficult.

The solution

An integrated single source of truth to streamline discovery

Seismic integrated with SAP PLM, Box and Salesforce.com to create one “source of truth” for Illumina with up-to-date, on-brand and compliant content. By working with marketing and sales to clean up processes, Illumina’s drove incredibly strong adoption to their new content management solution through Seismic, internally called ICE. Sales averages 16,000 activities in ICE per week, more than tripled from a year ago.

Seismic is always on the cutting edge. They’re looking and being thought leaders in the space. I find that they always come to the client and offer new solutions and features because they evolve their solution around what the client really needs.”
Susan Felke.

Susan Felke

Associate Director, Commercial Enablement

Results

Increased time savings and content usage

The use of marketing content by salespeople increased six times by using Seismic compared to their previous technology. Sales reps now have on-brand and regulatory approved content ensuring targeted messaging for every meeting.

More than 8,000 files all reside in one place, replacing dozens of repositories. Reps have saved an estimated 6,650+ hours (annually) time previously spent searching for and manually assembling slide decks, product info, and cost estimates by using Seismic LiveDocs technology.

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