The Challenge
Finding Consistency after a Large-Scale Merger
Kantata, a leading cloud platform for the professional services industry, specializes in managing various aspects of project-related operations, from personnel to financials. The company faced significant challenges following a large-scale merger between two firms, Mavenlink and Kimble. This merger brought about a period of uncertainty, as Kantata struggled with different working processes, sales cultures, and playbooks across the newly formed organization.
Ben Jones
Director of Global Enablement
The Solution
Building a Unified Enablement Approach with Seismic
Recognizing the need to align sales teams with a unified approach to create consistency and standardization, Kantata launched Seismic Content with Seismic Learning. This allowed enablement to offer on-demand training and enablement resources that were essential for upskilling the salesforce in the new standardized processes and playbooks. By focusing on the buyer journey, Kantata created a consistent and seamless experience for its customers aligned to their needs and expectations.
“Before Seismic, it was challenging to understand enablement’s impact. Now we can begin to link activities such as skills training, program development, and playbook launches with Seismic Pages to concrete, measurable outcomes,” says Ben Jones, Director of Global Enablement.
Aligning to the buyer journey has also improved with Seismic’s Digital Sales Rooms (DSRs). By providing a centralized hub for all customer interactions, the sales team reduces sales cycle times, as customers can quickly access the information they need. The insights gained from tracking customer engagement with the content allows sellers to prioritize their efforts on the most promising leads, further enhancing efficiency. Additionally, the professionalism and consistency provided by the Digital Sales Rooms contributes to a more positive brand image, which is reflected in the increased conversion rates and higher customer retention.
The Results
Superior Customer Experience
Seismic has been instrumental in transforming Kantata’s enablement strategies, delivering measurable improvements across the organization. Within 30 days, the global sales team was fully certified on Critical Business Issues (CBIs), ensuring alignment and consistency across teams during a challenging post-merger period. Seismic’s integration with Salesforce further streamlined team collaboration, centralizing critical customer information to enhance both efficiency and customer experience.
The adoption of Digital Sales Rooms (DSRs) proved particularly impactful, with 73% of the sales team using the feature within 90 days to engage prospects and accelerate deal cycles. Prospective clients praised the intuitive experience, with one even benchmarking other vendors against Kantata’s Seismic-powered tools. For the first time, Kantata could track the real-time impact of their enablement efforts, connecting content adoption and training to tangible business outcomes.
“Seismic has truly been a game-changer for us,” said Jones. “It’s transformed our strategies and allowed us to directly link our efforts to success.”
