Takes a Leap in Sales Productivity 

The Challenge  

Streamline Sales Content & Training with a New Sales Enablement Platform 

Caroline McKnight, a Senior Content Management Specialist at Malwarebytes, embarked on a mission to overhaul and optimize the sales enablement process and tools at Malwarebytes. She aimed to simplify access to sales content and training to make the sales team’s job easier and more efficient. Initially part of the sales organization, Malwarebytes transitioned its sales enablement team under the marketing umbrella to foster closer collaboration with product marketing, content creation teams, and executive leadership. 

Malwarebytes aimed to increase sales of add-on modules and services through its new solution portfolio bundles that enhance customer value and protection. It also aimed to increase sales efficiency by leveraging a channel-first mentality to shorten the sales cycle, increase average deal sizes, and align sales efforts closely with market needs and customer preferences. 

Upon joining Malwarebytes, Caroline identified several critical issues with the existing sales enablement platform and the learning management system (LMS) that didn’t support the company’s business goals.  

• Inefficient Sales Enablement Tools: With outdated content and inefficient search capabilities, the existing tools were not effectively supporting the sales team and hindered the sales process. Not providing timely content was a barrier to effectively selling the expanded product offerings and addressing the needs of channel partners. 
• Lack of Effective Training and Enablement: As Malwarebytes expanded its product lines and shifted its sales strategy, the need for up-to-date, accessible training and sales content became even more critical. The enablement team realized that the previous LMS and sales enablement platforms could not support this transition. 

“I want to make their jobs easier,” expressed Caroline when expanding on the need to create a better experience for their sellers.  

With a focus on strategically supporting the overall business goals, Malwarebytes’ enablement team implemented Seismic to help align their goals. By addressing critical challenges with sales enablement and training, Seismic played a pivotal role in enabling Malwarebytes to streamline its content management and enhance its training to achieve sales efficiency and effectiveness.  

The Solution 

Content Management Overhaul 

Malwarebytes struggled with outdated and unorganized sales content that was difficult for the sales team to navigate, negatively affecting their ability to access and utilize resources efficiently. Before transitioning to Seismic, the enablement team thoroughly audited its content to eliminate outdated or irrelevant materials and establish a cleaner, more organized content library.  

“Working with Seismic during the implementation phase was an incredibly supportive experience. The Seismic team was there for us every step of the way, providing the guidance and resources we needed to transition smoothly. Their responsiveness and the depth of their training materials significantly eased the process,” explains Caroline.  

Through Seismic’s content management system, Malwarebytes implemented a structured, easily navigable content library. Features such as tagging and categorization streamlined the search process, ensuring the sales team could find relevant materials quickly.  

“The search functionality is so good… it pulls not only from the title and the description but also pulls from the content, which is huge in giving sellers accurate options,” says Caroline.  

An overhaul of content management made all pertinent information readily accessible, directly supporting the business goals of selling new solution bundles and shifting to a channel-first organization. 

Integration of Sales Training and Enablement 

With the shift to a channel-first sales motion and the expansion of offerings with bundles, there was a critical need for consistent, up-to-date training to equip the sales team with the necessary knowledge and skills. 

Seismic Learning enabled Malwarebytes to create and distribute tailored training modules and courses linked to their sales content. Access to an integrated training and content experience ensured that new hires and existing team members received timely training, which is crucial for effectively selling new products and services.  

Moreover, the ability to assign and automate training based on role changes or promotions within the sales team facilitated a more dynamic and responsive enablement strategy.  

Analytics and Insights for Continuous Improvement 

Without detailed analytics, it was challenging to gauge the effectiveness of sales content and training materials, hindering the ability to make data-driven decisions for content updates and strategy adjustments. 

Seismic’s advanced analytics dashboards provided Malwarebytes with insights into content usage, platform engagement, and the impact of sales enablement materials. This enhanced insight allowed for a strategic approach to content management and helped base decisions on user interaction data. Analytics on content usage and search trends informed the development and optimization of sales materials, ensuring they aligned with sales needs and strategic objectives. 

“The dashboards are intuitive and insightful. Compared to what we had in our previous platform, Seismic is a night and day difference,” expresses Caroline.  

With Seismic’s LiveSend and integration capabilities, Malwarebytes’ sales team could share content directly with prospects and receive actionable insights on engagement, such as document opens and views. This functionality improved sales communication and provided valuable data to refine sales strategies and follow-ups.