The making of The Hub
Nintex quickly incorporated the breadth of Seismic’s enablement capabilities in the daily lives of their teams. They began by leveraging Seismic for all communications to sellers. “Seismic is the backbone of where we store seller training information, content, and links to assets. It’s our communication hub,” said Adsit. “From our sales organization, all quota-carrying sales reps globally, including our Americas, EMEA, and APAC regions, leverage Seismic.”
Nintex makes it easy for salespeople to find just-in-time training materials with the LevelJump integration. This is particularly important for the enablement team because LevelJump is a coaching, training, and go-to-market readiness program platform. “We link a lot from LevelJump to Seismic. Seismic is really our sales portal, it’s not just a content repository. It’s somewhere that we want to direct our sellers for any type of learning information,” explained Adsit. Through the power of integration, they’re able to do just that.
Now Nintex is seeing their sellers leverage Seismic as a one-stop portal because it’s easy to find and access. “That efficiency saves reps so much time to be able to meet with more customers, close more deals, make more money, and hit quota faster,” said Adsit. Through a combination of factors such as ease of access, ease of use, sales efficiency gains, and customer engagement improvements, Nintex has witnessed 100% quarterly active users among its sales teams. Everyone is using Seismic.
“It’s been absolutely pivotal to have that type of visibility and centralized repository to store the information that we’re trying to enable our sellers on,” said Adsit.
Addressing the buyer journey
For Nintex, it’s key to have Seismic deeply integrated with Salesforce. It allows the enablement team to provide the prescriptive content recommendations they were dreaming of giving their sellers. “The Salesforce integration is hands down one of the best features that Seismic offers. The ability to match assets to fields within Salesforce makes it really easy for reps to find information,” explained Adsit.
With the Seismic-Salesforce integration, the best content assets surface directly to sellers within Salesforce. Depending on the opportunity, sellers can see all the different assets associated with that deal stage. The integration allows Seismic to surface the right content for the right moment in the buyer’s journey, instantly.
By providing sellers the right pieces of content during pivotal deal stages, Nintex has a stronger hold on addressing the journey of their buyers. “The Seismic-Salesforce integration allows us to provide relevant content to the right buyer at the right part of the buyer experience. And the keyword there is the buyer experience,” said Adsit. “Seismic allows us to surface up the information that is relevant at the right time.”
Improving seller ramp time
Through the use of Seismic, the enablement team at Nintex has the power to quickly update messaging and content. With everything hosted in one place, scaling to meet the demands of new hires is easier.
When new hires on the sales team are consuming training materials and familiarizing themselves with their tools, Seismic is one they are able to understand quickly.
The common feedback the enablement team hears from new hires is how easy it is to find the information they need. “Wow, it’s so easy to find this information. In one sentence, from an enablement stance, that’s the answer we like to hear. They were able to find the right information at the right time to send to the right buyer,” explained Adsit.
The ability to find information quickly while also being proactively handed content tied to the specific deal stage of a buyer has had a significant impact on Nintex sellers. “Time saved in a reps’ world is everything,” said Adsit. While new hires are ramping significantly faster than before Seismic, sellers who have been with the company for years are also seeing efficiency gains.
“Seismic touches both types of sellers, the seller that’s been here for five years and just needs to search for something real quick and the seller that’s on day two, that is like all right, how do I find what I need. It’s tough to have a platform that can help with both of those types of reps, but Seismic does that well,” explained Adsit. Today Adsit can tell how long a seller has worked at Nintex just by the number of bookmarks they have saved to their browser. The newer hires are leveraging Seismic as their resource portal and one-stop-shop for everything they need and ditching the 50 or more bookmarks.
