Enables a rising sales force and drives exponential growth

The Challenge  

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 organisation, 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 Learning (formerly Lessonly) to improve the experience of their sellers through a platform designed with their team in mind.  

The Solution   

Accelerating seller readiness  

Seismic Learning was a compelling solution for the enablement organisation at Armis. With Seismic Learning, 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.  

Seismic Learning’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.  

 “Seismic Learning has been a great platform for us to be able to roll out quick sales certifications. It’s important within our organisation 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 organisation,” 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.   

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 Learning’s success at Armis. “We had a ton of guidance from Seismic Learning 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 favourite, 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 organised 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.