Seismic has been a leader in the enablement space for nearly 15 years. When our founders started the company back in 2010, the first iterations of our software focused on content management — because that’s what sales enablement was about at the time.
Fast forward to today, and content management is just the tip of the iceberg. Now, enablement technology encompasses everything from seller readiness to social selling and content personalisation.
In short, the importance of enablement has grown exponentially for go-to-market (GTM) teams. In this turbulent, post-pandemic economy, enablement is a mission-critical way to keep sales, marketing, and customer success functions marching to the beat of the same drum.
We’re not just saying this to say it. Our research even bears it out: the more a company invests in enablement, the better the outcomes. Said differently, this is not the era for cutting your enablement budget.
But it’s easy for us to say that; we have stat after stat and story after story that proves enablement is working for our customers at a time when other tried-and-true client acquisition and retention strategies are not.
Read on to hear stories from three Seismic customers — BBH Private Banking, OneSource Virtual, and Ameriprise — that are driving revenue with enablement.
BBH Private Banking controlled content chaos and saved 10,000 hours in just seven months with Seismic
BBH Private Banking, or BBH, is the oldest private investment bank in the United States. Based in New York City, it’s a billion-dollar business that employs 5,700+ people who support thousands of clients.
When the BBH team first reached out to Seismic in 2019, they had two goals:
- Replace a dated in-house pitch deck generator: Technically, their homemade solution worked, but the slides were a hassle to customise post-generation, and it was a clunky user experience.
- Improve the findability of client-facing content: Relationship-focused teammates needed a quick way to create, customise, and send client collateral using up-to-date, compliant, and industry-specific templates.
Enter LiveDocs: a feature within Seismic that allows BBH admins to create document and presentation templates with custom fields. In a matter of minutes, relationship managers can produce customised content that’s client-ready.
Joy Smith
Business Analyst for Private Banking Marketing and Sales Enablement at BBH Private Bank
Since Seismic’s adoption, Joy and her teammates are enjoying results like:
- 60,000+ personalised LiveDocs sent
- 200+ active users, with plans to double that in 2024
- 10,000 hours of work saved in the first seven months
Enablement has stood the test of pre-pandemic, pandemic, and post-pandemic times for BBH. Joy even shared that having Seismic has felt like an unexpected employee retention strategy; people want to stay and work with “the best tools” to best serve their clients.
How OneSource Virtual increased their average deal size by 22%
OneSource Virtual (OSV) is an IT consulting business based in Dallas that’s worked with Workday customers for more than 15 years. More than 850 Workday customers use OSV to outsource their administratively burdensome HR, Finance, and Accounting tasks like payroll, tax, benefits, and accounts payable.
In November of 2022, the OSV leadership team brought Nicole Ward on board as their first-ever revenue enablement hire. She set out to build an enablement programme from scratch, complete with a one-stop shop for customisable sales content, excellent sales onboarding, and a full CRM integration. Lucky for us, Nicole had worked with Seismic at a previous company and knew Seismic was just the platform she needed to sustain her program’s success.
Nicole Ward
Senior Director, Revenue Enablement at OneSource Virtual
Fast forward less than a year later, and Nicole and her teammates’ enablement accomplishments couldn’t be more impressive:
- All client-facing reps can build personalised Digital Sales Rooms to streamline client communication and resource sharing (and finally kiss convoluted email threads goodbye)
- Everyone has access to bite-sized, enjoyable learning and coaching in Seismic Learning
- Salesforce and Seismic are fully in sync so reps can enjoy Seismic right in their normal workflows
These efforts drove incredible results, and it’s only been a little over a year since implementation. Already, OSV has realised tangible ROI and revenue, thanks to a:
- 22% increase in average deal size
- 47% decrease in new rep ramp time
- 9% boost in MQL <> SQL conversion
Plus, the revenue enablement team shortened the amount of time it takes new product launches to turn into actual closed won deals by 20%. This kind of success will only grow exponentially with time.
Ameriprise cut administrative tasks by 70%
Finally, Minneapolis-based Ameriprise Financial is famous for offering excellent financial advice and client-centric solutions like wealth and asset management, insurance, and estate planning. The financial services firm has been in business for more than 130 years.
The team at Ameriprise Financial reached out to Seismic for efficiency support within their wealth management function. They realised that most of their advising team’s time was spent:
- Preparing for client meetings
- Conducting client meetings
- Following up on client meetings
Ameriprise needed to complete these important, yet repetitive tasks, more efficiently. Thanks to a tight integration between Seismic and Salesforce, Ameriprise advisors no longer spend hours on meeting preparation. Now, by dedicating only a few minutes, they’ve reduced administrative task time by 70%, freeing up additional hours to better serve clients and strengthen existing relationships.
Dean, who sought out Seismic initially, says it best:
Dean Heltemes
Vice President of Business Architecture, Advisor Technology Solutions at Ameriprise Financial
Hear Dean tell the full story here:
The era of enablement is here — and it’s here to stay
These are just three of thousands of Seismic customers leaning into the era of enablement and navigating turbulent times with extra steadiness, efficiency, and revenue.
Their stories confirm what research revealed in The 2023 Value of Enablement report: more than 8 out of 10 people who use enablement technology say it makes them more productive. And “more productive” in 2024 is synonymous with more revenue opportunities and growth potential for businesses.
Want to see how several other customers are driving impactful changes, too? Check out Making the Case for Enablement, the latest round-up of Seismic customers who are seeing incredible outcomes with sales enablement.