Mindtickle Acquires Enable Us to Become the First Revenue Productivity Platform to Include Buyer Enablement

Today is an exciting day for Mindtickle as we announced our plans to acquire Enable Us. I wanted to share more about “the why” behind this decision and relay my excitement for what this acquisition means for our customers, our product, and the revenue technology space.

The truth is, we’re at a pivotal time in B2B sales. Most CROs, enablement, and rev ops leaders struggle to get end-to-end visibility and management of their team’s productivity. CROs assemble a high-touch team of leaders in sales enablement, operations, and front-line management. Those teams then invest in multiple, costly point solutions for onboarding, content, conversation intelligence, coaching, and sales forecasting.

After all the projects, process improvements, and technologies are rolled out, they still grapple with seller performance and productivity. Increasingly, CROs want their leadership team to “join reps in the trenches” and have a direct impact on the day-to-day behaviors of sellers. They also need to create more simplicity for their teams to execute more effectively.

Buyer enablement accelerates seller-buyer collaboration and content use

The rep’s day-to-day exchanges with the buyers go beyond just emails and Zoom calls. The modern buyer wants to collaborate with a consultative sales team using Digital Sales Rooms. We partnered with Enable Us in 2022 to connect their Digital Sales Rooms with our sales enablement and sales content management solution.

After realizing rapid success as partners with Enable Us, it became obvious we are highly compatible businesses and are aligned on a single vision of improving revenue productivity.

Enable Us developed several other buyer enablement features – mutual action plans, eSignatures, and customer reference management – which accelerate deal cycles and make reps more productive.

We knew that coming together on the shared vision would enable our three key buyers – CROs, the heads of enablement, and revenue or sales operations to invest in technologies that have more skin in the game when it comes to day-to-day sales activities. Buyer enablement is the future of both sales enablement and rev ops.

And we wanted to be the first revenue productivity platform that could also empower buyer enablement.

Using buyer enablement impacts both enablement and deal operations. Companies using Enable Us with the full Mindtickle platform have reported great results:

  • Sales enablement saw an increase in reps’ use of content by almost 200%
  • Ops and front-line management reported a 3x higher win rate in deals where reps used mutual action plans with their champions compared to deals where they were not used

Separate enablement and ops stacks will be a thing of the past

There are two core functions that revenue leaders rely on to drive rep productivity. The first is enablement, which focuses on how you maximize the potential of each rep. The second is Ops, which helps analyze their performance and make recommendations on where to improve. With this acquisition, Mindtickle is pioneering an end-to-end solution for the entire lifecycle of a rep – all the way from onboarding, practice, reinforcement, and coaching to day-to-day buyer enablement, conversation intelligence, forecasting, and analytics on both sellers and deals. Sales teams get more visibility not only with their buyers, but deal data is more personalized and actionable.

Revenue Productivity platform

With Digital Sales Rooms:

  • Enablement will be able to amplify the use of sales content in deals
  • Ops and front-line managers will correlate digital exchanges between seller and buyer teams to identify best practices that influence deal conversion and sales cycle time
  • CROs will be able to predict deal outcomes more reliably using signals not only from the CRM, but also on seller knowledge and buyer engagement

At a time when companies face significant cost cutting, our one-platform approach also makes economic sense for our customers. In our recent market research with 50+ CROs, we found that standalone enablement and ops tech stacks cost the average revenue organization in excess of $500 per rep per month.

Why should CROs be okay with paying such a high fee for a stack that’s loosely held together with APIs and uses the CRM as its only meeting point? We are working on a vision that will make Mindtickle’s revenue productivity platform a worthy tech counterpart to the CRM.

No matter the leadership role you have in pre-sales, sales, or customer success and support, I would highly encourage you to learn more about Enable Us and how its integration with the Mindtickle platform will change the future of B2B sales.

Kickstart this journey with us by getting in touch with our team.

Investing in Our Vision for Sales Readiness: Mindtickle’s Series E Fundraise

It’s almost hard to believe how far we’ve come since we first introduced Mindtickle to the world. Almost. Early on, we saw a gap between what sales and revenue leaders should be doing to make their teams more effective and what was actually happening in the real world. This gap continues to grow given the changing business landscape fueled by digital transformation and buyer centricity. But now, it is crystal clear that sales readiness is the single most critical lever revenue leaders have to consistently meet or exceed their goals. We’re thrilled to continue our partnership with Softbank to fund our vision for sales readiness and bring a platform to market that helps these leaders modernize the revenue organizations and help their sellers be ready.

The rise of sales readiness
With a dynamic business landscape filled with new products, competitors, and disruptions — as well as savvier, more well-informed buyers — businesses have invested trillions in digital transformation projects to modernize their business infrastructure with AI, machine learning, and customer experience technologies. However, as technology has raced forward, 21st-century workers have fallen behind, compromising their ability to add value to their businesses, including how they interact with prospects and customers, causing them to lose out on revenue opportunities.

This problem is particularly acute in sales, where the Pareto Principle — the notion that approximately 20% of sellers generate 80% of the revenue — is no longer holding. Ramp times are increasing, seller tenure is decreasing, and we’re seeing drops in seller performance. Against this backdrop, businesses can’t afford to rely on a small subset of sellers being the “heroes” for their revenue leaders. Rather, these leaders must look for ways to systematically enable and ready their sellers to be in a continuous state of excellence.

The perfect storm described here has created an appetite among organizations around the world to look for a viable solution for employee and sales readiness. Dozens of Fortune 500 and Global 2000 companies and hundreds of the world’s most recognized and fastest-growing companies use Mindtickle’s complete sales readiness platform to help their revenue leaders (CROs, CSOs, and front-line managers) define excellence, build knowledge, align content, analyze performance and optimize behavior. Delivered in a single solution, it provides a more comprehensive approach to readiness so sellers can maximize customer interactions to ensure better business outcomes.

Mindtickle has documented a number of business transformations among its many customers. Splunk, for example, created a dynamic, companywide culture of coaching using Mindtickle as the foundation for “Splunk Coach.” Ultimately, Splunk was able to gain greater insight into skills gaps, realize improvements in sales productivity, and improve its new-hire training process with Mindtickle. MongoDB realized significant gains as well, including a 45% reduction in ramp time for new hires, a $200k increase in average productivity of fully ramped reps, and double the number of new reps hitting quota.

Investing in the future
Given all this, as well as the accelerated pace at which business moves, Mindtickle is at the intersection of these trends poised to bring significant and measurable value to companies around the world. And investors like SoftBank are all in. After investing $100 million in Mindtickle just nine months ago, SoftBank quickly saw Mindtickle’s value, appeal across industries and geographies, and the market opportunity, and doubled down on us for another $100 million in our latest round.

With this latest round, Mindtickle continues to be laser-focused on innovating and expanding toward our mission to create sales readiness as the instrumental new category of tech to solve the readiness crisis. In addition, we’re making Mindtickle more accessible to businesses around the world in every market, helping them to future-proof their organizations so they can be successful in the face of these dynamic and ever-changing environments.

With that, I congratulate everyone at Mindtickle — and those who have journeyed with us at one point or another — who’ve worked tirelessly to support our vision and our customers. And monumental thanks to our customers and investors who believed in us and our mission. The road to SaaS unicorn can be long, with only a select few companies — with the vision, innovation, and temerity to get here. But this moment represents a pivotal point in time for Mindtickle and the sales readiness category. And I’m looking forward to entering this new phase of growth with you all.

Mindtickle Voted #1 Enterprise Product, Top of 5 Lists in G2 Best Software Companies 2021

The largest software review platform, G2, recently announced the 2021 winners of its annual Best Software Awards. And, I’m humbled to announce that Mindtickle has ranked at the top of five software lists including #1 for Enterprise Software Products for the second year in a row!

Our intentional focus on the success of our customers drives everything we do and stand for. So this validation is incredibly meaningful for us. In that spirit, we send a big thank you to the hundreds of Mindtickle customers who provided reviews on the G2 platform. As we collectively target returns to strong growth in 2021, we’re proud to partner with you in this effort — ensure customer-facing teams have the right capabilities and behaviors needed to drive revenue growth

Mindtickle was prominently featured as:

We’re so grateful for this latest recognition, and to be the leader in four categories of Sales Acceleration software according to G2. In the latest Winter 2021 G2 reports, we are the highest-rated overall solution and enterprise solution for Sales Enablement software, Sales Training and Onboarding software, and Sales Performance Management software. And we’re also the highest rated enterprise Sales Coaching software solution! 

In addition to our customers, a special round of applause must go to the Mindtickle teams who support our efforts to be the best in the industry. From the Product team for building and maintaining enterprise-grade software and service, to Customer-facing teams across Success and Enablement, Support, Services, Sales and Marketing, all of whom embody the Mindtickle principle of delighting our customers at every stage of their journey!

Onwards and upwards in 2021!

Ready to see what Mindtickle can do for revenue productivity at your org?

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Mindtickle Voted #1 Enterprise Product in G2 Best Software Companies 2020 List

G2, the largest software marketplace and review platform, announced the 2020 winners of its annual Best Software Awards this month. And we were very honored to have received the #1 ranking for Enterprise Products! This is a massive achievement and a testament to the value we bring to our customers around the globe.

A big thank you to the hundreds of Mindtickle customers who, in their own voice, provided reviews in the G2 platform about how they count on us every day to keep their customer-facing teams ‘remote and ready’, especially in these uncertain times. We thank you for your partnership. We remain committed to your success.

And the #1 ranking for enterprise software wasn’t the only accolade, so here are all the lists that prominently featured Mindtickle.

In Best Software Products, Mindtickle earned:

  • #1 of the Top 50 Products for Enterprise beating out other products from some of the worlds’ largest and most well-known enterprise software companies; To bring some additional context for how huge this is, last year this spot was held by Tableau which was recently acquired by Salesforce for $15.7B
  • #5 of the Best Products for Sales as the only Readiness platform listed; Salesforce CPQ held this spot in G2’s 2019 list
  • #17 of the Top 100 Software Products
  • #27 of the Top 50 Products for Mid-Market

And in the Highest Satisfaction category, Mindtickle was ranked #32 beating out products from many highly regarded companies.

G2’s Best Software Awards rank all 57,844 software companies and products on G2 using authentic, timely reviews from real users. This isn’t a subjective list based on a few peoples’ opinions, it’s actual users of the Mindtickle platform who have experienced first-hand the value and benefits of a systematic approach to building, reinforcing, and measuring the desired knowledge and behaviors through sales readiness and continuous learning programs.

We have been in leadership positions on several of G2’s category rankings over the years but this is our first time earning a #1 rank, keeping company with some of the biggest names in Enterprise software. We have come a long way and we couldn’t be more proud! Sharing the stage with some of the best and biggest software companies in the world is a great feeling and I am truly grateful to my co-founders, team, customers, and investors who have been with us through this journey. We have all worked together for the last five years to define and create a completely new solution and category of ‘Readiness’ designed from the ground up to help organizations increase the productivity and effectiveness of their customer-facing teams.

And lastly, a special round of applause to the Mindtickle teams from every corner of the company — from the Product team for a relentless focus on software that works to Customer-facing teams across Success and Enablement, Support, Services, Sales and Marketing that embody the Mindtickle principle of delighting our customers at every stage of their journey!

This is a moment to cherish.

Announcing Mindtickle’s $40M Series C for Continued Growth

Today, we’re thrilled to announce our $40M Series C round of venture capital funding led by Norwest Venture Partners as well as welcome Norwest Partner and former Salesforce executive Scott Beechuk to our Board of Directors. This is an exciting personal and professional moment for me, my cofounders Nishant Mungali and Deepak Diwakar, and for Mindtickle.

This occasion is an important validation in our collective belief that for today’s companies, every customer’s experience is only as good as the last interaction they’ve had with one of a company’s employees. This means that every customer-facing employee needs to be a steward for the values, culture, and product and service value propositions of an organization. At the same time, we saw that companies could be doing a much better job of engaging their employees while educating and equipping them to be successful by using a modern approach to learning, development and ultimately ready to have engaging and valuable interactions with customers. With a platform to support personal and professional development through employees’ mobile devices, gamification, and access to online learning for enrichment, companies could focus on and enhance the human experience in the workplace.

To this end, Mindtickle believes that in order to assess, implement and develop the demonstrable capability of customer-facing employees, a single data model must be built. The ultimate goal behind creating a data model is to find competencies that best correlate with activity metrics and sales performance, and ultimately optimize an organization’s readiness and enablement investments to develop the desired capabilities. By measuring data related to learning content engagement, assessed proficiency and demonstrated performance in near-real world environments, and then correlating these platform data sets to pipeline management metrics, we’re able to provide the leading indicators of real-world success. At the same time, the Mindtickle platform helps to identify gaps in competency or capability and provides a path to remediation. When engagement and proficiency data is combined with business outcome data and enhanced by AI and machine learning, organizations can surface insights, drive personalized recommendations and optimize sales performance.

Along this journey, we’ve also been fortunate to have supportive investors like Qualcomm Ventures, Accel, and Canaan who started with us early in Mindtickle’s development. In addition to seeing an opportunity to bring a leader transforming sales enablement and readiness to the market, they saw an untapped opportunity for Mindtickle to be at the forefront of India-founded companies that break the traditional Silicon Valley mold to drive greater innovation that would apply to a global audience.

That early foresight has proven accurate as we’ve expanded our mission from high tech, high growth start-ups to established enterprise companies while growing at a phenomenal pace. In the last fiscal year, Mindtickle grew its enterprise customer base by 200 percent and increased annual recurring revenue by more than 100 percent year over year. We’re proud to now count dozens of Fortune 500 and Global 2000 companies, hundreds of the world’s fastest-growing and most recognizable technology companies as customers. Companies like AppDynamics, MongoDB, Unisys, Qualtrics, Procore, Square, Janssen, Cloudera, Wartsila, VF Corporation, Dexcom, Merck Group, and Benetton Group have recognized the power of a modern approach to readiness that includes microlearning in the flow of work, gamification, social and peer learning and coaching — all in context and just in time.

Together, we look forward to addressing this area that has been untouched but is critically important for today’s organizations — providing a systematic, repeatable and measurable way to prepare and assess customer-facing employees’ ability to deliver an exceptional customer experience. With Norwest Venture Partners joining the ranks of our esteemed investors, we’re collectively doubling down on the thesis that companies tackling this important problem of readiness will expand from sales to other customer-facing teams and ultimately to all teams across the organization and change the way we think about personal and professional development.

A heartfelt thanks go out to those who’ve supported us along this journey and welcome to those who have recently joined us as well as those who’ve yet to join us!

For more information about our Series C funding announcement, see the press release here!