< BACK TO CUSTOMER STORIES
Established best practices and periodically ensures reps are on-message
Reduced admin overhead and accelerated the onboarding experience with Mindtickle and Salesforce user-sync
Ensured consistent adoption of enablement programs through steady stream of communication
SecureAuth struggled with disconnected tools, outdated content, and a lack of visibility, making onboarding slow and enablement inconsistent. Reps had trouble finding the right information and staying aligned on messaging.
SecureAuth unified enablement with Mindtickle, streamlining onboarding, automating user management via Salesforce, and reinforcing messaging through certifications, role-plays, and weekly updates.
SecureAuth is a leading provider of identity and access management solutions, helping organizations prevent identity-related breaches. With a global team of over 500 employees, the company serves enterprises across various industries with flexible, secure authentication tools.
HEADQUARTERS:
California
INDUSTRY:
Information Technology & Services
COMPANY SIZE:
501-1000
HEADQUARTERS: California
INDUSTRY: Information Technology & Services
COMPANY SIZE: 501-1000
While SecureAuth provides the most flexible and adaptable identity and access management solution to help customers prevent identity-related breaches, sales enablement within the organization did not reflect the synchronicity being executed in the field. Sales Enablement was a disconnected toolset spread across multiple systems
The onboarding experience was very hands-on, clunky and time consuming for the enablement team to manage from the backend and, in turn, ineffective for reps. SecureAuth needed to reevaluate how they were going to manage internal enablement to reflect the versatile solution used by customers.
“With Mindtickle, I was able to rapidly build out learning paths with modern content and introduce Mindtickle as home base for new hires, so they get used to using it
regularly.”
Erin Hattenburg
Head of Sales and Channel Enablement
Erin Hattenburg, Head of Sales and Channel Enablement at SecureAuth, chose Mindtickle to enable her 75 customer-facing reps, including business development, account executives, sales engineers and account managers. By subsisting Mindtickle in place of Litmos and SharePoint, Erin was able to “quickly build out learning paths with modern content and integrate with HighSpot. Now [the reps] can learn about a subject through different modalities while quickly being able to access the information they need.”
Erin shares weekly updates with his team through Mindtickle, “anything from a 30-minute training – when [SecureAuth is] in the middle of a new product roll-out – or a quick 10-minute update that’s composed of one short video with a very brief quiz.” Erin understands that if information is not top of mind, people tend to forget, so she tries to have at least one update a week and “utilize Mindtickle on a consistent basis to maintain adoption.”
In order to easily roll-out and manage these readiness programs in Mindtickle, Erin relies on an automated user-sync between Mindtickle and Salesforce. SecureAuth’s dedicated Mindtickle Customer Success Manager (CSM) provided SecureAuth’s Salesforce Adminstrator with a spreadsheet template to identify the desired Salesforce fields to sync with Mindtickle.
“Essentially, all we’re trying to do is match fields: username, email ID, region, manager, and all of the information is already in Salesforce. Our Salesforce admin was able to do a bulk export from Salesforce, and sync everything up with Mindtickle based off the template,” explains Erin. “Now this process is automation so every time we have a user coming or out of Salesforce, all the necessary administration is already done. I don’t have to manually add or remove users from the Mindtickle platform.”
This integration not only required very little time to set up, but also saves Erin and the Salesforce Administrator time when new hires join SecureAuth. Instead of re-entering details already found in Salesforce, the automated user sync ensures reps have access to the onboarding program on Mindtickle as soon as they start.
SecureAuth’s enablement program includes sales certifications granted by passing different kinds of Missions, Mindtickle virtual role-play capability, to develop and practice skills such as elevator pitches, demo presentations, or writing prospect-facing emails. For example, SecureAuth’s Account Executives complete a video role-play with a screen-share scenario presenting their pitch deck. The sales engineers practice a screen recording of a demo , “As continuing enablement, Erin is developing various quizzes associated to these different scenarios as well as coaching programs to engage SecureAuth’sleadership in their enablement programs.
Prior to a major partner event, all salespeople got dialed in on messaging using video role-plays. They recorded their pitches based off criteria his sales leaders identified as critical to success:
1. 30 seconds or less
2. Rolls off the tongue
3. Relevant to the audience (not dumbed-down or too technical)
After completing the exercise and receiving feedback, several field reps thanked the Enablement team, saying “they felt more confident engaging with [SecureAuth’s] partner, knowing that everyone was speaking the same language.”
After completing a particular training series, sales reps were assigned a written role-play to draft an email explaining the different SecureAuth delivery methods. While most of the reps were able meet the criteria and write out the information Erin was looking for, she noticed knowledge gaps in the form of missing information from several reps. With these insights, she hosted a live training with Q&A the following week to address these shortcomings and ensure all reps were certified to deliver the necessary information.
1. As follow-up to a live training event, Erin launched a contest for the best whiteboard presentation. Reps recorded their presentations as a video role-play on Mindtickle, and Erin and other reviewers evaluated the whiteboarding sessions based on the presentation flow, incorporating personal style and examples.
2. “Results have been fantastic. The sales senior leadership all stepped up and submitted their whiteboards first. This set the tone for their teams and gave us a set of best practices to follow,” shares Erin. “The result was consistency across the entire sales organization. Our CRO attended a sales meeting shortly after the Whiteboard Certification launched and was impressed that the sales rep was able to deliver the presentation after such a short roll-out of the Mission.”
“We thought sending a mass email would be status quo and potentially go unnoticed. Instead, we developed a fun way to announce the platform that would drive engagement from the field.”
Amy Lord
Sr. Analyst, Global Enablement
Menemsha Group is no longer offering training as an “event;” instead, it takes a completely outcome-driven enablement approach. Some of its clientele were hesitant about this new approach, as they were already leveraging other training libraries available to anyone for free online. “It’s great to have a massive library of content, but you’re basically telling your salespeople that it’s okay for them to adopt anything they want,” said Fisher, “Part of an enablement platform is to get everybody on the same page with the same message following a common methodology.”
By delivering a platform that tracks key competency development, Menemsha Group’s clients can establish benchmarks for what good looks and sounds like, empowering employees to take skill-building into their own hands. Furthermore, preaching the importance of ongoing engagement via Mindtickle to truly impact performance, Fisher is positioning himself as a thought leader in his industry and differentiating Menemsha Group from its competitors.
We began all of this with a defined governance model and operational processes, executive buy-in and champions across the company, metrics to map back to, and a plan to ensure adoption would be seamless. Without taking these initial steps — and, of course, Mindtickle powering Splunk Coach — Splunk wouldn’t have been able to attain a culture of coaching.
Krishna Saw
Director of Digital Transformation & Adoption
For the various enablement programs, analytics provides needed insights as a program director and for SecureAuth’s sales leaders. This allows them to see who the consistent leaders are in scoring and in skills, and also helps provide the team with a pool of experts to tap for feedback before rolling out material to the rest of the field. SecureAuth regional vice presidents and managers believe the sales readiness programs have made a significant impact in the way their teams articulate the message, explain the solution and progress deals forwards. “We’ve got great momentum and support from our executives. The field is adopting and using Mindtickle, but most importantly, we’re seeing results.”
Established best practices and periodically ensures reps are on-message
Reduced admin overhead and accelerated the onboarding experience with Mindtickle and Salesforce user-sync
Ensured consistent adoption of enablement programs through steady stream of communication
Improvement in online training scores.
Optional section for a short summary of the video
Consectetur Mauris id tempor lectus malesuada proin sit ipsum. Sed massa feugiat auctor egestas cras etiam enim venenatis. Ac vulputate ultrices augue ultrices. Nunc dignissim pellentesque semper.
Training, content, & insights revenue teams need to win over buyers and close more deals.
