The Challenge
Break Down Silos
Alteryx is a data analytics company that empowers over 8,000 customers globally to make more data-driven decisions. With a globally distributed sales team and robust product that supports a variety of use cases, Alteryx identified the need for a formal enablement team to tackle challenges around sales methodology and content management to increase productivity and reduce ramp time to accelerate sales.
Khari Bankston, Senior Manager of Enablement at Alteryx, joined the company with prior background managing technology, creating content, and developing training curriculum to support the global GTM and sales teams.
“Many individuals were working in silos. While there was a lot of enthusiasm for their work and making a difference at the company, it was difficult due to the applications that were in place,” Bankston explained.
Alteryx needed to break down silos by providing a platform that enables seamless collaboration and information sharing across different teams and departments. Bankston, after 18 months evaluating sales enablement platforms, chose to move forward with Seismic.
“It was essential to upgrade the system to free me to focus on more impactful activities, rather than tedious, low impact tasks such as manual user management or content management.” Bankston shared.
Alteryx had a vision to empower its sellers with the right content at the right time, based on the specific use cases and stages of their prospects. To achieve this vision, Alteryx partnered with Seismic to bring together content and learning to increase seller productivity and reduce ramp time.
Khari Bankston
Senior Manager of Enablement
The Solution
Centralizing where Sellers Work
Seismic enables Alteryx to centralize and automate content management and streamline onboarding and training processes, guaranteeing convenient access along with uniform experience. Alteryx integrates Seismic throughout their entire tech stack for their sales team. These integrations help put the power of Seismic “where sellers work” and increase productivity across the board.
“We can increase productivity and reduce ramp time through two fundamental areas. One is the tactical part of our enablement efforts like the training and content development. The second part is reporting and the insights in Seismic,” says Bankston.
Alteryx has found enablement success with Seismic by leaning in to these four areas:
- Make it Modular: Alteryx breaks down content and learning into easily consumed components to better support customer-facing teams.
- Make it Personalized: Alteryx makes content relevant to the role based on proven approaches from peers and facilitated manager engagement.
- Make it Sticky: Alteryx makes it easy to find and engage with the information and learning needed in daily workflow.
- Make it Work: Alteryx leverages data driven decision making to monitor, measure and modify based on what works and what does not.
A key integration for the sales enablement team has been the Salesforce Data Enrichment application. This application provides enhanced dashboards that offer insights into the usage and ROI (Return on Investment) of content, “the ultimate goal of sales enablement.”
“The sellers engaging with our content – from internal enablement and customer-oriented materials to participating in self-guided or our instructor-led training – are the ones performing at a high level,” says Bankston.
Today, that ROI looks like an increase in win rates when sellers use Seismic to share content and has defined a clear guide for what high, middle, and low performers look like at Alteryx.
Khari Bankston
Senior Manager of Enablement
Productivity Takes Off with Aura Copilot
Alteryx rolled out Aura Copilot, an AI-powered enablement assistant, to content owners and customer-facing teams. With Aura Copilot, content owners can publish content faster to their audiences by quickly generating content descriptions and suggesting content properties. This has helped 38% of content go-to-market faster with improved governance at Alteryx.
To support GTM productivity, Alteryx also leverages Aura Copilot for AI-powered search and recommendations, which delivers verified answers to questions without leaving their workflow. Alteryx enabled customer-facing teams to change how they searched by creating prompts instead of relying on general search terms.
Bankston’s example: I am getting ready to meet with the CFO of a healthcare organization. What are the best questions to ask in a discovery call? Then: Compose an email based on that response.
“Sellers are blown away by generative search. Aura Copilot has really taken off,” shares Bankston.
Since rolling out Aura Copilot, Alteryx has seen 24% of their GTM team use Aura Copilot over 1,200 times. Sellers are asking questions about new product releases, competitor information, preparing for calls, and even asking technical questions — they’re getting more comfortable with prompts and are testing all the ways they can use Aura Copilot to improve their daily workflows.
The Results
Accelerating Sales
By partnering with Seismic, Alteryx has achieved its vision of empowering its sellers with the right content and learning at the right time. Some of the benefits that Alteryx has realized are:
An increase in win rates when using Seismic to share content
Faster and more efficient content creation and publishing process with Aura Copilot
A more productive and collaborative sales culture with Seismic’s Aura Copilot
Reduced ramp time and improved seller skills with Seismic Learning
Alteryx continues to leverage Seismic as a strategic partner for sales enablement and growth. “I have been around a lot of sales enablement tools and vendors, and Seismic is by far the most comprehensive and complete. We refer to our platform as Alteryx Accelerate, which is Seismic Content and Seismic Learning coming together to accelerate sales,” says Bankston.
