Measures the Impact of Enablement with Seismic

The Challenge​

Finding Consistency after a Large-Scale Merger​

Kantata, a leading cloud platform for the professional services industry, specialises in managing various aspects of project-related operations, from personnel to financials. The company faced significant challenges following a large-scale merger between two firms, Mavenlink and Kimble. This merger brought about a period of uncertainty, as Kantata struggled with different working processes, sales cultures, and playbooks across the newly formed organisation.

The Solution

Building a Unified Enablement Approach with Seismic ​

Recognising the need to align sales teams with a unified approach to create consistency and standardisation, Kantata launched Seismic Content with Seismic Learning. This allowed enablement to offer on-demand training and enablement resources that were essential for upskilling the salesforce in the new standardised processes and playbooks. By focusing on the buyer journey, Kantata created a consistent and seamless experience for its customers aligned to their needs and expectations.​

To further enhance the effectiveness of their sales teams, Kantata uses Skills, a tool designed to assess and develop the competencies of their salesforce. With Skills, Kantata identifies gaps in knowledge or execution and provides targeted coaching and development. This creates a more agile and responsive sales team capable of meeting the evolving demands of the market.

“Before Seismic, it was challenging to understand enablement’s impact. Now we can begin to link activities such as Skills training, programme development, and playbook launches with Seismic Pages to concrete, measurable outcomes,” says Ben Jones, Director of Global Enablement.​

Aligning to the buyer journey has also improved with Seismic’s Digital Sales Rooms (DSRs). By providing a centralised hub for all customer interactions, the sales team reduces sales cycle times, as customers can quickly access the information they need. The insights gained from tracking customer engagement with the content allows sellers to prioritise their efforts on the most promising leads, further enhancing efficiency. Additionally, the professionalism and consistency provided by the Digital Sales Rooms contributes to a more positive brand image, which is reflected in the increased conversion rates and higher customer retention.