Veritiv Deploys Brainshark to Increase Sales Effectiveness
WALTHAM, Mass. — March 30, 2016 — Brainshark, Inc., delivering SaaS-based sales enablement solutions, today announced that Veritiv Corporation (NYSE: VRTV), a North American leader in business-to-business distribution solutions, has deployed the Brainshark Sales Accelerator. Veritiv is using Brainshark to increase sales readiness and effectiveness; improve sales content creation, access and delivery; and equip its approximately 1,800 sales reps to close more deals faster.
Veritiv was formed – and simultaneously went public – in 2014, when International Paper Company’s xpedx business merged with Unisource Worldwide. Headquartered in Atlanta, the combined $8.7 billion industry leader now has approximately 8,800 employees across 180 locations, and offers print, publishing, packaging and facility solutions, as well as logistics and supply chain management services.
After the successful merger, Veritiv’s sales organization faced several challenges, including onboarding and learning processes that were decentralized and varied, while the team wanted to track training effectiveness. In addition, the presence of multiple marketing teams meant there were varied approaches to creating sales content, which often sprawled across numerous locations. In an industry where time is money, Veritiv knew it wanted to reduce the amount of time sales reps spent searching for content for the various product lines. As the company integrated its operations, it recognized the need to unify its sales processes and approaches – with a single solution for creating, accessing and deploying all internal and external digital sales content.
“After evaluating competitive solutions, our choice was clear. Brainshark’s comprehensive sales enablement platform met all our needs – making it easy to create, update, search for and access content of all types from a single location, while improving training effectiveness,” said Tonya Schultz, director of sales enablement at Veritiv. “With Brainshark, we know when our reps are ready to sell, and how their preparedness, content used and conversations impact deals. Importantly, everything reps need – content, analytics and training – is centrally accessible through our CRM tool, right within their daily workflow, so we can maximize our CRM investments. Brainshark has become an integral and strategic part of our operations that will scale with us – and will help Veritiv achieve its organic revenue growth goals.”
The Brainshark Sales Accelerator provides resources for sales onboarding, continuous training, prospecting, live presentation delivery, coaching and content development – while making it easier for companies to replace obsolete content, wherever it exists, with the newest version so reps are always up-to-date. Powerful analytics give actionable insights into how deals are won.
In addition to its current, large-scale implementation, Veritiv had previous experience with Brainshark through a legacy business. Brainshark was used for sales content and training, and powered other learning processes across the organization.
“With all the time, resources and, of course, financial investments that go into mergers and acquisitions, it’s critical that attention gets paid to unifying the sales team,” said Brainshark CEO Greg Flynn. “Sales needs to be equipped to take the combined and expanded product portfolio to market effectively – which is key to achieving the merger’s desired business outcomes. Brainshark has helped Veritiv and other large companies effectively integrate sales teams and processes – so they are up and running immediately, and can close more deals – while also enabling thousands of companies to drive improved sales performance every day. We’re pleased to work with Veritiv as the company takes a forward-looking approach to sales enablement and continues to grow its business.”
For more information about Veritiv’s Brainshark use, please click to see a brief (two-minute) video case study here: www.bit.ly/BSK-for-Veritiv.
Veritiv Corporation (NYSE: VRTV), headquartered in Atlanta, is a leading North American business-to-business distributor of print, publishing, packaging, and facility solutions; and also a provider of logistics and supply chain management services. Serving customers in a wide range of industries, the Company has approximately 180 distribution centers throughout the U.S., Mexico and Canada, and employs approximately 8,800 team members worldwide that help shape the success of its customers. For more information about Veritiv and its business segments visit www.veritivcorp.com.
Brainshark sales readiness software equips businesses with the training, coaching and content needed to prepare salespeople when, where and how they work. With Brainshark, companies can: enable sales teams with on-demand training that accelerates onboarding and keeps reps up-to-speed; validate readiness with sales coaching and practice that ensures reps master your message; and empower sales organizations with rich, dynamic content that can be created quickly, updated easily, and accessed anywhere. Thousands of companies – including more than half of the Fortune 100 – rely on Brainshark to identify and close performance gaps, and get better results from their sales enablement initiatives. Learn more at www.brainshark.com.