Mindtickle is a Sales Readiness Platform for industry-leading sales enablement, content management, conversation intelligence, and coaching tools and technologies, that helps fast growing companies to prepare their sales teams and partners in a scalable and effective way. Mindtickle has proven success in reducing ramp-up times for new sales reps and increasing the productivity of the entire sales team.
Mindtickle has developed a strategic cosell partnership with AWS to accelerate the sales enablement and readiness programs of 200+ companies with nearly 1 million users around the globe, especially thanks to the cloud storage power of Amazon S3. This enables Mindtickle to offer large enterprises a truly scalable and comprehensive enablement and readiness solution for their sales and customer-facing teams.
“Workspan allows us to automate co-sell data sharing between our CRM and AWS ACE and register more opportunities so that we can engage the AWS field with more deal velocity, increased deal value, and greater win-rates”
Kevin Matsushita, Head of Partnerships & Alliances, Mindtickle
Challenges Faced by Mindtickle
Mindtickle faced the following challenges in their co-sell partnership with AWS:
- Time-consuming data entry process for the Alliance team to share opportunities between their CRM and AWS ACE Portal
- Time spent keeping pipeline data updated in AWS ACE and generating accurate co-sell performance reports took time away from co-selling with the AWS team
- Bulk uploading of opportunities was a cumbersome process
These challenges led to significant business impact on partnering operations. The administrative burden to support manual processes took precious time away from higher-value activities such as customer deals and AWS seller engagement and collaboration.
How WorkSpan's Co-Sell Management Platform Helped Mindtickle
To overcome these challenges and build a scalable process for its AWS co-sell business, Mindtickle deployed WorkSpan's secure SaaS platform that integrates with AWS ACE and its Salesforce CRM and helps Mindtickle efficiently manage its co-sell business.
Streamlined Co-Sell Opportunity Sharing from Inside Salesforce CRM
- With WorkSpan, Mindtickle manages its co-sell opportunity referral sharing with AWS all from within its Salesforce CRM for partner-originated and AWS originated opportunity referrals.
- Mindtickle is able to efficiently create and submit CRM opportunity referrals to AWS ACE with features such as automated referral creation based on predefined rules, value and sales stage mapping, referral form autofill and validations.
- Mindtickle can accept or decline AWS originated opportunity referrals from within its CRM and easily create new opportunities in Salesforce or avoid duplicate records with WorkSpan's opportunity linking feature.
With WorkSpan's advanced bi-directional integrations, Mindtickle’s opportunity data can be automatically synced between its CRM and AWS. For instance, when Mindtickle’s sellers update the target close date and sales stage for their opportunity in Salesforce, WorkSpan can automatically update the corresponding fields in AWS ACE. This means that Mindtickle can share up-to-date pipeline data with AWS without having to manage data in two different systems.
Co-Sell Performance Tracking with Real-Time Reporting
Mindtickle gains complete visibility into co-sell opportunities in one place by sales stage, region, or other filters.
They are able to track opportunity referral volume by source, pipeline, partner sourced revenues, and other key metrics for their co-sell business with AWS. Using WorkSpan's reporting and analytics features Mindtickle:
- Gets clear sales performance insights on its AWS co-sell business in real-time.
- Visualizes actuals vs goals, pipeline metrics, partner-sourced deals, performance by region, and more with auto-generated reports and charts.
- Has a shared view of co-sell motions at the global and regional levels and a single source of truth that powers more effective partnering engagement with AWS.
Processes and Insights to Drive Scalable Growth
WorkSpan has enabled Mindtickle to share data with AWS efficiently and gain realtime insights on its co-sell partnership. The business impact?
- Mindtickle has reduced time spent on administrative tasks by 50% and freed up valuable time for customer deals and AWS seller engagement.
- Mindtickle has been able to share 60% more opportunities with AWS to obtain AWS seller engagement on more deals
- With WorkSpan, Mindtickle has the processes and insights to drive scalable revenue growth and partnership with AWS.