“Our enterprise AEs love using Groove’s Spaces to collaborate with their SDRs and create attack plans based on real-time activity and intent data from Salesforce,” said Matt. “With Groove, we’ve effectively answered their number one question when it comes to any new technology: ‘What’s in it for me?’”
Achieving Sales and Marketing Alignment
Groove has played a key role in enabling Tenable to achieve one of its primary objectives – sales and marketing alignment. Tenable’s Marketing organization leads sales engagement and part of that is establishing a calendar of marketing campaigns and sales communication blitzes to support them. Making sure reps had the sales plays they needed for these blitz days was a very manual and complicated process that made the plays difficult for Marketing to roll out and for Sales to adopt.
“Before Groove, rolling out sales plays to our reps was ugly,” said Julie Cartensen, Marketing Manager for field, ABM and channel sales at Tenable. “We sent out a sales play with a raw list to dozens of reps, provided some training, and then they had to find their accounts and figure out what to do.”
The process wasn’t just complicated and inefficient, Marketing had no insight into whether reps were following through on those sales plays. Groove changed all of that.
“We took all of our existing processes for rolling out sales plays and put them into Groove,” said Julie. “Now, we just create the email templates and target lists in Groove, and our reps have everything they need for their blitz days. Groove also reinforces the structure and timing of their communications, and there is no extra effort for the rep to track results.”
Marketing also relies on Groove Spaces to look at activity and engagement with accounts targeted by the blitz. Visibility into performance of their campaigns has enabled Marketing to optimize campaigns based on which sales plays are driving results, which aren’t – and the results speak for themselves.
