Highlights
- Significantly reduced time to customer decisions and deal closures
- Successfully unified previously segregated product lines and sales teams
- Empowered sales team to effectively cross-sell multiple product lines
- Created a centralized, branded content repository replacing piecemeal solutions
- Dramatically improved marketing team efficiency by reducing support requests
- Enhanced customer experience with polished, professional content delivery
The challenge
Before partnering with Bigtincan, Hörmann America faced significant challenges with segregated product lines and disjointed sales teams, which severely limited their cross-selling capabilities.
“We were in a really unique spot in our business because we really had two separate kind of segregated product lines and we were in the process of harmonizing those products and really enabling our sales team to cross sell among product lines,” explains Zach Buckner, Executive Vice President of Marketing for Hörmann America. “We had a challenge where we really had two separate sales teams. We didn’t really know that much about each separate product line, and we needed a way to really provide resources for those guys to go into the field and sell the proper products or sell multiple products at one time.”
Their previous approaches to solving these challenges were ineffective and fragmented. “Before using Bigtincan, we really didn’t have a good solution. It was sort of a piecemeal effort. We tried to use the resources we had available internally, maybe through teams or through our website or various other kind of cottage knowledge sources, but we did not have a central repository for any kind of sales information really at all,” Buckner explains.
