Tom LeveySenior Director, Sales EnablementAppDynamics

Mohit GargCo-founder and CCO

MindTickle

At this webinar, Tom Levey, Senior Director of Sales Enablement, shared insights into how

AppDynamics leveraged sales enablement to scale its sales team.

Tom Levey is Senior Director of Global Sales

Enablement at AppDynamics. Tom is

responsible for ensuring the sales & partner

organization is well-equipped to effectively sell

AppDynamics current and new products and

solutions.

He is an adrenaline junky who loves speed and

hopes one day all applications will be able to

keep up.

AppDynamics, Inc. is an American privately held application performance management (APM)

and IT Operations Analytics ITOA company based in San Francisco, CA. The company focuses

on managing the performance and availability of applications across cloud computing

environments as well as inside the data center.

AppDynamics has experienced phenomenal growth in a short period of time and now features

in the elite group of Unicorn companies. Naturally, this growth has come on top of a strong

foundation of revenue acceleration and scaling their sales team.

Onboarding new sales reps

The power of data

What’s next on AppDynamics’ sales enablement agenda

Continual learning

Pre boot camp

baseline training

Sales onboarding boot camps

Ramp up on baseline knowledge using self-paced online training

Includes product, company information and buyer personas

MindTickle was used to allocate role-specific curriculum to each rep

Run Monthly

Interactions between seniors & peers who present how things work

Blended learning used for effective knowledge delivery

Best role plays are used to train future sales reps

Role plays used to reenact & practice scenarios

Sending frequent, regular &

short updates

Quiz and reinforce

Mobile enablement is

critical

Success stories

Gamification to engage

Keeping reps up-to-date with bite-sized updates

Updates sent thrice a week: about product, competition & success stories

Time debt can be better handled with updates – available both on & offline

MindTickle facilitates what updates to use anytime anywhere

MindTickle has provided easy & flexible content creation which is easily deployed

Regular quizzes to reinforce key points

Help identify knowledge gaps and enable regular course correction

Mobile sales enablement app is essential to AppDynamics’ continual learning strategy

Helps increase adoption of knowledge

Quick product updates have significantly higher adoption

Use technology to roll out the best stories to the sales team

Share a 5min interview of a sales rep who closed a deal

Helps reps see what is valuable to prospects

Great feedback

Encourages competitiveness

Usage needs to be meaningful to the sales team

Analyze content being consumed to infer engaging and useful information

Track the ramp rate of new hires up to when they are productive

Fortnightly reports shows individual sales rep readiness & identify gaps which need coaching

Take advantage of MindTickle’s deep integration with Salesforce

Use role-plays regularly to challenge their sales team

Central to AppDynamics’ sales enablement strategy is MindTickle

ANALYTICS

Data Science and CRM Integration that helps correlate preparation and performance

Effectively train your new reps about your industry, product &

processes

Enable managers to identifygaps and provide regular audio and

video role-play

ONBOARDING COACHING

Ensure readiness at all times through ongoing Updates,

Refreshers & Quizzes

ONGOING

°

If you’d like to know more, speak to the team who helps

companies like AppDynamics, Nutanix, Cloudera, Qualtrics

and Couchbase to enable their sales teams.

Call us on 1(800) 231 5578 or email info@mindtickle.com

to set up an appointment.