Leverages Seismic insights to save time and increase user adoption

The Challenge

Navigating vast amounts of content in a global environment

Renishaw, a leading provider of high precision measurement technology, faced significant content management challenges. Their vast repository of over 50,000 pieces of content spanned over multiple product lines. In many cases, each product line had its own SharePoint site that stored content. This made it increasingly difficult to efficiently find the right content for the right context. Despite using product tags and filters, sales teams struggled to locate the specific content they needed. It became clear that the situation demanded a more efficient solution.

Initially, Renishaw developed their own platform that tried to solve the challenges the organisation was facing. After several years of usage, they transitioned to a competing sales enablement solution, hoping to streamline and organise their content. Although this initial sales enablement solution served as a useful content-sharing and storing tool, it still lacked the necessary functionality Renishaw needed at this point of their maturity. That is when the organisation decided to look elsewhere and discovered Seismic.

The Solution

Expanded user base and streamlined content

By bringing Seismic on as a partner, Renishaw was able to build on the foundations they had previously built within their sales enablement function and make use of the enhanced functionality. Although most users had already been onboarded using the previous sales enablement solution, Renishaw’s internal user base increased by another 50% post implementation with Seismic – bringing the total users to over 400 (350 of which are customer facing). Jack Heaven, Renishaw’s Sales Enablement Manager said, “The Seismic platform assists in the buyer experience. Renishaw prides itself on being an innovative company and using a platform like Seismic allows customer facing staff to easily demonstrate what Renishaw can offer. The customer experience is seamless, with all the collateral and information they need available in one place to help streamline the selling process and personalise the buyer experience.”

In addition to an increased user base, Renishaw is utilising Seismic to organise multi-language content. For multinational companies like Renishaw, managing content across different languages can be a daunting task, especially if it is translated into more than 10 different languages. With Seismic, however, they have been able to seamlessly address this challenge. Content can be organised more effectively, and Renishaw’s global teams face no discoverability issues; they can access consistent, localised content tailored to their specific markets.

Enhanced functionality for increased usability

Perhaps the greatest benefit since introducing Seismic at Renishaw has been the enhanced functionalities when it comes to content discoverability, usability, and tracking. By making use of Seismic features such as Guided Assembly and LiveDocs, Renishaw has been able to transform the way that their sales teams access and utilise content, not only internally, but also externally when sharing with prospects or customers. Guided Assembly and LiveDocs have ensured that content is created using a streamlined process, messages are communicated consistently and accurately, and sellers have the necessary insights to optimise the buying process along the way – all while saving valuable time.

Another great win since introducing Seismic has been the trackability of and insights available throughout the buying cycle, which has led to previously dormant leads being reactivated. Heaven describes a situation where leads had gone quiet for several months, but then prospects accessed documents in a previously shared digital sales room (DSR) or LiveSend, which automatically triggered a notification to be sent to the sales representative — a capability that would not have existed without the use of Seismic, but is able to show which content the prospect has showed interest in, even down to the slide level. Suddenly, a cold lead has become warm again, and the sales team is able to restart the conversation. This revival strategy has led to successful deals that might otherwise have slipped through the cracks.