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Onboarding Reps Faster

A centralized hub for educational and customer-facing material helps Brazen
scale their revenue-facing teams

key outcomes

Providing guided content experiences for new reps greatly decreased time to ramp and onboard

100% of Account Managers and over 80% of core sales staff use content weekly

Enablix serves as the revenue kick off hub, allowing remote teams to work together effectively

Outbound content analytics have created a data-driven workflow between sales, product marketing, and marketing

problem

Growing Pains Lead to Long Onboarding Times

When the world went remote in 2020, Brazen was ready.

As the world’s leading virtual hiring event and online career fair platform, Brazen exists to create a virtual hiring system that allows job seekers to find jobs remotely – which became a dire need in the wake of in-person events going away. However, explosive growth doesn’t come without growing pains.

“It was very gritty. Simplistic. Storing everything in Google Drive, random documents and random folders floating around everywhere that everyone was using to share documentation with their clients and communicate with each other, from an inter departmental perspective - it was a mess”

Meg Peterson

Prior to Enablix, we were a very small team of maybe 10 to 20 employees, and didn’t really have tools to be able to enable our go to market and revenue teams,” says Meg Peterson, Director of Revenue Enablement at Brazen, “But as our headcount has grown from 20 to 140 employees, there was a real need to organize and centralize our content to onboard team members faster”.

Anyone who has been through the kind of skyrocket growth that Brazen experienced knows there are all kinds of growing pains associated with getting bigger – but the key is to be able to effectively grow the team while still servicing existing clients and continuing to create new customers. For many teams, understanding and effectively using onboarding and go-to-market content becomes a major roadblock to scale, especially for organizations that rely on content to educate their target market – and Brazen was no exception.

“It was very gritty. Simplistic. Storing everything in Google Drive, random documents and random folders floating around everywhere that everyone was using to share documentation with their clients and communicate with each other, from an inter departmental perspective – it was a mess”.

With all internal and external educational material floating around their internal drive, and no way to effectively track how or what is getting used in the sales cycle, onboarding times for sales reps began to creep up as more time was being wasted finding and figuring out what to use or how to use it. 

With the obvious need to better utilize and understand their content, they knew they needed a solution. That’s when they found Enablix.

Meg Peterson, Brazen

Meg Peterson

Dir. of Revenue Enablement, Brazen

“[Enablix] really helps our GTM team. Obviously we have experienced a lot of growth in the past two years, and with that comes a lot of initiatives, a lot of change that we’re throwing in our team members. So Enablix really, is that kind of constant engine behind the scenes for us”

solution

An All-In-One Content Solution For Sales and Marketing

Understanding the blockers to growth, Brazen quickly identified what they needed in a content solution:

 

“There were really two key needs that we had,” Meg describes. “First and foremost, the concern was being able to have a one stop shop for all of our team members to use and have one source of truth for all of our internal and externally facing documentation. This would make sure that we are able to effectively give our team members tools to onboard.

 

“Secondly, we needed a solution for our customer documentation as well – kind of a customer hub, if you will, of materials that are important to them. Pre-pandemic we would be out visiting in person with our customers, but since that wasn’t possible we needed a place to engage with our customers through our content.”

The problem was two-fold. A place where, internally, reps could come together to understand and consume educational content to onboard and learn – but also a solution that creates externally facing customer hubs. That’s where Enablix comes in.

Brazen quickly realized they could use Enablix Content Kits to organize and structure content for reps joining the team – cutting the amount of time searching for materials and giving guided step-by-step lesson plans to review content. 

For customer-facing collateral, Brazen found Content Pages especially helpful. Meg explains:

“We use the content pages for our customer sites and we’re really excited that we’re able to use unique branding in those content pages and make it feel like it was something that was built specifically for our customers and our customers alone. A dedicated resource that only they are able to use, which I think is a big differentiator for us in comparison to some of our competitors.”The Enablix roll out was easy – after importing content and creating a few kits and pages, the team was up and running in under a month. The question remained: would the platform truly be able to solve Brazen’s content issues?

outcome

Decreasing Rep Onboarding Time with a Content Hub That Gets Rep Adoption

Within weeks, Brazen was experiencing how the platform could help them get reps ready faster. 

As Meg puts it: “A prime example [of how reps save time] is that one of the new hire sessions that we do with our team members is we have them go out and do some research on our competition. And that research can be internal or external, but our team members are able to use Enablix and a lot of the materials that we have there to accelerate our research on our competitors.”

And the decrease in onboarding time isn’t the only benefit they’re realizing through Enablix – they’re able to use it as a content hub to host virtual events:

“In February of this year, we made the difficult decision to do a virtual revenue kickoff meeting. Virtually of course, there’s pros and cons to doing it virtually and engagement is probably on the cons list. Having to sit on zoom for two or three straight days can be really challenging for people, especially as they try to learn all the things that we’re trying to provide them. So we used Enablix as a revenue kickoff hub where we loaded all of the materials that we shared with our team members in each daily session, and created a landing page for the recordings of the daily sessions as well.

“We took out snippets of really important sections that we really wanted team members to understand, and a big thing that we made sure that we did with Enablix is that we made it very visually appealing as well – we made sure that we had the right imagery and explanations of the content, so that if anybody missed a particular session, we tell, them go take a look at our revenue kickoff section and listen to the things that we discussed as a team. And it’s all right there, a very quick one stop shop.”

The benefits of Enablix are proved out in the fact that their sales and CS teams regularly use the platform. As an example:

  • 100% of Account Managers login at least weekly and 90% of them actively share content outside of the organization
  • 100% of AE’s login and share content weekly
  • Over 80% of SDR’s login at least weekly – with many of them going through the onboarding and learning kits Meg mentioned above

 

And the coolest part is that Brazen is able to use the analytical feedback from sharing content to help their team. As Meg puts it:

“[the analytics] definitely allows us to be more data driven in the materials that we know we need to prioritize as an organization. The other thing, as well, is that it really helps our GTM team. Obviously we have experienced a lot of growth in the past two years, and with that comes a lot of initiatives, a lot of change that we’re throwing in our team members. So Enablix really, is that kind of constant engine behind the scenes for us”