THE CHALLENGE
Rapid market growth demanded a more strategic approach to enablement
Blue Prism pioneered robotic process automation — what the company calls “digital workers” — automating business processes to make them faster and more accurate. But as the RPA market expanded rapidly, staying ahead required more than a strong product.
“What’s driving Blue Prism to invest in sales enablement is the rapid growth of the RPA market, which presents huge potential,” says Chris Neal, Director of Global Enablement Programs at Blue Prism. “As the leader in this space, we want to maintain that position and continue leading the way.”
Three challenges needed addressing: getting new hires productive quickly, ensuring every seller could articulate the value proposition consistently and with confidence, and improving the overall sales motion — including visibility and relevance within the C-suite of target accounts.
THE SOLUTION
Tools, training, and alignment built on one platform
Blue Prism invested in Showpad to address all three challenges through a unified enablement approach. The platform gave the team a foundation for structured onboarding, consistent content access, and a clear sales process.
Rather than treating these as separate initiatives, the enablement team built them into one connected experience — ensuring new hires, seasoned sellers, and cross-functional teams all work from the same playbook.
“By investing in sales enablement, we’re ensuring our teams are aligned, motivated, and equipped to maintain our leadership in the rapidly growing RPA market.”
Chris Neal
Director of Global Enablement Programs at Blue Prism
THE IMPACT
Better performance, stronger alignment, and a salesforce that stays
Company leadership identified three outcomes they expected from the investment — and Showpad has delivered on each.
“The three main benefits leadership is looking for are, first, improved sales performance — the goal of sales enablement is to facilitate the sales process and provide the necessary tools,” says Neal. “Second, greater alignment between different groups and departments so that we’re all working toward a common goal. And third, a motivated and engaged salesforce.”
That third benefit matters more than it might seem on the surface. As Neal explains, sellers who have good tools, access to current content, and training that helps them hit their goals are more likely to stay and continue to succeed — a critical advantage in a competitive talent market.