Any company that has successfully lasted nearly a century will have growing pains when it comes time to cross the digital divide. Quadient (formerly Neopost) faced this challenge as it evolved from a traditional mailing company — providing customers mailing, shipping, and document management solutions since 1924 — to a customer communication and
shipping organization offering specialty B2B software products.
The London-based company discovered many of the ways it conducted business needed transformation. Culturally, the relationship between Sales and Marketing was deteriorating.
Account Managers needed to become more sophisticated sellers because Neopost’s products were now more complex. Suddenly, they had to become authorities on issues like compliance and regulation. They were now targeting senior decision-makers across the whole business, rather than their typical contacts in the mailroom.
"Showpad became a core part of our selling DNA."