Rockfon equips 300 global reps with trusted technical content for every architect conversation

THE CHALLENGE

In a trust-driven sale, inaccurate content is a dealbreaker

Rockfon makes acoustic stone wool and metallic solutions for ceilings and walls — technical products sold primarily to architects. In that relationship, trust is the product as much as the ceiling tile.

“We sell trust because we have a lot of technical information on our products,” says Koen Bogaert, Marketing Manager at Rockfon. “A sales rep doesn’t need to worry about the numbers he is showing — they should be the correct numbers.”

But getting the right information to the right people was proving difficult. With 300 reps spread across Europe, the U.S., and Asia, the marketing team struggled to distribute accurate, current content to sellers and — ultimately — to the architects they serve.

THE SOLUTION

Start small, prove value fast, scale globally

Rockfon needed an approach that matched its ambition without overcommitting before seeing results.

“We were looking for a solution where we could start small with a pilot that we could evaluate very quickly — not in two years, but very fast — and that we could scale accordingly because we are a global company,” says Bogaert. “Showpad fit that requirement completely.”

Usability was the deciding factor. Bogaert knew that sellers wouldn’t adopt a complicated tool — they wouldn’t check files in and out of SharePoint or navigate a complex portal. The platform needed to be effortless.

“I always tell my sales guys, ‘We were all born with 10 fingers, and even if you lose nine of them during your lifetime, you can still use Showpad and sell our products,’” he adds.

THE IMPACT

Marketing assets where they belong — on the table between rep and architect

With Showpad in place, Rockfon’s marketing team can now ensure that every asset reaches the moment that matters most: the conversation between seller and buyer.

“As a marketer, I can bring all my assets where they should be: on the table between the architect and my sales guys,” says Bogaert. “And I think that’s the biggest benefit of the product itself.”

The platform’s simplicity has driven strong adoption across the global salesforce. Reps don’t have to think about whether their content is current — they can focus entirely on the customer conversation.