TeamViewer accelerates sales cycles and wins by 8 weeks

THE CHALLENGE

Rapid growth post-acquisition and scaling enablement on the fly

When the Carlyle Group acquired 1E Limited in 2021, the London-based digital employee experience company was poised for rapid growth. Leadership needed to scale their sales organization from 10 to 50+ sellers — fast.

That meant onboarding and ramping an entirely new sales force while managing content, tracking performance, and engaging buyers from day one. But 1E didn’t just need a sales enablement platform. They needed a strategic partner who could help them reach their next level of growth.

After a competitive search and thorough evaluation, 1E’s leadership team chose Showpad for its all-in-one enablement solution, ease of use, industry-leading buyer engagement capabilities, and reputation as a true enablement partner.

“The feedback from the sales leadership teams was that Showpad was easy to use, it met all their needs, and the Shared Spaces piece was really of interest to them,” says Michael Wright, former Global Head of Sales Enablement at 1E Limited (now TeamViewer DEX). “They felt like it was a tool that they could easily onboard the new teams with, while we were growing a whole new sales force.”

THE SOLUTION

Seamless implementation, strong adoption and proven time to value

Rolling out a new technology solution while building a team from the ground up is no easy feat. 1E needed to do it fast and do it right. They worked closely with Showpad’s implementation services team to get their instance up and running, roll it out across their growing sales organization and encourage strong adoption among new and seasoned sellers alike.

“It’s probably the best implementation experience I’ve had with any vendor,” says Michael. “As a one-man enablement team, the team at Showpad helped me understand what needed to be done first to implement the quickest value to 1E and when it needed to be done to ensure nothing fell between the cracks.”

With guidance from Showpad’s implementation services, 1E embarked on a phased rollout. Starting first with Showpad’s content capabilities, then introducing training and coaching soon after. They also phased the rollout by user group, starting first with SDRs and BDRs, then rolling out gradually to account directors, SEs, CSMs and CSAs.

THE IMPACT

Shorter onboarding, stronger buyer engagement, and accelerated sales cycles

To support their expanding sales organization, as it quickly grew to almost 5x its original size, 1E worked fast to scale their onboarding and training programs. Using Showpad’s self-directed training courses and Pitch AI feature, the team saw a 50% reduction in seller onboarding time.

“Showpad’s training and coaching capabilities have had big value in getting our messaging across to new sellers and understanding where they’re at in their training and how comfortable they are talking about our product,” says Michael. “Pitch AI provides a safe space where people can try to get their messaging right and then receive 360-degree feedback from their peers and managers.”

With Showpad as their central hub for content, sellers now find and share content easier than ever before. And are confident that the content they’re sharing is always the most recent, marketing-approved version.

“The simplified approach to getting up-to-date content and then easily sharing that content is something we would now be lost without,” says Michael.

The introduction of Shared Spaces to collaborate and engage with buyers was another big win for 1E’s sales organization.

“Shared Spaces have been a huge advantage to our current opportunities with our sales force,” says Michael. “We’re getting lots of value out of the ability to have a collaborative digital sales room.”

Shared Spaces have since been adopted as 1E’s new standard, with every new opportunity requiring its own Shared Space as part of the selling process. The team has since seen a 6-8 week reduction in average sales cycle time and an increase in cross-sell and upsell revenue by up to 25%.

WHAT’S NEXT

A proven foundation, ready to scale

What started as a one-person enablement team punching well above its weight has become a proven foundation — one that now has the opportunity to scale across TeamViewer’s larger global organization.

Even before the acquisition, 1E’s sole enablement leader was already empowered to work at the same pace and caliber as larger enablement functions. With everything sellers need available on the platform, the team could step back from day-to-day execution and focus on strategy and cross-functional collaboration.

1E also plans to explore additional Showpad capabilities across the business, including Pages for internal knowledge sharing and kiosk mode for product demos at tradeshows.

“There’s so much more functionality in Showpad to explore,” says Michael.