THE CHALLENGE
Tablets without enablement meant sellers just checked email
TVH was an early adopter of tablets, rolling them out to its sales team in 2011. But without a platform to support them, the investment wasn’t paying off.
“Tablets have many functionalities and they can be very powerful,” says Sabrina Carlier, TVH’s External Sales Support Advisor. “We knew really quickly that we needed to enable our sales team in a different way than simply just giving them the hardware.”
TVH introduced a sales enablement platform to fill the gap — but it fell short. The team had no visibility into what content was being downloaded or used, couldn’t host video, and couldn’t email content to prospects directly.
“We had no way of knowing what content was being downloaded and used,” adds Carlier. “We couldn’t track and see if the sales reps had the right content at hand and were essentially creating material blindly.”
That’s when the search for a more capable solution began.
THE SOLUTION
Recognizing the possibilities of a multi-functional enablement platform
“After the Showpad demo, it became clear that we had to have it,” says Carlier.
With Showpad, TVH organized and distributed product information and sales collateral across 600,000 items in stock. Rather than a full rollout from day one, the team started with a select group of users to validate adoption and gather feedback.
The pilot delivered strong utilization rates and positive reviews — giving leadership the confidence to expand across the entire sales team.
“We’ve experienced a jaw-dropping utilization rate of 95% of all sales reps. In two months, we saw that our sales team had accessed Showpad content 3,600 times.”
Sabrina Carlier
External Sales Support Advisor at TVH
THE IMPACT
Increased content utilization and a path to zero print
Within two months of the full rollout, TVH’s sales team had accessed Showpad content 3,600 times. Adoption reached 95% of all sales reps — a result Carlier calls “jaw-dropping.”
“This is an indication that our content is being utilized and that our sales team is finding Showpad extremely helpful,” she says.
The platform has also accelerated TVH’s shift away from printed materials. The company is now adapting to a fully digital culture, with the elimination of printed sales collateral as the next milestone.
“At the moment we are adapting to the digitalized culture extremely well,” adds Carlier. “And the next step is to stop the printing.”