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Boosts Sales Efficiency and Buyer Engagement
With Beth Shuman — Vice President of Sales Enablement
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QAD Inc. is a leading provider of next-generation manufacturing and supply chain solutions in the cloud. To succeed in a turbulent world, facing disruptions in supply and fluctuations in demand, manufacturers and supply chains must rapidly respond to change and seamlessly optimize agility, efficiency, and resilience for effective customer service. QAD delivers Adaptive Applications to enable these Adaptive Enterprises.
The Challenge
As Vice President of Sales Enablement at QAD, Beth Shuman knew that efficient, seamless access to current materials was essential for a sales team working on the front lines of manufacturing technology. However, QAD’s homegrown content management system struggled to meet the company’s growing needs, making it increasingly difficult for reps to quickly locate accurate, branded materials.
“Anytime we slow our sellers down, it’s problematic,” Beth explained, “and the old system returned a lot of content, which made it challenging for reps to determine if they had the latest, compliant materials.”
Without confidence in their content, reps faced potential misalignment in their conversations with customers, impacting their productivity and overall customer experience.
Beyond content, the QAD team faced limitations in training and onboarding. The absence of a structured learning management system meant that training was fragmented, which slowed the ramp-up time for new hires and made it difficult to support both new and experienced team members.
“We had onboarding resources but couldn’t bring everything together in one place,” Beth noted. The lack of integration between learning and content management created a gap in QAD’s sales enablement strategy, which Beth aimed to address with a new, streamlined solution that would unify content, training, and actionable insights.
