Q: What sets your company apart from the competition?
To start, we are the only sales enablement platform that marries advisory services along with technology. Additionally, we are the only sales enablement solution that incorporates value-based selling tools like ROI sales calculators and TCO calculators. To set ourselves further apart from our competitor set, we take the time to understand that not every customer has the exact same sales challenges to start. Each of our customers has a unique vision of how they want to solve their sales challenges and where they want to go. For this reason, we look to ‘meet them where they are’ and build a journey map that is customized to them. From there we help them execute their personalized plan.
Q: How do you and your company deal with the often siloed sales and marketing teams?
Our technology helps our sales and marketing work closely together. At a basic level, marketing creates content, distributes it through the platform. Sales reps use the content allowing the marketing team to see who uses what and what content works or not to close deals. By having a platform that shows this ebb and flow of information in one place drives transparency between the two teams allowing for more collaboration and more candid conversations. Technology cannot and should not replace human interaction but it can foster it. We use our own platform internally at Mediafly, so we have experienced first hand the challenges of marketing and sales alignment and how the platform helps bridge the gap.
Q: What's your ideal prospect and buyer role?
We work with companies of all industries and sizes. Our ideal prospect would be a Fortune 1000 company with hundreds or thousands of sales reps globally that are looking to create consistent sales execution so that all reps are performing like the top performing sales reps. Our buyers are typically in marketing management, sales operations or an enablement role.
Q: What does the future of sales enablement look like generally and specifically for Mediafly?
The sales enablement space will continue to be a competitive market with new players emerging as well as existing ones merging into bigger. In just the past two years, a lot has changed. I see this as a positive as the tide lifts all boats. For Mediafly, we have sophisticated, customizable technology for progressive companies that embrace digital sales transformation and have truly innovated their sales practices with the help of our solution. In other words, we have worked with many early adopters. Next for us is bringing this value through new product features and acquisitions, to all the other companies that have perhaps less advanced, less aspirational needs but still very real sales enablement needs.