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Vendor and Seismic

Sales Enablement / Content Management

Seismic

Founded in 2010, Seismic equips global sales teams with the knowledge, messaging, and automatically personalized content for the most effective buyer interaction. Content intelligence and analytics let marketers improve their impact on the bottom line by showing what content is driving revenue and what needs to be adjusted. The result for more than 500 global enterprises is better win rates, larger deals, and higher customer retention.

Headquarters: San Diego, CA

Offices: MA, Chicago, IL, London, UK, New York, NY, Raleigh, NC, Sydney, AU

Pricing / Packaging

SaaS annual subscription with different seats for administrators, business users, and channel users. Also available through channel partners.

Implementation / Usage

For 500-1,000 users about 90 days to implement and roll-out. Also offers the Seismic Velocity implementation program and other services from Seismic. Services are also offered by 3rd party consultants such as Accenture, Sapient, and Symmetrics among others.

seismic.com

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CERTIFIED PROFILE

Category: Sales Enablement / Content Management

PRODUCT

Seismic improves close rates and delivers larger deals while increasing marketing’s impact on the bottom line. Large enterprises use Seismic to increase productivity by automatically distributing relevant and personalized content for any buyer interaction. Content controls and visibility into usage ensures brand integrity and reduces risk. Machine learning and analytics improve the enablement process increasing the ROI of sales content and tying it directly to revenue.

CUSTOMER BASE

Customers: 500+

Key Customers: American Express, Hitachi, Qualtrics, Quest Diagnostics, TIAA.

FOCUS INDUSTRIES & GEO

  • Business Services
  • Communications/Media
  • Distribution
  • Energy
  • Financial Services
  • Government
  • Manufacturing
  • Medical Devices
  • Pharmaceutical
  • Professional Services
  • Retail
  • Tech
  • Transportation
  • Utilities
  • Wholesale Trade
  • Geos: NA, EMEA, ANZ

CHALLENGES ADDRESSED

  • All content is connected to Subject Matter Experts (SMEs) for more info.
  • Delivers content to sellers at the right time in the sales cycle.
  • Reduces sales cycles with less time searching for or creating content, so sellers spend more time focused on closing deals.
  • Playbooks and predictive content help sellers have faster ramp times.
  • Predictive content gives sellers the most effective pieces of content to progress sales and improve better outcomes from each interaction.
  • With personalized content, sellers have more and better conversations.
  • Improves data by logging content usage and buyer response.
  • Content creators and sales managers see how sellers are engaging buyers and who needs additional training.
  • Unifies all content repositories into one, larger enterprises have reported eliminating upwards of 150-200 separate content repositories.
  • Win rates improve with relevant content and engagement.

KEY PERFORMANCE INDICATORS

  • KPI 1: Increase content ROI tying effective content to revenue.
  • KPI 2: Increase sales productivity with information and tools that enable reps to spend more time selling.
  • KPI 3: ​Improve close rates and win bigger deals with content that ties value props to customer business problems.
  • KPI 4: Greater content control ensures consistent messaging, helping to reduce rogue messaging and reduce risk.
  • KPI 5: Maximize technology investments with 50+ integrations.

CAPABILITIES

Capabilities

  • Access and assemble on-brand content on the fly.
  • Deliver persona-based messaging and content, so sellers stay on target.
  • Deliver recommended actions based most effective actions and content.
  • Get alerts and digests on accounts with a personalized newsfeed.
  • Give buyers a portal to view content and track engagement in real time.
  • Hold instant online meetings, share content and track engagement.
  • Know when prospects engage with seller emails and content.
  • Know which content progresses deals and which needs to be improved.
  • Send emails to lists of prospects with marketing automation integration.
  • Send video emails and track engagement with video content.

Administrative Portal

Complete control and administration of content and users across types and roles. Supports multiple instances.

Analytics

  • Views of internal and external content usage and engagement.
  • Correlate content usage by sales stage, time and frequency.
  • See history of all contact-level engagement with content.
  • Reports on when content used out of recommended sales stage.
  • Buyer/Account and user/team level views of engagement.
  • View when content used outside of recommended stage.
  • Extensive views of email opens, time spent, on which slides/pages, video time-marks, forwards and more.

Content – Augmented and Virtual Reality Content

Rich HTML and interactive content can be embedded.

Content Customization and Creation

Incorporate outputs from CPQ, CLM, ROI and RFI/RFP apps. Ingests data in a variety of formats and leverages Excel models to create additional sets of data through computed variables for display in prepopulated templates. Also enables users to generate dynamic presentations with calculations based on real-time, buyer inputs.

Content Management

  • Scan all text-based content for indexing and searching.
  • Publish/expire dates and review/approval workflows including for seller created content.
  • Changes made in source document can be reflected in all related documents, including those created by sellers.

Content Tagging / Metadata

Uses best-in-class ingestion processes to accept tags marketers apply but also scans content with 17 different algorithms to improve discoverability. Also supports manual tagging where appropriate for non-machine discoverable classification and metadata. Batch updates supported.

Emails

  • Support for mass emails with links and attachments.

Feedback / Comments

Comments and questions automatically routed to the subject matter expert for the content. Sales and content creators can collaborate on content in real-time within Seismic.

Live Presentations

  • Track time spent on slides during a presentation.
  • Assemble on the fly seeing available slides.
  • Integrate with Zoom and GoToMeeting 3rd party conferencing.

Microportals

Brandable and customizable with engagement and forward tracking. Can have different views of buying team and buyer team actions. Automatic alerts to buyers of new content.

Notifications and Distribution

Seismic’s NewsCenter allows sellers to subscribe to content channels on topics such as industry, company, competitor, and product news to receive personalized, real-time newsfeeds. Sellers notified via email,solution portal alerts and filtered by job role, user group and type of opportunity.

Offline Syncing

Download and update content to devices with engagement tracking.

Recommendations / Guided Selling

Based on CRM fields including contact. User demographics, and gating to direct to other content. Recommendations based on any metadata or metrics related to content. Brief descriptions or “how-tos” for content.

Social Integrations

  • Track links in Facebook, LinkedIn, and Twitter.

Videos / Presentations

Videos can be incorporated into content. User-created videos can be created and incorporated.

AI / MACHINE LEARNING

Uses A.I. to scan content (17 algorithms), content scoring and evaluation.

INTEGRATIONS (PARTIAL LIST)

  • Business Intelligence: Power BI, Tableau.
  • Centralized Search: Coveo.
  • Compliance and Workflow: AdTrax, Workfront.
  • Configure / Price / Quote: Apttus, SteelBrick.
  • CRM: MS Dynamics, Oracle CRM, Salesforce.
  • Email / Calendars: O365 and Google.
  • E-signing: DocuSign, EchoSign.
  • Marketing Automation: Marketo, Oracle Marketing Cloud.
  • Productivity: Edit O365 documents within Seismic.
  • Storage Repositories: Box, Dropbox, SharePoint.
  • Training: Brainshark, Mindtickle, Cornerstone.
  • Video Sharing: Vimeo, YouTube.
  • API/SDK: Available

PARTNERS / CHANNELS

Supports multiple instances for partners/channels.

SUPPORT

Email and phone.

Device / Web Support

  • Web: Chrome, Internet Explorer, Firefox, Safari.
  • Mobile / Tablet: Android, iOS, Windows Phone.

Language Support:

  • User Interface: All Eurozone countries.
  • All Unicode character sets for content, metadata, and user profiles.