The Importance of a Well-Structured Library 

An organized library empowers content owners to manage, create, and sunset content efficiently, all while enabling end users to find what they need easily. One of the unique strengths of Seismic’s sales content management platform is its ability to separate the content management experience from the end-user experience. 

Think of it like this: while the “kitchen” where content owners work might be full of moving parts, the “living room” for end users remains polished and perfectly organized. This separation enables your teams to work productively behind the scenes without compromising the user-facing experience. 

Building the Foundation: Best Practices for Library Structure 

1. Establish a Logical Folder Hierarchy 

2.  Start by defining a structure that mirrors the way your organization operates. Whether you organize content by product, geography, or business unit, the key is to create a structure that feels intuitive to those managing the content. 

For example, a regional setup might include folders like “APAC” and “EMEA,” ensuring content owners see only the materials relevant to their responsibilities. This minimizes distractions and supports productivity. 

3. Use Custom Content Properties for Categorization 

 Every organization has its own “vocabulary” for categorizing content. Custom content properties (such as tags or metadata) allow teams to apply that vocabulary, enabling precise filtering and easy retrieval of assets. 

Tip: Consistent naming conventions are essential. A clear, uniform approach not only helps with internal searches but also enhances your brand when content is shared externally. 

4. Set Up Clear Access Permissions 

 Properly configured access permissions are critical for streamlining workflows and reducing noise. There are three levels of permissions you can assign: 

1. View: For users who need access but won’t edit or manage content. 

2. Edit: For content owners responsible for updates and publishing. 

3. Manage: For administrators overseeing the structure and assigning permissions. 

Assign these permissions thoughtfully, grouping users where possible to avoid overcomplication. 

Workflow Management and Governance 

A library isn’t just about where content lives—it’s also about how content moves through its lifecycle. Implementing clear workflows ensures every piece of content is properly reviewed, approved, and eventually archived or purged when it’s no longer relevant. 

This process also supports compliance and accountability. Keep a permissions blueprint as part of your content governance documentation to make it easy to audit and adjust access as your business evolves. 

Bringing It All Together 

Combining an intuitive folder structure with thoughtful permissions creates a powerful system that drives: 

• Enhanced Productivity: Content owners spend less time searching and more time creating. 

• Improved Security: Only authorized users can access sensitive content. 

• Scalability: A well-structured library adapts to your changing business needs. 

Addressing External Content Challenges 

If you’re syncing content from systems like Google Drive or SharePoint, you may inherit folder structures you can’t modify. In these cases, clearly differentiate synced content from Seismic-managed content using distinct folder labels. This helps content owners quickly identify what they need while maintaining best practices for your internal assets. 

A Best Practice Worth Highlighting 

One proven approach is to separate your active content from other materials. Create distinct folders for active content, archived content, and admin/testing materials. This ensures your dynamic folders, which surface content to end users, only pull from vetted, up-to-date assets. 

For instance, an “Active Doc Center” folder can house all the materials intended for user profiles, while other content remains safely stored in separate, non-visible folders. 

The Path Forward 

By thoughtfully designing your library’s structure and workflows, you can transform content management from a challenge into a strategic advantage. With tools like Seismic’s content properties, permissions, and workflows, your teams can focus on what matters most: delivering impactful content to drive success. 

If you’re ready to refine your content library, Seismic University offers courses that can help you get started. And as always, our solution consultants are here to guide you every step of the way. 

The post How to organize and manage content in Seismic  appeared first on Seismic.

With AI, every aspect of how we work – how we collaborate, how we learn, and how we engage – fundamentally changes. Enablement, too, is getting transformed, and we here at Seismic are helping accelerate that transformation. 

It’s been a highly productive and innovative year, and I want to commend our Product and Research and Development team for all that we’ve accomplished in 2024. This year, we’ve advanced every aspect of the Seismic Enablement Cloud by launching over 300 features. And nearly half of those features come from the direct feedback of our amazing customers, whose achievements I want to highlight.  

This year, our customers have searched for and found information through Seismic over 44 million times. They’ve automated more than 16 million actions by harnessing Aura Copilot, our AI engine. They’ve also prepared effectively for client interactions by taking over 42 million lessons, and engaged with customers with personalized experiences across touchpoints over 80 million times. It’s safe to say they’ve been busy! 

We’ve been busy too. Let’s take a look back at a few of our innovations for the year. 

We’ve launched several enhancements centered on helping enablement practitioners work faster and more effectively in their roles. Enablers using Aura Copilot can now simplify their content, lesson, and playbook creation, as well as create and deploy role-based competency frameworks with Seismic Skills. We also launched Seismic Programs, the first command center for enablement practitioners to create, manage, measure, and optimize their enablement initiatives. 

We’ve rolled out several new capabilities for go-to-market (GTM) teams to drive better customer experiences and win and retain more business. We’ve expanded on the power of Seismic for Meetings, a tool that streamlines the entire meeting lifecycle, by applying generative AI for GTM teams to better prepare, present, and follow up on customer meetings. Teams can now better collaborate ahead of meetings while seamlessly creating goals and objectives, agendas, and personalized content and follow-ups. Sellers can now benefit from upgraded digital sales room (DSR) templates to engage buyers better. And lastly, they can leverage advancements in Aura Copilot for in-the-moment access to the insights and content they need to close deals. 

We thank Aragon Research for this award and are proud to be awarded for demonstrating a visionary use of technology to not only adapt as markets change, but to actively disrupt and inform how they evolve. 

This award follows Aragon Research releasing its Globe for Sales Enablement Platforms, 2024 and naming Seismic as Leader. Read the full report here. Aragon Research has also named Seismic a Leader in their Globe for Enterprise Coaching for 2025, which is available here. You can catch up on all of Seismic’s latest innovations in our Product Innovation Center.   

The identification of an Aragon Research award winner is not an endorsement by Aragon Research of any vendor, product, or service. 

The post Seismic Wins 2024 Aragon Research Innovation Award for Sales Enablement appeared first on Seismic.

Historically, enablement technology was siloed and restricted to specific uses cases like content storage, learning, and analytics. In 2010, Seismic connected these various use cases. With Seismic, you could house marketing-approved content, teach sellers how to leverage that content, and analyze data about that content all in one centralized and intuitive environment. 

Ever since, we’ve been shaping and defining the meaning of enablement. Now, with more than 2,200 customers, 4 million users, and 1,500 employees, we are the world leader in enablement technology — and we’re just getting started. 

Our evolution is driven by:

• Investment
  In addition to attracting the right people, launching the right products, and adopting the right processes, we’re committed to building the right architecture that anticipates and adapts to modern innovations, such as artificial intelligence (AI). This is evident in our development of Seismic Aura and Aura Copilot as well as our connectivity to Microsoft Copilot, IBM’s WatsonX, and Salesforce Agentforce.
  
• Scale
  We’ve been adopting a more API-first mindset, ensuring you can plug the Seismic platform into whichever tools you like so it works best for your specific use cases and workflows.
  
• Extensibility
  We now have more than 400 APIs, 40 web hooks, 100 apps, and 150 integrations all based on our customers’ needs. You can even make your own app — and our customers have already created approximately 5,000 of those, which they use daily.

Let’s zoom in and look at how we’re working to keep Seismic at the forefront of enablement’s evolution.

Core areas of modernization

Currently, we’re focusing on the following six pillars to keep Seismic ahead of the curve:

1. Cloud nativity  
   Seismic was built in the cloud and for the cloud, so we continue to leverage the agility and flexibility that the cloud natively offers. We’re also cloud agnostic, so you can benefit from our platform regardless of who your cloud provider is. Want to switch providers? You can still use Seismic.
   
2. Separation of compute and storage
   By keeping the storage of data separate from computing processes, you can add more power for processing or more space for data without wasting resources. This setup is more cost-efficient, reliable, and flexible, ensuring your data is safe and your system runs smoothly even under shifting demands.
   
3. Integrations and partnerships
   We have more than 150 integrations with key technology and strategic partners. These relationships help us build upon use cases and produce new, more innovative products for our customers.
   
4. Ingestion of modern data sources
   No matter where your data is kept, the Seismic platform can ingest it, creating unity across your tech stack. This capability ensures you can harness real-time, high-volume, and varied data to drive insights and actions.
   
5. Integrated data management and scalable analytics
   Seismic centralizes the data from several use cases and databases. Everything from content to learning to meeting data can be analyzed and reported on using out-of-the box, customizable dashboards. Combining data from various sources into a unified system for seamless access and management enables our customers to maintain data consistency and extract insights at any scale, supporting informed decision-making.
   
6. Data privacy and security management
   Security, data privacy, and regulatory compliance are all integral aspects of our platform. As threats evolve, so do our security initiatives. This is especially true regarding AI. We comply with GDPR and various localization requirements, encrypt data at rest and in transit, and adhere to leading standards like SOC 2. These measures build trust and ensure data integrity while supporting AI initiatives​​​.

Product modernizations

Our modernization efforts have already improved our user experience via a seamless, smarter, and more intuitive interface that simplifies your tasks and enhances productivity. Designed with your needs in mind, it effortlessly elevates your workflow, allowing you to focus on what matters most. 

We’ve also created a developer portal, which allows you to effortlessly browse and discover all our developer experience capabilities. In it, you’ll find comprehensive guides and documentation to help you start working with Seismic APIs and components as quickly as possible.

API extensibility use cases

Let’s now double-click on our commitment to extensibility. API extensibility means a system can be easily expanded or customized by connecting it to other software or adding new features using APIs, allowing an organization to adapt the system to their unique needs and integrate it seamlessly with their existing tools and workflows. This is invaluable for solving all-too-common problems that plague modern businesses, such as:

• The broken handoff 
  Much is lost when a sales development team, responsible for prospecting and qualifying leads, passes the baton to the account team, who are responsible for managing the relationship with whoever’s been qualified. This disconnect leads to low lead-to-revenue conversions because the account team needs greater context, such as detailed customer profiles, lead information, and messaging to effectively prepare for customer interactions.
  
  Using Seismic, a business can create tailored “sales packs” and “customer packs” to equip the account team with nearly all the context they require. This solution streamlines preparation and allows account reps to dedicate more time to high-value tasks.
  
• A clunky ABM motion 
  Frequent interruptions, or “shoulder tapping,” of the enablement team for updates on key accounts often leads to inefficiencies, resulting in pipeline loss and stunted growth for those accounts. To address this, better alignment is needed, requiring clear, centralized data on existing installations, customer sentiment, pipeline status, and messaging to provide actionable insights.
  
  Seismic addresses these challenges by enabling businesses to create comprehensive key-account playbooks supported by BI dashboards. These dashboards consolidate all critical information into one place, acting as a single source of truth for all stakeholders. By streamlining access to data and fostering alignment across teams, Seismic empowers organizations to manage key accounts more effectively and drive meaningful growth.

There’s so much more to come

Seismic is committed to continuously modernizing and expanding our sales enablement platform to meet the evolving needs of our customers today and in the future. By embracing cutting-edge technologies like AI, enhancing integrations, and building scalable, cloud-native solutions, we ensure our tools remain flexible, intuitive, and impactful. 

We invest heavily in innovation and customer feedback to deliver features that align with emerging trends, empower teams, and drive business growth. Seismic’s dedication to staying ahead of industry demands ensures our customers are always equipped to succeed in a rapidly changing landscape. 

Want to learn more? Speak with our team today. 

____________________________________________

*Source: MarketsandMarkets, State of Sales Enablement 2024 Report

The post How Seismic’s Interconnected Sales Enablement Platform Fosters Enterprise Success  appeared first on Seismic.

The evolution of AI has opened unprecedented opportunities for enablement leaders to increase productivity across teams. With foundational AI technologies like machine learning and the rise of generative AI, many organizations are now equipped to handle massive amounts of data. In this AI-driven environment, leaders are seeing a shift toward personalized enablement at scale, where AI helps teams identify and act on the most relevant information for each stage of the customer journey. 

According to Michelle Morgan, a global analyst with IDC, this transformation will yield an estimated $10 trillion boost to global GDP in the next decade, propelled by AI’s ability to handle both structured and unstructured data.  

From sales forecasting to tailored customer interactions, AI is transforming a previously “gut-feeling” process into a data-driven strategy. AI’s next step, Morgan explains, is in enhancing productivity through scenario simulations and customized learning paths — allowing enablement teams to better support sellers at each stage. 

In this post, we’ll highlight key takeaways from our Shift panel discussion, and detail how enablement practitioners can leverage AI tools to make sellers more productive and improve buyer engagement – all with an emphasis on compliance, data privacy, and security. 

The Role of AI in Enablement: A New Era of Productivity 

AI is reshaping the enablement landscape by automating time-intensive tasks, offering personalization at scale, and enabling teams to work more intelligently. With foundational AI technologies like machine learning and generative AI, many organizations are now equipped to handle vast amounts of data, making insights more accessible. And as we move toward personalized enablement at scale, AI tools are increasingly able to surface the right information at the right time for every customer interaction. 

Enablement leaders are also finding value in AI-driven forecasting tools, which analyze both historical and current data to produce highly accurate predictions. Additionally, personalized learning paths powered by AI create customized onboarding and training programs tailored to individual learning styles, ensuring that every seller is prepared and continuously supported. 

Enhancing Customer Experience through Smarter Interactions 

AI opens the door to deeper, more engaging customer experiences by transforming how sellers interact with clients. In today’s fast-paced environment, many buyers prefer a digital-first approach for initial engagement, and AI enables organizations to meet this demand through automated, context-aware interactions. AI tools like virtual assistants help with scheduling, CRM updates, and drafting personalized content, taking care of “assistant-level” work so sellers can focus on high-impact conversations. 

AI’s role in improving customer experience also extends to the buying journey. For instance, virtual try-on tools or interactive demos powered by AI allow buyers to explore products at their convenience, ultimately boosting engagement. Additionally, AI can analyze buyer interactions across digital touchpoints to inform sales reps of buyer preferences, allowing sellers to engage customers with content that resonates. These insights enable teams to tailor their approach and create a more seamless, customer-centered experience. 

Ensuring Compliance and Data Security in AI Deployments 

As organizations adopt AI at scale, compliance and governance become crucial. Enterprise-grade AI must align with data security and regulatory standards while remaining adaptable to an organization’s internal needs. To achieve this, effective governance strategies include restricting AI’s autonomous actions to administrative tasks, allowing human oversight for high-stakes decisions. AI solutions should also be designed to integrate securely with various systems across the organization, ensuring that data is controlled and protected at every touchpoint. 

Another vital strategy for enhancing security is contextualizing AI outputs with a company’s proprietary data. By grounding AI insights in an organization’s specific data repositories, companies can ensure that outputs are not only relevant but also compliant with internal standards. This customization enhances the quality of AI outputs, allowing them to align closely with the company’s voice and brand values. 

Overcoming the Fear Factor: From Hesitation to Action 

While the potential of AI is clear, leaders may face resistance to adoption due to concerns around complexity and change. A practical way to move forward is by beginning with focused, measurable AI projects that clearly demonstrate value. For example, enablement teams can start with AI applications in specific areas like onboarding or content engagement tracking, building confidence through small, impactful wins. 

By focusing on gradual, data-driven adoption, leaders can help their teams see the value of AI in real-time, addressing initial hesitations and building momentum for broader innovation. A phased approach also enables companies to expand their AI initiatives as teams become comfortable and experience success with early applications. 

A Strategic Vision for AI in Enablement 

As Seismic Shift 2024 highlighted, AI represents an opportunity for enablement teams to drive growth and deliver value by empowering sellers with more intelligent, adaptable resources. From enhancing productivity to improving customer engagement, AI-driven enablement can set teams apart in an increasingly competitive landscape. By focusing on compliance, customer experience, and productivity gains, enablement leaders can unlock the full potential of AI as a strategic asset. 

Through strategic adoption and thoughtful governance, enablement leaders can position their teams for sustained success in an AI-enabled world, building stronger, more resilient organizations in the process. 

If you’d like to learn more about how you can use AI in enablement, download our free eBook, The comprehensive guide to using generative AI in enablement, and transform your team’s productivity and customer engagement.  

The post An insider’s guide to pioneering AI in enablement  appeared first on Seismic.

Given that the role of enablement, and enablement tech is becoming more important across the industry, Seismic commissioned a research report to better understand how leading firms are integrating enablement as part of their business strategy.   

Our new study, “Revenue Enablement in Financial Services: 2024 Global Findings & Insights,” explores how industry leaders are investing in enablement, driving business results, and integrating AI into their enablement strategies to better support the needs of sales, marketing, compliance and leadership teams. Nearly all respondents (94%) say they are using some form of enablement technology at work and predict (93%) that their team’s reliance on enablement technology will continue to increase over the next year. 

In this post, we’ll cover the results of the study and focus on the importance of organizational and strategic alignment and the critical role that enablement plays within financial services. 

What is enablement technology?  

Enablement technology encompasses multiple capabilities and solutions, including sales content management and automation, training and coaching, buyer engagement, strategy and planning, and analytics and intelligence. 

Serving as a critical component in a modern tech stack, enablement technology makes it possible for firms to manage rapid change, keep up with changing customer expectations, improve offerings and services, and close skill gaps. 

The role of enablement in financial services  

Enablement tech plays an important role in unifying sales, marketing, service, enablement, sales learning and coaching, product, compliance and leadership teams to achieve the firm’s top strategic priorities.  Seismic’s own Chief Revenue Officer (CRO), Hayden Stafford, underscored the importance of alignment in a recent presentation, stating, “Aligned teams are efficient teams. Aligned teams are productive teams, and aligned teams are winning teams.” 

Enablement helps drive alignment by providing the necessary tools, training, and resources to help teams maximize every client interaction, and drive business growth and stability. Leaders featured in our study also agree with that sentiment, knowing that there is a lot needed to make client facing teams more impactful. They define enablement, a function generally shared across teams, as a mix of content creation and production (36%), sales tech (27%), and sales and training coaching (26%).  

Enablement technology makes it possible for marketing teams to create accurate and compliant content at scale, while solving the challenge of making it discoverable for client-facing teams. When client-facing professionals can quickly access up-to-date content and relevant client information, they’re able to deliver the hyper-personalized experiences that are both memorable and impactful.  

Organizational placement of enablement teams  

Although there’s no single blueprint for the ideal enablement structure, one essential quality they must share is alignment. Supporting sales teams effectively requires a coordinated effort across multiple departments. Successful firms understand that aligning marketing, product, sales coaching and training, data, and technology teams is essential for driving growth and maximizing impact. 

Firms are choosing a number of different ways to support sales enablement – having components of the function sit across various teams, with cross-functional committees coming together to align on priorities, measurements, and outcomes. Others are looking to centralize more of these functions within one team. While giving careful thought to organization structures is important, it is more important to keep teams aligned on a shared vision for enablement. 

According to Stafford, “Enablement drives measurable results — not just efficiency adoption, but concrete outcomes that matter, such as pipeline, sales velocity, value coverage, win rates, close rates, uplift rates, renewal rates, and more.” 

Enablement leaders and their responsibilities  

When industry leaders were asked about the primary responsibilities of the person leading enablement, responses varied across different focus areas. The largest portion (39%) indicated that their enablement leaders spend the most time on long-term projects, such as business transformation and operations that require a more holistic approach.  

Another 31% said these leaders focus primarily on execution, working to deliver on plans and projects they or others in the organization have requested. Meanwhile, 16% noted an equal division of time across all responsibilities, while 12% described their leaders’ roles as handling ad-hoc tasks that arise unexpectedly. 

The impact of AI-powered enablement 

Firms view AI as a powerful productivity booster for client-facing, marketing, and training teams, especially for streamlining content creation and improving efficiency of meeting preparation, delivery, and follow-up.  

Over 50% of respondents say their companies are using AI-powered tools in their enablement processes, and 90% report being satisfied or extremely satisfied with these tools. 

Use of AI in enablement efforts is expected to become more widespread in the near term. Respondents predict that AI will be indispensable in providing personalized customer experiences (92%) and maintaining competitive advantage (86%) in the next five years. 

Recommendations for driving strategic change and transformation 

To make the most impact and drive strategic change, we recommend that enablement leaders follow a six-faceted model: 
 

1. Align with business outcomes for strategic initiatives: Choose the business outcomes that you can address. 

2. Correlate client-facing professionals’ behavior to outcomes: Determine what they need to do and say differently, and what else they need to know. 

3. Develop the program: Create the program structure with playbooks, content, lessons, and practice. 

4. Monitor progress: Observe whether the program is working. Did the client-facing professionals engage with the enablement materials? Did they apply it with the right skills and behaviors? 

5. Implement modifications: Coach teams, improve materials, promote best practices, and fill gaps.  

6. Review results: Assess whether the program met the outcomes determined at the start (i.e. pipeline, revenue, time-to-close, or win rate). 

The power of alignment in driving strategic change  

Alignment is key to making enablement truly effective in financial services, helping teams drive strategic change and create a lasting impact. Our study reveals that industry leaders prioritize alignment across sales, marketing, and training teams as a means to boost productivity, personalize client interactions, and support growth. By ensuring all teams work toward shared goals and outcomes, enablement becomes more than a function—it becomes a strategic force for transformation. Firms that focus on alignment in their enablement efforts are better positioned to grow and set new standards in operational excellence and client satisfaction. 

To review the full findings, download the report: “Revenue Enablement in Financial Services: 2024 Global Findings & Insights.” 

The post How Financial Services Firms Align for Growth appeared first on Seismic.

Seismic’s recent study, “Revenue Enablement in Financial Services: 2024 Global Findings & Insights,” highlights how financial services leaders are integrating enablement and AI to stay ahead. With 91% of respondents pushing for innovative technologies and 97% doing so because of advancements in AI, the report sheds light on the growing investment in AI to accelerate productivity, meet evolving client needs, and drive revenue.  

Read on to understand how firms are using AI in enablement, what challenges and opportunities they face, and what’s next.  

The role of AI-enabled sales in financial services  

Firms are increasingly relying on AI-powered tools to boost productivity across client-facing, marketing, and training teams. More than half of the respondents are already using AI-powered tools specifically for enablement, while 25% use AI for other non-enablement tasks and 19% leverage AI for both enablement and non-enablement activities.  

Our research shows that financial services professionals are 12% more likely to use AI with enablement efforts in comparison to counterparts from other industries, demonstrating a broader acceptance of emerging technology.  

Key drivers for investing in enablement technologies and new technologies include: 

• Managing rapid changes within organizations: 60%  

• Keeping up with changing customer expectations: 57%  

• Reflecting customer offerings/products/services: 46%  

• Closing the skills gap through coaching and training: 38%  

• Decreasing sales time in the buyer journey: 28%  

AI-powered enablement: Tangible benefits  

Among respondents whose firms already use AI-powered tools in their enablement processes, 90% report being satisfied or extremely satisfied with the performance of these tools. Firms are streamlining several tasks with AI. These include:  

• Content creation and management: AI simplifies the creation and organization of content by automating processes like tagging and content assembly, while making content discoverable to client-facing professionals in the moment of need.  

• Training and coaching: Firms can use AI to deliver personalized learning modules, accelerating skill development and reducing time to proficiency. AI can also provide real-time coaching and feedback, helping client-facing professionals refine their techniques and improve performance.   

• Client engagement: AI tools analyze client data to help client-facing professionals tailor their communications and present relevant information during meetings. By organizing client information, suggesting talking points, and generating follow-up tasks, AI ensures personalized and productive client engagements that boost satisfaction and loyalty. 

Challenges and opportunities  

 
Even with AI’s potential, 66% of respondents report facing barriers to implementing AI in their enablement processes, most notably financial resource constraints (42%), security concerns (40%), and HR constraints (35%). 

To overcome these challenges, industry leaders are focusing on training and cross-functional collaboration between sales, marketing, service, tech, data science, and business operations teams. An overwhelming majority of respondents (85%) agree that AI literacy has become an essential skill for client-facing teams, and more than 90% work for firms that have launched AI-focused training programs for employees. By identifying and empowering champions for AI, firms can build adoption across teams.  

What’s next  

Rapid advances in AI will continue to evolve across the financial services industry, redefining everything from operations to client interactions. In fact, 90% of respondents predict that AI will completely transform their industry in the next 5 years, and that the fusion of AI with go-to-market strategies will result in a 40% increase in revenue growth.  

Respondents believe that over time AI has the potential to optimize functions across sales (61%), marketing (61%), strategy and operations (49%), risk and compliance (43%), coaching and training (39%), and legal and audit (33%) teams. It’s clear that embracing AI in your enablement strategies will strengthen your competitive advantage today and prepare your firm for tomorrow.  

Transforming financial services with AI-powered enablement tech  

AI-powered enablement plays a critical role in helping firms increase AUM/revenue, drive operational efficiency, and deliver more memorable experiences. Our study shows just how much AI can boost productivity and drive revenue, making it a game-changer for firms looking to stay competitive.  Firms that invest in AI-powered enablement are not only preparing for the future; they are setting new industry standards in client satisfaction and operational efficiency. 

For nearly a decade, Seismic has continuously invested in AI to enhance our platform’s capabilities, establishing us as the global leader in enablement. Seismic is proud to partner with more than 400 financial services institutions around the world to support their vision for growth. 

Contact your Seismic representative for more information. 

The post How AI-powered enablement tech drives AUM and revenue growth  appeared first on Seismic.

To power every new product launch, ramp every new hire, and roll out every new tool, the enablement team must run a program; and every program requires playbooks, training lessons, coaching sessions, and sales enablement content. With dozens of programs in motion at any given time and a variety of disconnected software solutions to make it all happen, enablers often have little choice but to be reactive “firefighters” instead of the proactive drivers of sales enablement strategy they should be. 

Sales enablement strategy is crucial—but enablers need to prove it 

With so much happening at once and so many different technologies involved, it can take weeks to collect and analyze the data needed to show how sellers’ behaviors changed and which enablement programs influenced those changes. 

Because of this, enablement teams can’t get a clear or timely view of whether their efforts are working. As a result, they’re unable to pivot their tactics when necessary to affect greater success, and they struggle to solidly demonstrate their worth to company leaders. 

Seismic Programs: Better enablement—with proof 

Strategic execution in the field is critical to any business. So, when the enablement team—the team responsible for keeping the field teams aligned with business goals—doesn’t have the insights or tools they need to do their job, the business suffers. And when that same team can’t prove how impactful their efforts are, they can’t get the resources they need to be successful — and the business suffers. 

Seismic Programs pulls all enablement-related data within the Seismic Enablement Cloud into a single environment, so enablers can quickly see the downstream impact of their efforts on field team behavior and make adjustments as needed. It also makes it easy to gain the insights enablement teams need to demonstrate the impact their initiatives have on seller success. 

What does Seismic Programs allow you to do? 

With Seismic Programs, you can: 

• Assess how a program is doing while it’s in flight and correct course quickly  

• Align your entire GTM engine—enablement, marketing, sales, and post-sales teams—around a single source of analytic truth, improving cross-functional focus and collaboration 

• Identify what tactics should be replicated in future programs—and what shouldn’t. 
  
  
  

How do I use Seismic Programs? 

It’s simple. Every program can be set up and run in this essential way: 

1. Choose a template. This can be a pre-built template provided by Seismic, or you can create your own.

2. Specify goals and set targets. Your template will even suggest a few. 

3. Add sales enablement content. This can range from Seismic Pages to lessons and more. You can see how certain content has been consumed and shared over time. And, if you have Seismic for Meetings, you can see whether keywords relating to certain topics have been mentioned in buyer conversations. 

4. Launch your program and watch the data roll in. Seismic compiles field team behavior based on the goals you set. Check in weekly to see how sellers have engaged with sales enablement content and training, and how they’ve interacted with buyers. 

5. Pivot on a dime. If there’s an issue, you can clearly determine the cause. Perhaps a key piece of content isn’t being used or performing well enough. Perhaps a crucial training lesson is being missed by too many sellers. Whatever the case may be, you’ll know what it is and be able to correct the situation before it’s too late. 

6. Report results and replicate success. Three key dashboards tie all the data you need together: 
   i. The Activity dashboard shows how resources in a program perform over time 
   ii. The Adoption dashboard shows how content has been shared and, if you have Seismic for Meetings, which keywords have been mentioned among buyers over time.
   iii. The Outcomes dashboard tracks won opportunities and revenue generation. 

These dashboards make reporting easy, and if a program is especially successful, you can turn it into a template for future programs. 

Ready to elevate your sales enablement strategy for a seat at the executive table? Speak with our team today for a demo of Seismic Programs. 

The post Introducing Seismic Programs  appeared first on Seismic.

Over the course of three days, we had the pleasure of connecting with 1,123 attendees from 429 companies across 19 countries. It was a week filled with inspiring keynotes, engaging breakout sessions, and countless opportunities to learn from each other. 

Throughout the event, we gathered a wealth of questions from our conversations with attendees. These questions reflect the curiosity, challenges, and aspirations of our community. To ensure everyone benefits from the insights shared at Shift, we’ve decided to create this mailbag-style article where Seismic’s subject matter experts will address some of the most pressing questions from our customers. 

From the latest innovations in the Seismic Enablement Cloud to practical tips on driving transformational enablement, our experts are here to provide you with valuable answers and actionable advice. Whether you were able to join us in San Diego or are catching up from afar, we hope this blog post helps you push what’s possible in your own enablement journey. 

Stay tuned as we dive into your questions and share the knowledge and experiences that made Seismic Shift 2024 an event to remember. 

Where should enablement sit within the organization and to whom should it report? 

The short answer is it depends. The longer answer is more complex, but it ultimately comes down to revenue and growth.  

Enablement needs to align to the revenue sponsor, whether that lies with marketing or sales. Enablement teams should be integrated into the strategic planning process to ensure their initiatives are aligned with the company’s overall objectives. As a critical player in the decision-making process, enablement can help set measurable success metrics that matter to the business, such as pipeline velocity, win rates, and customer engagement.  

This data-driven approach allows for continuous monitoring and adjustment of strategies to achieve the desired outcomes. Ultimately, the close integration of enablement teams with other functions and their involvement in strategic planning are crucial for driving significant revenue growth and achieving business success. 

Enablement teams should be strategically positioned within an organization to drive the greatest growth impact. By aligning closely with sales, marketing, product development, and customer success teams, enablement can ensure that all efforts are directed towards common goals and outcomes. This alignment fosters a shared understanding of success and creates a cohesive strategy that enhances efficiency and productivity across the organization. Enablement teams provide the necessary tools, training, and resources to support sales teams, ensuring they are well-equipped to meet their targets and drive revenue growth. 

Hayden Stafford | President & CRO | Seismic 

How should my enablement team approach planning? 

To build a strategy for an initiative, start by clearly defining the objective, understanding the problem you aim to solve or the opportunity you want to leverage. Identify key stakeholders, resources, and potential obstacles. Develop a strategic roadmap for action with specific, measurable steps, prioritizing tasks based on impact and feasibility. Finally, establish metrics to track progress and ensure continuous evaluation and adjustment. 

In more specific terms, we recommend that you start with an Enablement Charter if you do not have one. Our Enablement Charter service helps establish a comprehensive framework that defines the strategy and vision of your enablement function. This formal charter ensures that your enablement efforts are aligned with broader business objectives and have clear ownership across departments. By activating this charter, we help ensure your organization is strategically positioned to maximize the value of your enablement initiatives. This service brings structure, alignment, and focus to your enablement strategy, enabling long-term growth and measurable success. 

You can also contact the Strategic Enablement Services team! We have a broad range of ways to help customers get started, including a baseline assessment of your enablement maturity level and corresponding recommendations that point back to our Enablement Value Chain.  

Dean Perry | Strategic Consulting Director | Seismic 

How do I identify the right KPIs for my team to measure? How do you show business value with non-revenue generating functions? 

Ultimately, you want to measure more than just the number of people logging into the Seismic platform, so defining meaningful KPIs for your organization is paramount. Every enablement org serves a different business with different goals, making it difficult to determine a set of KPIs for all. 

Ask yourself what value story you hope to tell with Seismic and how it aligns to your business’s outcomes. Businesses often measure success with revenue, and while difficult, it isn’t impossible to tie enablement behaviors to revenue. 

Identify what your leaders recognize as success, such as the average length of a sales cycle, lead conversion rate, and win rate. Aim to change and improve sales behavior through enablement. Consider the average time to ramp up new sellers, measure content usage for product/program launches in relation to revenue trends and compare win rates when using Seismic content versus not. 

The key takeaway is to be conscious of your core audience. Use the data Seismic provides to connect the dots between your actions and your business goals. 

Sergio Toranzo | Senior Solution Consultant II | Seismic 

How do I demonstrate value and build internal advocacy for enablement? 

Two of the questions we’re often asked are, “How do I prove value to teams I haven’t engaged with?” And “How do I engage with teams I haven’t provided value to?” 

We recommend understanding your organization’s vision, which often involves building strong customer relationships for revenue and loyalty. As an enablement expert, you likely have initiatives to support team goals. Next, identify these teams’ specific goals and challenges within the business context. Create or use content that addresses these needs, with measurable deliverables. Regularly check in with clear reporting to show impact and uncover new growth opportunities. 

Liz McLemore | Product Marketing Director | Seismic 

I work in a highly regulated industry where leadership is risk averse. Do you have any advice for helping colleagues become more comfortable with AI? 

There remains a wealth of opportunities for AI to bring business value to highly regulated industries, especially by integrating with existing regulatory requirements and ensuring compliance. Many AI products are specifically designed with regulatory frameworks in mind to meet the complex needs of enterprises.  

To find a suitable, enterprise-grade AI solution for your industry, it’s crucial to involve legal and compliance teams early in the process. This helps address concerns and ensure the solution adheres to essential standards. Key factors to assess when choosing AI products include compliance with privacy regulations, transparency in AI decision-making, responsible data-sharing practices, and ensuring data residency requirements are met. Additionally, AI models should be accountable and designed with safety mechanisms to prevent unintended risks.  

To help your organization adopt AI, start by educating internal teams and addressing key concerns raised by legal and compliance departments. This builds trust and alignment regarding technology, business, and regulatory needs. Begin with low-risk AI projects that have clear, measurable outcomes, allowing your organization to see real-world benefits through small, controlled pilot programs. 

Yinyin Liu | VP of Engineering | Seismic 

How can Seismic Strategic Enablement Services help me? 

Strategic Enablement Services offers tailored consulting solutions that align your enablement efforts with broader business goals, driving measurable impact. Our expert team works alongside you to optimize processes, enhance team productivity, and ensure smooth adoption of new initiatives. Whether you need support with onboarding, change management, or developing a robust enablement strategy, we bring the expertise to help you achieve sustained growth and maximize your ROI. 

Irina Soriano | VP, Strategic Enablement Consulting | Seismic 

Build Momentum with Strategic Enablement 

Understanding your organization’s vision and aligning it with actionable enablement initiatives is key to driving growth and success. Seismic’s Strategic Enablement Services team is here to support you every step of the way, from optimizing processes to ensuring smooth adoption of new initiatives. With tailored consulting and a focus on measurable impact, we are dedicated to helping you achieve your business goals. 

Thank you for your questions. We encourage you to continue to submit your most pressing enablement queries to us on social media. We are always here to provide the insights and support you need to drive success in your organization. Stay engaged and keep those questions coming! 

The post Mailbag: Answers to your top foundational enablement questions  appeared first on Seismic.

When it comes to rolling out programs or initiatives like sales plays, product launches, or onboarding programs, business leaders need to create a collaborative environment that connects strategy with well-defined objectives and execution. 

That’s why we’re excited to announce our Fall ’24 Release, created to help teams better execute their go-to-market strategies around shared goals. Our latest features and updates to the Seismic Enablement Cloud enable teams to activate strategic initiatives, optimize workflows, and drive sustainable growth. 

Enablement’s first command center is here 

Seismic Programs is the first command center for enablement practitioners to design, manage, and optimize their enablement initiatives while demonstrating impact.  

Seismic Programs offers unprecedented visibility across the entire enablement lifecycle, connecting data from content, lessons, customer engagements, and more. With Seismic Programs, enablers can launch their initiatives, assess their enablement programs in real time, and modify them wherever needed. 

Enablement practitioners using Seismic Programs are fully equipped to drive field team behavior change and prove their impact on win rates, revenue, and other goals. 

Speed up workflows with AI-powered enablement  

Aura Copilot has been available for Early Access (EA) since our Fall 2023 release, and has now reached General Availability (GA). In addition to EA features like page creation and generative search, we’re excited to announce several new Aura Copilot features. 

As part of General Availability, teams can now get answers and content faster, automate tedious tasks, and get hands-on assistance in their workflows.  

Content creators save valuable time with the ability to draft Pages and Playbooks based on existing content from their Seismic Library. They also eliminate manual efforts with an AI writing assistant for program and content descriptions, and multi-language support for content tagging. 

Enablement professionals can easily show impact and ROI with self-service reporting on their teams’ Aura Copilot usage. They also have more control over AI feature access by updating user permissions.  

Sellers benefit from improvements to generative search for faster and more accurate answers. They can also view AI-generated summaries of their email, Slack, and Teams notifications. With quicker access to the information they need, sellers deliver better customer experiences and close deals faster. 

Deliver impactful meetings 

Meetings are make-or-break opportunities for sellers. And when reps can’t progress deals quickly toward closure, sales plays and product launches often fall short of their goals. Our Fall Release updates to Seismic for Meetings will empower sellers to deliver higher quality experiences throughout the entire meeting lifecycle – so teams excel in the final stages of their enablement programs. The newest additions allow users to: 

Seamlessly execute meetings and remove needless interruptions by switching presenters behind the scenes without pausing and restarting screenshare. With a new slide panel view, presenters can easily access content, agendas, notepads, and speaker notes on a slide deck. 

Increase engagement by distributing meeting clips internally as best practice examples or sharing them with customers through a digital sales room (DSR) after the meeting.   

Enable better coaching from sales managers and colleagues with the ability to review and add time-stamped comments directly inside a meeting recording. 

Shorten ramp time and accelerate quota attainment  

Seismic Skills connects the dots between the programs enablement teams are running and behaviors in the field that are necessary for their success. It makes it easier for sales enablement teams to work in lockstep with sales managers to achieve their outcomes by assessing reps’ skills and creating plans to learning gaps. 

Enablement leaders can easily create and deploy role-based competency frameworks to assess the impact of training and coaching on reps’ skill development. They can empower sales teams with collaborative, goal-driven coaching plans. 

Revenue managers can review and evaluate reps’ performance to ensure they are growing into their roles, developing expertise, and hitting quota. They can assess strengths and weaknesses across individual performers and create customized coaching plans to improve reps’ development and replicate top performers. 

Customer-facing reps can monitor their own progress through the training process, determining areas of success and improvement. Skills helps reps easily identify areas for professional growth and includes hands-on feedback from their manager. 

Prepare teams to excel in every customer interaction 

To rise above the competition, customer-facing teams need a collaborative environment to access top strategies, content, and information. This way, they can consistently execute on sales plays and product launches. Seismic Channels – now available for Early Access – equips teams with the resources to do just that. It provides an intuitive hub for go-to-market communications, cross-functional collaboration, and peer-to-peer learning. Targeted channels give reps and enablement practitioners the ability to post, comment, react, and share best practices. Teams with Seismic Channels: 

• Break down silos and foster a collaborative peer-to-peer learning community of fully informed and aligned sellers. Streamline internal communications and keep teams up to date by featuring posts with important market and company developments. 

• Ramp sellers quickly and scale enablement by sharing successful strategies, peer coaching, pitch practice, and continuous skill development. 

• Measure impact and optimize enablement strategies with communication trends and performance insights at an overview, channel, and post level, with opportunities for seller feedback. 

See the latest features and updates in action  

Want to see our Fall ’24 Release for yourself? Get a demo today!  

Not ready to talk? Learn how Seismic customers are driving better outcomes with Seismic by downloading our ebook, Master Modern B2B Selling with Enablement.   

The post Fall ’24 Release: Empower Strategic Change  appeared first on Seismic.

About a year ago, I met with a Seismic customer who changed my view on measuring success. For them, success boils down to a single, yet important question: Is my enablement technology making us more money than it’s costing us? 

In this post, we’ll highlight the importance of enablement technology to your program and how you can measure its impact to improve your initiatives.  

Making the case for enablement technology 

We live in a world where tech stacks are scrutinized and evaluated for efficacy. Sales enablement teams often act as centers of excellence, tasked with developing and deploying best practices and processes benefiting various departments.  

Enablement continues to be a rapidly growing priority for major organizations. To put it into perspective, in 2017 only 58% of companies had a dedicated sales enablement resource, team, or program. Now, more than 80% of organizations do. As demand grows — and the pressure to quantify value increases — enablement professionals must make the case for continued confidence and investment for a variety of executive decision-makers. That makes the measurement of success more important than ever.   

Measuring the success of your enablement program 

Defining the success of any enablement program starts with understanding the problems you want to solve. Uncovering these core issues helps identify a path to value. Here are some tips to get started: 

1. Learn what’s working and what isn’t. Replicate success where possible, refine promising efforts, and improve or discard what doesn’t deliver value. 

2. Align the biggest efforts with the biggest returns. Demonstrating the value of your investment in tangible ways allows you to measure it against the resources invested. 

3. Implement new processes to drive productivity and maturity. Establishing an end-to-end process for rolling out and measuring new efforts is essential for success. 

Use findings to usher in new processes 

Driving toward productivity and maturity means establishing a comprehensive process to launch, measure, and optimize new efforts. I’m used to rolling up my sleeves and helping clients move from the art of the possible into reality, so I want to share things you can do right now. 

• Select success metrics: Defining good KPIs is challenging but essential. It starts with identifying the problems you want to solve and your desired outcomes. For example, if you aim to enhance seller efficiency, you can measure the average sales cycle. Compare the performance of sellers using enablement tools to those who do not. Then, use the gap in the average sales cycle to define your KPIs and develop an engagement program. 

• Ensure access to data: Understand what data is accessible and assess what’s lacking based on your objectives. Our analytics enable you to filter various dashboards and reports using both out-of-the-box metadata and custom content properties. If essential elements are absent, consider integrating with other platforms like your HRIS system or CRM to incorporate those data points into Seismic, enhancing the measurement capability. 

• Connect the dots: Knowledge is critical for mastering analytics in Seismic. To gauge success accurately, connect your enablement programs and key behaviors with our analytics. For instance, if one of your KPIs is focused on platform adoption, clarify what constitutes adoption: is it based on login frequency, content usage, or user activity? Precisely defining success criteria ensures clarity in measurement. 

• Move from data to insights: While data is valuable, insights are invaluable. Performance metrics are great, but the real value lies in analyzing and interpreting them to make impactful recommendations. This process can be challenging, as it requires translating data into actionable insights. Seismic alleviates this fear by offering automated insights as part of our comprehensive package. For instance, if you want to audit the internal performance of your content to understand what resonates with your sellers, our out-of-the-box dashboards provide instant recommendations based on industry standards. 

As you continue to leverage Seismic, you’ll discover how to define key metrics that drive success. While capturing the necessary data might seem daunting, being open to exploration and learning equips you to answer the million-dollar question: Is Seismic making us more money than it’s costing us? 

Seismic makes it simple to measure success 

Reflecting on the conversation with our client, I’m pleased to report that our analysis and discovery determined their answer was a resounding yes. At Seismic, we believe every customer needs to ask the same question when starting to measure success. Enablement is mission-critical and impacts the entire organization. Future platform innovations promise to make measuring the comprehensive impact of every enablement effort even easier. 

In the meantime, if you need further guidance on your journey to answer this question, Seismic solution consultants and strategic advisors are here to help you analyze your data and make program recommendations that will set you on the path to organizational transformation. 

You can also download the Generation Enablement Report: Driving Strategic Change with the Power of AI here! 

The post How to measure sales enablement success  appeared first on Seismic.