Demoleap Live: How Maxio enables a unified sales team while scaling 50% yearly
Demoleap Live is a collection of Interviews with some of the Top Industry Leaders and professionals in SaaS sales. Asking important questions to help guide other B2B sales companies to success in the SaaS sales world. In this space, Itay, Demoleap's CEO, goes head-to-head with Will Ibsen, VP of Sales at Maxio.
Video: An Interview with Will Ibsen, VP of Sales at Maxio
About Maxio
Maxio is all-in-one revenue management and advanced subscription billing solution for high-growth software-as-a-service (SaaS) companies. Maxio is the result of the 2022 Battery Ventures-backed merger of SaaSOptics and Chargify, the leading providers of financial operations and subscription billing management solutions for subscription businesses.
“Battery Ventures invested 150 million-plus to bring best breed solutions together, as opposed to some of our competitions who picked up smaller companies along the way.”
The Challenges
How do you enable two mature, growing B2B SaaS companies to operate at maximum levels of efficiency and accuracy while scaling at 50% YOY?
“With the merger, we had a ton of training and enablement to do in a short time to get the team ready for the Maxio's launch.”
- Ramping up and training in a short time to get the teams ready for the Maxio’s launch
- Co-training two sales teams on both products
- Implementing new messaging and demo structures and playbooks
- Measurement of success
“We needed some way to reduce the training and enablement overhead and allow reps to learn the new product, positioning, demo paths, and talk tracks when they had time. Demoleap helps reps learn by doing; they can jump in and learn about the product.
We are growing at 50% year over year. As we scale, a stream of new hires and features creates complexity in enablement and selling.“
The Solution
With Demoleap, Maxio ensures sales teams are driving consistent messaging to make sure every single prospect is guaranteed the best experience possible while scaling 50% year over year.
Success elements:
- Creating training on demand initiatives
- Constantly updating talk tracks with new insights and value messaging
- Incorporating new sales methodologies
- improving the discovery process
“Just recording a video and telling the rep good luck was probably a little bit too much to ask of someone.
We needed a way to either hire someone to help with the training and enablement or have something like a Demoleap to do training on demand whenever the rep had free time.”
Key Results
- Ramping sellers in 5x faster time with real-time playbooks
- Co-training a newly merged sales team on two products and client personas
- Creating enablement of on-demand initiatives allowing reps to train in context
- Implementing new messaging and demo and discovery playbooks
- Gathering org-wide knowledge into live playbooks
"I've never experienced updating our process, talk track, click paths, and Demo slides so seamlessly, and now I measure demo activities directly from Salesforce."
"When everyone's using the one Demoleap discovery call playbook that we have, we can tweak it, and we can update it. And then everybody's paddling in the same direction."
Interested to know how Demoleap can help ramp up sellers and create a winning discovery and demo process? Book a demo.
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