Revamping the Collaboration Between Sales Teams and Buyers

emlen is the pioneer in the buyer enablement space and provides top-tier collaborative space between sales teams and buyers.

emlen offers functionalities that foster deal collaboration and prioritization. Features like integrated meeting calendars, chat communication, and the ability to pin comments allow for rapid responses to buyer inquiries, ensuring that every interaction adds value. Additionally, emlen provides real-time insights into deal engagement, including click-through rates and content consumption. This enables sales teams to prioritize deals effectively, with notifications and CRM integrations informing them about the most promising opportunities. Through these capabilities, emlen improves the efficiency of sales strategies.

emlen’s primary challenge was the difficulty of attracting local talent, along with the cost, speed, and effort required to hire a team for their platform development.

To address this challenge, we augmented emlen’s in-house engineering team with 19 senior tech experts. They were responsible for developing and improving key features that became foundational to emlen’s success. As a result, emlen’s end-users can now create custom deal rooms with personalized content, allowing their customers to engage with the information at their own pace.

• Collaborative space with engaging functionalities, including content distribution and commenting, personalized room branding, and real-time communication through chat and video calls.
• Invitations for collaboration, enabling multiple stakeholders to work together seamlessly.
• Content and buyer engagement analytics and insights for deal prioritization.
• CRM integrations for getting insights which deals are hot on click-through rates, content consumption, interaction & engagement.
• Salesroom management features like tags, templates, contacts, and content management.

To achieve the project goals, StartupSoft contributed to adoption of the Agile Scrum methodology, leveraging its flexibility and efficiency in handling changing requirements. StartupSoft contributed to the establishment of quarterly Product OKRs (Objectives and Key Results) aligned with overall company goals. Together with emlen’s team, we’ve simplified adding new content to several collaborative spaces at once and worked on automating both seller’s and buyers’ experiences.

OUR CONTRIBUTION INCLUDES:

• Achieved full GDPR compliance.
• Simplified content distribution for sales teams.
• Modified sales follow-ups, reducing manual effort and improving customer retention and conversion.

OUR END-USER IMPACT:

• A 35% increase in faster deal cycles, indicating a more efficient sales process.
• Enhanced buyer engagement by 25%, showing improved interactions with potential users.
• A 27% higher win rate, suggesting a more effective sales strategy and execution.