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How Makersite Keeps Everyone Engaged and Informed in Long Sales Cycles with emlen

About

Technology company delivering AI-powered product lifecycle intelligence for manufacturing enterprises.

Industry
Manufacturing Technology
Company size
90
+
Country
🇩🇪 Germany
Website
External link iconLinkedIn icon
About
Makersite

Makersite is a technology company delivering AI-powered product lifecycle intelligence for manufacturing enterprises. Their platform empowers companies to achieve product sustainability goals, accelerate product engineering, and reduce supply chain risks.

Challenge icon
Challenge

Makersite faced significant challenges in managing customer communications and gaining visibility into prospect engagement across the complex enterprise sales cycle.

Solution icon
Solution

Makersite embarked on a journey to integrate emlen into their sales process, starting with a test phase involving a few key users.

Use cases
Sales Content Distribution
The company is using emlen collaborative spaces to easily distribute its sales content.
Deal Prioritization
The company is using 'Hot Leads' feature to know when is the right time to follow-up their buyers.
Sales Content Management
The company is using emlen sales content management hub to manage all their content.
Buyer Insights
The company is using buyer engagement analytics to know when and what their buyers are looking for.
Sales Content Distribution
The company is using emlen collaborative spaces to easily distribute its sales content.
Sales Content Management
The company is using emlen sales content management hub to manage all their content.
Deal Prioritization
The company is using 'Hot Leads' feature to know when is the right time to follow-up their buyers.
Buyer Insights
The company is using buyer engagement analytics to know when and what their buyers are looking for.

The Challenge

When Julian Weitz joined Makersite as the VP of Sales, the company was an early stage startup with around 10 people. Today, it’s a fast growing scale-up with over 90 employees. 

Despite their rapid growth, Makersite faced significant challenges in managing customer communications and gaining visibility into prospect engagement across the complex enterprise sales cycle. Their reliance on external SharePoint and personalized email methods resulted in a decentralized, inconsistent approach that hinders effective communication and stakeholder engagement.

"Managing multiple stakeholders across the sales cycle, we were dealing with a less engaging way of informing stakeholders. This needed optimization because a lot of the selling happens when you’re not in the room."
Quote author

Julian Weitz
VP of Sales at Makersite

The Solution

A fortunate meeting on the golf course introduced Julian to Marc Grewenig, one of emlen’s co-founders. Initially unaware of the solution’s potential, Julian soon recognized its value. Makersite embarked on a journey to integrate emlen into their sales process, starting with a test phase involving a few key users.

emlen’s collaborative spaces showed an impact with Makersite’s approach to sales in three key areas:

  1. Account-Based Marketing (ABM): Enhanced collaboration between marketing and SDRs.
  2. Sales Outreach: SDRs used emlen to tailor content, making stakeholder engagement more effective.
  3. Customer Education: AEs leveraged emlen to keep stakeholders continuously informed throughout lengthy sales cycles.
"We used emlen to inform over 50 stakeholders during a strategic long sales cycle, keeping everyone engaged and informed in a way that static documents like PDFs couldn’t achieve."
Quote author

Julian Weitz
VP of Sales at Makersite

Key Features and Benefits of emlen

Content Hub

emlen’s centralized content hub ensured that all sales materials were up-to-date and easily accessible, providing a single source of truth for the team.

Analytics

The detailed analytics offered by emlen gave Makersight valuable insights into customer engagement, enabling them to prioritize leads and tailor their communications more effectively.

Enterprise Sales Engagement

By using emlen, Makersight can inform a multitude of stakeholders efficiently, enhancing their internal discussions and strategies. The interactive nature of emlen facilitates a deeper understanding and engagement from all parties involved.

How Makersite worked before emlen

Before implementing emlen, Makersigh relied heavily on SharePoint for document sharing, but this method was far from ideal, lacked analytics and wasn’t very engaging. Julian explained:

"Every AE sort of had their own style of doing things. It was pretty hard to standardize that. We are still in the process of standardization, but emlen delivers us additional data on the status of our deals, especially with the amount of stakeholders involved. The selling often happens when you’re not in the room, and we needed a better way to equip our champions with the right information to inform other stakeholders and persuade them."
Quote author

Julian Weitz
VP of Sales at Makersite

Results and future plans for using emlen

While it’s challenging to quantify the exact impact, Julian noted significant improvements in stakeholder engagement and overall confidence in their sales processes. Moving forward, Makersight plans to explore mutual action plans within emlen and standardize the use of digital deal rooms across all sales activities. Julian shared:

"Having a centralized content hub gave us better insights into what stakeholders were focusing on. I anticipate more measurable results in the coming quarters."
Quote author

Julian Weitz
VP of Sales at Makersite

Recommendation

Julian recommends emlen to other large sales teams, highlighting its ability to create engaging and professional communication channels that simplify managing complex sales cycles. 

"emlen gives you an additional edge. How much of it we’ll see over time, but I’m positive we’ll see more deals where emlen had a significant influence on our success."
Quote author

Julian Weitz
VP of Sales at Makersite

Hundreds of happy clients close deals faster with emlen.

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About

Technology company delivering AI-powered product lifecycle intelligence for manufacturing enterprises.

Industry
Manufacturing Technology
Company size
90
+
Country
🇩🇪 Germany
Website
External link iconLinkedIn icon

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