The Challenges

Before implementing emlen, Pace faced significant challenges in their sales processes:

Decentralized content management

With sales materials scattered across email threads and Google Drive, Pace struggled to keep track of shared resources. Long sales cycles, combined with frequent changes in stakeholder teams, led to confusion and inefficiencies.

Inefficient stakeholder collaboration

Prospective clients often requested materials multiple times, leading to delays and a lack of clarity about what had already been shared. Internal teams also faced difficulties synchronizing content updates and sharing the latest resources with indirect sales partners.

Limited buyer engagement insights

Pace lacked visibility into buyer engagement, like whether materials had been accessed or reviewed. This made it challenging to prioritize deals and tailor follow-ups effectively.

The Solutions

Pace discovered emlen through a proactive outreach by emlen’s team, and the potential benefits were quickly apparent. The digital sales room became a game-changer in addressing their challenges:

One source of truth: Centralized content management

emlen provided Pace with a unified platform to organize sales materials, making it easy to share content with stakeholders while keeping everything in one place.

Streamlined sharing: Improved collaboration

Being able to create customized, web-based showrooms allowed Pace to streamline content sharing with internal teams, indirect sales partners, and prospects. Materials were always up-to-date, and access was seamless.

Data-based insights with emlen buyer engagement analytics

emlen’s analytics offered Pace valuable insights into buyer activity. Knowing when and how prospects engaged with their digital showroom enabled the sales team to prioritize opportunities more effectively.

How Pace uses emlen

Pace leverages emlen as a central hub for their sales materials, simplifying the way teams and prospects access and interact with content:

1. Sales content distribution: The digital showroom organizes materials by categories (e.g., legal documents or technical specifications), ensuring stakeholders quickly find what they need.

2. Streamlining onboarding: For indirect sales teams, emlen replaced Google Drive links, minimizing confusion and manual synchronization of materials.

3. Improving buyer experience: Personalized showrooms, complete with the prospect’s name and a welcome message, impressed clients and demonstrated Pace’s commitment to innovation.

Impact and future plans with emlen

Since adopting emlen, Pace has significantly improved the efficiency and professionalism of its sales processes. 

‍

The centralized platform saves time, reduces errors, and fosters better stakeholder collaboration. Additionally, emlen’s analytics empower the sales team with actionable insights into buyer behavior.

Looking ahead, Pace envisions further integrating emlen into their workflows, potentially extending its use into the post-sales phase for onboarding and implementation.

Discover how you can simplify your processes and enhance customer engagement with emlen. Take our interactive product tour to see emlen in action. We’d love to support your growth journey.