As new sellers joined CTS, the business needed a way to make these new recruits aware of the services that they offer customers. They, and existing sellers, need to be kept up to date with new and updated products, as well as being able to access key content to understand, propose, and then transact the solution.
CTS created a Service Catalogue using Google AppSheet, which is included as part of a Workspace licence. It was selected because:
- It was available to CTS at no extra cost
- It is a product CTS encourages their customers to use and are advocates of
- It gave the CTS sales team a chance to gain first hand experience of using AppSheet from a user perspective
- It gave CTS the chance to showcase the power of Google search
- It is easy for multiple people to maintain with limited knowledge of the product
Sellers can toggle between a list or tile view of solutions, which is arranged in categories and linked with CTS’ high-level service offerings; ‘Solve’, ‘Change’, ‘Manage’. This makes it easier to navigate, by product, solution or service, with a description and links to sales enablement materials.
Charlie Rozentals, Head of Google Workspace Delivery at CTS reflects on the experience, “I was excited to test just how easy it would be for someone who has no technical experience and I wasn’t disappointed!”
Given the content contains a bunch of CTS’ secret sauce it is important that only people within the business are able to access the app. It is also key that only certain folks can add products, while everyone in the business can view the solutions. This was simple to achieve by using Google Accounts to authenticate users.
Once in the Service Catalogue, the search capabilities proved invaluable. It has given sellers the ability to search for keywords relating to customer challenges in the app. As you’d expect from a Google product, the search is fast and accurate.
Sellers are now able to self-serve more than ever before. This solution allows them to qualify opportunities at a deeper level before engaging with the Workspace pre-sales and delivery teams, freeing up their colleagues time to focus on more sales and delivery work. In addition, Appsheet has improved time to onboard by up to 33%, improving ramp time for new sellers because the information they need is at hand.
Thanks to AppSheet, CTS has been able to increase Workspace services sales and deal velocity by 15% over a 3 month period. The back-and-forth that preceded this solution is now a distant memory, leaving CTS to solve more business challenges for ourselves and our customers with no coding required!