Building a Successful Sales Enablement Program
Presented by Jay Blinderman, Director of Solutions Marketing for Workload Automation, BMC Software
Sales enablement poses challenges for many organizations. Most companies have figured out what assets to create, and who should create them. And some companies have invested in elaborate delivery systems to assure management that those assets were delivered to sales. But how much do you really know about the effectiveness of your enablement? Are you able to identify knowledge gaps? And if you can identify gaps, can you drill down to the individual sales person level? The Workload Automation business unit of BMC had a goal of understanding enablement gaps at the sales person level. Why you ask? So they could build an enablement program that would result in selling more stuff. Jay Blinderman from BMC will share their story and how they restructured their sales enablement to try to address these goals.
Jay Blinderman is currently a Director of Solutions Marketing for the the Workload Automation business unit at BMC. Jay leads a team responsible for the development and execution of strategic and tactical marketing programs. His leadership also extends to the develoment and execution of sales enablement materials and solutions marketing content used for sales training, marketing demand generation and pipeline generation. Prior to joining BMC in August 2015, Jay held roles in sales, business develoment, product management and marketing for Fortune 50 companies focused on delivering B2C and B2B products and services, including Nestle, Coca-Cola, Cardinal Health and Honeywell. Jay holds a B.S. in Journalism from Texas A&M University.