Companies Aim to Improve Sales Effectiveness by Pursuing Quality and Consistency in How Sales People Communicate with Buyers.

Kadient experiences a big upswing in companies selecting its on-demand sales knowledge application

NASHUA, N.H. -- Every B2B sales and marketing executive strives to improve sales effectiveness. They recognize that this requires their sales teams to deliver consistent, on-target messages in their communications with buyers, but few would say they're doing so today. In most companies, the information sales people need is incomplete, obsolete, and scattered across the company. Since sales people don't know where to go, they resort to non-productive emails and telephone calls seeking knowledge, and often end up creating their own content.

The urgent need to solve these problems is driving an increasing number of companies to address their sales effectiveness challenges by implementing Kadient's on-demand sales knowledge application. In the fourth quarter of 2007, twenty-six companies subscribed to Kadient's inciteKnowledge. Over seventy companies, and 8,800 sales professionals, are now using the application, which was fully launched in June 2007. The executives in these companies realize that improving sales performance requires that they give sales people the information and guidance they need, specific to the opportunities they are managing and the people they are selling to, at every stage of a customer's buying process.

With Kadient, sales and marketing teams identify the sales knowledge, insights and practices that are proven to be most effective, organize this information, make sure it's compliant and put it into a framework that helps them continually improve it. Sales people can easily access this information, assemble personalized selling materials, and get coaching on what actions they should take to advance an opportunity.

LANDesk Software and SXC Health Solutions are two of the financial services, technology, and healthcare companies that selected Kadient in 2007.

"Our product knowledge exists in many locations, and is often redundant, incomplete, or out of date," said Doug Knight, VP of Sales at LANDesk. "This is an endless loop of productivity and knowledge loss. We're looking to Kadient to help us get the structure, proper tools, and content accountability that will help our sales team and partners sell more productively."

"We are looking to eliminate tedious hours of cutting and pasting from a series of files, located in a series of folders possessing little systematic structure," said Mark Ciamarra, Vice President, Opportunity Management at SXC Health Solutions. "By automating the document generation, we will continue to lower the cost per proposal, enable a greater workload per Analyst, and improve the quality and proposal/revenue win ratios. We also look to Kadient to provide the structure and scheduling so that our content managers can proactively update our responses at planned intervals and replace the outdated, unapproved content."

Anyone interested in taking a tour or test driving inciteKnowledge can go to www.kadient.com and click on "Free Trial".

About Kadient

Kadient helps companies arm their sales people with the content, messages, and strategies they need to win at every stage of the customer's buying cycle. Using Kadient's on-demand sales knowledge application, sales people stand out from the crowd, win more deals, and achieve quota, while marketing teams deliver more value to sales and have measurable impacts on revenue. Industry-leading organizations including Experian, FileNet, and BlueCross BlueShield are among Kadient's 1,100 customers. To take a test drive, go to www.kadient.com and click on "Free Trial."