News You Can Use: Brainshark, DoubleDutch, More

4 minute read
Shelagh Collins avatar

The latest in appointing, funding, sales productivity, CX and acquisitions from Fog City, the World’s Biggest Urban Playground, Watch City, the A, the Mound City and Jet City.

C-Suite Talk in Brainshark Report

Forbes Insight and Brainshark data
What’s your superhero power? If sales productivity is your bag, the Power of Enablement might be what you’re hoping for.

And a new report by Brainshark and Forbes Insights, “The Power of Enablement: Bridging the Sales Productivity Gap,” offers some instructions to kick those superpowers into gear.

Using data from a survey of 216 US-based executives relating to the problems of sales productivity, the report concludes “59 percent of companies that surpassed revenue targets … have a defined sales enablement function, compared to only 30 percent of underperforming organizations.”

In addition, 71 percent of C-level executives are most concerned with driving sales productivity.

Additional key report findings include:

  • Sales enablement solutions (55 percent) are the top technology investments for boosting sales productivity
  • Top-performing companies look to sales enablement technology to power their content strategies
  • Seven out of 10 top-performing organizations excel at providing a consistent sales message throughout the buyer’s journey, compared to 37 percent of all other firms
  • Leading companies identify two defining characteristics of their top-performing salespeople: the ability to sell value over price (81%) and consistency of execution (74 percent)
  • Nearly three-fourths (74 percent) of leading companies cite coaching and mentoring of sales reps as the most important role front-line sales managers play
  • Three-fourths of top-performing organizations have strong alignment between sales and marketing, compared to just half of all other firms

DoubleDutch Promotes Customer to CMO

Emily He
According to Emily He, she was a “raving fan of DoubleDutch” two years ago while working for Saba Software. So when the company offered her a chance to join the team as Chief Marketing Officer, it didn’t take long for her to decide to make the move.

She called it “the perfect opportunity for the next phase of my career.”

Lawrence Coburn, CEO of San Francisco based DoubleDutch described He as a visionary and results-oriented marketing leader who has "deep experience with the DoubleDutch platform as a previous customer.”

Conversocial Starter

Conversocial just celebrated its fifth birthday in August and a group led by Dawn Capital has a belated present for it – $11 million in Series B funding. The social customer service provider plans to use the money to advance its product innovation and drive new market development.

“With social media now making up over 10 percent of inbound service volume for leading organizations, it’s more important than ever to be managing social media with the same diligence and robustness as traditional channels,” said Joshua March, Founder and CEO of New York City-based Conversocial.

Keep the Customer Satisfied

New York City-based Fortune Knowledge Group and Atlanta-based North Highland consulting contend “organizations that embrace customer experience (CX) report higher revenue, lower costs, increased customer loyalty and more engaged employees.”

Learning Opportunities

That's one of the conclusions that emerged in “The Experience Imperative: Customer Experience Executives Share their Stories,” which is based on data andinterviews with Chief Customer Officers (CCOs), CEOs and other CX executives across multiple industries.

The report looks the role of CCOs, leadership, collaboration and future directions for CX.

“The process of adopting (CX) strategies is highly iterative, and inextricably linked with the employee experience and, for that matter, anyone who might be involved in an organization's operational value chain,” said Alex Bombeck, president at Sparks Grove, a division of North Highland.

Showing Acquisition Perficiency

Don’t go looking for Rise Foundation for SharePoint at Seattle-based Blue Rooster anymore. The intellectual property has been acquired by Perficient in a recent asset purchase agreement.

This purchase follows St. Louis, Mo.’s Perficient’s September acquisition of Market Street Solutions.

According to officials, UX-as-a-Service Rise Foundation will offer customers faster adoption, faster deployment, and a branded look and targeted content, among other things.

“We're excited to provide our customers with a packaged intranet product that makes the robust features of SharePoint friendly and accessible for all employees,” boasted Mike Gersten, vice president of Perficient’s Microsoft group.

The 16-member Rise Foundation team will be moving to Perficient along with the product as part of the acquisition.

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