Diligent Sales Enablement

Sales Enablement

May 10

“Diligent has grown rapidly through multiple acquisitions, and we needed to transform from selling siloed point solutions to selling one cohesive platform. Olivine’s valuable expertise expedited this transformation. We now have a strong framework to present our personas, a new platform pitch, and other sales enablement materials–all of which allows new members of the quickly growing commercial teams to get up to speed very quickly.”

— Brittany Clark, VP of Product Marketing at Diligent

“Olivine has helped create enablement materials and onboard several new sales representatives globally. The team holds weekly check-ins and is available via Slack and email, making for smooth communication and workflow. Their responsiveness and adaptability are remarkable.”

— Olivia Berger, Senior Product Marketing Manager at Diligent

About Diligent

Diligent is defining Modern Governance, providing the world’s top companies with a SaaS platform to empower their board and leadership team to better collaborate, make informed decisions, and drive strategic growth. Diligent is relied on by 23,000 organizations and nearly 1 million leaders in more than 90 countries. With an eye towards inclusivity and accessibility, Diligent serves some of the largest public governing bodies, including more than 50% of the Fortune 1000, 70% of the FTSE 100, and 65% of the ASX.

The need

When Diligent changed their pricing and packaging, Brittany Clark, the VP of Product Marketing brought the Olivine team in to help prepare the sales team. Diligent has made numerous acquisitions over the past several years, which created a need for a cohesive sales pitch. They were also changing the structure of the salesforce and needed help preparing for their Sales Kick-Off with Winning by Design.

The strategy

Olivine’s team of sales enablement, product marketing, and design experts led members of Diligent’s marketing and sales leadership through several strategy workshops, including Personas, Jobs to be Done, and Messaging, to align on the overall messaging and goals of the new packaging launch.

Applying the key information from the workshops, the Olivine team developed resources for the sales team - including a new platform pitch deck, verticalized decks, 2-pagers, and product demos - to help them hit the ground running and sell the new packages.

The deliverables

Test Project: Security Deck, White Paper, and Blog Post

Olivine’s team of product marketing and sales enablement worked together to create three key assets showcasing the importance of security in Governance for Diligent. These assets, including a sales deck, white paper and blog post, speak directly to how Diligent enables companies to become more secure and also highlight the important role security plays in Governance as a whole.

Diligent_ Example Work_Test Project-02.png

Workshops: Personas, Jobs to Be Done & Build a Box

Personas & JTBD: In an effort to uncover Diligent’s key personas and their Jobs To Be Done, Olivine worked with a diverse group of Diligent stakeholders from sales and marketing to identify and validate each persona’s core characteristics, motivations, pain points, and key use cases. From there, Olivine synthesized the information gathered to create a holistic view of each persona into a summary deck and full-length report.

Build a Box: In support of Diligent’s initiative to bring together their full product suite and a long list of acquisitions, Olivine worked in tandem with marketing to discover new and integrative brand messaging. Using the Build a Box workshop approach, each Diligent team member created a physical box that metaphorically held the Diligent product. When the workshop was complete, Olivine compiled all of the boxes and harmonized the Diligent team’s messaging to deliver new brand messaging.

Personas and Jobs to be Done Deck & Report

The persona deck is a foundational piece of material for Diligent’s sales and marketing teams. Olivine worked to streamline personas across the entire Diligent platform and provide a framework for teams to quickly label prospects as personas, apply the correct sales motion, and convert them into customers. In addition to the persona and JTBD deck, Olivine compiled a comprehensive report which showcases the deeper details of each persona and corresponding Jobs to be Done.

Platform pitch deck

In lockstep with Diligent’s initiative to bring together their full product suite and numerous acquisitions to provide a comprehensive platform, Olivine created the platform pitch deck. The platform pitch deck is a key asset for Diligent’s sales teams and enables their unified sales force of 150 team members to share a holistic view of how Diligent’s modern Governance platform can add value to the businesses of prospects and customers. The messaging of the pitch deck aligns with the new messaging of their new pricing and packaging.

Vertical 2-pager

As a supporting asset to the platform pitch deck, Olivine created verticalized messaging for each of the Diligent verticals including finance, technology, retail, and manufacturing. This messaging is housed in both individualized pitch decks to be used as a complement to the platform pitch, as well as in easily referenceable 2-pagers.