CA Technologies is a pioneer and leader in the applications economy. They provide solutions to 1,000’s of companies seeking to digitally transform their IT infrastructure, from analytics, AIOps, API’s, Cloud, DevOps, Security, and more. Sales for Life has been engaged with CA Technologies for 5 years at a global level. CA is an example of commitment from sales leaders, marketing leaders and sales enablement/operations to evolve their digital sales skills in an effort to drive incremental sales pipeline. Our global engagement together evolved into the most versatile and scalable solution – IP site licensing and train-the-trainer models for their +3,000 sales professionals.
The sales team has both a direct and in-direct model. The direct team sells into the IT function, with cross-collaborating with business unit leaders. The in-direct team is acquiring channel partnerships with IT services partners around the globe.
Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice. While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that CA Technologies was able to correlate actual sales results through application of learning.
The L&D and sales operations team commissioned two major studies of the
Sales for Life – Social Selling Mastery® program.
CA Technologies is one of Sales for Life’s longest standing customers, partnering together for 5 years. With Broadcom’s acquisition of CA in October 2018, we look forward to evolving our relationship.
“If had not been for our Social Selling outreach (through key account planning), this opportunity would have been completely overlooked. Our own customer was considering another solution for their adjacent business unit.”
Customer Success Support & Account Development Enterprise ++ Majors
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