Leverages Better Onboarding for Improved Sales and Success Performance

“One comment that we hear over and over is that this was the best onboarding program that they have ever seen in their career. I’m sure some of that is content, but I think the bulk of it is the user experience that Lessonly is able to deliver, because it’s so easy to understand and easy to access.”

—Meganne Brezina

Sales Enablement Manager, Emarsys

The Challenge

As the world’s largest independent marketing platform company, Emarsys helps marketers better deliver on the promise of marketing. That promise? To give every consumer a fully personalized experience with the brands they love.

The Emarsys team understands the importance of moving at the speed of business. Every day, Emarsys manages over 3 billion consumer records on behalf of their clients. To maintain that rapid, global growth, their Commercial Enablement team must nimbly share content that keeps reps informed, engaged, and building impactful relationships with clients. Meganne Brezina, Sales Enablement Manager for the global internal sales team, knows this all too well, “The only thing typical about our days and weeks here are that they are very busy and there’s always something to do.”

Over the last two years, Emarsys has experienced remarkable growth, increasing their global commercial organization by 44%.

Much of that growth was seen in the US market, fueled by a multi-million dollar investment. With high performance and growth expectations, Emarsys needed an onboarding program reflective of that acceleration and higher standards.

When Meganne first joined Emarsys, she noticed that employee training and development relied on a two-sided spreadsheet with links to internal documents. With five different commercial teams requiring unique onboarding, training, and certification, Emarsys needed a better system to ensure employee success. “We would give people the basic foundation they needed, but then we would send them on their way,” Meganne says. “We didn’t have any ability to put metrics behind the onboarding.”

With a focus on employee engagement and productivity metrics, Emarsys went in search of a learning tool that would deliver both an optimized digital experience to learners and offer actionable insights for continuously improving their onboarding programs and ongoing learning initiatives.

The Process

“We needed something that we could quickly update, put content in, but also get out to the teams as quickly as possible.” That’s Heather Gaunt, Senior Manager of Sales Enablement at Emarsys. She says that her team, and the company at large, found that ability, and more, with Lessonly. “Adaptability was really important to us from a sales perspective. We can’t have [employees] getting lost in a learning management tool. Lessonly really provided that.”

Emarsys quickly moved away from unwieldy spreadsheets and word documents, using Lessonly for Internal Sales, External Sales, and Client Success. The enablement team worked with experts in each department to create an eight-to-twelve week onboarding process for new employees that includes a certification program. Now, incoming team members have access to critical job information in an organized, easy-to-digest format. Heather noted that Lessonly has been especially beneficial for remote employees, “The new hires that have gone through the onboarding program rave about it.”

Sean Brady, President of the Americas, supports this sentiment, “Employee engagement is an important component of our culture. We go to great lengths to invest in our employees’ development and one of the first steps that we take is giving our commercial teams an onboarding plan that gives them the tools needed for their success. Lessonly provides actionable insights for our learners and their managers and helps our new starters become more productive faster. As we rapidly grow in the US market, it is critical that our new contributors are ramped as quickly and effectively as possible to challenge the marketplace. Putting our strong onboarding program in Lessonly has enabled us to do just that.”

From an ongoing learning perspective, Lessonly helps the Emarsys team push out process updates efficiently. The Enablement Team often has to act quickly to update the entire commercial organization and, instead of sending an email about it, they can leverage Lessonly to communicate changes. This allows for tracking, accountability, and gives the teams a place to go if they need to review the content again later.

“With Lessonly, you don’t have to learn some super complicated new system. It’s very systematic and easy-to-use. It was just right there at my fingertips.”

– Jordan Kyle, Account Executive

The Results

Meganne is proud of Lessonly’s positive impact on the Emarsys team, noting, “We’re really thrilled with what Lessonly has done for our business.” But, for a company as steeped in metrics and analytics as Emarsys, there had to be more than just anecdotal evidence that Lessonly was providing their team value.

Jordan Kyle, a member of the Account Executive team at the Indianapolis Emarsys office notes that Lessonly’s team learning software has helped the entire company move quicker: “Lessonly has really allowed us and powered us to be a more agile workforce, and to really be able to get people ramped up faster and become assets for our team.” This agile mindset has allowed Emarsys to tighten up its onboarding programs, providing a more intensive, effective onboarding program aimed at making new employees more productive—faster. This quick and effective path to productivity means those new employees begin adding value back to Emarsys sooner.

“In my last experience at a tech company, we didn’t have anything like Lessonly,” Jordan says. “When you have a learning solution like Lessonly, you can really identify the places that you need to focus on, and our team here at Emarsys has leveraged that incredibly.”

The global Emarsys team has common values of “We Are One” and “We Always Innovate,” demonstrating their internal commitment to shared success. And Meganne feels these values when working with the Lessonly team: “Working with Lessonly has been much more of a partnership and not a relationship of ‘supplier/customer.’ The Lessonly team is incredibly committed to our success, demonstrated in their frequent communications with us and what they give their customers in their product. I feel their energy to innovate and I recognize the outward passion that they show their customers. Our organizations are very much alike in this regard, and it makes them very easy to work with!”

“Lessonly provides actionable insights for our learners and their managers and helps our new starters become more productive faster. As we rapidly grow in the US market, it is critical that our new contributors are ramped as quickly and effectively as possible to challenge the marketplace. Putting our strong onboarding program in Lessonly has enabled us to do just that.”

—Sean Brady, President of the Americas