A marketing software rm with ofces in the U.S., across Europe, Japan and Australia targeting large B2C enterprises. Annual recurring revenue (ARR) was in the hundreds of millions. SITUATION In general, acquisitions are complex and a challenging process for companies. One of the biggest challenges after an acquisition is integrating the two companies' sales cultures, processes, and systems. CHALLENGES SALES PROCESSES The sales teams needed to adapt to new processes, tools, and metrics to effectively sell. PRODUCT KNOWLEDGE It was essential for the sales teams to consume training and materials on the new products or services.

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