Bigtincan enters a definitive agreement to acquire ClearSlide.
Sales enablement automation provider Bigtincan yesterday announced that it would be acquiring ClearSlide. The deal combines two leading vendors in the sales enablement space. It positions Bigtincan competitively in the market as it can now offer a complete solution to engage buyers in the digital world.
The rise and rise of remote work in 2020 meant that, like everything else, sales had to go virtual too. Budgets traditionally spent on offline buyer/seller interactions are now moving to digital. “The Sales Enablement market continues to grow, and with market growth comes consolidation. The Bigtincan acquisition of ClearSlide brings together two market leaders in Sales Enablement that combined will make Bigtincan one of the largest providers in the market,†said Jim Lundy, founder and CEO, Aragon Research.
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ClearSlide’s technology complements Bigtincan’s end-to-end solution with access to buyer engagement analytics, email timing, and personalized video communication. ClearSlide’s customers will now be able to access better remote-coaching and learning and documentation automation. They will be able to tap into Bigtincan’s solution expertise to improve their buyer/seller interactions.
“ClearSlide expands our customer engagement capabilities to include advanced remote selling technologies and engagement tools. They will provide sellers a personalized solution that integrates seamlessly with their sales tools,†said David Keane, CEO of Bigtincan. “The combined ClearSlide and Bigtincan teams are dedicated to serving the full lifecycle of needs for Sales and Service teams to succeed in a remote world.â€
Why Should You Take Note?
Over this past year, sales underwent a seismic shift as buyers, and their needs changed. A recent study by DemandGen found that the purchase process is becoming even more complex in terms of the time, analysis, and the number of people involved in the decision-making process. 61% of B2B buyers said the number of team members involved in the purchase decision had increased over the prior year.
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More than two-thirds indicated the average length of their buying cycle had increased from a year prior. Another 25% said the time span had increased significantly. Almost three-quarters of the respondents said they had a formal buying committee in place to review all purchase decisions (71%). 70% said that they were now conducting a detailed ROI analysis before making a final decision.
The combination of these trends represents a significant change for B2B vendors. This is because they are expected to be visible and accessible before the sales process, in addition to being responsive and knowledgeable of the specific needs of customers. These changing expectations make sales enablement an imperative for B2B sellers. Their new processes must include tools that allow them to focus on building better buyer/seller experiences and focus on their prospects’ greatest need and interest.
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Here is where an end-to-end sales enablement solution like Bigtincan’s capabilities come into play. Better sales coaching, sales content automation, and mobile enablement can help salespeople successfully navigate an increasingly digital world. While the B2B decision-making and buying process may further increase complexity, intelligent sales automation, and enablement solutions offer a great new opportunity for sales teams.