About Copilot
About Copilot

The Product

Sales enablement professionals use Copilot to publish, distribute, and track the effectiveness of the material they build for sales reps. This material can include internal content (training documentation, playbooks) and customer-facing sales collateral.

Differentiation

We have two unique differentiators:

a great rep experience that ensures 90%+ adoption of content

metrics that quantify the business impact of enablement initiatives

What problems does Copilot address?

Sales enablement teams are often insulated from top-level business KPIs, because they are usually one arm of a larger effort. This can make it difficult for a business to understand the success of their enablement strategy and for enablement professionals to advocate for the resources they need. Our data-driven platform allows enablement professionals to credibly quantify their business impact.

Customer Information

We primarily sell to the enablement function of revenue organizations.

Buyer Personas

Champion/Decision Maker: Head of Sales Enablement

Economic Buyer: Chief Revenue Officers, Vice Presidents of Sales

Target Markets

B2B software companies with the following characteristics:

Have at least one sales enablement professional

Are hiring new sales talent, building new playbooks or launching new products

Geographic Markets

Primarily:

Canada

Opportunistically:

English-speaking countries (e.g., UK, Australia, New Zealand).

Does the prospective customers know a solution to their problem exists?

Yes and No.

Yes - they know of the existence of “sales enablement platforms” more broadly.

No - enablement professionals don’t know of a solution that specifically is able to measure the impact of their work on the business.

Common Objections and Responses

We already have a content system - we don’t see the necessity to switch

We talk about our unique value proposition in terms of tying enablement initiatives to business metrics

We are going with Highspot/Seismic/Showpad (incumbents with a well-defined brand and image)

We talk about our unique value proposition in terms of tying enablement initiatives to business metrics

Implementation cost is too much - who will be building and setting up this content?

Copilot has a content team that can set up the initial content and metrics

Competition

Other enablement platforms and content management systems (CMSes). We are direct competitors - we provide a similar product, and customers will not use us and a company listed below.

However, we can include metrics that tie the impact of enablement initiatives to top-level business KPIs. None of the companies listed below are able to do that.

Major competitors (enablement platforms / CMSes):

Highspot

Seismic

Showpad

Guru

Note that the metrics are provided today via consulting service alongside the product. We plan on including it in the product after validating the utility and feasibility of this approach.

Our competition is annoying because they have stayed stagnant as the enablement role has evolved. One customer has told us that “They feel more like marketing platforms than enablement platforms”. Practically, this means that enablement professionals need to jump through hoops to use the metrics to advocate for resource/headcount allocation and back up strategic decisions.