{"id":10938,"date":"2021-02-04T15:58:46","date_gmt":"2021-02-04T15:58:46","guid":{"rendered":"https:\/\/www.walkme.com\/blog\/?p=10938"},"modified":"2021-02-04T15:58:46","modified_gmt":"2021-02-04T15:58:46","slug":"hitachi-sales-digital-adoption-platform","status":"publish","type":"post","link":"https:\/\/www.walkme.com\/blog\/hitachi-sales-digital-adoption-platform\/","title":{"rendered":"Hitachi Vantara Drives Sales with a Digital Adoption Platform"},"content":{"rendered":"\n

The leaders of a digital company like Hitachi Vantara, perhaps know better than anyone, how crucial it is to optimize value gained from technology. This is in fact Hitachi Vantara\u2019s area of expertise, and so it is no surprise that when hundreds of their sales reps faced challenges adopting their top-of-line sales technology stack<\/a>, they knew that they needed a digital adoption solution. <\/p>\n\n\n\n

Sure, employees can \u201cmanage\u201d and get by with\u00a0barely scratching the surface of their enterprise software capabilities, but in terms of the business fully realizing the potential ROI –\u00a0 it\u2019s far from the promised value and can drain the company fast. This is how Hitachi Vantara<\/a> fully realized sales software success with a Digital Adoption Platform<\/a>.<\/p>\n\n\n\n

When a revenue problem is a digital adoption problem<\/h2>\n\n\n\n

The larger an organization gets, and the more revenue it needs to drive consistently, the more employees need to be digitally symbiotic with their technology. When Jeff McKittrick<\/a> became the VP of Sales Business Capabilities at Hitachi Vantara, the sales reps were not performing at the level that the company needed them to be. However, they were excellent reps, with top-of-the-line tech. So what was missing?<\/p>\n\n\n\n

\"UX\"<\/figure><\/div>\n\n\n\n

As a sales leader with extensive technical knowledge, Jeff suspected the issue was not about the talent, but was more of an issue with how fully the software was being adopted and employed by the reps. With more than 9 sales tools reps use on a daily basis to drive their success, Hitachi Vantara needed a way to see which tools were being used and exactly how.<\/p>\n\n\n\n

\u201cI needed better insights and analytics to see where I needed to focus to tackle these challenges,\u201d McKittrick says. \u201cWhere were people getting stuck? Where were people not going that we were expecting them to?\u201d<\/p>\n\n\n\n

McKittrick used WalkMe at a previous company and so he knew that WalkMe\u2019s Digital Adoption Platform would give him and the rest of Hitachi Vantara\u2019s leadership the insights that they needed<\/a> to solve the revenue problem. DAP was already being used for their Partner Portal, but WalkMe was then rolled out across the sales stack. <\/p>\n\n\n\n

Isolating problems and being able to solve them<\/h2>\n\n\n\n

As soon as DAP<\/a> was implemented, McKittrick and his team got to work. The DAP Center provided a clear view into the day-to-day experience of his reps and they quickly identified the points that were causing friction, frustration, and poor performance..<\/p>\n\n\n\n

\u201cWhat would normally take us a bunch of cycles of shadowing salespeople we were now able to do with the DAP Center\u201d he continues. \u201cFrom there I was able to build solutions to show our executives how we could build WalkMe solutions to get the most value from our investments.\u201d<\/p>\n\n\n\n