Salesforce has just made its second acquisition of the year, with the purchase of LevelJump – this follows the acquisition of ServiceTrace a couple of months ago. LevelJump made the official announcement yesterday, having been acquired by Salesforce for an undisclosed sum.
LevelJump is a 100% native Salesforce app that focuses on Sales Enablement. It’s fantastic to see a native app being acquired by Salesforce; whilst the AppExchange is there for customers to extend the use of their org through partner applications, its secondary purpose can be seen as an innovation hub where Salesforce ISVs can rapidly innovate (arguably quicker than Salesforce). ISVs that fit into the Salesforce product strategy are a great target for acquisition.
Founded in 2014 in Toronto, Canada, LevelJump provides Sales Enablement software built natively on the Salesforce Platform.
Sales Enablement is the process of providing your company’s sales team with the resources they need to close deals. This may include relevant content such as tips on how close a large deal, or even videos on how to handle objections with a competitor product. These insights are all delivered automatically inside Salesforce, providing instant “enablement”.
LevelJump takes Sales Enablement a couple of steps further:
- Firstly, it allows you to build programs for Sales reps to complete. You can see an example of some of the exercises and milestones in the screenshot below.
- Secondly, you can tie these milestones back to data in Salesforce. For example, you might need to close your first deal to complete a milestone or build $1,000,000 in the pipeline. These activities will then automatically complete based on the data in Salesforce.
Once this data has been collected, there are a couple of powerful ways to use it:
- Firstly, it allows you to tie revenue metrics directly back to sales enablement programs. This can show the impact of your efforts.
- Secondly, milestone data can be visualized in a team setting. This allows you to identify opportunities for extra coaching, whilst recognizing top performers. Sales enablement programs can then be tweaked based on this data.
Tools that help sales professionals to sell more are ‘big business’. This is exactly how Salesforce started back in 1999, on its way to becoming a $25B revenue company. Sales enablement and sales engagement are two niche areas (and a relatively new trend) that massively complement CRMs such as Salesforce.
High Velocity Sales was a product bought out by Salesforce a number of years ago to cover the sales engagement space. Now, with LevelJump, Salesforce has covered the sales enablement space too. As LevelJump is 100% native, I’m sure it won’t be too long before it’s fully integrated into Salesforce and sold as an Add-on to Sales Cloud.