One of the most important sales enablement objectives should be to help sales people to clearly and concisely articulate value as well as product and company differentiation in the context of the customer’s specific problems. CKX provides sales people with streamlined information that shortens their sales cycle and ramp-up time, aligns the customer touch points across sales and marketing, optimizes the customer buying experience, and measurably increases the overall sales effectiveness and productivity.

Compendian created a unique modular based approach to solving this problem, allowing customers to select those modules that best fit their needs and challenges. Each module contains Topics and most Topics/Sections have templates that provide guidelines for getting the most out of that Topic or Section. Most templates are questions that typically would be asked and answered by many “Best in Class Organizations”. CKX is completely customizable so each organization can create their own questions, or modify the ones already provided. The templates are designed to help organizations define and enter content quickly, so the product will be easier to implement and will provide a Best Practices guideline into gathering and providing meaningful information.

The key to the CKX approach is allowing its users to rate the content and provide their comments on the quality of the information and whether they used the information for general sales knowledge or in direct pursuit of a sales opportunity. This also becomes a great way for salespeople to collaborate and share their ideas and tribal knowledge with the rest of the team.  Another valuable feature of CKX is to allow users to search for, tag and rate content that is in other databases like SharePoint. This provides Marketing with direct feedback on the quality of the content they are providing and how useful it is in the pursuit of business.

CKX is currently comprised of four modules with the Customer Library being the Base Module for all users. Customers will be able to add any or all of the other modules as they choose. The Modules are:

• Customer Library (Base Module) – This provides the structured methodology for organizing information and provides access to Marketing Collateral, Competitive Analysis, Your Business Profile, Product Alignment of your company’s products and Targeted Industries that you sell to
• Customer Experience – Helps salespeople understand a day in the life of their prospect with Prospect Alignment and Best Practices
• Customer Voice – Is all about the knowledge gained from quality Customer References
• Customer Insight – Provides an in-depth analysis of the opportunities that are won, lost or wind up in a no decision, so that management and sales people will have a better understanding of why those opportunities turned out the way they did, as well as your company’s Policies & Procedures

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