CASE STUDY – KVH
How KVH ramped up its global enablement programme
Embedding complex technical product knowledge across a globally dispersed sales team is one of the harder onboarding challenges a business can face. KVH partnered with Cognexo to solve it - and built a sales enablement programme their people actively engage with across every market.
Sector: Technology & Connectivity · Sales Enablement & Onboarding Readiness
At a Glance
- 89% of knowledge topics at KPI level and above
- 2,440 productivity hours saved in refresher training per year
- Adopted and engaged with across every market since launch
Products used: Cognexo Develop
Readiness signals addressed: Capability · Performance
Background
KVH Industries is a global technology company specialising in mobile connectivity and navigation solutions. With a sales team distributed across 13 countries and a complex, technical product portfolio, ensuring consistent product knowledge, fast onboarding and sustained sales performance across every market is a significant operational challenge.
The Challenge
With a global team working remotely, KVH needed to ensure quick speed to competency during onboarding. They also required a solution that could embed knowledge for a complex and technical set of products - consistently, across markets that operated very differently from one another.
Traditional training approaches weren't able to deliver that at the pace or scale KVH needed.
Their goals were clear:
- Create a more robust sales enablement programme across KVH's global network of 13 countries
- Launch the new solution at the Annual Global Sales Meeting
- Improve KVH's onboarding programme and product knowledge retention across all markets
The Solution
Cognexo Develop — Capability & Sales Readiness
KVH deployed Cognexo to replace one-off training events with a continuous, gamified knowledge programme - building product knowledge and sales capability into the daily rhythm of the working week, regardless of location.
Highlights of the solution:
- Fast speed to competency: Bite-sized daily questions delivered in the flow of work ensured new starters across all 13 countries reached the required knowledge levels quickly - without lengthy onboarding programmes.
- Complex product knowledge made accessible: Cognexo translated technically complex product content into targeted, digestible question sets.
- Gap analysis and upskilling: Cognexo's analytics gave KVH a clear view of where knowledge gaps existed across teams.
- Gamification driving engagement: The gamification element proved a particular driver of success, creating a level of enthusiasm for learning.
- Continuous improvement through regular reviews: Through regular strategy reviews with Cognexo's team, KVH continuously refined the programme.
The Results
- 89% of knowledge topics performing at KPI level and above
- 2,440 productivity hours saved in refresher training per year
- Sales team engagement with learning improved significantly across all 13 countries
- Continuous improvement in sales results since launch
What Our Clients Say about Cognexo
"Cognexo has been an absolute revelation in a number of areas. It's so simple and fun to use. I've never met a salesperson who likes training, yet Cognexo has been adopted and enjoyed in each of the 13 countries we use it."
— Mark Woodhead, Executive Vice President Mobile Connectivity — KVH
See the platform working.
The best way to understand what Cognexo can do for your organisation is to see it in action. Our product team will walk you through a live demo — tailored to your organisation's size, sector and specific readiness challenges.