RO Innovation, the world’s leading provider of customer reference management solutions designed for sales enablement, launched a new suite of product solutions on the heels of the one-year anniversary of its Boulder Logic acquisition. Although considered direct competitors, Boulder Logic and RO Innovation’s collective customers had aligning business needs. Over the past year, RO committed dedicated time with both sets of customers to garner key customer insights, needs and wants to develop the ultimate set of B2B peer-to-peer selling solutions.
“RO Innovation has a rich history of product enhancement guided by our customers,” said Tony DeLollis, chief technology officer for RO Innovation. “Naturally, after the Boulder Logic acquisition, we listened to our combined teams to develop a better product offering, showcasing the voice of customer advocates and, most importantly, linking that voice to marketing content, sales activity and revenue.”
RO introduced the RO Enablement suite with four new products, based on the peer-to-peer selling belief that “happy customers drive revenue”:
• RO Reference Enablement™ is a dedicated customer reference management software.
• RO Content Enablement™ is an agnostic content system integrated into the sales process.
• RO Sales Enablement™ maps the right customer references and content to the right sales activities.
• RO Partner Enablement™ is a best-in-class channel sales enablement solution.
RO’s study of customer interactions revealed a clear shift happening in the marketplace called peer-to-peer selling. It stems from the need to break through marketplace noise and align sales and marketing departments around the efficacy of peer influence during the B2B buying journey.
“B2B sales is now a customer-centric pursuit, where referrals, peer influence and customer references are driving purchase decisions and closing sales,” said Ian Levine, chief sales officer at RO Innovation. “The Boulder Logic acquisition simply allowed us a clear leadership position to help form a customer community and share reference management best practices and peer-to-peer selling strategies.”
As RO Innovation goes to market in 2017, peer-to-peer selling practices cannot be ignored. Between a new customer-driven set of products and the peer-to-peer selling movement, RO Innovation is poised for great things in 2017.