• December 15, 2015

Insite Software Acquires Storyworks1

Insite Software, a provider of business-to-business (B2B) commerce and data-driven solutions for manufacturers and distributors, has acquired mobile sales enablement and digital content delivery platform provider Storyworks1.

The Storyworks1 acquisition bolsters Insite Software's connected commerce platform strategy, helping companies support digitally enabled B2B sales engagements.

"The combination of Insite Software and Storyworks1 will enable our customers to leverage both commerce and content/data to help drive both online and offline sales," said Tony Abena, CEO of Insite Software, in a statement. "By connecting data in core business systems—ERP and CRM—sellers can use the most effective and efficient sales channels to sell the right products to the right customers at the right time. We call this connected commerce.

"At the same time, existing customers often provide the greatest potential for growth for many businesses, with account-based sales forces best positioned to capture these revenues. Yet most sales enablement tools are designed to help sellers capture only net-new revenue," Abena continued. "The Storyworks1 platform is unique in that it will help B2B sales teams drive faster, better business outcomes by unlocking the value of content and data across both online, self-service commerce transactions, and more complex, offline, representative-based use cases."

The Storyworks1 platform syncs and updates digital sales content in real time, enabling sales teams to access content on any mobile device. The platform also provides sales teams with a greater understanding of sales activity and customer buying cycles via constantly updated, in-depth analytics. Storyworks1's latest platform release offers enhanced security controls, a redesigned interface, and the ability to access content while offline.

The Insite and Storyworks1 combination addresses the new realities of digitally enabled, B2B buyer/seller relationships. With Insite/Storyworks1, B2B sellers in both self-service online and complex offline buying situations gain insights into the best next step for each sales cycle.

Specific features of the platform include the following:

  • Guided selling for proactive, consultative upsell, cross-sell, and customer retention that enables account-based sales representatives to become trusted advisors for both online and offline buying activities while focusing on higher-value account opportunities with tools to drive additional revenue through relevant recommendations for cross-sells and up-sells; streamlined access to customer sales order history; a dashboard highlighting key buyer/account information; and the ability to respond online or offline to requests for quotes.
  • Improved operational efficiency with mobile access to relevant, timely sales content and sales enablement tools while automating workflows and eliminating error-prone, manually intensive order entry and quotation via a rules-driven configure-price-quote (CPQ) process. Key features include mobile applications for iOS, Android and Windows; integration with Salesforce.com, enabling users to locate and update existing Salesforce.com records directly from the Insite application; and integration with InsiteCommerce, allowing users to create quotes, check pricing and product availability, and close orders in the field.
  • Self-service, 24/7 online portal that enables buyers to view holistic order status and history from all online and offline purchases; request or approve quotes; and access inventory availability, customer-specific pricing, and product content, such as catalogs, data sheets, training materials, and how-to videos.
  • Two-way, cross-channel order creation that enables buyers to start orders online, for offline completion by sales representatives; alternatively, representatives can initiate a quote online for buyers to finish offline.

"There's an evolution underway in B2B sales," said Storyworks1 CEO Jeff Fritz in a statement. "Insite/Storyworks1 gives organizations the next-generation sales enablement and buyer engagement tools they need to win. Insite customers now will be able to arm their field sales representatives with a mobile briefcase of current product collateral, a catalog of product content, and data insights about who is browsing or buying online, as well as enable them to access key business systems and process orders while in the field. This increased agility gives busy field sales representatives one streamlined task flow to proactively support the entire customer buying experience, regardless of whether a sale originated online or offline."

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