This year sees White Springs celebrating twelve years of providing Sales Enablement solutions to sales training providers and end-users across the globe. Much has changed in that time as technology evolves, users have become increasingly mobile and reliant on technology to support their day to day work in the sales arena.
I caught up with our CEO and Founder, Gary White this week on his thoughts as we notch up twelve years.
What was the driver that led to the launch of White Springs twelve years ago?
Shoulder to shoulder with many sales professionasl, I went through the classic, classroom training delivered by sales performance experts. Within weeks, we’d forgotten most of what had been ‘taught’. The investment made delivered low adoption and no attributable improvement in sales. 12 months later, we repeated the whole process and witnessed the same poor ROI. In a ‘light bulb moment’ I could visualise a better way to sales-enable and train sales teams. White Springs was born and, today, we continue to develop innovative and specialist solutions for the global sales arena.
How did you secure the first sale, overcoming the ‘we don’t want to be first’ challenge?
It wasn’t an easy challenge to overcome. Twelve years ago, we were presenting technical, pioneering solutions but were certain they could be game-changers in the world of sales. Looking back, we overcame through total conviction and the fact we were, and remain, 100% dedicated to the world of sales.
What are the most significant changes in demand you’ve witnessed in the marketplace?
Without doubt, the rise of mobile technology and the always present, internet access both of which have had a massive impact on our activities. Our end-users are no longer tied to desks nor reliant on being in one place to access their daily business systems. Specific players in the market including the likes of Apple and Google’s Android have led to a demand for apps running across a wide range of devices. Technologies such as HTML5, Oracle Fusion and others continue to drive the need for innovation at White Springs and throughout the industry. Like our best customers, we are striving to remain at the leading edge.
How much of a challenge has it been to keep innovating and staying ahead of your competitors?
We recognise the incoming breed of software developer in the app driven market. They tend to be nimble and agile, bringing products to market faster than ever before. We don’t see this as a threat, but as a challenge to meet by satisfying the demands of our existing and future customers. Our partnerships offer rounded and sustainable relationships which include holistic implementation support, customer helpdesks, product road-mapping and ongoing development. We also have the benefit of experience and an industry track record to set us apart. There’s a lot to be said for the relationships we’ve successfully built over time. Our people are central to those successes. Continually pushing the boundaries and innovating, researching and, above all, listening and taking on the feedback provided and fine-tuning future offerings.
Over the twelve years, what is the achievement you are most proud of?
Building an offering from scratch which had not previously existed. Our success is the result of a hard work by dedicated individuals who, together, form today’s amazing team.
White Springs technology was first to really put sales methodologies onto the desktop and, now, onto the web, mobile and tablets. This wasn’t really happening in the market, so I’m proud to say our team made it happen.
What’s the one thing you would change about the industry?
The industry is slow to recognise that a new breed of sales professional is emerging, a professional that demands quality technology and expects the technology to help them win more business. The industry needs to be quicker to adopt to this changing world.
Where do see the next twelve years leading?
Continuing growth of sales acceleration apps, either embedded within CRM or sitting outside CRM but connected. A full and complete shift to mobile design with apps taking sales teams beyond simple process and tapping into the power of creativity to win sales.