Aurigo Leveraged Mindtickle for Structured Sales Enablement and Onboarding of their GTM Team

Overview

Aurigo is a leading provider of cloud-based software solutions for capital planning, project management, and construction for government agencies, utilities, and other infrastructure owners. With a strong focus on the built environment, Aurigo empowers organizations to efficiently plan, execute, and manage large-scale projects while minimizing risks and maximizing returns.

Their comprehensive solutions, including capital planning & budgeting, project management, contract management, and inspection & compliance, streamline processes and enhance stakeholder collaboration. Aurigo enables data-driven decision-making, accelerates project timelines, and improves cost control by leveraging cutting-edge technologies like artificial intelligence and data analytics. With a proven track record and a global presence, Aurigo continues to revolutionize how infrastructure projects are delivered, ensuring efficiency, transparency, and sustainability from planning to completion.

With a growing GTM team, Aurigo needs structured sales enablement and onboarding

As Aurigo expanded its GTM team, a more structured sales enablement and onboarding process across the organization became clear. They knew the onboarding process needed to be more cohesive, and new reps needed to be assigned role-specific content. The Aurigo team faced additional challenges.

Aurigo’s enablement ecosystem used ad hoc training videos and content assigned to onboard and educate reps about the various products at Aurigo.

The marketing and sales teams at Aurigo created great content available on SharePoint. But people weren’t aware of the content and often spent time recreating existing collateral. Aurigo’s BDR team was challenged with completing a more extensive discovery before handing them off to the AEs.

Laura Bailey, Senior Manager of Marketing Operations, was responsible for establishing the enablement charter for Aurigo and led all the efforts toward creating a world-class enablement program. The first step was to identify the right platform to address the onboarding challenges and be a single repository to store and manage content. Additionally, they needed a conversation intelligence and coaching platform to get insights into how BDRs were doing discovery calls, help them qualify them as opportunities, and coach them on being more productive.

Aurigo chose Mindtickle’s consolidated revenue productivity platform to address all the various enablement needs of the stakeholders.

Bringing organization-wide enablement together

Before Aurigo implemented Mindtickle, training took place quarterly and required sellers to watch videos and then answer questions related to them. With Mindtickle, Aurigo brought the entire GTM organization into the platform. Laura contacted every director, explained what was underway, and invited them to the onboarding path.

Each team had a unique onboarding path and was enabled via Mindtickle, and while launching a new quarterly program, Laura asked directors which team members should be a part of the program, how to provide feedback, how they could see team scores, and if specific content needed to be assigned. While measuring the efficacy of enablement programs, Aurigo chose three metrics to track:

• Participation
• Scores

• Feedback

With Mindtickle, Aurigo could track these metrics, which helped them understand the value of enablement across the organization.

Centralizing and managing content governance through Mindtickle’s Asset Hub

The shift from SharePoint to Mindtickle centralized content helped sellers easily find and use content and reduced duplicate collateral creation.

With Mindtickle’s Asset Hub, Aurigo separated internal-facing assets (competitive and sales battle cards, persona documents, etc.) from external-facing pieces (case studies, product datasheets, or industry-specific content). Content was tagged so anyone accessing the asset knew how and when to use it.

Additionally, Digital Sales Rooms (DSRs) collate content specific to an industry or customer in one place, tracking how customers interact with it and giving the marketing team insights into which content drives action.

During the weekly sales and marketing meeting, Laura also announced all new content and explained the collateral’s use case and context. Mindtickle organized content for Aurigo’s GTM team so sellers knew the content available at every sales cycle stage.

Leveraging coaching to help BDRs qualify opportunities better

The BDR needed a solution that would also replace its existing coaching platform.

The team knew a consolidated platform would save money and give them a single system to manage enablement and coaching. The BDR leader at Aurigo wanted a solution to address BDR efficacy during discovery calls so they could be coached more effectively on.

The Aurigo team uses Mindtickle for one-on-one call coaching sessions with reps and weekly coaching, during which the entire team reviews calls and discusses how to improve. Mindtickle is driving a greater alignment of expectations and how it can push the bar higher for the entire team.

The Impact

By partnering with Mindtickle and leveraging its consolidated revenue productivity platform, Aurigo has successfully transformed its sales enablement and onboarding processes. The structured onboarding, centralized content repository, coaching capabilities, and enhanced conversation intelligence have empowered Aurigo’s new reps to ramp up faster.