“We’re very geographically dispersed, and when a new employee comes on board I send them to our vPlaybooks. Our salespeople can use this tool to self teach themselves the material and prepare for customer conversations. The vPlaybook brings the content to life and puts it in the hands of people …

“There were three aspects to the program for moving our team to a solutions provider orientation: 1) Getting everybody speaking the same language in front of the customer and talking about the customer’s business. 2) Aligning around how we’re managing our accounts and sales cycles. 3) Adopting a common framework …