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How TreviPay rebuilt content management for the modern sales team

TreviPay effectively uses content to accelerate sales cycles, and optimizes marketing efforts with an easy-to-manage content library.
Key Outcomes
5 hour savings in content distribution
Sales can easily find content which means the marketing team saves up to 5 hours a week on content distribution
90% sales team adoption
Cross team buy-in with solutioning and platform customization during the onboarding process led to 90% sales team adoption
More effective, personalized sales cycles
Insights and analytics give sales the tools they need to tailor the sales process to each prospect
Eliminate low value enablement tasks
Sales Enablement team is able to spend less time managing content and other admin tasks

Company Background

TreviPay helps B2B buyers and sellers around the world automate payments and invoicing. As the company scaled across new regions and industries, its sales and marketing content expanded just as quickly—creating a new challenge: managing it all.

Problem: sales team growth without content structure to support it

As TreviPay tripled their sales team over a year and a half, they began creating more content for more industries in more geographical locations, resulting in a content library too robust and complex for SharePoint to manage. This meant outdated content, duplicate content and disorganized folders that made old and new content nearly impossible to find. 

Each time sales reps needed content, the content marketing team had to drop what they were doing to find the right collateral, meaning inefficient usage of the marketing team’s time. 

Our team drops everything that we're doing because there's a prospect that needs that piece of content. So that's easily five hours of your week on the marketing team trying to get that content in front of sales.

- Selina Marshall, Brand and Digital Experience Manager

As the sales team grew, so did the geographical regions that TreviPay served. This added another layer of complexity to content needs that made the SharePoint library even more difficult to navigate. With no way to tag and label content, it became impossible to know which one of the content versions was best suited for which regions.

On top of not being able to find content, there was no easy way to share content, internally or externally. File sizes made it difficult to share multiple pieces of content at once with a prospect or partner. Account managers worked around this by sending separate emails for each file which made it unlikely that the content would actually be viewed or used.

Things finally came to a head when the company went through a rebrand, switching from MSTS to TreviPay. Selina notes that this was the moment they knew it was time for a different solution. 

The rebrand] meant redesigning 30 pieces of content within one quarter which was fine, until it came time to redistribute. All the content that sales, account management and partnerships had been using previously, no longer worked.

- Selina Marshall, Brand and Digital Experience Manager

Solution: content matrix that finally works the way we always wanted it to

TreviPay needed more than a content repository, it needed a system that could scale with the business. The team chose Enablix for its intuitive tagging, version control, and ability to visualize content across products, industries, and buyer journeys.

Before we signed the Enablix contract, I had just spent probably 20 hours building out a content matrix, which made it great for the migration because then your team just uploaded all of it with the tags. The ability to not only mark and use content for different industries and regions, but also visualize what content existed across each stage of the buyer journey, became easy.

- Selina Marshall, Brand and Digital Experience Manager

The Enablix platform was also able to help with version control issues. Especially during the rebrand, Selina says that “version control was a nightmare”. Given the growing team, redistributing a new file for each update was nearly impossible. So, the single URL for each piece of content meant that updating content was quick, and there was no need for redistribution. 

These URLs were also great for sharing content too. No more sending 5 emails for 5 files, content pages allowed sales and account managers to send unlimited content with one URLs in an easy to read format.

With high initial sales rep adoption following the onboarding process, the team was set up for long term success if they could see ongoing value in the platform.

Every piece of content is up-to-date, on-brand, and ready to share

For Selina and the rest of the TreviPay team, the improvements that came with implementing Enablix were easy to see. Sales is now able to quickly search for content they need, meaning more content usage and more effective use of the marketing teams’ time.

Enablix helps me fulfill my job as a marketer and to make sure that sales and account management have the content that they need for each stage of the journey, and I can very clearly see that on my content matrix.
- Selina Marshall, Brand and Digital Experience Manager, TreviPay

Not only is more content being used, but more content is being engaged with because content sharing has become streamlined and easy to access.

For TreviPay, Enablix did more than solve a content problem, it gave structure to how the company sells, shares, and scales. By turning their messy library into a living, searchable system, the marketing team reclaimed their time and the sales team gained confidence that every asset was the right one to use.

Now, instead of chasing files, both teams are chasing opportunities.