Cobalt

Industry: Computer & Network Security
Company Size: 100-150 employees

Cobalt is a leading cybersecurity company providing transformative offensive security solutions for modern businesses to mitigate risk across a dynamically changing attack landscape. 

To deliver on this mission, it’s crucial for Cobalt’s go-to-market team members to be well-equipped with product mastery, industry knowledge, and more. However, without a learning management system to help deliver onboarding and ongoing training, this was challenging and very manual. 

The revenue enablement team embraced the opportunity to build these programs from the ground up. Using WorkRamp’s Employee Learning Cloud, they focused first on rolling out sales onboarding before moving on to develop ongoing training initiatives, including learning modules for product updates and recurring role play and skills development sessions. 

After achieving success within the business development organization, the enablement team gradually expanded the program to encompass other revenue team roles, including account executives and customer success managers. 

In the first year and a half of developing and launching enablement programming with WorkRamp, the Cobalt team has achieved:

How Cobalt uses WorkRamp to deliver engaging and scalable enablement:

• Certifications. The Cobalt team drives knowledge retention and subject matter expertise through pitch and demo certifications.
• Varying modalities. The Cobalt team keeps learning interesting with WorkRamp’s interactive features, including flip cards, video, audio, and more.“One of the things we like about the platform a lot is there’s a lot of flexibility. Our job here is to make training interesting, and we try to do that through mixing up the content types. Maybe there’s quiz questions. Maybe you can watch a video. Maybe we have a challenge where you upload your voicemail recording. We try to mix it up so they’re not just doing the same reading or videos every single day, and that has been very successful.”
• AI Assist. With the help of Generative AI assistance within WorkRamp content blocks, the Cobalt team has the ability to create more training in less time.

Three ways Cobalt drives ongoing enablement and development:

• Product Release Trainings. As a startup, Cobalt releases product updates and enhancements at a fast pace. Pairing WorkRamp courses with live enablement sessions on an ongoing basis helps reinforce new product knowledge and ensure reps are well-equipped to sell.
• BDR Incubator Program. To support career development, the Cobalt team offers a nine-week incubator program for BDRs who are a year into their roles and exceeding quota consistently. Program curriculum is built around the core skills and competencies for an SMB Account Executive to prepare BDRs for promotion and help reduce ramp time in the new role.
  Currently, Cobalt’s team of 6 SMB AEs is 100% composed of BDRs who went through the incubator program and were promoted as a result.
• Role Playing & Coaching. Training for success may start at onboarding but it doesn’t end there. To ensure reps are growing and improving their skills for the field, the Cobalt team hosts ongoing role playing and coaching sessions.

“People that we’ve hired from other large organizations have said their onboarding experience in WorkRamp is so much better than anything they’ve ever experienced anywhere else. The feedback has been overwhelmingly positive from the reps that we’ve put through programs in WorkRamp just because of the structure alone. They like the content too, but the fact that they can see what’s coming, it’s self paced to an extent, it’s got due dates–all these factors make them feel so much more organized than they ever have before, and we feel it on the admin side too. So doing it with an LMS, especially this one, has been good.”

 

–Wyatt Forrest, Revenue Enablement Program Manager

The Learning Cloud from WorkRamp is the single platform for all your employee and customer learning needs.

Ready to take your revenue enablement to the next level? Contact us to schedule a free, personalized demo.