Case Study

DXC Technology: A Disciplined Sales Asset Management Approach

March 27th, 2019
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
Nancy Maluso, null
Nancy Maluso

Summary

The average B2B sales organization has more than 1,300 content assets that reps might consider when preparing for meetings or engaging with customers. To increase rep productivity and improve sales asset usage, organizations should develop a formal sales asset lifecycle management process and deploy the right technology to enhance this process. In this case study, we describe how DXC Technology used a lifecycle management approach to transform its sales asset process and create an effective sales asset management (SAM) system.

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