Case Study

Red Hat: Transforming Sales Messaging

January 1st, 2018


A key goal of sales enablement is to ensure reps’ effectiveness in every buyer interaction. To address this goal, enablement teams drive competency and confidence through training and coaching. Sales enablement also works with cross-functional teams to make sure that assets are useful for preparing reps for buyer interactions and for delivering effective messages directly to buyers. In this case study, we describe how Red Hat transformed its messaging to drive better conversations and reinforced that messaging through productive sales onboarding and continuous learning initiatives.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.