Overview
- Industry: Global manufacturing and packaging solutions
- Needed to move from product pitching to value selling
- Required global enablement support for two formerly separate business units
- 90 percent user adoption in the first two months
- 13 percent increase in engagement per user
- Consolidated four independent libraries into one
Challenge
For years, Sealed Air, a multi-billion dollar global manufacturer, operated its Food and Protective Packaging businesses separately. This structure resulted in two different sales enablement platforms across the organization: Mediafly and Showpad.
In 2020, an initiative to consolidate platforms created an opportunity to reassess enablement strategy. The selected platform needed to support three core objectives:
- Improve strategic account engagement
- Shift from pitching products to selling value
- Promote new initiatives and enable sales growth
Sellers across the organization needed consistent experiences, but the existing divide made it difficult to drive alignment or scale best practices.
Solution
Sealed Air selected the Mediafly Platform shortly before its Showpad contract expired, leaving only six weeks to build and launch a global-ready, enterprise sales application.
Together, Mediafly and Sealed Air successfully merged four independent content libraries into one consolidated library.
Within the first two months post-launch, Sealed Air experienced:
- 90 percent user adoption
- 13 percent increase in engagement per user
- Broader adoption across the organization compared to the previous application
By consolidating platforms and streamlining workflows, the organization eliminated duplicative systems and improved productivity. Mediafly’s next-step recommendations, personalized Workspaces, content sharing capabilities, and Insights dashboards helped sellers enhance strategic account engagement.
To scale value selling, Sealed Air replaced complex spreadsheets with interactive value calculators, giving reps the ability to communicate value throughout the customer journey. With growth content centralized, teams could more effectively launch campaigns, plays, and new products.
Outcome
By consolidating platforms and standardizing enablement workflows, Sealed Air achieved a unified global system that supported its shift toward value selling. Sellers gained faster access to relevant content, marketing teams improved campaign execution, and the organization aligned more effectively around strategic growth initiatives.