B2B Organizations Increasingly Advancing Towards Virtual Software Sales and Training Experiences

    B2B Organizations Increasingly Advancing Towards Virtual Software-01

    A recent study by Cloudshare reveals that B2B organizations have increased the total amount of virtual software sales and training experiences.

    The B2B software sales and product training environment are witnessing a significant transformation. The acceleration in digital initiatives has dramatically increased the demand for virtual sales experiences. In fact, as per 2022, a report from Cloudshare, titled “How B2B Software Companies Leveraged Virtual Experiences for Sales & Customer Training in 2021,” there has been a 368% surge in virtual POC experiences along with a 311% increase in activity on the same POC environments. This is backed up data of over 500,000 unique Cloudshare users.

    The research reveals that there has been a dramatic shift in the way B2B software organizations connect with customers as well as the potential for increased revenue that emerges from a shift to virtual software experiences. The report also highlights a significant surge in the adoption of technologies that will become a new norm such as virtual POCs, self-paced learning, tighter integrations, video-enabled training and much more.

    A few key findings of the report include:

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    An increase in self-paced virtual learning

    Not being able to schedule is one of the most prominent challenges organizations face while conducting virtual training. In fact, in another 2021 report from Cloudshare titled “The State of SaaS Virtual Training,” over 42% of the respondents stated that scheduling across the globe is the biggest challenge to effectively conduct virtual training. This has increasingly pushed organizations to opt for self-paced learning in virtual environments.

    Even though virtual instructor-led training (VILT) still plays an integral role in onboarding as well as complex product training, 2021 saw a significant shift in this environment. VILT courses have witnessed a downward trend falling by 16%, while self-paced learning experiences have surged by 365%.

    Multiple instructors in the same class lead to a positive sales/training engagement

    Even though self-paced learning is growing exponentially, live engagement still plays a critical role in prospect and customer interactions. One way for organizations to drive customer engagement is by adding multiple instructors into a VILT environment. Cloudshare research shows that organizations that use various instructors in a single class witness an average of 53% higher attendance. Additionally, there has been a nearly 20% higher class completion rate.

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    In-app video conferencing has the most significant impact on the participation and completion

    Video conferencing influences the participation of learners. CloudShare found that in-app video conferencing can increase the class completion rates by 67% compared to just 46% when learners have to switch back and forth between materials as well as video conferencing.

    The report from CloudShare revealed that B2B buyers are no longer just satisfied with traditional methods of understanding the products. They expect more from their partner, especially regarding training experiences. Today’s B2B customers desire a collaborative virtual experience that enables them to ‘play and break’ products in their respective replicated environments while simultaneously providing the software organization with real-time visibility into how customers are using their products.

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