Case Study: Abbott Structural Heart achieves rapid, scalable sales readiness and remote video coaching with Bigtincan (Brainshark)

How Abbott Structural Heart Improved Sales Readiness and Coaching Amidst the Pandemic

Abbott Structural Heart, which provides a portfolio of treatments for structural heart disease, lacked a formal sales enablement program and had no visibility into how Field Sales were articulating product value. In a fast‑moving, competitive market—and with the pandemic forcing a remote workforce—Sales Enablement Manager Jason Gwilliam needed a way for managers to coach reps, measure readiness, and ensure consistent messaging to physicians.

Abbott launched Brainshark as a central enablement hub for 330+ U.S. field reps, deploying ~20 video coaching challenges in the first three months (90% submitted via mobile) focused on product messaging, objections, and clinical data; within six weeks the rollout scaled to 1,100 globally. Readiness Scorecards delivered the granular metrics Abbott previously lacked, improving coaching connection and measurably tracking gaps and progress, and prompting plans to expand the enablement team.

Abbott