Case Study: Odysseyware boosts sales and seller effectiveness with Challenger Activation

Enabling Educators to Help Students Succeed

Odysseyware, an e-learning and digital curriculum provider, was facing commoditization in a highly competitive market and lacked a differentiated commercial message. The company needed a way to align its sales organization around a common approach and help sellers engage a more sophisticated buyer with more relevant, value-based conversations.

Odysseyware partnered with Challenger Activation to build commercial insights, upskill sellers, and align Sales, Marketing, and Product through onsite training, keynote sessions, and e-learning. Challenger Activation helped shift the conversation from product features to student outcomes, and after one year Odysseyware’s sales grew by more than 10%; additionally, 79% of sellers said they prepared more thoroughly, 74% reported more meaningful conversations, and 84% would recommend the program.

Odysseyware

Barry Swihart

Senior Vice President of Sales