Case Study: Opower achieves faster sales ramp and consistent messaging with DSG

New Hire Onboarding and Scaling for Growth

Opower, a worldwide leader in customer engagement solutions for the utilities industry, needed to unify enterprise messaging as it scaled and onboarded many new sales hires. The company wanted every team member to quickly learn, retain, and confidently communicate the same core story, product value, and positioning when speaking with utility executives. DSG partnered with Opower to address this new-hire onboarding and sales enablement challenge.

DSG developed an enterprise messaging playbook that included narrative development, an executive message, a whiteboard model, and training sessions to help reps ramp faster and present more consistently. The solution gave sales teams a repeatable way to understand the customer’s world and articulate Opower’s value proposition with confidence. Opower reported that new hires ramped more quickly, existing reps sharpened their message, and the company saw stronger, more consistent sales conversations and improved sales performance in 2013.

Opower

Ogi Kavazovic

Vice President Strategy & Marketing