Case Study: Apptio achieves streamlined project and event planning with Smartsheet

Apptio sales enablement leaders sleep better with streamlined project and event planning

Apptio, a large SaaS company that helps organizations make smarter IT spending decisions, faced a scaling challenge in sales enablement: cumbersome, spreadsheet- and email-based coaching and event planning. Sally Norred, Senior Manager of Sales Enablement, struggled with inconsistent coaching data across teams and time-consuming weekly webinar preparation (about 16 hours), creating stress and preventing the team from adding more programs.

By adopting Smartsheet, Apptio centralized the coaching framework into a single source of truth with dashboards, self-evaluations, and manager scoring, and created templated, automated workflows for webinars and events. The changes halved webinar preparation time, allowed the team to grow its webinar calendar from three to eight without additional staff, improved coaching alignment, and made it easier to identify top reps to lead peer training—boosting efficiency and engagement across the sales organization.

Apptio

Sally Norred

Senior Manager of Sales Enablement