Case Study: SAP Ariba achieves improved employee competencies and increased customer satisfaction with SumTotal Systems' SumTotal Learn

Improving Competencies to Increase Performance and Customer Satisfaction

Ariba, a Sunnyvale-based provider of sourcing and procurement software and services with roughly 3,100 employees, needed a way to identify strengths and weaknesses across its rapidly growing sales and consulting organization. Leadership wanted to measure competencies, close skill gaps (especially product knowledge and business/organizational acumen), deliver blended online and classroom learning, and create targeted e-learning for new hires.

Ariba deployed SumTotal Learn: Enterprise (cloud), branded AribaWISE, to assess talent and deliver highly targeted blended learning. The program produced 20 custom web courses, licensed 39 off‑the‑shelf courses and individual learning plans for sales staff. Results included stronger employee skills and consulting expertise, closed sales knowledge gaps and higher customer satisfaction—customer ratings of sales product knowledge rose from 7.37 to 7.68.

SAP Ariba

Lori Willbanks

Senior Sales Training Manager