How a cloud-based network management software was able to use Recapped to move upmarket and simplify a complex process

Standardized their sales playbook
Effectively onboard new reps quickly
Scale a repeatable process


Auvik Networks, Inc.

Ontario, Canada
Computer Networking Products

Auvik Networks, Inc. is an easy-to-use cloud-based network management software keeps IT networks around the world running optimally. Own the network.

What is Auvik? Brendan O'Brien explains:

"We map out the entire network infrastructure of organizations from firewall, switch, router, all the way down. We bring back everything that's in their entire environment, whether it's one location or multiple locations, and put it into a single pane of glass. It doesn't matter if you're using multiple different vendors to like FortiGate, Sophos, SonicWall, WatchGuard, whatever it is... we'll be able to grab it, and bring it in, and make it work."

The Problem

As a sales rep, Brendan O'Brien shares the pain:

"The people we work with are easy to sell to.
The people we have to pitch the value to and who have to purchase the product AREN'T.
So we're working with a lot of executives, directors, CFOs, people who we have to really drive home the value."

Auvik has large, complex, and enterprise deals. At the same time, they were promoting Sales Development Representatives (SDRs) to Account Executives (AEs) internally.

This created a unique challenge for the company...
"How can we onboard our newest sellers, move upmarket, and simplify our sales process?"

Using Google slides created a number of challenges. Slide decks were growing in complexity and size; and the process was getting lost in pages of power points.

The Decision Process

"Prior to Recapped, we used google slides to walk prospects through the deal, gather information, translate the slides into our CRM, and then share that deck with customer success team post sale. In the beginning this worked fine, but as we drove our sales up market, this created quite a challenge. Our sales decks were becoming extremely large, by one account, 85 slides for one customer. Data was getting lost in the process, AE’s were missing critical deal information, and the slides became unmanageable."

We used to do everything in PowerPoint. PowerPoint was great, but it didn't look clean. It looked like we were a little cheap. We needed somewhere to record infrastructure information, tool sets, things about the environment that related to billing, and how we were actually going to leverage this deal to sell Auvik into.  And we would be going through a PowerPoint slide building the decks with the clients, but trying to present that to somebody in PowerPoint was NOT easy.

To top everything off, they were promoting Sales Development Reps into Account Executive Roles, and needed them to become familiar with the complex sales process as quickly as possible.

The Solution

As the company began to evaluate solutions, they needed one that could solve the following problems:

  1. Decrease onboarding times for newly promoted team members.
  2. Organize all of the various information collected during the sales process.
  3. Consolidate the information into a digestible format.
  4. Scale the successful playbooks across all salespeople.

After purchasing Recapped for their sales team, they were able to:

  1. Consolidate the most successful playbooks from across their sales team.
    Using Recapped’s Templates, they were able to easily map out their sales processes, include the collateral that mattered on every deal, manage meeting notes, and easily relay information to the prospect company.
  2. Onboard newly promoted SDRs quickly and using a proven methodology.
    Within templates, everyone is rowing in the same direction and using the same playbook. Newer AEs were able to follow the same pathway as tenured AEs.
  3. Scale from as many as 85 slides, to a repeatable, impactful, and easy-to-use workspace.
    Workspace tabs allowed them to use a folder-like system to organize the most critical parts of the deal like Company Summary, Buying Journey, & Priorities.
"Once we had Recapped and were able to integrate all of the visualized Value Selling into there...
That was the Aha moment... was being able to take a HUGE component of our business and be able to present it forward facing, so that the client knew exactly what they were getting into: Setting the expectations, setting the agenda, and consolidating the information for their value.
We have a trusted space where we can both invest our comments and ideas into one place to then be able to progress the business deal forward or that initiative forward."
- Brendan O'Brien, AE at Auvik

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Standardized their sales playbook
Effectively onboard new reps quickly
Scale a repeatable process

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