B2B software vendors go virtual for sales and training


New research from CloudShare reveals a significant shift in how B2B software vendors connect with customers and the potential for increased revenue that comes from a shift to virtual software experiences.

According to the study, the number of virtual proofs of concepts (POCs) and self-paced virtual learning experiences increased by almost 400% in 2021.

There was a 368% increase in virtual POC experiences delivered on the CloudShare platform from 2020 to 2021, as well as a 311% increase in activity on the same POC environments.

But as self-paced learning grows, live engagement still looms large in interactions with prospects and customers. One way to boost engagement is to integrate multiple instructors into a Virtual Instructor-Led Training (VILT) environment. CloudShare’s research reveals that companies using multiple instructors in a single VILT course experienced on average 53% higher attendance and nearly 20% higher course completion rates.

“Put simply, B2B buyers are expecting more from sellers in 2022 than just a few years ago, and customers are also expecting better training experiences,” said Dr. Zvi Guterman, CEO of CloudShare. “The days when software vendors could interact with users remotely, through how-to videos, passive Zoom webinars, and how-to guides, none of which offered information on product engagement levels , is gone.The modern software user expects a collaborative virtual experience that allows them to “play and break” products in their own replicated environments while providing the software publisher with real-time visibility into the how customers actually use their products is the present and the future of B2B software experiences.

You can read more on the CloudShare blog.

image credit: fizkes/depositphotos.com


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