Diligent is defining Modern Governance, providing the world’s top companies with a SaaS platform to empower their board and leadership team to better collaborate, make informed decisions, and drive strategic growth.

Largest Governance Risk and Compliance SaaS provider

Valued at $7B+ with $500 million+ in revenue
1M users across 23,000 organizations
50% of Fortune 1,000 companies are Diligent customers

We partnered for 10 months on Product Marketing Strategy and Sales Enablement

The Challenge

Diligent acquired 14 companies in less than 2 years. They needed to tell a cohesive platform story and unify their segmented sales forces to transition from selling point solutions to a sell the Diligent platform.

When Diligent changed their pricing and packaging, Brittany Clark, the VP of Product Marketing brought the Olivine team in to help prepare the sales team. Diligent had made 14 acquisitions over the past several years, which created a need for a cohesive sales pitch. They were also changing the structure of the salesforce and needed help preparing for their Sales Kick-Off with Winning by Design.

“Diligent has grown rapidly through multiple acquisitions, and we needed to transform from selling siloed point solutions to selling one cohesive platform. Olivine’s valuable expertise expedited this transformation. We now have a strong framework to present our personas, a new platform pitch, and other sales enablement materials–all of which allows new members of the quickly growing commercial teams to get up to speed very quickly.”

BRITTANY CLARK
VP of Product Marketing at Diligent

The Strategy

Foundational workshops to build alignment & develop a new platform pitch to unify 14 acquisitions into a single platform story.

Olivine’s team of sales enablement, product marketing, and design experts led members of Diligent’s marketing and sales leadership through several strategy workshops, including Personas, Jobs to be Done, and Positioning & Messaging, to align on the overall messaging for the platform and their three new solution packages.

“Olivine has helped create enablement materials and onboard several new sales representatives globally. The team holds weekly check-ins and is available via Slack and email, making for smooth communication and workflow. Their responsiveness and adaptability are remarkable.”

OLIVIA BERGER
Senior Product Marketing Manager at Diligent

The Deliverables

Launching new Pricing and Packaging, Sales Kick Off prep, and marketing campaign execution.

Applying the key information from the workshops, the Olivine team developed resources for the sales team — including a new platform pitch deck, dozens of verticalized sales decks, 2-pagers, and product demos — to help the sales teams learn the new platform offering and start selling the new packages.

After SKO, we also supported Diligent with executing three marketing campaigns focused on driving revenue for key key customer segments and product offerings.

Personas & Buyer Journeys

Hosted strategic workshops to align on ideal customer profiles for the Diligent platform, taking into account the previous personas of the 14 companies that had been acquired.

Craft Positioning & Messaging

Supported the development of positioning & messaging for Diligent’s new platform story, unifying the point solutions into a cohesive value proposition and pitch.

Platform Pitch Deck

Produced content, design, and talk track for Diligent’s new platform pitch deck. The deck was the starting point for new sales conversation and was rolled out to all 14 sales forces at SKO.

Sales Assets for 10 Industries

We produced Sales Decks and supporting 2-pagers for 10 key industries, including Financial services, Manufacturing, Healthcare, Energy, Construction, Real estate, and Legal.

Product Demos & Asset Library

Developed product demo decks to support the new sales teams while they ramped on demoing new products. We also produced a library of product assets for future resources.

Security Campaign

For an initial test project with Diligent, we produced a Sales Deck, White Paper, and Blog Post to support their Modern Governance Security Campaign.

Startups Campaign

To increase Diligent’s reach with start-ups, we developed a Sales Pitch deck, Proposal Template, and landing pages.

Platform Campaign

We produced assets for Diligent’s “Road to a successful Annual General Meeting” campaign, including a Sales Deck, Email sequences, and 2-pagers.

Jobs to Be Done

Worked closely with product, sales, and leadership to identify pain points, buyer motivations, and job stories for each of the three new packaging tiers.