Andela connects top-tier global tech talent with leading companies.

But behind the scenes, their sales enablement was stretched thin. They’d previously had a robust enablement team, but post-reorg, only one person remained to support an expanding sales org with seven distinct roles. They needed to reorganize materials so their teams could easily access information on their own. 

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The team had purchased Seismic to get things in order, but didn’t have the internal expertise or bandwidth to get it up and running. That’s when they brought in Operatus to help centralize content, set up scalable training systems, and keep sales momentum going.

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Brought structure to sales content in Seismic: Operatus’ first move was to bring order to sales resources. They gathered all existing content and built a clean, navigable SharePoint library. From there, they synced it with Seismic. 
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Rather than dump everything into a one-size-fits-all space, Operatus created personalized landing pages for each sales role. These weren’t just simple folders; they functioned like internal homepages, complete with a table of contents, external links, and logical content groupings. Reps could finally log in and get exactly what they needed in just a few clicks.
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Designed and launched certification program for all sales staff: Once the content was in place, Operatus used Seismic’s built-in LMS to launch a full-scale certification program. The program included seven structured levels, ranging from core knowledge and product walkthroughs to live pitch assessments graded by senior leaders.

The program combined self-paced content, knowledge checks, and performance-based evaluations, with coaching and do-overs built into the process.

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Started tracking content engagement: Once Seismic was up and running, Operatus helped turn enablement into something measurable. Using Seismic’s LiveSend feature, they tracked how reps were actually using content in sales conversations. What they sent, who received it, and how much time prospects spent engaging with each piece.
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They also rolled out weekly usage reports, highlighting which reps were active and which ones needed a nudge. 

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It didn’t take long for things to click. In just a couple of months, Operatus helped get the whole sales team certified, cleaned up the content, and gave the team a tool they actually wanted to use.

Here’s what came out of it:
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• The entire sales team certified in under two months: Despite having a small enablement team, the full sales org moved through the certification program in less than eight weeks. Reps were accountable for their progress, and those who didn’t pass on the first try received coaching and got a chance to re-test, creating a culture of continuous improvement rather than box-checking.
  
  
• Content is easier to find and is finally getting used: With the role-specific landing pages and centralized content in Seismic, the difference was immediate. Reps started using content more regularly and shared positive feedback on the new system. This reduced onboarding friction, improved day-to-day productivity, and made the team look sharper in front of clients.
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• Visibility into what’s working and what’s not: Using weekly reporting, the team could now see exactly what content was being shared with prospects and how it was being received. They began adjusting content strategy based on actual engagement data, not just gut feel.
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A steady hand during major internal change: After a major company re-org and changes to Andela's sales process, Operatus kept enablement efforts on track. They organized content, supported product marketing, and acted like a true team member. The Operatus team responded on Slack, jumped into projects, and helped build a system that future hires can walk into and run with.