SalesTech Deep Dive: Mediafly
I'm continuing my exploration of the fast-changing sales tech landscape with David Dulany. In this episode, we welcome Mary Shea, Co-CEO of Mediafly, to share her perspective on the industry and her company's evolution from sales enablement to the broader vision of revenue enablement.
Here are my key learnings:
MediaFly started by helping media companies bring exciting stories to life in sales scenarios, then evolved to become an innovator in the sales enablement space. They are now leading the charge around the emergence of revenue enablement.
With buyers spending only 5% of their time with sellers, the role of content is critical as it needs to do the selling when you're not in the room. MediaFly is going deep in content enablement and content management with tools for calculating ROI and value-selling
MediaFly strategically focuses on complex B2B sales processes, staying away from tech companies selling to other tech companies. They tailor solutions for industries like CPG, manufacturing, oil & gas that have unique needs around trade activation, in-person selling, etc.
MediaFly's suite unifies content, value, conversation intelligence, and revenue intelligence tools within a unified data layer. This enables unmatched visibility into buyer behavior - not just interactions and meetings, but crucially, insights into content consumption patterns and what resonates across the buying journey.
Mary envisions an AI-empowered future that enables sellers to be far more effective and consultative. Her outlook sees humans and technology partnering - with AI letting sellers focus on high-value activities while toiling fewer days each week.
When implementing new sales technology, change management is mission-critical yet overlooked. Rather than an afterthought, it requires proactive planning and participation across revenue teams - not just decree from the C-suite. Buy-in, enthusiasm, and utilization depend on early involvement from sales in requirements gathering, user testing, and validation of workflows.
You want to keep Mediafly and Mary on your watchlist.
Watch our full episode here