According to the CMO Council, less than 25% of CMOs and senior sales executives are satisfied with their sales team’s ability to accurately and consistently communicate targeted messages to their customers. Part of the problem is that salespeople are facing greater complexity with constantly changing markets, competitors, solutions, audiences, and corporate messaging. But marketing cannot easily help salespeople because marketers do not have visibility into and control of sales’ delivery of messages. The results are issues like: 

• Salespeople do not understand positioning and messaging and therefore they make it up themselves.
• There is no way for marketers to maintain message and brand compliance, proactively recommend and assemble the best message, and track the way the message is being delivered.
• "Safe Harbor Statements" and other legally required content is left up to the salespeople to include in presentations.
• There is no audit trail for the materials created for use in customer conversations.

To the extent possible, marketing needs to be able to moderate the conversations that are happening in the field to help to deliver the best messages for a given situation. Marketing also may need to have an audit trail for ensuring that appropriate sales content and compliance information is included in sales materials.

With SAVO, marketing has control over what content or segments of content are pushed to sellers based on their unique selling situation.