THE ALLEGO STORY


A New Approach to Learning in the Moment of Need


BY WAYNE ST. AMAND, CHIEF MARKETING OFFICER, ALLEGO A


llego represents the next era of sales enablement. Our all-in-one, rep-centric platform ensures that


sellers have the skills, knowledge, and content they need to succeed in a


virtual world. In place of traditional learning tactics – which


are rapidly outdated and often ineffective – Allego empowers reps with the activated content they need to close deals faster, and the personalized training and coaching they require for continuous improvement. And it all happens in the flow of their daily work. We have observed the role of sales learning evolve from formal, instructor-led training to becoming part of the essential enablement experiences that reps count on to help them day- to-day. We noted the convergence of capabilities into more useful solutions and sales enablement, and the transformative impact of AI for sales teams and marketing teams. The most impactful of these trends is the


fact that remote and hybrid teams are going to be with us for years to come. That fact has to influence how we think about building a team culture, making personal connections, and providing insightful, personalized coaching. The market is finally aligned on a definition of sales enablement that we at Allego have been predicting for years.


LEARNING AT THE MOMENT OF NEED Yuchun Lee and Mark Magnacca – long-time entrepreneurs with successful careers in different industries – launched Allego in 2013 to transform training and how people learn at work. Yuchun is a software executive who, prior to Allego, co-founded and served as CEO of


22 | SPECIAL EDITION 2022 SELLING POWER | MASTERINGVIRTUALSELLING.COM © 2022 SELLING POWER.


marketing automation provider Unica, guiding it through a successful IPO and sale to IBM. Mark is an accomplished author, speaker, trainer, and former financial advisor. Before Allego, he helped financial service companies build their businesses and improve their selling practices. Together, they invented a new approach that uses mobile technology and interactive video to deliver training, coaching, and content at the moment of need. In the process, they redefined an entire market.


The two innovators had known each other for 15 years when an “aha moment” at a training session led to their collaboration. During a client engagement in 2012, Mark noticed that the company had purchased iPads for its entire sales force. Part of the training required salespeople to practice their delivery, and Mark thought there was a way to leverage this new mobile device. “We were flying everyone in for training. I


thought, why don’t we have everyone record their presentation on their new iPad instead, upload it, and share it with their managers for certification?” recalled Mark. “I didn’t know the obstacles.” Mark envisioned an app that would solve storage and speed constraints, and shared his idea at a brainstorming session. Yuchun was intrigued by the idea of using mobile technology and video to transform sales. After the session, he approached Mark and, in his understated way, said, “I think you might be onto something. It’s worth exploring.” That was the start of Allego.


MASTERING VIRTUAL SELLING: ORCHESTRATING SALES SUCCESS


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