90%+ Rep Adoption, Increased Rep Productivity

Challenge

Tool Fatigue and Inconsistent Execution

Couchbase faced the classic sales enablement dilemma: powerful content and training that reps rarely used. As the GTM team scaled globally, so did complexity. Sales cycles were long, personas varied, and buyer expectations surged. Meanwhile, reps struggled to prep efficiently and enablement tools went underused, wasting investment and slowing down execution.

Pain Points:

• Fragmented prep workflows across 3+ regions

• Enablement tools introduced, but adoption lagged

• Reps spending hours digging for account intel

Solution

Global Rollout with Embedded Sales Intelligence

Instead of adding yet another dashboard, Couchbase embedded Rox directly into the CRM workflow. Working across teams in AMER, EMEA, and APAC, they ran seven targeted rollouts tailored to each region’s roles and rhythms. Rox surfaced high-signal account insights, auto-generated pre-meeting briefs, and enabled reps to operate with precision and speed—instantly.

Key Tactics:

• 7 live, role-based onboarding sessions across 3 regions

• Clever Columns for customizable account intel

• Auto-generated pre-meeting briefs linked to reps’ calendars

Impact

Adoption, Acceleration, and Strategic Clarity

Within weeks, every field rep—over 200 globally—was running on Rox. Sellers started prepping faster, targeting smarter, and engaging prospects with tailored insights. What used to be manual grunt work became instant, actionable context. Frontline managers used Rox dashboards to reinforce behaviors and coach in real time.

Top Impact Stats:

• 90%+ adoption across Couchbase’s global GTM org

• 7 regionally tailored training sessions delivered in 3 weeks

• Instant feedback loop from reps reporting higher confidence and control