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Background
The IT platform industry shifts fast — product, competitor, and market information updates constantly. With ~700 employees, sales reps repeatedly failed to respond to competitor questions in the field. Email-based information sharing was unsearchable and unsystematic, and critical updates reached the field too slowly.
Solution
Structured field sales training across ~80 categories with monthly competitor intelligence updates. Competitive intel became the most actively consumed content type. Survey-based feedback loops continuously refined content direction, building a "the info I need is here" perception. Monthly live sessions and dashboard-driven content rebalancing were standardized.
Results
Competitor intelligence became the top-consumed content type in the field. The structured 80-category framework maintained consistent product knowledge across the sales team. Survey-driven content improvement cycles shifted HRD content planning to data-based decision-making.
Insight
This case is a combined model of P1 (field-role capability building) and P5 (data-driven performance management). When work-critical content like competitive intelligence is supplied continuously, sales reps log in voluntarily. Across 107-company data, zero companies maintained MAU above 70% with content supply frequency below once per week — supporting this observation.
