A seismic shift is underway in the way B2B software companies connect with customers and the potential for increased revenue that comes from the swing to virtual software experiences. This, according to the latest research from CloudShare, a leading software experience platform.
The research reveals that the demand for virtual software experiences is growing dramatically, both for sales organizations and customer training teams. According to the report, there’s been a “rapid increase in the adoption of technologies that will become the new norm: virtual POCs, self-paced learning, video-enabled training, tighter integrations, etc.
Highlights of the most significant trends:
Increased demand for virtual sales experiences: The research identified a sharp increase in demand for virtual sales experiences. There was a 368% increase in virtual POC experiences delivered on the CloudShare platform from 2020 to 2021, along with a 311% increase in activity in the same POC environments.
Increase in self-paced virtual learning: In a recent survey of SaaS leaders, 42% say scheduling across the globe is their number-one barrier to effective training, explaining, in part, the shift to self-paced learning in virtual environments. “While virtual instructor-led training (VILT) still has a major place in onboarding and complex product training,” the study found a significant shift in 2021: VILT courses decreased by 16%, while self-paced experiences increased by 365%.
Using multiple instructors in the same class: One way to boost live engagement is to bring various instructors into a VILT environment. The research shows that companies using multiple instructors in a single class saw an average of 53% higher attendance and nearly 20% higher class completion rates.
In-app video conferencing has the biggest effect on participation and completion: Video conferencing has more impact on participation than any other training tool. According to CloudShare’s study, in-app video conferencing brings class completion rates up to 67%, compared to just 46% when trainers and learners switch between materials and video conferencing.
Dr. Zvi Guterman, CloudShare’s CEO, says, “B2B buyers expect more from sellers in 2022 than they did just a few short years ago, and customers expect better training experiences. Gone are the days when software companies could interact with users from afar. The modern software user expects a collaborative virtual experience that allows them to ‘play and break’ products in their own replicated environments while providing the software company with real-time visibility into how customers are actually using their products. This is the present and future of B2B software experiences.”