Case Study: How Abbott Structural Heart scaled video coaching 4x with Bigtincan Readiness
Key results
The challenge
Abbott Structural Heart lacked a formal sales enablement program, with no dedicated staff, no visibility into field team performance, and no way to confirm whether reps could effectively communicate product value. The pandemic intensified the need for remote coaching.
The solution
Abbott deployed Brainshark, now part of Bigtincan's readiness suite, as a centralized platform for sales enablement and video-based coaching, launching first to 330+ U.S. field sales members before scaling globally.
“Video-based coaching is a great way to ensure that we're driving the message and that people are feeling like they are being supported along the way.”
JGJason GwilliamU.S. Manager of Sales Enablement & Training, Abbott Structural Heart
The results, in context
The program grew 4x in users, expanding from 330+ U.S. members to over 1,100 globally, and recorded 82% participant satisfaction. Over 90% of coaching challenges were submitted via iPhone or tablet. Figures are quoted from Bigtincan's published Abbott customer story and dated.