Case Studies
Commercial Enablement at scale:
turning training into competitive advantage
Context: From a specific need to a scalable model.
It started with a major transformation project: rolling out Salesforce training for a large agribusiness operation, with content in Portuguese and Spanish and a broad user base.
The initial initiative, back in 2021, required not only volume, but also organization. It was necessary to structure an approach that guaranteed quality, consistency, and speed in content production.
This challenge gave rise to something bigger: the creation of a true "production factory for training materials," capable of sustaining growth, scale, and standardization.
The problem: increasing volume with a need for speed and consistency.
As operations evolved, the demand for training increased significantly, both in volume and complexity.
Some of the main challenges included:
• High development time per course (average of 18 hours)
• The need for standardization to speed up approvals
• Expanding the scope to new areas beyond projects
• Growing number of users and regions involved
At the same time, it was crucial to ensure that the content was effective from a learning perspective, not just produced on a large scale.
The solution: creating a structured and efficient training factory.
The answer was the construction of a structured training development model, based on three main pillars:
• Content curation
• Instructional design
• Key users acting as co-creators
This model has made it possible to transform content production into a continuous, predictable, and scalable process.
The gains were immediate:
• Development time cut from 18 hours to 4 hours per course
• 435 courses delivered in 2024
• An average of 36 courses in development per month
The level of maturity achieved was such that, in 2025, the model was adopted as a global standard for training development.
A new challenge: accelerated commercial enablement.
With the foundation laid, a new scenario emerged: preparing the sales force for a Salesforce-based transformation.
The challenge involved:
• 600 participants
• 8 training cycles (sprints)
• 12 months of execution
• Content aligned with different system releases
Each stage addressed critical topics such as order entry, master data, credit, order management, telesales, and customer service, directly impacting commercial operations.
How it was done: Agile methodology applied to learning.
To meet the project's speed requirements, an agile and highly integrated approach was adopted:
Each content cycle was developed in just one week, ensuring agility and a consistent pace.
Teams made up of business, design, and content specialists worked as one, cutting rework and improving accuracy.
Materials were structured into components that could be reused and adapted for different contexts.
Power users took an active part in validating and building the content, keeping it true to day-to-day reality.
All material was kept in a central repository, updated with every new release.
One of the most significant differentiators was the delivery capability: the materials were ready within 48 hours of each release.
What made the difference
Several elements were crucial to the success:
• Industrialized model of content production
• Integration between technical and business areas
• Speed without loss of quality
• High capacity to adapt to change
• Focus on practical application by the end user
More than just training, the project structured a continuous enablement system.
Results: scale, efficiency, and real adoption.
The results demonstrate the direct impact on the business:
Volume produced
Reach
Proven Learning
The numbers demonstrate not only delivery, but effective adoption by users.
Conclusion: Training as an engine for commercial performance.
This case reinforces that, in the context of business transformation, the speed of enablement is a critical success factor.
By structuring a scalable, agile, and practice-oriented model, it was possible to ensure that hundreds of professionals were prepared at the right time, directly impacting the efficiency and results of the operation.
More than keeping pace with the transformation, training became an accelerator for the business.