Canto digital asset management helps unlock your team and unleash your brand. Organize images, videos, presentations and other media in a central location so they can easily be found and shared.
Falcon Structures Creates a Smoother Sales Experience
Falcon Structures creates modular container-based structures that provide modern alternatives to traditional construction. The marketing and sales teams use visual assets extensively to convey their wide breadth of solutions to prospective customers.
Krista Short, marketing director at Falcon Structures, leads the company’s marketing and sales enablement efforts and spearheaded their search for a digital asset management (DAM) solution to support the company’s growth.
The Goal: Eliminate Bottlenecks for Sales Process
Previously, the Falcon team used Google Drive to store all of their assets. As they created more content, their Google Drive began to slow down the company. The team leaned on Krista as the source of truth for where assets were located, making her a bottleneck.
“We have a ton of projects that go through our team daily, weekly, monthly, and they all get photographed. When we started logging photos, things got even worse. Project photos are often critical to making the sale, so I needed a way to categorize them that was not only helpful for marketing but also for the sales team,” said Krista.
The sales team would be blocked by the time-consuming process of finding assets in Google Drive.
“It would take us up to half an hour to find the right folder and image in Google Drive and it added up. Oftentimes, the sales team would just give up searching for an asset.”
Enter Canto: Effective Sales Enablement Starts With DAM
Krista searched for a DAM solution to help Falcon scale sustainably, and chose Canto for its simplicity and user-friendliness.
“Canto is the greatest value for the price for anything I researched, and it’s extremely user-friendly. We’re a small company that didn’t need something overly complicated. We just needed something with great functionality, and Canto met this purpose,” said Krista.
Now, Falcon Structures has a centralized and organized digital asset library in Canto. With the user-friendly interface and training from customer support, the team could start realizing the benefits of Canto right away.
“Canto is very intuitive, so I didn’t have a problem jumping right in. I didn’t expect the onboarding to go so smoothly! The implementation process with the Canto team helped us learn tips and tricks that made it even easier. For new employees, we just have them watch the recorded trainings,” said Krista.
The marketing team streamlined their sales process by setting up a sales portal where the sales team can find any assets that they need quickly, even while communicating with prospects or in the field.
“We make sure that everything sales needs to see is in the portal. They can only see and use what they need to on a daily basis, which makes the user experience much easier. It works really well for us,” said Krista.
It’s easy for the sales team to find images of shipping container configurations with very specific features in response to a prospective customer’s requests. They can then share these images via a Canto link that displays a professional, Falcon-branded interface.
In addition, Krista found Canto invaluable in Falcon’s recent rebranding project. The team worked with an external agency to create a new website and having the agency self-serve to find the images they needed within Canto helped both the Falcon team and the agency save time.
“I don’t know if I could have even begun to tackle the recent Falcon Structures rebrand and new website with an outside agency without Canto. It would have been a frustrating and time consuming process to locate and share the assets they needed. Instead, I simply gave them access to Canto as a consumer and let them find whatever they needed themselves. Everything that’s in Canto is already marketing approved, so it made the whole process a lot smoother,” said Krista.
Results: A Sales Experience to Be Proud of
With Canto, the marketing team has streamlined the sales process to give both their sales team and customers a positive experience.
“A prospect might come to us and say, ‘We have a particular style of office that we’re looking for with this unique feature, which might be an oddball thing for you.’ And our sales team can say, ‘Actually we’ve done something very similar for another customer – in fact, I have a photograph that I can share with you.’ To be able to easily search for that particular product and then email it over was just unheard of with Google Drive, but we can do that with Canto,” said Krista.
The Falcon team is now empowered to find any assets they need. Krista is no longer a bottleneck for her team, and sales and marketing are working in sync.
“I have not heard any complaints, which is a really great thing. I know the team uses it and that makes me very happy,” said Krista.
“Our success with Canto has been defined by providing a streamlined, professional and collaborative experience for our customers, vendors and partners. Canto has taken the guesswork and stress out of digital asset management.”