How Docebo and Salesforce Come Together for Optimal Sales and Training Potential

• 4 min read

How Docebo and Salesforce Come Together for Optimal Sales and Training Potential

Though the idea of linking a Customer Relationship Management (CRM) system with a Learning Management System (LMS) doesn’t come up as often as it should, in recent posts we’ve discussed the value of integrating your business’ CRM and LMS, as well as the ROI that can be generated by doing so.

Drilling down on those ideas a little further, let’s take a look at what an actual CRM-LMS integration might look like, and the potential it could offer for your business. And for the sake of example, let’s take one of the world’s biggest cloud-based CRM systems, Salesforce.com, to illustrate our point.

Benefits of Effective Integration

When Salesforce and Docebo are effectively integrated, clients benefit from a more comprehensive view of the performance of training platforms. The potential is vast. Through effective tracking, an integrated system can lead to:

  • Better deal sizes and wins through a better trained sales team equipped with deeper insight.
  • Improved partner channel performance with linked training completion and channel sales numbers.
  • Higher product adoption and renewal rates.
  • New revenue streams through training content resale.

Asking the Right Questions

So where to begin? Well, depending on the stages you are at with either a CRM system or an LMS rollout, it is important to start at a very high level, by asking some key questions on how a CRM-LMS integration would actually align with your business needs. Questions might include:

  • How can we quantify and qualify the value of training for partners and customers?
  • Can an integration actually increase revenue for the organization overall?
  • Can an integration effectively illustrate that the sales team is more effective post-training as opposed to pre-training?
  • How can I determine if  partners sell more after certification?
  • Do customers renew at a higher rate after training?
  • Does training completion correlate to upselling and cross selling across accounts?
  • How can we streamline processes to sell more online training products?

This is by no means an exhaustive list of potential questions, and not all of these questions may be relevant to your organizational needs and priorities, just as we may  have missed many questions that might be highly relevant to your situation in this list.

However, this list helps give us a sense of the spirit of the kinds of questions we ought to be asking in advance of a Salesforce-Docebo rollout. In order to know whether a CRM-LMS integration is actually effective and providing value, we must first know what we expect such an alignment to deliver. And in many cases this can be found in looking at the disparity between pre- and post-metrics.

Answering a set of questions such as the ones listed above will also help establish the groundwork for building the business case for an integrated LMS-CRM solution. Our answers will require an alignment between Learning and Development (L&D) teams and all associated revenue-generating teams, all of which live in very different worlds.

Training people, system admins, salespeople and learners are often used to two different systems: the CRM (Salesforce, in our case), which is the ‘system of record’ for sales and customer data; and the LMS, which manages training for employees, partners and customers. These records coexist in the CRM, and if they aren’t ‘talking’ to one another, that means we are keeping them in sync manually, an error-prone and time-consuming activity. Also, when users and accounts are organized differently within two different systems, there’s a further level of complexity when it comes to aligning and integrating systems.

Integrating Docebo and Salesforce

To that point, in any Salesforce-Docebo integration, we’ll have to map the fields of primary integration points between both systems to one another. Here’s a few examples:

Salesforce CRMDocebo LMS
LoginNot required (single sign on)
Users (e.g. salespeople)Users (e.g. learners)
Accounts (e.g. customers
and prospects)
Extended enterprise operational
nodes (branches)
Contacts (account’s employees)Users (learners) in contacts’ branches
Training assignmentEnrollment in course or learning

For a more complete list of some of these integration points, see our white paper on.

When Salesforce and Docebo Unite

So when Salesforce is effectively integrated with your Docebo system, what will it actually look like? Well, you should benefit from some of the following features upon successful rollout and integration of both systems:

  • Removing duplicate or different credentials and login across both systems through single sign on.
  • Much less duplicate information as Salesforce begins to treat Docebo as the system of record for anything training and learning related, while Docebo does the same for Salesforce for any data related to users, accounts and contacts.
  • Automatic course enrollment for new hires, for example, after a given date to a specific onboarding learning plan in Docebo. Regional sales teams can also be linked to localized sales enablement materials for new products.
  • At-a-glance training visibility to see active, archived and upcoming certifications and retraining within Docebo. View progress and status of courses taken in Docebo from within Salesforce, in real time.
  • Advanced reporting informed by data in Docebo (e.g. progress and completion status of training assignments and certifications) to build analytics dashboards for better and more comprehensive actionable intelligence on sales and training peformance.

Again, for a more in-depth look at the possibilities of a Salesforce-Docebo integration, as well as the benefits of getting your CRM system and LMS to speak to one another, check out our white paper on the topic by clicking the button below.

Has your company successfully linked Docebo and Salesforce.com to streamline processes? Want to learn about how to maximize the profit-producing power of LMS-CRM integrations? Download our free report.