How ActiveCampaign Saved a Year of Coaching Time with Solidroad
1 hour
saved per simulation
2000+
hours of training completed
Overview
ActiveCampaign provides customer experience automation solutions, helping businesses create personalized email marketing, automation, and sales engagement workflows.
As ActiveCampaign grew, their traditional training approach—relying on manual coaching and one-on-one mock calls—became inefficient and difficult to scale. By implementing structured simulations and real-time performance tracking, they streamlined enablement, saved the equivalent of a year’s worth of human resourcing, and improved rep performance across global teams.
Industry
Customer Experience Automation
user since
Jan 2024
Website
The Challenge: Scaling Training Without Sacrificing Quality
ActiveCampaign’s customer-facing teams were expanding rapidly, but their training process couldn’t keep up. The main pain points were:
Training was highly manual – One-on-one coaching and mock calls required significant time and effort.
Lack of performance insights – It was hard to measure training effectiveness.
Limited bandwidth – Growing teams meant coaching resources were stretched thin.
As the company continued to grow, it became increasingly difficult to maintain a consistent training experience across global teams.
One-on-one training is great for feedback, but at scale, it became a major bandwidth issue.
Emily VanGilder
A Smarter Approach to Training
Before implementing a new solution, ActiveCampaign’s enablement team relied on:
Manual coaching sessions – Difficult to scale as the team expanded.
No structured tracking system – Making it tough to measure rep progress.
After evaluating their options, they found an approach that worked:
Scalable simulations – Eliminating the need for time-consuming manual coordination.
Role-specific, real-world training – Dynamic scenarios tailored to actual customer interactions.
Clear performance insights – Providing measurable improvements and structured coaching.
Ongoing support & iteration – Continuous enhancements based on feedback from the team.
How ActiveCampaign Transformed Their Training Process
ActiveCampaign fully integrated structured training across their new hire and ongoing coaching programs:
1. Monthly Enablement Programs
Focused training scenarios designed to target specific skill development.
Role-specific assignments ensure reps practice relevant situations.
Scorecards provide structured feedback aligned with key competencies.
2. Application-Based Learning
Simulations are embedded into training courses to reinforce learning.
Reps immediately apply new skills in realistic scenarios.
Managers leverage insights to identify gaps and fine-tune coaching.
We started embedding simulations at the end of training courses so reps could immediately apply what they learned, rather than just passively completing training.
Emily VanGilder
The Results: More Effective Training, Less Time Spent
ActiveCampaign saw immediate improvements in training efficiency and rep performance:
1 hour of manual effort saved per simulation – No more setting up and running mock calls.
2,000+ simulations completed – Equivalent to a full year’s worth of coaching hours saved.
Better rep performance – Structured feedback enabled faster skill development.
More engaging training – Reps practiced and improved in a risk-free, scalable environment.
The Future of Training at ActiveCampaign
By implementing structured training and real-time assessments, ActiveCampaign has:
Freed up coaching resources – Allowing managers to focus on strategic training.
Created a scalable enablement process – Supporting global teams effectively.
Built a system for continuous improvement – Ensuring training evolves with business needs.
With measurable impact on efficiency, coaching time, and performance, this approach is now central to ActiveCampaign’s enablement strategy.
This has transformed how we train our teams—more effective, more scalable, and ultimately more empowering for our reps.
Emily VanGilder
