Company Overview
Veritiv sells a wide range of products, packaging among them, to customers across many industries, and it keeps adding companies through acquisitions. Its revenue organization of 1,200 sellers is focused on the growth markets Veritiv has chosen to win in.

The Challenge
Many products, newly acquired companies, and new markets add up to a lot for 1,200 reps to know. Building everything a seller needs for one market, from battle books and competitor analysis to pitch decks and a training program, took so much effort that Veritiv could launch only one or two go-to-market programs a year. That pace couldn’t keep up with the markets the company wanted to grow in.

The Solution: AI-Built GTM Programs, Delivered in SalesHood
Veritiv now runs a full go-to-market sprint every six weeks, made up of two-week sprints. AI generates high-quality content and training quickly, and SalesHood is the platform that delivers it. A program like cold chain includes everything reps need to sell temperature-controlled packaging: battle books, competitor analysis, market-specific pitch decks, a complete training program, and even a microsite for the market.

SalesHood Content Management puts every pitch deck and battle book in front of reps. AI Coaching & Role Play lets each rep practice the pitch and get certified, and new hires go through a boot camp built from the same content.

Key Results

• New GTM programs every six weeks: up from one or two a year.
• Enablement that scales without headcount: about 25 people support enablement for all 1,200 sellers.
• Faster ramp: new hires practice with AI role plays and get up to speed faster than before.
• Growth in focus markets: Veritiv is going after double-digit growth in its focus markets, where the industry grows 2 to 3%.

Client Testimonials
“We bring people up to speed so fast, and we just couldn’t do that before.”
Chris Bradley, Chief Marketing Officer and Head of AI Transformation, Veritiv

“One of the biggest benefits we’ve gotten by working with you is we’ve been able to scale to a pretty large amount without having to scale the same number of people in enablement. We probably have about maybe 25 people total that are engaged in enablement activities supporting 1,200 sellers.”
Chris Bradley, Chief Marketing Officer and Head of AI Transformation, Veritiv

Conclusion
Veritiv turned go-to-market launches from a once-a-year project into a six-week rhythm. AI builds the content and training, SalesHood puts it in front of every seller, and a small enablement team keeps 1,200 reps ready for each new market. Next, Veritiv keeps adding programs for the growth markets it has chosen to win.

Watch
CMO’s AI-Powered Enablement Playbook: More Capacity, Faster GTM Execution, Greater Impact (webinar replay)