After recently becoming an independent company, LastPass — a leading identity and password manager — was looking to increase the effectiveness of its sellers.

“We evolved into a high-velocity growth-stage company almost overnight, which meant building a new sales identity from the ground up,” says Luke Cochran, Manager of Sales Enablement at LastPass. “We had to create a culture where continuous learning and knowledge-sharing became second nature.”

As a fully remote team spread across the globe, they also needed a place to call home — a foundation that gave sellers the confidence to succeed in any situation.

With a new strategy and direction in place, sales reps were outgrowing the company’s legacy content management system. And as a remote workforce, they were looking for a new centralized learning environment for knowledge sharing and informal collaboration to close deals.

“We chose Showpad because it was clean, intuitive, and easy to use,” Luke added.

In 2022, LastPass adopted Showpad, recognizing the need for a new centralized content management system to boost collaboration. Luke’s team led the way in migrating materials from SharePoint to Showpad.

“We transitioned 400 internal users with a go-live date of November 2022,” Luke recalls. “That’s all the go-to market roles — account executives, business development reps, sales engineers, renewals, customer success, support.”

To navigate this, Luke partnered closely with Showpad’s customer success and professional services teams. Together, the team customized the platform for LastPass’ unique needs, including addressing their legacy content systems, enabling a remote salesforce, and fostering a unified sales methodology. 

Additionally, Luke implemented gamification strategies to drive excitement and reinforce adoption of the new platform.

“We wanted to make our transition to Showpad fun and relevant,” Luke notes. “In the spirit of adoption and exploration, I created our own treasure hunt, where users had to find Easter eggs inside of Showpad.”

With Showpad in place, LastPass transformed its sales enablement with a clean, centralized platform. This shift enabled reps to quickly access the latest materials and dedicate more time to closing deals.

As a result, monthly active user rates have consistently exceeded 90%, demonstrating strong engagement and reliance on the platform.

A key driver of this success — besides a well-executed launch and the gamification initiatives — was Showpad’s ease of integration with other team milestones, such as LastPass’ systems transition and the creation of new marketing messaging.

“Going beyond adoption, we wanted to create a full ‘how-to-sell’ guide,” Luke says. These comprehensive resources include discovery questions, competitive insights, and objection-handling techniques, equipping reps with the tools needed for more value-driven client conversations. As a result, sellers have even been able to create tailored sales plays and participate in pitch contests. 

Showpad’s intuitive design and robust analytics empowered the team to continuously refine their strategy, ensuring reps always have relevant resources at their fingertips. By centralizing these alongside structured guidance on how to use them, LastPass not only saved reps time but improved cross-team collaboration and enhanced overall sales effectiveness.

As the digital security landscape continues to evolve, so does LastPass. Fully independent, LastPass has redefined not only its sales enablement but also its approach to software development, operations, and security. With Showpad’s continued support, LastPass is positioned to stay ahead of the curve, providing its sales team with the tools they need to succeed in the dynamic enterprise tech sector.

Looking ahead, Luke’s team plans to broaden their use of sales plays and further customize enablement initiatives through Showpad. With a solid foundation in place, they’re now using Showpad’s analytics to refine strategies and deliver reps with content based on real-time deal needs.

“So, what’s next for LastPass’ enablement?” Luke reflects. “We want to thread more methodology into our resources to elevate the way we learn and have conversations both internally and externally.”