How Cobalt got business development reps field-ready in just 2 weeks.
Two weeks to field readiness. Cobalt built enablement from the ground up – accelerating ramp-up, internal progression and revenue impact.
to field readiness for BDRs
on time course completion
of SMB sales team promoted
Cobalt is a cybersecurity company helping modern businesses manage risk across a fast-changing threat landscape.
Its go-to-market teams need deep product knowledge, industry expertise and the skills to do both. But without a learning platform, onboarding and ongoing enablement were manual and hard to scale.
New hires need structure. Reps need product mastery. Managers need confidence that sellers are ready for the field.
Cobalt used Learn:Up [formerly WorkRamp] to deliver all three. It started with a structured sales onboarding program, then moved into ongoing training initiatives – product training, certifications, role play, skilling up.
What began with the business development team soon expanded across the revenue organization. Account executives. Customer success managers. Then an entire six-person sales team promoted from within.
A growing revenue team. Field-ready, fast. Here’s how they did it.
“People that we’ve hired from other large organizations have said their onboarding experience in Learn:Up [formerly WorkRamp] is so much better than anything they’ve ever experienced anywhere else.”
Wyatt Forrest, former Revenue Enablement Program Manager, Cobalt
Learning built for the field
Cobalt made training practical, varied and easy to apply.
Pitch and demo certifications reinforced product knowledge.
Videos, quizzes, flip cards, audio and recorded challenges kept the experience fresh. AI-assisted authoring helped the team turn existing files into training faster.
“One of the things we like about the platform a lot is there’s a lot of flexibility. Our job here is to make training interesting, and we try to do that through mixing up the content types. Maybe there’s quiz questions. Maybe you can watch a video. Maybe we have a challenge where you upload your voicemail recording.”
Wyatt Forrest, former Revenue Enablement Program Manager, Cobalt
From onboarding to internal progression
Enablement didn’t stop once reps reached the field either. Cobalt paired Learn:Up [formerly WorkRamp] courses with live product-release training, role play and coaching. Its nine-week incubator gave high-performing BDRs the skills and path they needed to move up.
The results
Cobalt achieved a 93% on-time course completion rate and got BDRs field-ready in just two weeks.
New SMB account executives averaged just two to three weeks between closed-won deals during their first 90 days. All six completed the BDR incubator, which meant promotion for all.
What started as sales onboarding now powers Cobalt’s revenue team. Reps are ready faster. Talent moves up. Revenue impact comes sooner.
The feedback has been overwhelmingly positive from the reps that we've put through programs in Learn:Up [formerly WorkRamp], just because of the structure alone.
Wyatt Forrest, former Revenue Enablement Program Manager, Cobalt
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