Agilent Transforms Sales Engagement with Allego Digital Sales Rooms

Situation: From Product-Centric to Market-Centric Selling

Agilent Technologies, a global leader in life sciences diagnostics and applied chemical markets, faced the challenge of modernizing its sales engagement strategy. After a series of acquisitions, multiple sales channels operated in silos. The company’s sales approach remained highly product-centric, which made it difficult to align with diverse customer needs. Reps struggled to access content across fragmented systems and faced limited visibility into how customers engaged with shared materials.

Meanwhile, the shift to remote selling in a post-COVID landscape heightened the need for engaging, mobile-friendly training and customer-centric digital interactions.

Challenge: Disconnected Systems and Limited Visibility

Agilent’s sales teams needed to unify operations across acquired divisions and adapt to market-driven selling. Six different systems housed critical content, slowing down reps and frustrating customers. The lack of visibility into customer engagement meant sales leaders couldn’t see what resonated or which opportunities to prioritize. Training and onboarding also had to evolve, delivering engaging, remote-friendly experiences that would prepare reps to succeed in a digital-first environment.

Solution: A Unified Platform with Allego

In 2020, Agilent partnered with Allego to consolidate its fragmented systems into a single platform. This streamlined access to resources, improved training, and enabled a consultative approach to selling.

With AI-driven coaching and personalized recommendations, reps could quickly access the right content and training materials, tailored to their specific roles and customers. Mobile access ensured that these resources were available anytime, anywhere.

Agilent also leveraged Digital Sales Rooms (DSRs) to revolutionize customer engagement. DSRs offered curated content, real-time notifications, and compliance safeguards for regulated industries. Sales teams gained new visibility into buyer behavior—seeing when quotes were opened, when materials were forwarded to new contacts, and which content resonated most.

The shift to a market-centric approach empowered sales reps to move beyond product pitches, positioning themselves as consultative partners who could address customer challenges more holistically.

Results: Revenue Growth, Time Savings, and Deeper Engagement

The partnership with Allego delivered measurable results that directly impacted sales performance.

Sales reps who participated in training pilots experienced a 15% increase in incremental sales growth. Each pilot generated an additional $250,000 in revenue, totaling $1 million across pilots. Reps also saved an average of two hours per week by reducing time spent on non-selling activities—time that could be reinvested into customer interactions.

Customer engagement improved significantly through DSRs. Real-time notifications and curated content elevated the buyer experience, while forwarded materials surfaced new leads. Agilent also enhanced compliance, ensuring that all content was current, accurate, and aligned with regulatory standards.