The Challenge: A massive tech stack without enough scalable training
At Zoom, sales enablement played a critical role in helping sellers perform in a fast-paced and complex selling environment. Rich Adams led enablement initiatives focused on coaching, onboarding, and helping teams use Zoom’s expanding tech stack effectively.
But the team faced a familiar enablement challenge: the sales organization had access to a large number of tools, yet many of those tools were underused because sellers did not always know when or how to use them.
“We had this massive tech stack that was underutilised. No real prescriptive training in documentation… we were never going to catch up with screenshots and videos.”
Traditional training methods could not keep up. Onboarding often relied on long live trainings or static videos, which reps could quickly forget after the session ended. That slowed time-to-value for new sellers and created recurring questions for the enablement team.
Training maintenance was another major issue. Screenshots and videos became outdated whenever a process or interface changed, which made it difficult to keep documentation accurate. During Zoom’s Salesforce migration from Classic to Lightning, those changes created even more pressure. Without scalable documentation, sellers risked confusion, resistance, and slower adoption.
The Shift: Moving from static training to interactive enablement
To solve these challenges, Zoom integrated iorad’s interactive tutorials into its core sales training process.
With iorad, the enablement team could capture workflows across Zoom’s sales tools and turn them into step-by-step tutorials. Reps could click through real processes, follow guided instructions, and build confidence through practice instead of only watching or reading.
iorad also made updates significantly faster. When a UI or process changed, tutorials could be updated in minutes instead of requiring lengthy video re-recordings. That allowed Zoom to keep enablement content aligned with fast-moving tool and process changes.
The team embedded iorad tutorials directly into Guru, their knowledge base, and WorkRamp, their LMS. This made training available both during formal onboarding and at the point of need inside reps’ daily workflow.
“We documented everything in Guru with iorad. If someone asked the same question twice, we made a tutorial — took 30 seconds — and never had to answer it again.”
The Outcome: Faster ramp, stronger adoption, and scalable documentation
With iorad, Zoom shifted from static bootcamps and one-time trainings to contextual, on-demand enablement.
New hires became productive faster because they could access guided workflows whenever they needed them. Instead of depending on memory from a live session, reps could return to interactive tutorials and reinforce the exact steps required for key tools and processes.
iorad also played an important role in Zoom’s Salesforce Lightning migration. The team created an iorad-powered Salesforce FAQ guide that became the number one most-used Guru card, helping reduce fallback to Salesforce Classic and making the transition feel more seamless for reps.
“That one resource might have been the most important we ever created — people couldn’t believe how seamless the switch was.”
The team also saw stronger engagement and retention. Reps preferred interactive tutorials over static training content because they could understand workflows more clearly and practice them in a more hands-on way.
Why it worked: Training at the point of need
iorad worked for Zoom because it helped turn enablement into a living, searchable, and practical resource.
Instead of forcing sellers to remember everything from onboarding, Zoom gave reps a way to access step-by-step help inside the tools and systems they already used. Tutorials could answer common questions, reinforce important workflows, and support adoption during major system changes.
That made enablement more scalable. The team could keep pace with constant updates across tools and processes without adding headcount or rebuilding content from scratch.
Looking ahead: Enterprise enablement that keeps up with change
For Zoom, iorad became more than a faster content creation tool. It became a way to drive adoption across a complex sales ecosystem.
From Salesforce Lightning to outreach workflows, iorad helped make change management easier and reduced friction for sellers. The speed and flexibility of the platform made it a strong fit for enterprise enablement, especially compared with heavier alternatives that were not as easy to create and maintain.
As Zoom’s tools, workflows, and teams continued to evolve, iorad gave enablement a scalable way to keep training accurate, interactive, and easy to access.