• Standardized product launch training for hundreds of sales and customer growth reps across multiple regions.
• Added a hands-on step to the learning journey: reps explore new features in Navattic before they ever touch a live call.
• Reps enter customer calls already knowing where to click, not guessing.

Every product launch means the same test for ActiveCampaign. "Every product launch triggers a training cycle," says Laura Rufini, Senior Enablement Specialist at ActiveCampaign. "We're talking hundreds of reps across multiple regions who need to get up to speed quite fast."

Videos, live sessions, and documentation covered the theory, but that was the problem. "The friction was that our enablement content was mostly passive," Laura says. "We didn't have an experience that felt immersive. Reps would watch a video, sit through a live session, and still need time to wrap their heads around how to navigate the new product in front of a customer."

The gap: reps needed to use the product before they pitched it, not just hear about it. "We needed something that felt hands-on," Laura says, "something that could give them that immersive experience."

Laura and her team built ActiveCampaign's go-to-market readiness program around three phases:

1. Theory: foundational knowledge, delivered through their LMS.
2. Practice: conversation simulations, run through SolidRoad.
3. The gap: nothing that let reps touch the actual product before phase two.

"The gap in the middle was the product," Laura says. "Reps needed the experience of clicking through it before they could confidently talk about it. This is where Navattic sits. It's our bridge."

Rolling it out came down to three moves, in Laura's words:

"First, we had to figure out where in the learning journey Navattic actually belonged. Second, we had to build the demo itself efficiently from the content we already had, and it was quite easy to spin up. And third, we had to make sure it lived inside the learning experience, not as a separate link learners would ignore."

Building it efficiently meant starting from what already existed. "We are not starting from scratch," Laura says. "We already have product context, access to mock-ups, MVPs, and so on. Navattic lets us take that existing content and make it clickable, capturing the screens, tooltips, copy, and decision branches where the product offers different paths."

The demo sits inside the course itself, right where reps are ready to go deeper, not as a separate link they have to go find. "It's not just a link we share in Slack or drop in an email," Laura says. "It's inside the course, at the right moment, when reps are already in the learning mindset, right after the theory and right before the practice."

Faster, more confident ramp. Reps who practice inside the product before their first live call stop hunting for features mid-conversation.

"The result is confidence. When reps have already navigated the product in a safe, guided environment, they show up to customer calls and support chats differently. There's no 'where was that thing, I don't remember.' They already know. It's that feeling of, yeah, I've seen this, I've done this already, that Navattic enables."

Less demo-building work. ActiveCampaign builds new Navattic demos from mock-ups and MVPs they've already made. No new content, no starting from scratch; demos stay current as the product changes.

Higher completion, lower ignore rate. Housing the demo inside the LMS course means reps actually complete it. It's part of the required path, not an optional link buried in Slack.

One demo, every team. "One Navattic demo can be shared across the company in two seconds," Laura says. "It's very easy." A single demo deploys instantly across sales, support, and customer success, so every team launches with the same story and the same product knowledge.

• Interactive, hands-on practice is the missing third phase most training programs skip between theory and role-play.
• Demos built from existing product materials cost almost nothing to produce and stay accurate as the product ships updates.
• Where you place a demo matters as much as building it. Embedded in the learning path beats a link sent after the fact.
• Confidence, not content coverage, is what actually changes how a rep performs on a customer call.

ActiveCampaign didn't add another training format. They added the one rank-and-file reps were missing: real product practice, right between learning the theory and rehearsing the pitch.

See how interactive demos could close the same gap in your team's ramp.