So, you’re sizing up Mediafly against a sea of other B2B go-to-market platforms. Maybe you’re already knee-deep in sales tech, or maybe your team is still wrestling with spreadsheets and PDFs. Either way, picking the right tool is a headache, and vendor pitches rarely help. Let’s cut through the noise and lay out a practical, step-by-step approach to making a smart call for your sales team—without getting distracted by shiny features you’ll never use.
1. Get Clear on What “Go to Market Software” Actually Means
First off, “go to market” software is one of those vague phrases that can mean just about anything: content management, sales enablement, forecasting, analytics, and a dozen other buzzwords. Not every tool does all of these well. Start by mapping out your team’s real needs. Ask:
- Are reps struggling to find the right content during calls?
- Is the sales process bogged down by manual reporting?
- Do you need better ways to personalize pitches?
- Are you aiming for more accurate forecasting?
Write these down. If you can’t tie a feature to a problem your team actually has, skip it. Fancy dashboards don’t close deals—your reps do.
Pro tip: Ask a couple of sales reps (not just managers) to list their biggest bottlenecks. Their answers are usually more grounded than what the execs want to hear.
2. Build Your Shortlist—Don’t Let the Vendors Do It For You
Before you get bombarded by demos, make your own shortlist. Besides Mediafly, consider other common players like:
- Showpad
- Highspot
- Seismic
- Salesforce Sales Cloud (for broader CRM + enablement)
- Outreach (if you’re more focused on engagement)
Skip tools that are big on marketing but light on real sales features. Look for platforms with credible reviews, not just slick websites.
3. Break Down the Core Categories That Matter
Don’t get lost in the weeds. Every platform will throw a laundry list of features at you. Focus on these main buckets:
a. Content Management and Delivery
- How easy is it for reps to pull up the content they need, when they need it?
- Can marketing update content without IT?
- Does it work on mobile and offline?
b. Sales Engagement and Personalization
- Can reps customize pitches or presentations quickly?
- Are there interactive tools for buyers (calculators, ROI models, etc.)?
- Does it track what content buyers actually engage with?
c. Analytics and Insights
- Is reporting actually useful, or just “pretty”?
- Can you see what’s working in deals that close versus ones that stall?
- Is forecasting based on real data, or just guesses?
d. Integration and Usability
- Does it play nice with your CRM, email, and other sales tools?
- How steep is the learning curve for new reps?
- Can you get help when something breaks?
If a product can’t check most of these boxes, move on.
What to ignore: “AI-powered” features that don’t have a clear use case. If the vendor can’t show you how a rep would actually use it, it’s probably just there for the buzzword bingo.
4. Put Mediafly Under the Microscope
Here’s what Mediafly is actually good at, and where it can fall short:
Strengths: - Strong content management. It’s easy for reps to find, present, and share sales content. - Good at interactive presentations (think: calculators, custom slides). - Decent analytics on content engagement—helpful for seeing what resonates with buyers. - Flexible integrations with major CRMs.
Weaknesses: - Can be overkill (and expensive) if your team just needs a basic enablement tool. - UI isn’t always as slick or intuitive as some competitors. - Some features require a lot of setup or admin time to get value. - Not as strong on automated engagement (like email sequencing) as Outreach or Salesloft.
Watch out for: Hidden implementation costs. Mediafly often requires more onboarding than the sales deck suggests. Factor this in.
5. Dig Into Real-World Use Cases (Not Just Demos)
Don’t trust demo environments—they’re always polished. Ask vendors (including Mediafly) for case studies or references from companies that actually look like yours. Better yet, talk to customers directly. Here’s what you want to know:
- What did it actually take to roll this out?
- How long before reps adopted it (or did they just ignore it)?
- What features do they use daily, and which ones collect dust?
- How responsive is support when something goes sideways?
Pro tip: Look for signs of “shelfware”—features that sounded great in the sales pitch but nobody touches after onboarding.
6. Test the User Experience for Your Team
A week-long pilot will tell you more than a month of vendor meetings. Set up a small group of real users (not just admins) to try the tool. Watch for:
- How quickly can a new rep get up to speed?
- Do they need a training session, or can they figure it out?
- Does it fit with your current sales process, or are you bending over backward to fit the tool?
If your team hates using it, adoption will tank—no matter how powerful the platform claims to be.
7. Get Honest About Pricing (and the Extras)
Pricing in this space is rarely straightforward. Ask for a full breakdown:
- Per user? Per feature? Per integration?
- Are there extra charges for onboarding, training, or support?
- What happens if you need to scale up or down?
Don’t just look at the sticker price—calculate the true cost over a year, including any admin time you’ll spend keeping the system running.
What to ignore: Free trials that don’t include all features. If the trial is limited, you’re not seeing the real product.
8. Make the Call—But Keep It Simple
After all this, you’ll probably find every platform has strengths and weaknesses. The trick is to pick the one that solves your biggest problems without adding a bunch of new headaches.
- Prioritize tools your reps will actually use.
- Avoid getting seduced by “all-in-one” promises if you only need a few core features.
- Don’t be afraid to push back on vendors—ask for proof, not just promises.
Final Thoughts: Don’t Overthink It
No tool is perfect. And honestly, most sales teams don’t need 90% of the bells and whistles vendors pitch. Focus on the basics: solid content delivery, usable analytics, and integration with your workflow. Test, tweak, and don’t be afraid to switch it up if something’s not working. The simplest solution that your team actually uses will always beat the most impressive demo.