I’m more excited about revenue enablement’s future, and Highspot’s momentum, than I’ve ever been since we founded Highspot in 2012.
The enablement category had a 31% compound annual growth rate (CAGR) in the past year, according to Gartner, and Highspot is about to close another fiscal year of leading the enablement category in revenue growth – read more about our business growth in this recent GeekWire article. We also recently crossed a major milestone of 20 million sellers, buyers, and partners being connected by our platform as our customers, including Aetna, FedEx, HSBC, NVIDIA, and Siemens, use Highspot to drive predictable growth.
Our product innovation velocity has doubled in the past 12 months, and we increased the number of engineers working on, and services people supporting, our platform year-over-year. We continue to hire, with 60-plus openings worldwide, and in 2024, we added deeply experienced, proven leaders across the business, including our President of Field Operations, Graham Younger, SVP of North America Sales, Martin Savitt, General Manager of International, Stuart Gammon, and VP of RevOps, Jodi Sutton.
Taken together, these signals point to significant growth for enablement and Highspot in 2025. So, I wanted to take a moment to reflect on the progress we’re seeing, and the road ahead.
Enablement Matures to Drive the Entire Go-to-Market
Our Spark Community, the world’s largest enablement community with more than 50,000 members, is a bellwether for enablement’s increasing importance and influence over how companies take their products and services to market. In the past year, we’ve seen our customers push enablement far beyond content management and sales readiness to being the system for defining, executing, and optimizing their go-to-market (GTM) initiatives, from launching new products to entering new markets. There are too many customer stories to share in one blog, but here are just a couple of examples:
- NTT is using our Digital Rooms as part of an integrated, account-based sales and marketing motion. Using Digital Rooms customized to individuals and accounts, the NTT team can more effectively engage buyers and has achieved a 16% increase in quota attainment with Highspot.
- HSBC is using Highspot Copilot to give their GTM teams access to tailored answers to their content questions and craft personalized client pitches, analyze team performance in new ways at scale, and invent the future of AI in highly regulated industries. HSBC has increased content findability 83% and content usage 32% with Highspot.
Our Spark 24 user conference in October featured the brightest minds in GTM strategy from Amazon Web Services, Arm, Bain, Databricks, HSBC, Meta, Microsoft, NTT, Salesforce, Vonage, and more. The event brought over 2,000 in-person and virtual attendees together at a tipping point for enablement – the sea change of generative AI (GenAI) is poised to elevate enablement to the highest echelon of business impact.
Highspot Copilot Makes AI’s Potential Real for Enablement
Highspot has a unique and powerful data set – we can show the C-Suite what GTM activities are driving revenue outcomes. Because of our unique data set, our AI can both uncover more actionable insight, faster, from this data and turbocharge the right activities, so our customers get maximum value from their data, and AI itself.
We patented AI in our platform from the very early days and now large-language models (LLM) allow us to improve experiences across our platform and use analytics to drive the right GTM actions at an ever-faster rate. We can do this because our platform is the only enablement solution that has been natively built on a single information architecture, meaning we can weave AI throughout the entire platform and augment all capabilities, and every user’s experience, not just a few, limited, use cases.
One of the most exciting areas of our AI’s ability to transform GTM teams is in a traditionally thorny area for revenue managers – coaching.
Always-On Coaching is the Next Frontier for Enablement
Coaching quota-carrying individuals is vital to achieve revenue goals and also very difficult, especially at scale where siloed GTM teams, data, and processes hinder consistent assessments, analysis, and positive behavior change. Our Winter Product Launch introduces new capabilities that eliminate the issues of scale and silos for coaching GTM teams. These breakthroughs deliver true, AI-driven personalized coaching, reducing time spent on manual coaching and continuously improving GTM team performance.
You can register here to attend our Winter Product Launch webinar on February 5, 2025, and see our always-on coaching solution in action.
Transforming the Way Businesses Go to Market
A maturing discipline. Significant category and company growth. Accelerating innovation. Incredible customers achieving once-impossible outcomes. Enormous potential for, and increasingly real impact of, GenAI in enablement. And now, we’re using AI to unlock scale, efficiency, and impact for GTM team coaching.
In 2025 and beyond, we’re going to enable the impossible. I hope you’ll join us.
