How Finastra Drove a 50% Increase in Influenced Pipeline

Poor Version Control Leads to Inaccurate Data

With a large workforce spread around the world, it was essential for Finastra to ensure that team members were all working with accurate, up-to-date content. Unfortunately, their previous system was a first-generation content management system (CMS) that offered inaccurate data on usage and version control.

Additionally, if a seller wanted to see what was in a particular document, they would have to download it first, then find the information. As such, there was no accurate trackability, and changes to a document could only be made by looking up the owner and manually requesting edits through either email or internal messaging. This led to incorrect and inaccurate figures being used across sales collaterals.

These ongoing issues made it difficult for stakeholders in sales and marketing to remain in alignment, hindering overall sales enablement efforts. Even though marketing teams were creating excellent content to support sales efforts, there was no understanding of how it was being used or whether it resonated. The Finastra team needed a better solution, and they hoped to find an option that could integrate off-the-shelf with the other systems they had in play, including Salesforce and SDR Outreach system. They also wanted an alternative that could eventually replace repositories like Sharepoint, which was not easily searchable. “For me, the dream would be if this was one platform for the whole company’s sales and marketing,” explained Harjeet Singh, senior director of marketing operations at Finastra.

A Centralised Platform Increases Accuracy and Confidence

To ensure all Finastra team members were working with the same documents and data, senior leaders from across the organisation came together to search for a sales enablement platform. After aligning on desired outcomes with various stakeholder groups, Finastra chose to partner with Highspot due to its robust integrations and delightful user experience that could seamlessly be embedded into seller workflows as a single source of truth. This helped Finastra get its platform fully operational sooner than anticipated. 

The team immediately noticed how Highspot made it easy to be confident in the accuracy of their sale enablement materials. Sellers could search the whole system and find the document they needed immediately. Plus, they no longer had to download it to check its accuracy – they could look it over quickly and trust that it was the correct version based on its history. With actionable insights into their content governance health, the solution team then removed nearly 20% of existing documents, items that were either out-of-date or duplicates. Streamlining their materials and making them easier to search has led to about a 14% boost in recurring usage.

Additionally, Finastra’s operations team can now track how materials are being used to inform the sales content strategy. “Now, we know what part of the document is being used properly and what part of the document is not being used properly,” shared Singh. “We know exactly where they should be investing time.” This has helped demonstrate clear ROI not just from an operations perspective but also for marketers, content creators, and sellers.

Aligning Sales and Marketing Increases Pipeline

Collaboration between departments has markedly improved since implementing Highspot, thanks to their growing reliance on and trust in the platform. Being able to trust the data from within, Highspot has not only made life simpler for sales and marketing leaders and sellers – but it has also influenced a broad spectrum of Finastra’s deals. While Finastra is still early in its partnership with Highspot, the team has been able to track at least a 50% increase in its marketing-influenced pipeline since implementation. “I’m really happy with the initial results,” said Singh.