How X Achieved an Adoption Rate of 90%

Difficult to Search and Find Content

Prior to Highspot, sales reps at X regularly reported that they could not find important content. Making matters worse, its previous content management platform made it difficult to maintain an organised environment. Because of the poor search and find experience, sales reps stopped using the content management platform and instead saved hard copies of content and sales assets to their desktop. This led to more problems because the content that reps used quickly became outdated and provided incorrect information to potential buyers.

The sales enablement team at X quickly became aware that their sales reps were no longer using the content management platform. This meant that the enablement team did not have a way to provide reps with the marketing content and sales assets they needed. X identified 15 different content management and sales enablement solutions, including Highspot, and began assessing their options to find their ideal solution.

Transforming Content Structure and Organisation

During the evaluation stage, X found that Highspot possessed key attributes that stood out from the competition. For example, X stated that an ideal solution would offer the ability to integrate with Keynote, which most vendors said would be impossible to implement. Yet Highspot not only promised that they could integrate with Keynote — they built the integration before X signed a contract as a show of confidence.

As X learnt more, they came to realise that what they needed was a sales enablement platform like Highspot instead of a content management tool to meet their needs. For example, Highspot’s Remix feature made it possible to customise presentation decks, allowing reps to rapidly create personalised presentations while retaining the latest sales information and marketing guidelines. This process saved reps time and kept content organised and brand-compliant. “Honestly, I feel like Highspot is the best sales enablement solution out there,” noted Karishma Patel, global sales and marketing operations and enablement at X. “It enables the sales team to find the content that they’re looking for and pitch it out directly in a matter of 30 seconds. It really creates an effective process from end-to-end.”

The sales and enablement teams were not the only ones to see benefits in implementing Highspot; X’s marketing team also solved some of their most important problems. For the first time, the marketing team could finally get insight into the content that sales reps used to engage prospects. “One of the things that was really missing was helping the marketing team track the content ROI,” shared Patel. “We had so many tools that were all integrated that there were multiple drop-off points. And now with Highspot, we’ll be able to track that ROI of marketing content. The capabilities we’re going to have in the upcoming quarters are going to be remarkable for us.”

High Adoption Ensures Cross-Departmental Value

During the implementation and rollout to 1,200 sales reps, Highspot was with X every step of the way to make sure everything went smoothly. After a few weeks, X saw a 90% adoption rate of Highspot. This wide-reaching adoption was possible because of Highspot’s implementation plan, which made the lives of X’s enablement team significantly easier.

One of the first ways that sales reps noticed an improvement in their daily workflow was through Highspot’s integration with software they used every day. In addition to Keynote, Highspot seamlessly integrated with Salesforce and Google Drive. Not only did Highspot make it easier to find the effective content sales reps needed — they also didn’t have to leave their workflow to use the platform. This provided reps with one source of truth, saving them countless hours and leading to 56% adoption of buyer engagement capabilities.

The platform’s usability, integration, and analytic advantages were useful for other departments within the organisation. You can now find sales, marketing, and legal teams at X using Highspot to update and manage assets. This was all accomplished while maintaining overwhelmingly strong adoption rates and positive feedback across the company.