How Antech Diagnostics Boosted Buyer Engagement by 50%

Acquisition Sparks Search for New Platform

To expand its services, Antech Diagnostics acquired an in-house diagnostic solution. The acquisition offered an incredible opportunity, and it also presented a distinct challenge: managing the change. While Antech Diagnostics had a previous enablement solution, its enablement team doubted its ability to withstand the pace of change. Already, they had noticed issues with its functionality, painful gaps that would only worsen when stretched to suit the organization’s new scale. “The acquisition has been part and parcel of shaping our enablement strategy,” began Kate Shearer, senior manager of sales enablement at Antech Diagnostics. “We’ve had to be a lot more thoughtful, purposeful, and strategic.” 

As the team made preparations for the change ahead, it became increasingly clear that a new solution was in order. “We have to be a lot more intentional now that we’re managing a much larger organization,” shared Shearer. “[There’s] a steeper learning curve in terms of what folks need to learn — new lines of business, new products, and a new environment for them to navigate.” The team vetted several solutions, searching for a partner that could rise to the occasion. Along their search, they prioritized those that might resolve existing challenges. Without robust search capabilities and lacking basic governance support, for instance, it was next to impossible to share resources widely and trust that sellers could find them. “It was very difficult to navigate and find the content you were looking for,” explained Shearer. “When you did find it, often it was outdated and there were duplicative versions of it. We weren’t sure when it was updated, who had made it, or who had published it.” 

Managing the previous platform wasn’t much better. “It was just very manual,” continued Shearer. “We were managing a lot of the support through email and conversation, so it became pretty inefficient.” These limitations to efficient communication were a non-starter. To manage the change effectively, the team needed a solution that could cultivate alignment and create clear avenues for organization-wide communication. “We had to have a single source of truth and a consistent way for communicating with and engaging the organization,” concluded Shearer. In Highspot, Antech Diagnostics found just that.

Single Source of Truth Unifies Sales Force

For Antech Diagnostics, the impact of the switch was immediate. As the acquisition neared, its enablement team had everything they needed to help sellers navigate the change. “The number one value Highspot had for us during our acquisition was that it streamlined communication,” explained Shearer. “It was really good at bridging the knowledge gap and cross-pollinating across groups.” The team keenly felt that value early on, particularly during their first meeting with the newly united sales force. “We used training and coaching [capabilities] to assign pre-work ahead of our national sales meeting,” shared Shearer. “Reps had time to think on and practice the information we were going to share.” Self-led learning experiences built foundational knowledge, and every seller walked into the meeting ready to learn. “Everyone had their bearings,” added Shearer. “We were able to show up for the first time as a single unified company.” 

The team also had the analytics to uncover sellers’ engagement habits, making it easier to hold them accountable for completing training and viewing key information. “We were able to see folks logging on,” added Shearer. “We were able to understand who was engaged, who needed help, and where folks were lagging behind.” The platform was essential during the acquisition and has become an integral part of sellers’ workflows. Now, 93% of its newly unified sales force regularly use the platform and 96% have become active learners. Since the acquisition, Antech Diagnostics has built a high-adoption culture, due in part to much-appreciated improvements to the user experience. 

Highspot’s AI-powered platform has streamlined sellers’ workflows — a night-and-day improvement over the previous solution. Content and answers are easily found. Governance is simple. Management is straightforward and automated. “Highspot has done a great job with AI,” praised Shearer. “Highspot’s search feature is so good; it’s just as good as Google. We leverage it heavily, as well as the Instant Answers feature.” The problems of its previous solution resolved and the acquisition in the rearview mirror, Antech Diagnostics has set its sights on evolving its strategy and introducing further AI-powered efficiency into its workflows. 

Unified Sales Force Prepares to Drive New Growth

In the wake of the acquisition, Antech Diagnostics has cultivated a well-aligned, unified sales force. Powered by an AI-infused platform, its sellers are ready to take its strengthened value proposition to market and have already begun to do so with considerable success — since implementing the platform, buyer engagement has risen by 50%. With a unified revenue engine at the ready, Antech Diagnostics sees itself as primed for further evolution, a journey it is set to embark upon with Highspot. “We have a good system going, and I want to make sure we’re continuously talking about how we keep doing good,” explained Shearer. 

For Antech Diagnostics, change is an opportunity, and new capabilities promise improvements to seller efficiency and effectiveness. Its enablement team keeps a close pulse on forthcoming innovation and is always seeking new opportunities to hone their processes and deepen their relationship with the platform. “We love the feature preview pane in Highspot,” concluded Shearer. “It inspires the art of the possible and is a good way for us to get the conversation going about how to evolve our strategy.” Together, Antech Diagnostics and Highspot are redefining the way sellers go to market — and are priming them to drive the growth that inspired the acquisition.