How Classy Improved Buyer Engagement by 60%

Inadequate System Leads to Lost Trust 

Classy’s focus on maximizing impact for the nonprofits it supports means it is particularly dedicated to the art of sales readiness and preparing sellers to deliver value-first experiences. “We focus on ensuring that every seller is successful,” emphasized Carly Foerster, senior manager of enablement at Classy. “This truly is the guiding principle for our entire program, as is the drive to always be learning.” 

But without the right support, getting reps ready to sell — and utilizing the content, guidance, and ongoing learning that would standardize performance over time — was a challenge. “Previously we had leveraged a similar platform,” added Foerster. “Unfortunately, it wasn’t the just-right ‘Goldilocks’ fit we were looking for. Adoption of the platform itself was pretty low. We hadn’t quite built that trust in this system.” Lacking the adoption and functionality to bring their strategy to life, Classy knew it was time to make a change. 

As Classy’s enablement team sought to refresh its enablement environment, it had a few goals in mind for its next enablement platform — namely, that it needed to be a true platform that natively integrated all the capabilities that its sellers might need. “We discovered Highspot as we were looking to evaluate some new tools, and we discovered that it’s extremely easy to use as a comprehensive toolset,” explained Foerster. Having learned from the gaps in its previous system, Classy chose Highspot in hopes that its holistic approach to enablement and streamlined user experience would motivate seller buy-in and, in turn, power performance improvements in every go-to-market team.

End-to-End Enablement Reignites Rep Engagement

From day one, Classy sparked early impact. Where its previous platform struggled to capture sellers’ attention and provide ongoing value, its new unified approach to enablement helped the team reignite engagement. “Adoption was lower with the former platform we were using,” reiterated Foerster. “With Highspot we’ve seen just astronomical adoption rates.” As Classy introduced Highspot to its reps, its enablement team began the process of restoring lost trust, harnessing the unified experience to boost consistency and drive usage up to 85%. “There is very little that we do on the enablement team that doesn’t include a Play or asset that’s tied to it within Highspot,” continued Foerster. “It serves as our source-of-truth hub of resources and our strategic training tool that we leverage every single day.”

This unified enablement environment made it easier for sellers to engage with enablement activities regularly, a fact the team quickly took advantage of. Sales Play adoption has risen to 78%, meaning sellers are more frequently engaging with the guidance that leads to consistent execution in the field. And by harnessing natively built training capabilities such as customized Learning Paths, Classy crafted streamlined learning experiences that accelerated rep readiness. “What Highspot helped us do was really elevate our team’s ability to learn more at a faster pace and have extremely easy access to all of the resources that they needed,” explained Foerster. 

With Highspot, Classy created new avenues to provide enablement that its sellers trust and find valuable. It’s a win-win for Classy and its reps, easing individual workflows while amplifying impact at a broader scale. “Highspot is the foundation of what we’re providing our sellers,” added Foerster. “It’s where they find the resources, the assets, and the guidance to deliver a world-class experience to our nonprofits who are doing so much in this world.”

Empowered Enablement Team Improves Engagement

Since switching to Highspot, Classy has restored its sellers’ trust in enablement and, from there, leveled up its ability to deliver high-quality experiences at a greater frequency and scale. “We’ve heard great feedback from our sellers about how easy it is to find the resources they need,” shared Foerster. “That saves time for them to invest more in meaningful conversations with our nonprofit partners, which is ultimately what we were looking for when we moved to Highspot.” With buyer engagement rising by 60%, Classy’s reps are better equipped to craft the high-quality experiences its nonprofit customers expect. 

Now, reps are more engaged with enablement than ever before, a win powering Classy’s ability to provide world-class experiences consistently and at scale. Having achieved its initial goal, Classy has no intention of stopping, determined to find new ways to empower its customers. “If you’re looking to build out a really successful and solidly scaled enablement program, an enablement platform like Highspot is absolutely essential to that journey,” concluded Foerster. “Together we’re creating a more successful enablement environment at Classy.”