Opportunity
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.