How Dynatrace Earned an Active Learner Rate of 100%

Growing Sales Team Requires Greater Learning Support 

Previously, Dynatrace’s enablement team conducted training via ad hoc virtual calls. For a sales force of over one thousand — and still growing — it was a time-consuming process they sought to automate. “We needed a learning solution,” explained Kelsey Mottola, senior manager, sales content & enablement programs at Dynatrace. Initially, the team set their gaze on supporting onboarding for their rapidly scaling sales force. But as they searched for the right solution, they realized that while onboarding is essential to ramp new seller competency, ongoing learning is equally essential to secure the high-level, standardized performance they expected. “Another thing we didn’t have was any specific ongoing learning programs,” added Mottola. 

Continued enablement became a growing priority at Dynatrace, and the team focused on upskilling their growing network of sellers beyond onboarding. To support this new initiative, the team revised their search, seeking a solution that would help them design evergreen and net-new learning programs and support ongoing skill development without the pain of frequent meetings. 

As the team reviewed potential solutions, they soon realized that a traditional LMS was unequipped to support the scope and scale of their needs. Rather than a siloed LMS, they needed an end-to-end unified platform equipped to support strategic initiatives beyond sales readiness. In hopes of scaling sales readiness — and opening the door for future enablement initiatives — Dynatrace chose Highspot, confident that the investment would help the team improve execution across the full scope of its go-to-market motion.

Cultivating a Cross-Team Culture of Ongoing Learning

After implementing Highspot, Dynatrace’s enablement team quickly evolved their training and coaching arm, beginning with their onboarding program. With Learning Paths guiding new sellers through foundational knowledge in a self-paced manner, in-person time can be spent reinforcing training and building competency through practice and application. “Now, new sellers come to our in-person boot camp prepared with what they need to know and they can use in-person time more effectively,” shared Mottola. 

With a reimagined onboarding program seamlessly flowing into subsequent learning experiences, Dynatrace funneled every learner through foundational learning and beyond, creating a culture of ongoing learning that sparked growth across Dynatrace’s customer-facing teams.“We have Highspot on both sides of our organization, and our pre- and post-sales teams have really been ramping up their training,” continued Mottola. “Across our whole user base, we see people using [Highspot].” Since implementing Highspot, Dynatrace’s enablement team has driven a 77% increase in course completion — and achieved a 96% course completion rate for their quarterly training programs. “We’ve been able to launch continued enablement for our sellers,” added Mottola “Now, we just have a constant loop where we’re able to engage with our sellers.” 

To further drive consistent execution, Dynatrace leaned on Sales Plays to reinforce ongoing learning and equip pre- and post-sales teams with role-specific guidance for every scenario. Sellers have found Plays incredibly valuable, leading to a 90% adoption rate. Such high adoption rates directly translate into improvements in execution; when sellers review and implement contextual guidance in the field, they begin operating in greater alignment with Dynatrace’s go-to-market strategy.

Equipping Pre- and Post-Sales Teams to Achieve Improved Outcomes 

With a unified enablement platform weaving together every enablement initiative, Dynatrace’s enablement team has created an organization-wide focus on ongoing learning. Over time, the mindset shift has trickled into every seller and sparked a 100% active learner rate.  

Dynatrace’s newfound ability to provide holistic, end-to-end enablement to every team has sparked impact and equipped both pre- and post-sales teams to approach buyers better. Having achieved the consistent cross-team execution they initially sought, the team is now looking for new ways to deepen their partnership with Highspot. Already, they’re planning continued enablement programs designed to amplify the impact of their newly aligned sales force. “One really exciting thing we’ll take into this next phase with Highspot is to meet sellers where they’re at and give them the materials they’re asking for,” concluded Mottola. “We’re grateful we have Highspot to help us do that.”