How Egress Boosted Quota Attainment to 99%

New Innovation Hits the Market

The launch of new innovations in adaptive security and actionable intelligence positioned Egress as a market leader and opened the door for explosive growth. “Our business initiatives this year are linked to an update in our messaging,” began Louisa Whibley, sales enablement director at Egress. “We’re taking some really exciting advancements to market around adaptive security, and we’re the first vendor in our space to be able to do that.” Egress’s success in doing so directly correlated with how sellers seized the moment and maximized its impact, so the enablement team knew they needed a new way to build go-to-market readiness. Success relied on the team’s ability to do more than shout the new message from the rooftops; it hinged on their ability to drive durable behavior change. 

Doing so, however, presented a challenge: The team had no unified solution for equipping, training, and coaching sellers. As such, sharing materials and supplying learning that resonated was complicated and rarely yielded the desired result. If the team were to maximize the returns on the highly-anticipated launch moment, they would need to create an enablement flywheel that met sellers where they were — something only possible with a unified platform. To that end, Egress chose Highspot. 

Enablement Empowers Execution

When Egress implemented Highspot, it first focused on content and guidance, supplying sellers with new messaging materials and Sales Plays that, due to robust governance policies, could be surfaced in seconds. Soon, adoption followed, which resulted in high levels of self-led knowledge acquisition. “It’s how reps self-learn,” explained Whibley. “There has been a differentiator between our most conscientious reps that are in [Highspot] three times a day and others that are only there once a week.” 

High Sales Play adoption — 83% — among sellers allowed the team to quickly communicate the basics. E-learning sessions amplified this effect, allowing the team to surface need-to-know information within sellers’ workflows. With self-led and e-learning establishing baseline familiarity, the team could invest more time in practical training. “We’re further along in the training journey once we get together in the room for workshops to test knowledge, practice skills, and ask the team how they’re going to apply it,” added Whibley. The shift to practice-based sessions was key, as it allowed the team to reach sellers how they learned best.

The team’s programs established strong foundations. Content and guidance built basic familiarity with the new message; training allowed sellers to put it into practice. This took the onus off of sales managers, who could spend coaching time sharpening skills rather than struggling to build them. “Time with managers can be spent on true skills enablement,” added Whibley. “We’re growing up with Highspot, which is freeing up time for leaders to spend on coaching.” Egress has established an end-to-end enablement flywheel — one empowering sellers through the message change and beyond.

Sellers Maximize the Launch Moment

A unified platform augmented the enablement team’s efforts. Enablement programs, from content, training, and coaching, could be found in a single source of truth, which boosted seller engagement with enablement materials and resulted in new go-to-market readiness. With sellers well-equipped to land its new message in the field, Egress has felt the impact on key outcomes. Now, sellers have the knowledge and capability to operationalize outreach and have increased buyer engagement by 35%.

The message change has been a success; Egress positioned itself as an industry leader that rises above the competition. Moreover, the team plans to extend the impact. With proven-to-work programs in place, they’re empowering sellers to execute more effectively and efficiently than ever before. “It’s no overstatement to say that Highspot has driven sales to accelerate faster,” added Whibley. As Egress looks to secure future growth, its partnership with Highspot is essential. “Highspot is now central to everything that we do in enablement,” enthused Whibley.