How Enverus Boosted Buyer Engagement by 52%

Seeking to Evolve Beyond Check-Box Enablement

When Enverus first invested in enablement, its initial platform failed to support its go-to-market teams, struggled to effectively surface content in the moments that matter, and offered no line of sight into essential data. With an ineffective enablement solution sowing distrust across its go-to-market team, Enverus’ enablement team knew it needed to make a change — and quickly. As the team searched for a new enablement partner, they focused on building beyond the gaps of their existing solution. To expand its enablement arm beyond the limitations of its existing solution and course-correct growing distrust in its existing platform, Enverus sought a solution that could simplify teams’ workflows and reinforce the value of effective enablement.

But doing so hinged on Enverus’ — and its new solution’s — ability to prove the value of enablement technology to skeptical reps who remembered the failings of the previous solution. To achieve the impact its previous solution had inhibited, Enverus chose Highspot, hopeful that the platform would spark newfound confidence in enablement throughout its go-to-market teams.

Unified Partner Rebuilds Trust in Enablement-Shy Teams

To restore its teams’ trust in enablement, Enverus’ enablement team focused on mending its content management strategy. With strict governance guidelines, surfacing content was once again simple, leading to a 7% improvement in content governance. Recurring usage ramped quickly, with 84% of reps regularly returning to the platform. Their content secured, the team saw an opportunity to take their strategy — and their reps’ performance — to the next level with Digital Rooms. “We saw that Digital Rooms could allow our reps to communicate more clearly, more quickly, and more successfully with prospects and existing customers,” explained Ryan Costello, content manager at Enverus.

But before they could do so, they needed to get reps on the same page. To roll out the new capability, they leveraged Highspot’s training capabilities, designing a self-serve Learning Path and holding a live training event to share its benefits. “We offered training that was self-guided and immediately available: a how-to document and a detailed course with some additional content,” noted Costello. “Our live training focused on the settings that lead to quicker work and more successful experiences with the customers.” The potential proved enticing, with customer-facing teams organically seeking self-serve learning.

As Digital Room usage increased, Enverus realized how a consistent, personal touch streamlined the hand-off between customer-facing teams. Digital Rooms created a single source of truth that Enverus’ prospects knew to turn to across their journey — and that funneled crucial engagement data back to its teams.

Data-Driven Strategy Moves the Needle on Sales Velocity

Enverus’ teams grew increasingly confident that Highspot brought value to their work, appreciating how Digital Rooms provided a data-informed line of sight into deal status and eased the pain of late-stage stakeholders entering deals. With the right settings, reps could see when a new stakeholder viewed the Digital Room — and could feel confident that it could get them up to speed without having to reset to square one. “Now we have this repository of everything we’ve been talking about with their teams, so it doesn’t slow deals down during closing,” continued von der Linden. 

But the benefits didn’t just impact Enverus’ sales velocity — it also resonated with prospects, driving a 52% increase in buyer engagement. With engagement data streaming in at every stage of the sales cycle, Enverus plans to build that insight into its strategy, relying on Highspot’s unified platform and native analytics to help it hone its go-to-market efforts until they are sharper than ever.