How Keysight Technologies Drove Recurring Platform Usage to 90%

Regular Product Launch Cadence Requires New Support

Operating at the scale Keysight Technologies does is already an incredible task. Its global scope, broad portfolio, and cross-industry applications introduce immense complexity for sellers to navigate. “We’re a relatively large company,”  explained Chris Wronski, senior program manager at Keysight Technologies. “We have a diverse product line, a diverse set of customers, and therefore, an even more diverse set of use cases.” And that diversity is only growing: Keysight Technologies is constantly innovating, meaning new products hit the market on a regular — and rapid — cadence. 

While the steady stream of new products strengthens Keysight Technologies’ standing in the market, it also introduces new challenges — namely, how to operationalize those launch moments. “One of the key initiatives for Keysight this fiscal year has been a focus on new product introductions (NPIs),” continued Wronski. “Anytime we introduce a new product, it’s intended to solve a problem or fill a niche. We want to utilize the effort put into that new product and capitalize on it.” But capitalizing on product investments required Keysight Technologies to invest in a different area: sales enablement. “We’re really focused on what the NPIs are, how we drive adoption and growth, and how we help sellers sell the new products,” added Wronski. 

However, building fluency with an exponentially growing portfolio was challenging without a single source of truth. If it were to capitalize on every product launch moment, Keysight Technologies realized it would need to reimagine its enablement strategy.

Sales Plays Supply New Product Knowledge

After implementing Highspot, Keysight Technologies began to operationalize its product launch efforts. Now equipped with a searchable single source of truth, sellers no longer waste time clicking through one disconnected repository after another. “ That was the eureka moment,” enthused Wronski. “It was like: ‘Now I get it. I can go to one place and find everything.’” An 84% content findability rate meant content was accessible — and usable. From new product information to marketing materials, sellers could find the assets they needed and then just as easily share them with buyers.

Sales Plays soon offered the solution for delivering contextual guidance on how to land key products at scale. “ We build individual Sales Plays around every one of those NPIs,” began Wronski. “By presenting new products in a way sellers can utilize, we can literally show them what they need to do.” As it leveraged Sales Plays to familiarize sellers with new product releases, Keysight Technologies developed a formula that worked for its teams. “We’ve done a lot of work around building Sales Plays in ways sellers can consume,” shared Wronski. “When sellers find Sales Plays, they know what they’re going to see: Here’s the learning piece, the competitive piece, the ‘what’s new’ piece, and then here’s what they need to go show a customer.” 

The standardized approach supplied the context sellers needed — and wanted — to take every new product to market. As Keysight Technologies scaled this strategy across its portfolio, it soon found that sellers were better equipped to drive the desired return on product innovation and investments. With 49% adoption of Sales Plays across the organization, Keysight Technologies has equipped reps with the knowledge to land every launch moment as it comes.

As a global leader, the stakes are high. Every new product launch acts as a lever for overcoming them. With Highspot powering seller performance, Keysight Technologies is ready to capitalize on those moments and realize the maximum potential from its product investments. During their day-to-day, sellers increasingly turn to Highspot to find what they need to execute with confidence. “Sellers vote with their feet: They’re going to go where they need to go to find the content they need,” explained Wronski. “I can see in the analytics that they’re coming to Highspot on a regular basis.” 

High adoption and habitual usage of the platform have spelled success for the organization. Now, sellers are not just ready to face the rapid pace of product development — they’re ready to harness it to its fullest potential.