How Menlo Security Boosted Active Learner Rate to 92%

Corporate Rebrand Inspires New Approach

A few priorities emerged as Menlo Security began preparing for the upcoming rebrand. “We looked to relaunch the company, have a very successful sales kickoff, and set in motion everything that needed to happen from a go-to-market standpoint to support the repositioning of the company,” began Dake. With its current tech stack, delivering on these goals would be a challenge — as it stood, it struggled to support sellers during their day-to-day, let alone during a pivotal moment such as this. “Before Highspot, we were using a variety of different tools, everything from Google Drive to a separate conversational intelligence tool,” shared Dake. 

An inadequate point solution for sales training only increased the challenge. “At one point in time, we were even using a different LMS system focused on enablement teams, but we weren’t seeing traction and use out of that. People weren’t using the tool, and they weren’t having success in finding what they needed,” continued Dake. To engage with learning, surface content, and find strategic guidance, sellers had to pivot into several platforms, an arduous process that negatively impacted engagement. Plus, siloed solutions made it difficult to drill down into the data, limiting the team’s line of sight into how sellers went to market — and to what effect with prospects. The lack of insight led to a slew of questions, none of which the team’s existing solutions could help them answer. “How are people engaging with our content? How does this help us in early-stage conversations to get to not just that first meeting, not just that second meeting, but that critical third meeting?” asked Dake. 

Menlo Security aimed to use the relaunch to make waves in the market. If it allowed disjointed systems and sparse analytics to stall its impact, that lofty goal would be impossible to achieve. To secure the success of its rebrand efforts, Menlo Security made the switch to Highspot.

Unified Platform Builds Go-To-Market Readiness

Menlo Security immediately began leveraging Highspot’s unified platform and native analytics to its fullest. Ahead of the relaunch, the team set about establishing the platform as a single source of truth, an effort that increased their well-governed content rate by 120%. As sellers began relying on the platform to surface materials supporting the rebrand, recurring usage rose to 90% and Highspot became a ubiquitous part of their day-to-day workflow. 

The team soon saw higher adoption of their programs and could begin to trace their impact, an effort augmented by Meeting Intelligence. “Meeting Intelligence is a game-changer,” enthused Dake. “It was super significant to bring on board because it gives us the ability to holistically look at what reps are doing and ensure they’re ready to be successful.” With real-world insight enriching their data, the team can assess how sellers discuss the rebrand with prospects — and to what effect. Plus, sellers can more easily keep the conversation going, creating the urgency necessary to earn that critical third meeting. “[With Meeting Intelligence], you have the meeting synthesized and pulled together in a customizable email you can send right from the tool and include collateral that’s in Highspot,” noted Dake. “You can see engagement from customers right away.”

But real-world data doesn’t just feed buyer engagement. It’s also essential for sales coaches, who use it to identify performance gaps at scale and course correct them before they lead relaunch outcomes awry.  “Coaches now have the data to coach,” added Dake. “They have the Scorecards, the information pulled together from Meeting Intelligence, and all the conversations that are happening.” Menlo Security now has a window into the real world and the end-to-end analytics to evaluate it. From that data, the team can gauge how their programs influenced the health of the rebrand initiative and, from there, iterate with agility to ensure it achieves the intended impact.

Successful Rebrand Creates the Foundations for Future Growth

Menlo Security’s enablement team hit the ground running, leveraging Highspot to its fullest from the outset. Their early urgency sparked incredible results — including a 92% active learner rate. It also laid a strong foundation that led Menlo Security through the rebrand and set the organization up for long-term success. “The launch was successful,” explained Dake. “Now, we’re making sure we’re customizing our conversations and our ability to be impactful for our customers in the long term.” 

The new and improved Menlo Security made the desired waves in the market. But the team isn’t stopping there. Instead, they’re laying the groundwork for the future, continuing to leverage engagement and real-world data to build a high-performing sales force. “Meeting Intelligence has given us the ability to plant the seeds for strong coaching in the future,” continued Dake. With the rebrand efforts in the rearview, the team is ready to carry the momentum forward, confident its partnership with Highspot will enable it to tackle any go-to-market initiatives to come. “Highspot is truly the game changer a lot of enablement professionals are looking for,”  concluded Dake.