How Pie Insurance Boosted Buyer Engagement by 53%

Preparing to Achieve Growth Potential

Its sights set on further growth, Pie Insurance saw it needed to strengthen its enablement muscle. Already, it had outgrown its early-days systems, which made it challenging for internal reps and agency partners to efficiently support clients. “What I needed to do was give the reps the ability to focus on what’s important: building relationships with their clients,” began Jason Larioni, manager, business development at Pie Insurance.

Regaining that time, however, would require a brand-new approach to enablement. Without a single source of truth for content, guidance, engagement, training, and coaching, it was almost impossible to build consistent knowledge foundations — a major gap that directly affected Pie Insurance’s growth potential. “We didn’t have a content management system,” explained Larioni. “We didn’t have a learning platform. We were a scrappy startup, and we were all knowledge-based. When someone left, you lost years of experience or entire processes no one else knew how to do.” The knowledge drain stymied Pie Insurance’s ability to accelerate, an impact amplified by the difficulty of sourcing key resources. “We were using Confluence, but there was no way to govern content with it,” continued Larioni. “It was like fitting a square peg into a round hole because we have different teams. Some information was relevant to some, some information wasn’t relevant to others.” 

Noticing that its existing tech stack couldn’t support its current state, Pie Insurance’s enablement team decided it was time to make a change and protect its potential. The decision to switch was a natural one: To address the challenges of today and ready its teams for those of tomorrow, Pie Insurance chose Highspot.

Learning How to Build Stronger Agency Relationships

Pie Insurance’s enablement team quickly scaled up their processes. New governance capabilities enabled them to segment role-specific resources; version control made updated content readily available. In short order, the team evolved their content library from zero governance to 85% well-governed content. “Reps know the documents, information, and processes they’re looking at are correct and accurate because of the governance we’ve instilled with Highspot,” noted Larioni. With content, guidance, and training building new competence, reliance on tribal knowledge became a thing of the past, and clear processes for formal sales training took its place. 

Enabling agency partners to support their clients remained a key focus for Pie Insurance. To do so, reps began piloting Digital Rooms with key partners. “Now, we can create bespoke experiences for high-priority partners,” explained Larioni. “We can help them be more successful.” These experiences opened unexpected opportunities for strengthening relationships with existing and new agency partners. Seeing the value of Digital Rooms for relationship management, 59% of Pie Insurance’s sales force soon adopted external sharing capabilities.

This high adoption fueled the team’s data-driven approach to selling. “Data is how we make most of our decisions,” continued Larioni. “We’re constantly looking at trends in states and class codes to inform how we go to market and engage at scale.” Engagement data courtesy of Digital Rooms now powers sellers’ abilities to assess the state of the market. “We are continuously looking at engagement factors to see what’s being looked at, how often it’s being looked at, who’s using it the most, and why they’re using it the most,” shared Larioni. A modern tech stack has helped Pie Insurance rewrite its potential. Now, it’s ready to achieve growth that once felt impossible.

Future-Proofing the Enablement Tech Stack

When Pie Insurance laid the groundwork for a new enablement approach, it sought to create processes and systems that supported reps now and in the future. “It’s so critical to have resources and a path to success for your reps,” explained Larioni. Pie Insurance’s enablement team has accomplished the task, future-proofing their processes and readying them to secure the growth ahead. 

With Highspot, the team has found a strategy that works, with buyer engagement increasing by 53% since implementation. Now, it’s just a matter of maintaining the momentum. To secure reliable growth and continue scaling, Pie Insurance aims to stay the course with proven-to-work programs helping reps and agency partners support its nationwide client base. “We’re only scratching the surface with Highspot,” concluded Larioni. “We want to continue leveraging our Digital Rooms and Sales Plays and building our content library. We’re leaning into the things we’re already doing well, and we’re doing more of it.”