How Pluralsight Boosted Buyer Engagement by 101%

Navigating Enablement in the Wake of Change

Unexpected change had a compounding effect on Pluralsight’s enablement strategy. “As many companies have faced over the last several years, a lot of churn has occurred,” began Lisa Monahan, enablement program manager at Pluralsight. “People who owned content left, the content wasn’t updated, and the general sentiment became ‘why should I care?’” With seller trust damaged and engagement with enablement waning, Pluralsight looked to reimagine its programs. While change had stalled its efforts, it hadn’t stopped them: Pluralsight had every intention of reinforcing its strategy and boosting seller engagement with it.

Pluralsight saw the vision: Enablement could be an invaluable lever for go-to-market success at every stage of the journey. Now, it just needed to get go-to-market teams across the organization bought in and ready to execute. As Pluralsight looked to do so, it realized the solution it partnered with would be an essential factor in its success. “The right enablement tool can make or break your entire strategy,” opined Monahan. “It can answer one piece of the puzzle, or it can be comprehensive.” The Highspot platform, it knew, could be a strategic partner in its plan to reignite enablement engagement. Unlike solutions it had previously leveraged, Pluralsight felt confident the platform offered an opportunity to achieve new growth.

Supporting Pre- and Post-Sales Success 

In Highspot, Pluralsight found a solution that enabled more than just sellers — it found a platform for operationalizing execution across go-to-market teams. From pre- to post-sales, the unified platform offered incredible potential. “A tool like Highspot covers so much,” shared Monahan. “It really can be an end-to-end solution that provides value to every single team it touches. It isn’t just a pre-sales tool, it’s a post-sales tool as well.” 

Pluralsight soon brought that potential to life: With only the most high-impact, up-to-date assets easily accessible in a single source of truth, content usability rose by 45% and reps began to rely on enablement to guide their go-to-market efforts. With teams across the go-to-market organization regularly using the platform, Pluralsight aimed to deepen its impact on engagement throughout the customer journey. New access to Digital Rooms accomplished precisely that. “Digital Rooms have been very valuable to our teams,” added Monahan. “They are seeing the value from both the sales and success sides because they can have the same Digital Room from the very first conversation all the way through to continuing with them as a customer.” Across the organization, 89% of reps have adopted the platform — a number that only grows as new capabilities simplify the process. “We showed reps how to use AI in Highspot to generate an automatic message that speaks to everything you’ve shared,” continued Monahan. “That functionality makes us better, faster, and more efficient.” 

And the efficiency gains don’t end there. Pluralsight is further integrating the platform into pre- and post-sales workflows, using AutoDocs to accelerate velocity during crucial moments. “AutoDocs is going to bring speed to our teams,” shared Monahan. “In just a few minutes, a complete deck for a monthly client review can be available and ready to send.” Across the go-to-market organization, users recognize the value of the platform and the high-impact functionality now available to them. As a result, Pluralsight has seen incredible evolution in go-to-market execution: Its teams have become a highly engaged engine ready to deliver future growth.

Improving Execution Across Go-To-Market Teams

In just a few months, Pluralsight reimagined its strategy and successfully acted on it. Teams across the organization are deeply engaged and executing in new, high-impact ways. Better yet, pre- and post-sales reps are already beginning to move the needle on growth efforts: With Digital Rooms and AutoDocs powering personalized customer experiences, buyer engagement has increased by 101%. Across the business, Pluralsight’s teams understand the value of the platform — and are infusing it into their daily workflows. “Highspot is now a tool that’s critical for helping sellers close deals,” explained Monahan. Across Pluralsight, adoption is only increasing and, with it, the positive impact on go-to-market execution and outcomes. “I see so much value in Highspot,” concluded Monahan. “I’m blown away by the features constantly being developed. It’s a wonderful platform.”