How Rectangle Health Boosted Enablement Engagement by 12%

Aiming to Build Post-Acquisition Consistency 

Rectangle Health powers healthcare providers of all sizes and sectors — an incredible scope that’s only growing. “We have a pretty small but mighty team here at Rectangle Health,” contextualized Matthew Leiggi, senior revenue enablement manager at Rectangle Health. “We’re continuing to expand and grow pretty significantly, so we have to be able to be creative about how we can scale our reach.” Growth is an understatement: Rectangle Health has invested heavily in acquisitions, expanding its offerings and fueling further market penetration. 

As each acquired company entered the equation, new opportunities emerged — as did new challenges. With them, acquired sellers brought old messaging, additional processes, and legacy technology, all of which made it difficult to keep everyone on the same page. “When Rectangle Health underwent these acquisitions, we needed to ensure our teams understood the new value propositions and operational processes so they could confidently engage our prospects and customers,” explained Leiggi. Establishing consistency across its diverse sales force felt increasingly challenging, especially without a single source of truth. “Everybody was using SharePoint, and as we brought in new acquisitions, everyone had their own places for content and resources,” continued Leiggi. “Bringing everything together under one umbrella was step number one.” 

It quickly became apparent that, to realize value from its acquisitions, Rectangle Health would need to create a unified enablement experience. As it stood, outdated, off-message content lived in a variety of ungoverned, company-specific repositories. With no visibility into the right content, messaging, or processes, sellers struggled to execute consistently and in alignment with the new, shared message. To standardize execution across the entirety of its sales force — old, new, and acquired — Rectangle Health chose Highspot.

Infusing Consistency Into Seller Workflows

With a new solution in hand, the team at Rectangle Health set about creating thoughtful processes for easing change and introducing acquired organizations into the team. The process began with content inherited from acquired solutions: Using Highspot’s governance capabilities and native analytics, the team culled outdated or off-message resources and verified that sellers only had access to the latest-and-greatest messaging and content. “We might have several hundred resources, but when we’re able to analyze what’s used and what’s most effective, we’re able to create better content and understand where it’s most effective,” continued Leiggi. 

During this time, well-governed content increased by 19%, resulting in a reliable single source of truth that sellers trusted. Improved user experience and search features replaced disjointed content repositories with a single source of truth sellers knew they could trust. Guided experiences and intentional Spot architecture helped sellers surface the right assets, meaning the team can more easily keep sellers on message, sending and sharing the most up-to-date positioning and content. “Highspot helped foster consistent messaging,” enthused Leiggi. 

But it isn’t just the enablement team that sees the value of consistent messaging and improved alignment — as platform adoption rises to 91%, it’s clear that its sellers are seeing the value as well. “Our team has reported greater confidence in the content they send,” praised Leiggi. “They can see the engagement, have more purposeful follow-ups, and tailor conversations to the prospect or cross-sell customer they’re working with.” The pace of change at Rectangle Health has been incredible. Acquisition after acquisition has introduced new content, new processes, and new sellers. Each time, Rectangle Health has emerged stronger and more aligned than ever, with a unified sales force ready to land its value proposition with healthcare providers of every size and sector.

Establishing a Unified Go-To-Market Motion

A unified platform allowed Rectangle Health to quiet the noise and tell a more consistent story.  “A platform like Highspot is invaluable to help drive alignment,” added Leiggi. Post-acquisition, sellers old and new have adapted to the new, shared message and are beginning to land it with buyers. But the impact doesn’t end with its acquisitions: Instead, Rectangle Health’s efforts have led engagement with enablement programs to increase by 12% and created a highly engaged sales force ready to drive impact on future initiatives. “These wins have validated the platform’s impact and provided a foundation for helping us scale,” continued Leiggi.

With a unified sales force and the strong enablement foundations for supporting them, growth is on the horizon. To secure it, Rectangle Health plans to extend its efforts across the go-to-market organization, enabling every team to navigate change — and harness it to its fullest potential. “We’ve worked with our revenue team to help anybody who is customer-facing become aligned in terms of our content and processes,” concluded Leiggi. “Our goal is to expand that out to the rest of the organization and enhance our organizational alignment by integrating more teams and resources into Highspot.”