How Reliance Matrix Boosted Monthly Sales Time by 50 Hours

Remaining Compliant Amid Rapid Policy Change

To offer the financial services it does, Reliance Matrix pays close attention to policy and its evolutions. Revisions to existing legislation, for instance, can significantly influence how it serves state-specific clients — a level of complexity that has simply become a way of life for Reliance Matrix. “A lot of new legislation is introduced for each state,” began Angela McGuire, Salesforce success manager at Reliance Matrix. “One of our value propositions at Reliance Matrix is to be the carrier that can administer those policies. We want to let the market know we can cater to them. That’s pretty huge to remain up-and-coming in the marketplace.” 

Remaining compliant, however, is a challenge when the pace of change often outstrips sellers’ — and enablement professionals’ — ability to keep up. “There are a lot of compliance issues around our absence programs,” added Paige Scott, vice president of customer success and revenue enablement at Reliance Matrix. “The pace of change is incredible, and it’s very difficult for our folks internally who build and maintain the expertise around these programs to keep up.” Keeping up was especially difficult, as searching for resources often resulted in wasted time and few answers. “Our sales reps struggled with finding content,” continued McGuire. “I recall one rep saying she spent 20 minutes looking for one specific flyer.” A lack of centralization only made it more challenging to surface information about changing policies and location-dependent use cases. “Our content was on various SharePoint sites, different drives, and, unfortunately, people’s hard drives,” added McGuire.

The pace of change is a persistent trait of the industry. However, Reliance Matrix could control how sellers coped. It was essential it did so quickly: To remain credible, its internal teams needed to be familiar with state-specific policies — and ready to discuss them with buyers as they evolved. “Clients need to feel confident in trusting us to take on that work and do it well on behalf of their employees,” continued Scott. To maintain its standing as a well-informed, policy-compliant industry leader, Reliance Matrix chose Highspot.

Engaging Prospects With Personalized Experiences

With Highspot, Reliance Matrix found a dynamic solution for keeping sellers informed and compliant. “We rely on the platform as our go-to resource for knowledge, training, internal communication, and external sharing,” enthused Scott. “It enabled people not to have to memorize current rules and regulations — they can just go to Highspot and find the most up-to-date information.” Governance policies and a strategic Spot architecture simplified the process, resulting in a content findability rate of 79%. 

The integration of Salesforce only amplified the impact — now, sellers can surface relevant materials everywhere they work. “It was so important that we integrated with Salesforce,” shared Scott. “It allows our reps to access relevant content, materials, and Sales Plays within their workflow.” The resulting time savings have been incredible. “We’re saving the 100 sales reps in our organization 30 minutes a month or more on searching for content,” added Scott. “That’s a lot of savings to put toward production activities.” 

With 83% of sellers regularly using the platform, Reliance Matrix restored considerable selling time. Now, it’s supplying personalized coaching to help sellers maximize the impact of that time. “We recognize the importance of coaching, so we built an approach using Highspot,” noted Scott. “We call these our stand-and-delivers: They’ll create and submit a video to their manager, then the managers are accountable to review and coach based on these videos.” Now, sellers have access to up-to-date content and messaging, as well as tailored coaching to help them leverage it in the field.

Using Highspot, sellers have the content, training, and coaching to simplify their approach. Additionally, they have the capabilities to take these resources and learnings to buyers — and do so with engagement data on their side. “We rolled out Digital Rooms and found the analytics to be so powerful,” explained McGuire. “There was a PowerPoint for a finalist presentation. The prospect really paid attention to one slide. Our rep saw that, uploaded content into the Digital Room for that specific solution, and ultimately sold it. It won the case.” With Highspot, Reliance Matrix’s sellers not only have compliant content at their fingertips — they also have the insight to use it in ways that tangibly impact the outcome.

Facing Evolution With a Future-Proof Solution

With new capabilities strengthening its enablement strategy, Reliance Matrix has enabled sellers to excel in its complex marketplace. Accessible content allowed them to remain compliant with state-specific policies. New engagement capabilities helped them take this expertise to prospects — and rigorously pursue them. A unified platform and an integrated CRM streamlined their workflows, saving them 50 hours of lost selling time per month. “It’s been a really positive experience for our users,” enthused McGuire. “Everyone has been really supportive and appreciative of what Highspot’s been able to offer.”

The financial services industry will inevitably evolve. So too will state legislation and policy. A future-proof solution by its side, Reliance Matrix is ready to weather any change — and evolve right alongside it. “Highspot is strategic,” added McGuire. “It continues to grow, and I think that’s a testament to the organization and their understanding that change is inevitable for all industries. When we have to evolve, Highspot makes sure they evolve to support us.” 

With cutting-edge technology at its fingertips, Reliance Matrix sees incredible potential for the future of its partnership with Highspot. “We’re exploring AI and machine learning between Highspot and Salesforce, which is really going to enhance our productivity,” concluded Scott. “We’ve barely scratched the surface of what AI is going to help us achieve.”