How T-Systems International Boosted Content Usability by 22%

Digital Transformation is Needed to Navigate Go-To-Market Complexity

A global presence and a broad, industry-defiant scope — it’s what makes T-Systems International a leader in digital transformation. “T-Systems International does information and communications technology (ICT) projects around the world,” opened Michiel Hoogeveen, vice president of tribe lead sales strategy, steering, processes, IT, and auditing. “It’s a leading European provider for cloud mainframe applications and digitalization efforts.” With this level of success, however, invariably comes some degree of go-to-market complexity. 

To execute effectively, T-Systems International’s sales force needed to be familiar with its extensive solutions — and their industry-specific applications. “For us, an enablement platform was especially important because we have so many products and a wide portfolio,” continued Hoogeveen. “This was not transparent and available for everyone, so there was a real need to make content widely available and searchable.” Lacking a centralized enablement platform, sellers struggled to surface product- and industry-specific content. 

Without readily available resources, it was difficult to build baseline familiarity with T-Systems International’s suite of products and industry-specific applications. More than that, it was exceedingly challenging to introduce consistency into sellers’ messaging, as each seller pulled from different, potentially out-of-date resources. A unified platform, it realized, could address both obstacles. To ensure key content was always just a click away, T-Systems International chose Highspot.

Content Accessibility Builds New Familiarity

In partnership with Highspot, T-Systems International transformed its complex content archive into an intuitive single source of truth regularly leveraged by thousands of users. Enterprise-ready governance features meant it could take action at scale. By honing its approach to enablement, T-Systems International found that its sellers could easily surface the assets they needed, the moment they needed them. “The purpose of Highspot was to quickly and efficiently bring content to our salespeople, so they can find the content our customers need,” explained Hoogeveen. “With Highspot, we now have a single source of truth where we have all our content very nicely structured and available in one click.” As a result, T-Systems International achieved a 43% well-governed content rate and drove an 81% content findability rate — meaning sellers spent more time using content than they spent hunting for it.

These improvements in content governance trickled down into external impact: Sellers had everything they needed to engage buyers more effectively. “Everything we do, we want to do for the customer, so we need to listen to the customer and exactly understand what their demands are,” added Hoogeveen. “Using Highspot, our sellers can immediately find our products that meet this demand.” Conversations with prospective buyers and existing customers have become less challenging, as sellers can simply search for content relevant to their needs, surface it in seconds, and then promptly share it with buyers. “Once we find what the customer needs from us, we can then match it to our portfolio in Highspot,” noted Hoogeveen. 

With a wide range of content now readily available, T-Systems International’s sellers find themselves with an abundance of information at their fingertips. Now, they can learn more about every solution and its industry-specific applications and take that knowledge to buyers — all from within the Highspot platform.

Single Source of Truth Introduces New Consistency

From a lack of transparency to comprehensive knowledge just a click away — it’s how T-Systems International transformed seller workflows with Highspot. An intentional Spot architecture and scalable governance policies enabled it to create a searchable single source of truth and, as a result, reinforce seller readiness. Now that sellers can instantly surface sales assets and product information, T-Systems International has seen the value of its content investments increase, with content usability increasing by 22%. 

With essential content and context at their fingertips, sellers can reliably find the resources they need and share them with prospective customers in the moments that matter. “The business impact from Highspot is that we have become much quicker in finding relevant content and, in that way, can now answer our customers better and quicker,” concluded Hoogeveen. T-Systems International’s enablement initiatives have had a widespread impact: Now, sellers execute confidently and consistently, armed with the essential information to discuss each solution in T-Systems International’s portfolio with buyers of every kind.