In a survey carried out by Zippia, 86% of leaders within the office cite lack of collaboration as the highest purpose for office failures. So how will you improve stakeholder buy-in to maximise adoption and collaboration?
Shawnna Sumaoang: Hello, and welcome to the Win Win Podcast. I’m your host, Shawnna Sumaoang. Be a part of us as we dive into altering developments within the office and navigate them efficiently.
Right here to debate this matter is Gurneet Sagger. Thanks for becoming a member of us, Gurneet. I’d love so that you can inform us about your self, your background, and your position.
Gurneet Sagger: Yeah, thanks for having me. I’m a little bit of an enablement veteran earlier than the phrase enablement was invented. And in a previous life, I really led world gross sales groups. So about 13 years of main gross sales groups, I made the bounce into the enablement world.
SS: Great, we’re excited to have you ever right here. Now, previous to partnering with Highspot, you leveraged a distinct enablement platform. What was the impetus for deciding to change platforms?
GS: Yeah, Highspot for us is actually about ease of use to the group. I believe many enablement folks will relate to loads of tall duties forward of you with a small group. And that’s what led me to Highspot. Highspot was simple to make use of on the preliminary demos and the interface.
SS: I like listening to that. And in bringing in Highspot, you constructed a very sturdy partnership with gross sales and advertising and marketing leaders together with your CRO to achieve buy-in. What are a few of your greatest practices for securing stakeholder buy-in and proving the influence of an enablement platform to your CRO?
GS: Sure, I believe I’ve been very privileged to have leaders that I’ve reported to who’re purchased into the ability that an enablement group can have. I finally was given the chance of, “Hey, Gurneet, what’s it you want to ensure that us to scale? And what’s it going to take?” And a kind of key issues was having a gross sales readiness LMS instrument. And that’s why Highspot was chosen. However all through the method of getting via budgets, and headcount planning, I made certain that I had buy-in throughout gross sales, account administration, advertising and marketing, and our product leaders.
SS: That’s improbable suggestions. Now, since implementing Highspot, you’ve seen unimaginable momentum, together with 94% recurring utilization and actually sturdy adoption in practically each space of the platform when it comes to adoption. What are your greatest practices for driving adoption throughout your go-to-market groups?
GS: One of many issues we did out of the gate is as soon as we launched, there was no exception to have the ability to relay info out to go-to-market groups except it was via Highspot.
As an organization, we use Confluence, which is an exceptional instrument for the broader group, however for all the opposite departments to maneuver shortly, for instance, product, if there’s a brand new product replace, to be sure that they may roll out with none delays. Having every core product chief present the enablement group with the knowledge in a digestible manner, which may very well be inputted into Highspot shortly was important for us.
And we simply didn’t have any exception to the rule. Info wanted to exit. It needed to be leveraged via Highspot and finally you need to have the ability to, as a frontrunner, present the ROI on the enablement instrument and the prices that you just’re incurring onto the corporate.
SS: These are improbable greatest practices, I do know our viewers can take rather a lot from that. One space that I do know that you just guys have actually championed the success is in your onboarding program, I do know that you just guys have achieved a 77% energetic learner fee. How do you utilize Highspot to successfully onboard and certify reps?
GS: Highspot is probably the most important instrument for us. We grew headcount from 20 sellers to over 200 on the gross sales aspect after which we additionally grew our account administration groups and we use Highspot on each single lesson. We’ve gone from a two-week onboarding program, because of excessive progress headcount scale, and now we’ve moved right into a three-week program. And over the course of time, like many firms, you’re popping out of the pandemic, shifting right into a hybrid setting. However, we’ve had sellers all throughout the nation in a number of gross sales hub areas.
And so Highspot enabled my small group to have the ability to get the learnings out and to have the ability to monitor efficiency shortly. Each onboarding lesson sits in Highspot with all of the accompanying assets to make it simple to search out for our new hires.
SS: Now, in your opinion, what would you say is the worth of getting a unified platform that lets you ship every part from content material to onboarding and coaching, what’s the worth of getting that unified on your reps?
GS: It’s simply finally velocity. , my objective as an enablement chief is to show and present that we will improve work fee, proper? Not only for our sellers, but in addition our account administration group. And so having the ability to search one thing in Highspot. We have to just be sure you can discover them.
And if a rep can’t discover what they’re in search of, we’ve bought good suggestions loops so we will maintain issues up to date. However, finally, it’s getting our sellers and our go-to-market groups, the knowledge they want, as fast as they will get it.
SS: With all of this momentum for enablement and also you’ve grown your group considerably and also you’ve actually performed a improbable job positioning enablement as a strategic enterprise perform.
How have you ever leveraged Highspot that will help you scale the influence of your group on the enterprise?
GS: We’ve used Highspot now, not solely via onboarding, however rising areas that our sellers transfer into, new verticals, and new product updates. And so it’s enabled us to execute rather a lot faster than had we gone via the handbook course of or I do know for a lot of enablement people which can be nonetheless coping with Google drives and sorting issues via that.
And so it’s enabled our leaders to have the ability to roll out as fast as potential. We wish to be sure that we’re offering the very degree greatest for our shoppers, what we name our companions right here. And to do this, we’ve bought to certify people. We have now some important verticals that we promote into that want a bit of bit extra consideration to element.
Each time we roll one thing out, we certify our sellers to be sure that we’re reinforcing these learnings after which enabling them to execute.
SS: You guys are having superb influence. What would you say a number of the key enterprise outcomes that you just’ve achieved up to now with Highspot are, and the way do you go about measuring enablement success?
GS: Yeah, that’s actually going to be important for us going into this 12 months. We’ve gone via two years of headcount progress, and now we’ve actually bought to start out doubling down on clearly total ramping success of our sellers. However I believe, finally, we now have an exceptional platform and product and for us to get it into the arms of our companions and our professionals, these are the hourly employees on the platform, as fast as potential, it means training.
With the ability to ramp our new hires sooner, having the ability to prepare a vendor at some point, and inside 24 hours, they’re licensed, and that then unlocks additional income streams, like additional account pursuits for these people is actually important.
SS: Gurneet, final query for you. As you look to the longer term, you’ve talked about that you just plan to benefit from loads of the brand new enablement improvements, like synthetic intelligence, to proceed to scale enablement’s influence.
How do you propose to leverage AI and different improvements to proceed to drive enterprise influence within the 12 months forward?
GS: It’s every part from creating our name scoring and ensuring that’s then aligned with our rubrics and our scorecards throughout all of our instrument stack.
I’m excited to see what Highspot will do with AI on their product roadmap and we’re already seeing type of enhancements with simply descriptions and surfacing content material in the fitting locations. And for us as a enterprise, AI is a kind of key funding areas. And in order an enablement group, we do be sure that we’re following the identical cost that our leaders have set.
SS: It’s an thrilling future forward that we now have on that entrance. Gurneet, thanks a lot for becoming a member of us in the present day, I actually respect it.
GS: Thanks a lot for having me.
SS: To our viewers. Thanks for listening to this episode of the Win Win Podcast. You should definitely tune in subsequent time for extra insights on how one can maximize enablement success with Highspot.
