In a survey carried out by Zippia, 86% of leaders within the office cite lack of collaboration as the highest cause for office failures. So how are you going to enhance 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 part of us as we dive into altering developments within the office and find out how to navigate them efficiently.
Right here to debate this subject 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 truly 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 unique enablement platform. What was the impetus for deciding to modify platforms?
GS: Yeah, Highspot for us is de facto about ease of use to the crew. I feel many enablement individuals will relate to quite a lot of tall duties forward of you with a small crew. And that’s what led me to Highspot. Highspot was straightforward to make use of on the preliminary demos and the interface.
SS: I really like listening to that. And in bringing in Highspot, you constructed a extremely robust partnership with gross sales and advertising leaders together with your CRO to achieve buy-in. What are a few of your finest practices for securing stakeholder buy-in and proving the impression of an enablement platform to your CRO?
GS: Sure, I feel I’ve been very privileged to have leaders that I’ve reported to who’re purchased into the ability that an enablement crew 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 type of key issues was having a gross sales readiness LMS device. And that’s why Highspot was chosen. However all through the method of getting by budgets, and headcount planning, I made positive that I had buy-in throughout gross sales, account administration, advertising, and our product leaders.
SS: That’s implausible suggestions. Now, since implementing Highspot, you’ve seen unimaginable momentum, together with 94% recurring utilization and actually robust adoption in almost each space of the platform by way of adoption. What are your finest 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 data out to go-to-market groups until it was by Highspot.
As an organization, we use Confluence, which is an outstanding device for the broader crew, however for all the opposite departments to maneuver shortly, for instance, product, if there’s a brand new product replace, to guarantee that they might roll out with none delays. Having every core product chief present the enablement crew with the data in a digestible means, which could possibly be inputted into Highspot shortly was essential for us.
And we simply didn’t have any exception to the rule. Info wanted to exit. It needed to be leveraged by Highspot and finally you need to have the ability to, as a frontrunner, present the ROI on the enablement device and the prices that you just’re incurring onto the corporate.
SS: Thos are implausible finest practices, I do know our viewers can take quite a bit 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% lively learner charge. How do you utilize Highspot to successfully onboard and certify reps?
GS: Highspot is probably the most essential device for us. We grew headcount from 20 sellers to over 200 on the gross sales facet 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, as a result 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, transferring 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 crew 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 straightforward 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 all the pieces from content material to onboarding and coaching, what’s the worth of getting that unified to your reps?
GS: It’s simply finally velocity. You already know, my aim as an enablement chief is to show and present that we will enhance work charge, proper? Not only for our sellers, but in addition our account administration crew. 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 data they want, as fast as they’ll get it.
SS: With all of this momentum for enablement and also you’ve grown your crew considerably and also you’ve actually completed a implausible job positioning enablement as a strategic enterprise operate.
How have you ever leveraged Highspot that will help you scale the impression of your crew on the enterprise?
GS: We’ve used Highspot now, not solely by onboarding, however growing areas that our sellers transfer into, new verticals, and new product updates. And so it’s enabled us to execute quite a bit faster than had we gone by the handbook course of or I do know for a lot of enablement people which might be nonetheless coping with Google drives and sorting issues by that.
And so it’s enabled our leaders to have the ability to roll out as fast as doable. We wish to guarantee that we’re offering the very stage finest for our purchasers, what we name our companions right here. And to try this, we’ve bought to certify people. We now have some essential verticals that we promote into that want a bit bit extra consideration to element.
Each time we roll one thing out, we certify our sellers to guarantee that we’re reinforcing these learnings after which enabling them to execute.
SS: You guys are having wonderful impression. 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 essential for us going into this yr. We’ve gone by two years of headcount progress, and now we’ve actually bought to start out doubling down on clearly general ramping success of our sellers. However I feel, finally, we now have an outstanding platform and product and for us to get it into the fingers of our companions and our professionals, these are the hourly employees on the platform, as fast as doable, it means schooling.
Having the ability to ramp our new hires quicker, having the ability to prepare a vendor in the future, and inside 24 hours, they’re licensed, and that then unlocks additional income streams, like additional account pursuits for these people is de facto essential.
SS: Gurneet, final query for you. As you look to the long run, you’ve talked about that you just plan to benefit from quite a lot of the brand new enablement improvements, like synthetic intelligence, to proceed to scale enablement’s impression.
How do you propose to leverage AI and different improvements to proceed to drive enterprise impression within the yr forward?
GS: It’s all the pieces from growing our name scoring and ensuring that’s then aligned with our rubrics and our scorecards throughout all of our device stack.
I’m excited to see what Highspot will do with AI on their product roadmap and we’re already seeing form of enhancements with simply descriptions and surfacing content material in the suitable locations. And for us as a enterprise, AI is a type of key funding areas. And in order an enablement crew, we do guarantee 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 as we speak, I actually recognize it.
GS: Thanks a lot for having me.
SS: To our viewers. Thanks for listening to this episode of the Win Win Podcast. Remember to tune in subsequent time for extra insights on how one can maximize enablement success with Highspot.
