TechValidate Research on Highspot

These pages present data that TechValidate has sourced via direct research with verified customers and users of Highspot. TechValidate stands behind the authenticity of all published data. Learn more »



412 Customers Surveyed

2,981 Data Points Collected

99 Published TechFacts

8 Published Charts

27 Published Case Studies



Selected Research Highlights


Highspot Customer Fact

A global healthcare company decreased seller ramp time by 21% since using Highspot.

Highspot Customer Research

Highspot Manufacturing Customers Design Plays to Support a Range of Strategic Growth Initiatives

What types of sales plays have you designed with Highspot?

Product Launch
67%
Improve Sales Skills
33%
Launch/Reinforce Sales Methodology
33%
Vertical Selling
20%
Improve Competitive Execution
13%
Customer Retention
7%
Virtual Selling
7%
Other
47%

Highspot Customer Research

Highspot Customers Design Plays to Support a Range of Strategic Growth Initiatives

What types of sales plays have you designed with Highspot?

Product Launch
60%
Improve Sales Skills
47%
Launch/Reinforce Sales Methodology
38%
Vertical Selling
35%
Improve Competitive Execution
28%
Virtual Selling
24%
Customer Retention
15%
Customer Satisfaction
12%
Regional Expansion
10%
Mergers / Acquisitions
4%
Other
20%

Highspot Case Study

B2B SaaS Company Increased Buyer Engagement by 10x with Highspot

Introduction

This case study of Coupa Software is based on an April 2021 survey of Highspot customers by TechValidate, a 3rd-party research service.

Challenges

The business challenges that led the profiled company to evaluate and ultimately select Highspot:

  • The challenges they faced using their previous solution(s):
    • Low sales team adoption
    • Low marketing team adoption
    • The lack of insight into seller actions
  • The implications of the challenges using their previous solution:
    • Inconsistent rep performance
    • Sub-optimal rep ramp time
    • Difficulty measuring training effectiveness
    • Frustration between sales and marketing team
    • Frustration between sales and sales enablement team

Use Case

The key features and functionalities of Highspot that the surveyed company uses:

  • Rates the impact the following factors played in their decision to select Highspot over alternative solutions:
    • Ease of Use: Major Impact
    • Ease of Administration: Major Impact
    • Ease of Purchase: Major Impact
    • Time to Value: Major Impact
    • Commitment to Customer Success: Major Impact
  • The types of sales plays they have designed with Highspot:
    • Improving Sales Skills
    • Product Launch
    • Vertical Selling
    • Regional Expansion
    • Mergers / Acquisitions

Results

The surveyed company achieved the following results with Highspot:

  • The outcome of their strategic initiatives with Highspot:
    • Increased Pipe Opportunities
    • Increased Conversion Rates
  • They increased sellers who achieved quota by 0.
  • They decreased seller ramp time by 0 since using Highspot.
  • Specifies how much Highspot helped improved the following enablement areas:
    • Increased Sales Play Adoption: 9-10x
    • Increased Content Adoption: 9-10x
    • Increased Training Adoption: 6 – 8x
    • Increased Buyer Engagement: 10x +

Highspot Case Study

S&P 500 Media & Entertainment Company increases Quota Attainment 25%

Introduction

This case study of a S&P 500 media & entertainment company is based on an April 2021 survey of Highspot customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

Challenges

The business challenges that led the profiled company to evaluate and ultimately select Highspot:

  • They used the following sales enablement solutions prior to Highspot:
    • Docusign
  • The challenges they faced using their previous solution(s):
    • Low sales team adoption
    • Low marketing team adoption
    • Low enablement team adoption
    • The lack of insight into seller actions
    • The inability to easily integrate with other sales solutions
  • The implications of the challenges using their previous solution:
    • Inconsistent rep performance
    • Difficulty measuring content effectiveness
    • Difficulty engaging buyers effectively
    • Difficulty driving strategic initiatives
    • Frustration between sales and marketing team

Use Case

The key features and functionalities of Highspot that the surveyed company uses:

  • Rates the impact of the following factors played in their decision to select Highspot over alternative solutions:
    • Ease of Use: Major Impact
    • Ease of Administration: Major Impact
    • Ease of Purchase: Minor Impact
    • Time to Value: Major Impact
    • Commitment to Customer Success: Major Impact

Results

The surveyed company achieved the following results with Highspot:

  • The outcome of their strategic initiatives with Highspot:
    • Increased Buyer Engagement
    • Reduced Cycle Time
    • Improved Rep Morale
    • Improved Customer Satisfaction
  • They increased sellers who achieved quota by 25%.
  • They decreased seller ramp time by 25%
  • Specifies how much Highspot helped improved the following enablement areas:
    • Increased sales play adoption: 6 – 8x
    • Increased content adoption: 6 – 8x
    • Increased training adoption: 6 – 8x
    • Increased buyer engagement: 6 – 8x
    • Increased speed to engagement, execution, and impact insights: 6 – 8x

Highspot Customer Fact

An industrial manufacturing company cited an increase in buyer engagement and improved rep morale as the primary outcomes of using Highspot to drive their strategic growth initiatives.



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About Highspot

Highspot is the sales enablement platform that reps love. We empower companies to elevate customer conversations that drive strategic growth. Our intuitive platform combines intelligent content management, training, contextual guidance, customer engagement, and actionable analytics. Go-to-market teams use Highspot to deliver a unified buying experience that increases revenue, customer satisfaction, and retention.

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