In a survey performed by Zippia, 86% of leaders within the office cite lack of collaboration as the highest motive 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 how you can 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 function.
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 international gross sales groups. So about 13 years of main gross sales groups, I made the soar 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 change platforms?
GS: Yeah, Highspot for us is basically about ease of use to the workforce. I believe many enablement folks will relate to quite a lot of tall duties forward of you with a small workforce. And that’s what led me to Highspot. Highspot was straightforward 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 robust partnership with gross sales and advertising leaders together with your CRO to realize buy-in. What are a few of your greatest practices for securing stakeholder buy-in and proving the impression 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 workforce can have. I in the end 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 device. And that’s why Highspot was chosen. However all through the method of getting by way of 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 unbelievable suggestions. Now, since implementing Highspot, you’ve seen unbelievable momentum, together with 94% recurring utilization and actually robust adoption in almost 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 data out to go-to-market groups until it was by way of Highspot.
As an organization, we use Confluence, which is an exceptional device for the broader workforce, however for all the opposite departments to maneuver shortly, for instance, product, if there’s a brand new product replace, to ensure that they may roll out with none delays. Having every core product chief present the enablement workforce with the knowledge in a digestible manner, which could possibly be inputted into Highspot shortly was essential for us.
And we simply didn’t have any exception to the rule. Data wanted to exit. It needed to be leveraged by way of Highspot and in the end you need to have the ability to, as a pacesetter, present the ROI on the enablement device and the prices that you just’re incurring onto the corporate.
SS: Thos are unbelievable greatest practices, I do know our viewers can take lots 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 employ 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, on account 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 surroundings. However, we’ve had sellers all throughout the nation in a number of gross sales hub places.
And so Highspot enabled my small workforce 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 means that you can ship every little thing from content material to onboarding and coaching, what’s the worth of getting that unified on your reps?
GS: It’s simply in the end pace. You realize, my aim as an enablement chief is to show and present that we will improve work charge, proper? Not only for our sellers, but in addition our account administration workforce. 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 acquired good suggestions loops so we will preserve issues up to date. However, in the end, 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 workforce considerably and also you’ve actually performed a unbelievable job positioning enablement as a strategic enterprise perform.
How have you ever leveraged Highspot that will help you scale the impression of your workforce on the enterprise?
GS: We’ve used Highspot now, not solely by way of onboarding, however growing places that our sellers transfer into, new verticals, and new product updates. And so it’s enabled us to execute lots faster than had we gone by way of the guide course of or I do know for a lot of enablement of us which might be nonetheless coping with Google drives and sorting issues by way of that.
And so it’s enabled our leaders to have the ability to roll out as fast as potential. We need to ensure that we’re offering the very degree greatest for our shoppers, what we name our companions right here. And to do this, we’ve acquired to certify people. We’ve got some essential 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 ensure that we’re reinforcing these learnings after which enabling them to execute.
SS: You guys are having wonderful impression. What would you say among the key enterprise outcomes that you just’ve achieved to date 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 way of two years of headcount progress, and now we’ve actually acquired to start out doubling down on clearly total ramping success of our sellers. However I believe, in the end, we’ve got 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 potential, it means training.
Having 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 basically essential.
SS: Gurneet, final query for you. As you look to the longer term, you’ve talked about that you just plan to reap the benefits of 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 every little thing 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 sort of enhancements with simply descriptions and surfacing content material in the suitable locations. And for us as a enterprise, AI is a kind of key funding areas. And in order an enablement workforce, we do ensure that we’re following the identical cost that our leaders have set.
SS: It’s an thrilling future forward that we’ve got on that entrance. Gurneet, thanks a lot for becoming a member of us at this time, 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. You should definitely tune in subsequent time for extra insights on how one can maximize enablement success with Highspot.
