InMoment Finds a Winning Sales Enablement Solution with Highspot

InMoment switches to an easier-to-use and manage enablement platform, positively impacting revenue growth—saving significant time, improving overall seller efficiency, and simplifying the buying process.

Key Results

Single content source allows sellers to quickly and efficiently find and send assets to buyers, delivering more value and improving the buyer experience
Streamlined process for publishing and managing sales assets saves 10+ hours weekly for sales enablement, product marketing, and content marketing teams
Improved processes result in cross-functional expansion, nearly doubling the number of Highspot users within the first year

Company Size

500

Industry

Technology

Investing in a sales enablement platform can be both exciting and scary. Going through the evaluation and purchase process is time-consuming and stressful; yet, even with proper due diligence, there’s always the risk of uncovering pitfalls and shortcomings after signing on the dotted line.

After initially purchasing a sales enablement solution, InMoment’s sales enablement leaders discovered so-called simple, time-saving integrations, such as Google Drive, were still being built and not fully functional. A few months into their contract, it became apparent that not only did the integration they had been hoping for not work properly, but it also cost their solution admins more time than they were previously spending managing assets. The clunky admin experience forced InMoment’s enablement team to manually tag hundreds of individual assets and place them in rigid file folders that were difficult to organize and even more cumbersome for users to search and browse.

Finally, after failing to realize the value of the integration they were hoping for, like any good business leader, InMoment’s Director of Sales Enablement decided to cut his losses and start over with Highspot instead.

In less than six months, InMoment not only achieved 100% seller adoption but exceeded its initial number of planned users by over 200% with more teams asking for access to Highspot every day.

When the solution we originally purchased couldn't deliver what we needed, it was back to the drawing board. Now, with Highspot, we have a platform that is simple to manage and empowers our sales team with the ability to find what they need—and get it into the hands of buyers—efficiently.

—Josh Marans, Director of Sales Enablement, InMoment

Challenges: Clunky Tools and Manual Processes Slowed Down Revenue-generating Activities

MULTIPLE CONTENT REPOSITORIES WASTED TIME, LEAVING REPS AIMLESSLY SEARCHING FOR SALES ASSETS

Without easy access to sales materials, sellers spent too much time either searching for what they needed or creating it themselves, which introduced a whole new set of challenges around message and brand consistency.

LACK OF VISIBILITY KEPT REPS GUESSING WHAT TRULY WORKS TO ENGAGE BUYERS

Moreover, sales reps not only lacked a way to streamline their outreach to buyers – which took several hours weekly to create individual emails and attach content – but they also didn’t get any data back on what genuinely resonated with buyers. Lack of insights led reps to guess what engaged each unique buyer best. Or worse, reps relied on a “spray and pray” method and sent anything and everything, hoping for the best.

ENABLEMENT MANAGERS LOST PRECIOUS TIME WITH MANUAL PROCESSES AND LACK OF VISIBILITY

In addition to a Google Drive integration that didn’t work with the first enablement platform, sales enablement managers at InMoment were equally frustrated with manual content tagging and filling in “best guess” for how and where a rep might actually search for each item. Additionally, content creators didn’t get any data back on what sellers used most and worked best to engage buyers, which led to wasted time and resources for content marketers.

Solution: A Simple, More Intuitive Solution, Highspot Optimizes InMoment’s Most Precious Resources—Time

Though it was not a difficult decision to abandon the first solution they purchased, the team at InMoment knew it would be a risk to start over—but were left with no other choice. Luckily, according to the team, getting up and running with Highspot was a simple, seamless process.

Not only did the team achieve a rapid implementation schedule, but finally, they were able to deliver an intuitive platform that sellers not only use daily but rave about. With new insights into buyer engagement, reps immediately found success using the new tool, which accelerated adoption and created intrigue and demand across the company. This newfound excitement eventually led to a company-wide expansion.

VALUABLE INSIGHTS, IMPROVED PRODUCTIVITY

Reps were getting more insights into what each unique buyer engaged with, leading to more effective conversations by providing value to buyers and ultimately positively impacting overall seller productivity.

Highspot helps us simplify the buying process so we can maximize revenue. We're more efficient than ever, which means we can focus on impactful activities that wow our customers and potential buyers, and ultimately grow revenue.

Results: New-found Efficiency Drives Revenue Impact

IMPROVE SALES REP EFFICIENCY AND PRODUCTIVITY

Highspot has helped InMoment’s sales enablement team provide sellers with a single tool to easily access sales materials and deliver guidance for how to use them exactly when they need it. Now, InMoment sellers can quickly find what they need, send customized buyer experiences, and receive analytics on how the buyer engages.

INFORM CONTENT CREATION WITH POWERFUL ENGAGEMENT ANALYTICS

With robust buyer engagement data, sellers can now deliver targeted content focused on precisely what the buyer is most interested in. Further, with more insights into what reps are
searching for and using and which topics or types of content are contributing to closed-won deals.

Highspot helps content marketers optimize resources to deliver the best content for reps to more effectively close deals.

OPTIMIZE WORKFLOWS AND SAVE VALUABLE TIME

And not the least of the relief, Highspot’s seamless integration with Google Drive has afforded InMoment’s enablement team flexibility to work with content creators in real-time without the pain of manually updating, tagging, and filing assets. Uploading or updating an asset literally takes seconds. This has created a more efficient process for publishing and managing sales training and content.

Impact: Great Sales Teams Are Always Training

As we know, “time kills deals.” And Highspot helps InMoment get powerful assets into the hands of buyers quickly. As InMoment continues to expand the use of Highspot company-wide, it now has a competitive advantage it was initially seeking – delivering consistent, valuable customer engagements while maintaining efficiencies at scale.

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