Highspot Blog

Highspot Raises $15 Million to Extend Leadership in Sales Enablement

We are delighted to announce a $15 million investment in Highspot, the sales enablement solution that sales reps and marketers love.  This Series B investment, led by Shasta Ventures, with participation from Salesforce Ventures and existing investor, Madrona Venture Group, will help us extend our ability to provide reps with capabilities that result in more effective customer conversations.

Over the past 12 months, we’ve grown our customer base by 300% and are now the solution of choice for enterprise companies seeking to increase buyer engagement by optimizing their sales and marketing content and improving the readiness of their sales reps.

“Easily accessible, high-quality content and training materials have become key factors in sales rep performance.  Our focus is to build on our AI platform and continue delivering a complete sales enablement solution that sales reps and marketers love,” said Robert Wahbe, Highspot CEO. “This new investment recognizes our leadership position and will help us increase the pace of innovation as we expand to new markets.”

“Highspot is a rare company whose founders built a truly breakthrough product in a large emerging market. Their enterprise customers – who had conducted rigorous product evaluations – were as passionate and positive as any we’ve had the chance to speak with,” said Doug Pepper, Managing Director at Shasta Ventures and an early investor in Martech SaaS companies such as Marketo, Optimizely and AppBoy. “We’re excited to partner with the amazing team at Highspot.”

The transformative power of modern AI

Highspot is helping companies generate unparalleled ROI on their sales content and training investments while improving sales effectiveness.  These leaps forward have been driven by our AI capabilities, which power features such as semantic search, contextual recommendations for identifying the best content for specific customers, and Content Genomics®, patented technology that tracks how content evolves across an organization.

Effectiveness through innovation

We’ve delivered a rapid succession of platform advances to address crucial needs for sales, sales enablement, and marketing teams, including:

  • User experiences that improve how content is discovered, customized, and shared, and help reps allocate a greater portion of their time to revenue-generating activities.
  • A wide range of options for organizing and managing sales content, including in-context training and guided selling. This helps sales enablement leaders highlight best practices, reduce sales process complexity, and achieve business outcomes faster.
  • A closed loop of data and insights connecting marketing, sales, and customers. By using the company’s sophisticated analytics on content usage, engagement, and influenced revenue, marketers are able to determine which types of content deliver the most impactful results throughout the buyer’s journey.    

Sales reps and marketers love Highspot

With average monthly recurring usage of 90%, Highspot is the sales enablement platform that reps, marketers, and sales enablement pros rely upon to achieve faster conversions and more revenue.  

We are also the highest-rated sales enablement platform on sites such as G2 Crowd and Salesforce AppExchange.  In the G2 Crowd Spring 2017 Grid Report for Sales Enablement, Highspot was shown as significantly outperforming its competitors in the all-important customer satisfaction category.  In the same report, 99% of verified users rated our solution 4 or 5 stars, 94% of users believe we’re headed in the right direction, and 96% of users said they would be likely to recommend Highspot.   

Customer success is our top priority

To learn more about how Highspot can transform your sales enablement strategy, drop us a line or request a demo.  In the meantime, stay tuned.  The best is yet to come.

Sales Enablement Society: May Meeting Recap—The Sales Enablement Saloon

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To start, President Chuck Marcouiller shared our mantra: “The Sales Enablement Society exists to create a saloon environment where the best sales, marketing, and enablement minds get together to learn, debate, and enlighten each other through jointly-developed experience.”

SES Seattle is aimed to elevate the position, enlighten each other, and expand our networks. For this meeting, the focus was on best practices, so we did a few rounds of “best practice speed dating.”Continue reading article ›

Content: Your Ticket to High-Performing ABM

The business impact of Account-Based Marketing (ABM) cannot be overstated. In just a few short years, it has recast sales and marketing strategies, inspired new technology decisions, and provoked rapid tactical shifts in sales pipeline management. Looking ahead, we anticipate ABM will exert increasing influence over the processes, content, audience engagement, and analytics that drive revenue growth.

Today we’re pleased to announce the availability of Content: Your Ticket to High-Performing ABM.  You can download your copy at the Highspot Resource Library.Continue reading article ›

Highspot is a High Performer in the G2 Crowd Grid Report for Sales Enablement

We’re excited to report that software review platform G2 Crowd has named Highspot a High Performer in its Spring 2017 Grid Report for Sales Enablement. Based on customer satisfaction from verified user reviews and market presence, the report ranks 15 leading sales enablement providers on a variety of factors.

Highspot received the highest Satisfaction score among sales enablement providers, and 99% of users rated our solution 4 or 5 stars. 94% of users believe we’re headed in the right direction, and users said they would be likely to recommend Highspot at a rate of 96%.Continue reading article ›

ATD International Conference & Exposition in ATL

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The future of work is most definitely upon us, whether we’re ready or not. Millennials are playing an active role in changing how we all work, from expectations around technology to success measurement to how, when, and where “work” occurs. And, this makes sense. PWC says millennials will make up 50% of the workforce by 2020, so it’s only natural they’re taking the rest of us on a journey of adaption when it comes to the way we approach day-to-day business life.Continue reading article ›

Must-See Sales Enablement Sessions at SiriusDecisions Summit 2017

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Tis the season for must-attend events! Up next is SiriusDecisions Summit 2017. If you’re going to be in Las Vegas for the event, stop by our booth (#623) to say hi! We’ll have a drawing and swag that we know you’ll love and can answer any questions you may have about improving your sales enablement processes.

Speaking of sales enablement, in addition to the top-notch exhibitors, this year’s Summit includes several sales enablement sessions that you won’t want to miss. In these sessions, SiriusDecisions analysts offer research-backed guidance to help you accelerate your sales enablement and training programs.Continue reading article ›

Sales 3.0 – The Future of Sales Will Require Sales Enablement

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Last week, Highspot attended Sales 3.0 in San Francisco. For those that don’t know, Sales 3.0 is a long running—and evolving—conference run by Gerhard Gschwandtner, the founder and CEO of Selling Power. It’s devoted to introducing B2B sales leaders to sales-technologies, trends, and strategies to produce increased revenue and improved sales performance, and delivered hugely this year!

Photo of Gerhard Gschwandtner kicking off Sales 3.0

According to Gerhard, Sales 1.0 was about hustle. Sales 2.0 was when everything went online and became a science. And now, Sales 3.0 centers around the app explosion (think Salesforce App Exchange) and the inclusion of Artificial Intelligence (AI) in all aspects of our lives, while balancing technology with our innate human qualities.Continue reading article ›

Resolve the Marketing and Sales Content Dispute

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When it comes to sales and marketing types, they want to like each other. In fact, in my experience, they want to love each other! After all, sales and marketing work towards a common goal—generating more revenue. But the fact remains that as long as sales relies on marketing to help close deals and marketing relies on sales to get the company message out, there’s bound to be conflict.

What we have here is a failure to communicate.

Sales wants very specific, personalized content that they can find at a moment’s notice. Marketing feels they publish volumes of content (and they do—but 65% of it can’t be found), and they’re sensitive to changing content because it changes the company message. In the end, we have two mission critical groups with a common goal—but different ways of getting there—and mounting frustration.Continue reading article ›

Eyes on the Prize: How Sales Enablement is Transforming Sales Rep Experiences

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For sales reps, innovation that matters is innovation that pays.  Today we’ll illustrate how reps win more deals by leveraging modern sales enablement technology to stay focused when others waver.  And how an aligned approach to sales and marketing innovation makes this possible. 

Compare & Contrast

When you first heard about sales enablement, what was the problem you were trying to solve?  How were your existing processes and technologies getting in the way of solving it?  What strategies and tactics did you prioritize?  Chances are, many of the issues encountered in the early days of your sales enablement journey persist today, if in a different and more competitive form.  Odds are equally high that at some point, self-imposed distractions have prevented you from fully solving your original problem.  As a consequence, your sales reps and their revenue goals have suffered. Continue reading article ›

Sales Enablement Society: April Meeting Recap—The Calm in the Chaos

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The second Sales Enablement Society Seattle meet up took place in probably the coolest building in downtown—at least for a history fanatic like me—The Smith Tower. Built in 1914, it was considered the tallest building west of the Mississippi. Stepping into the antique—serviced—elevators was like going back a century in time to the “good old days.”

As I walked into the meet-up, my first observation was that our newly-appointed Chapter President, Chuck Marcouiller, had the words “Chaos Imperative” scrawled across the whiteboard. Continue reading article ›