Highspot Blog

Fresh Faces on Our Exec Team, Fresh Paint on a New Space

At Highspot, our fast-growing customer list reflects our fast-growing team. We’re excited to announce new members have joined the Highspot executive leadership team. Plus, we have expanded our headquarters space and now occupy a larger footprint in the same great building at 2401 Fourth Avenue in Seattle.  

To start, the fresh faces: We’re welcoming Chris Larson as vice president of finance and Jake Braly as vice president of marketing. Haley Katsman has also been promoted to vice president of account development. Here’s a little more about them.

Chris Larson joins Highspot as vice president of finance overseeing teams driving global financial planning and analysis, revenue operations, and accounting. Most recently, Chris was with Porch.com, building their accounting team and infrastructure.  He also oversaw human resources and M&A diligence support.  Prior to Porch, he held a variety of roles at Amazon including accounting lead for AWS during times of rapid growth, coordinator of Amazon’s worldwide accounting close, and leader within the SEC reporting and policy team. Prior to Amazon, Chris was with the Deloitte Seattle audit practice for seven years, serving a mix of public and private clients including Starbucks and Clearwire during their 2007 IPO. He is a CPA and holds a Bachelor of Arts and Master of Professional Accounting from the Foster School of Business at the University of Washington.

Jake Braly joins as vice president of marketing at Highspot, where he will orchestrate the company’s marketing vision and strategy. He comes from Apptio, where he led product marketing and go-to-market strategy for Apptio’s top-grossing products through the company’s successful IPO. Prior to Apptio, Jake held various positions at K2 Software, Microsoft, and IBM, as well as multiple startup and early-stage ventures. Jake holds an MBA from the University of Michigan and a Bachelor of Science in Business from the University of Colorado.

Haley Katsman has been promoted to the position of VP of Account Development at Highspot, working to build and scale the team, increase awareness, and generate demand for the company. Haley brings marketing and sales experience from notable Fortune 500 companies across the consumer products, commercial real estate, and marketing and advertising industries. She holds a bachelor’s degree from the University of Washington and is a founding member of the Sales Enablement Society.

New execs aren’t the only big news to share. We’re also thrilled to have grown into a new floor of our building, with plenty of room all the new faces to come.

“We’re seeing rapid acceleration in market demand for sales enablement solutions that leverage innovations in artificial intelligence, which are leading to more effective conversations between sales teams and their customers,” said Robert Wahbe, Highspot CEO.  “Our new executives will help us drive further innovation and leadership as we scale and grow, while empowering customers to optimize their sales engagement to drive revenue.”


This is just the latest news about our growth and momentum—we’ve been on quite a roll lately. Driving the growth are customers like Rhiannon Staples at Sisense, who loves Highspot: “Highspot delivers the content management flexibility and control Sisense needs. The platform has transformed how we activate content throughout the sales cycle while keeping our teams up-to-date and focused on sales and marketing activities that achieve results.”

As the most- and highest-rated sales enablement platform on sites such as G2 Crowd and Salesforce AppExchange, we help enterprise customers in industries ranging from technology to financial services, healthcare, advertising, and more.   

Our growth is also indicative of a shift across today’s innovative enterprises to focus on empowering sales teams to better leverage content in their customer conversations. In fact, as highlighted earlier this year in research from Highspot and Heinz Marketing, more than 75 percent of respondents from companies using sales enablement tools indicated their sales increased over the past 12 months, with nearly 40 percent reporting sales growth of greater than 25 percent.  These and other factors, including recent advances in mobile capabilities, platform integrations, global support, and analytics are combining to deliver breakthrough customer value.

Are you interested in helping our customers unleash the power of their content?  We’re hiring for multiple positions in sales, marketing, engineering, and services.  Learn more about our current open positions and join us!

Old School Meets New School—How Top-Performing Sales Organizations Onboard New Reps


Classroom training.

Those two words can make even the most seasoned professionals cringe. After all, by the time we’re entrenched in the business world, we think we’ve long since left the classroom behind.

But the fact remains, there is still a place for classroom environments in some business scenarios—and immersive sales training is one of those areas. In fact, SiriusDecisions recently released its State of Onboarding 2017, and 73% of top-performing (and even 73% of less-than top performing) organizations still rely on classroom training to onboard new sales reps.Continue reading article ›

Monitoring Sales Enablement Platform Effectiveness

One of the biggest advantages of companies with successful sales enablement strategies is their ability to maintain focus.  From content mapping through launch and optimization, they’re clear on why they invested, where they’re going, who is involved, and the steps required to reach their goals.  Today we’ll share a framework for how they do it, courtesy of the Highspot services team.  

Platform Value Drivers

Revenue: your sales reps live by it, your marketers are scored against it, and your C-suite monitors it daily.  Illustrated below is a depiction of the ways sales enablement contributes to this all-important metric.  

One of the reasons we like this value pyramid is that it applies equally to sales and marketing teams.  For example, at the foundational level, the ability for sales teams to quickly access the content they need is a reflection of how easy it is for marketing to make all of their company’s best-performing content available on a single platform.  At the next-highest level, platform usage is directly related to the positive experiences and success of other users from both marketing and sales.  At the top, customer engagement is a clear-cut indicator of whether or not platform features are capable of driving the revenue – and value – anticipated from any sales enablement investment.  Finally, all activities lead to increased revenue, the ultimate KPI for sales and marketing.    Continue reading article ›

SiriusDecisions State of Sales Enablement 2017


Earlier this year, we released our State of Sales Enablement report. Full of insights from sales enablement pros across industries and in organizations of all sizes, this benchmark report has become an annual tradition that we look forward to compiling each year.

And now, we’re excited to see that industry analyst SiriusDecisions has taken a different lens and released its own findings in this area. The report is a summary of key findings from a survey of 250 B2B sales enablement professionals from a variety of industries and revenue bands.Continue reading article ›

How to Sell Smarter with AI for Sales Enablement

For sales reps and marketers, survival skills begin with the ability to separate long-term signals from short-term noise.  This influences where reps invest their time, how marketers construct their awareness and demand gen strategies, and the prioritization criteria for sales enablement leaders who need to manage everything from in-context training to playbooks and more.  

Today we’re going to dive into AI (Artificial Intelligence) and its evolution from a trend-making concept to a core feature of any modern sales enablement platform. Continue reading article ›

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.Continue reading article ›

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


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


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 ›