Highspot Blog

Sales enablement is sweeping the globe.

In partnership with Sales Enablement PRO, we surveyed more than 500 executives, sales enablement, and marketing leaders from companies of all sizes across the world. What we found validates that sales enablement is becoming the backbone of successful sales organisations spanning industries and geographies.

More than 79% of participants have a sales enablement process or practice in place, or plan on inventing one this year — a 20% increase from last year’s survey. Despite urgent demand and clear evidence of sales enablement’s business impact, clear definitions and best practices are wanting. The 68% of respondents who reported having a dedicated sales enablement tool named more than 150 different solutions when asked to identify the tools in use — demonstrating confusion in the market around what is truly needed to enable reps.

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In the age of chatbots, voice response systems, and AI-assisted customer support, customers have become hungry for human interaction — buyers around the world would pay up to 16% more for a better customer experience.

Behind every great customer experience are great services executives. We’re proud to share that Highspot has earned a Stevie® Award for Customer Service Department of the Year. More than 2,700 nominations from companies across 45 nations were evaluated in this year’s competition.

What exactly separates good customer service that gets the job done from great customer service that leads to lasting partnerships? We asked the experts themselves — Stuart Thompson, Kate Wilson, Cam Williams, and Alex Dumke of our Services and Account Management team — to share their insights on four things that make for an unforgettable customer experience.

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Something was different about the 2019 GeekWire Bash. Attendance continued to grow, the dodgeball competition was fierce, but what really stood out was the excitement in the air emanating from the fresh, excited faces of young company leaders, employees, and families.

It’s no secret that Seattle’s tech scene is booming. Startups are sprouting, top talent is arriving from Silicon Valley and beyond, and local companies are investing heavily in STEM education.

These realities came to life in a visible way at the event — from the number of notable startups attending to children participating for the first time. After mingling with Seattle’s brightest tech stars and crushing the ping pong tournament like quota, the Highspot team left with three insights that illuminate the exciting future of Seattle’s technology landscape.

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Picture this: You plod into a conference center expecting endless slides and nap-worthy sessions. Instead, you’re met with Journey bumping through the speakers, a breakfast buffet, and colleagues who have either had unhealthy amounts of coffee, or who are genuinely pumped to be at your company’s yearly sales kickoff (SKO) — or both!

This was the scene at Highspot Momentum 2019 — our excuse to spend two days celebrating (and analyzing) our collective wins, learning from customers including Apptio, SAP Concur, and PitchBook, and getting energized about the year ahead. Our goal was straight-forward: create an SKO experience this year that will still be the gold standard five years from now.

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Occasionally, an opportunity presents itself that intuitively feels right. And when that opportunity promises to disrupt a market, and when the people you meet are smart, energetic, and passionate, and when the company is deeply aligned around an inspiring vision, you jump on board — quickly!

Joining Highspot as the new managing director of our EMEA operation felt like discovering a family I didn’t know I had and being immediately welcome. Alignment is an oft-used word that has lost some of its meaning through years of corporate messaging, but real alignment is still a brilliant thing to see. I’ve never experienced a company so deeply aligned as Highspot.

United by the core company value to transform the way that millions of people work, Highspot’s talented team keeps customers at the heart of everything. It has been this way since the beginning, when the product was developed to remedy a pain point that the co-founders personally experienced in their careers.

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For an entire day, dozens of my colleagues and I came into work and didn’t do our jobs. None of us got fired. Rather, it was arguably one of the most productive and eye-opening days we have had all year. Allow me to explain.

I lead Highspot’s product marketing team. Typically, I spend my time developing go-to-market strategies, talking with customers, preparing sales teams, creating marketing content — you name it.  On this day, however, I had the opportunity to participate in Highspot’s first annual competitive hackathon.

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Rome wasn’t built in a day — or a year. But when each day brings progress, achievements soon follow.

Reflecting back on the last 12 months, we are both proud and humbled to note the strides that Highspot has made with the support of our employees, customers, partners, and investors.

In just 365 days, we have witnessed incredible change:

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Steve Jobs once said, “Design is not just what it looks like and feels like. Design is how it works.” I think company culture is similar. Culture is not just what it looks like and feels like, but how it works in a way that supports, inspires, and stretches people to do their best work.

Our leadership team actively discusses how we can continue to construct a culture that not only feels good, but works to help people get their jobs done. We’ve made good progress, which recently was recognized with a clean sweep of the 2018 Comparably Awards. The final data set was compiled from nearly 10 million ratings across 50,000 U.S. companies on Comparably.com. Highspot earned recognition in the following categories: Best Company Culture, Best Company for Women, Best Company for Diversity, and Best CEO.

As gratifying as it is to be recognized, it does not mean that the work is over. It is simply fuel for the fire that drives us to constantly improve.

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Pop the champagne — Highspot has earned a Glassdoor Employees’ Choice Award, recognizing the Best Places to Work in the U.S. in 2019!

Every year, companies around the globe strive to achieve the honor of being named a top workplace by Glassdoor. Employees hold the cards with the ranking being based purely on the quantity, quality, and consistency of reviews.

Here at Highspot, we put our people first. Being recognized as a Top 10 Best Place to Work is an incredible accomplishment worth celebrating — but it doesn’t mean that the work is over. Building a winning work environment is not a one-time undertaking, but an ongoing mission that requires zeal, dedication, and constant discovery of employees’ wants and needs. This award provided us an opportunity to analyze first-hand feedback about what makes people excited to come to Highspot every day.

What is the DNA of an award-winning workplace? To crack the code, we examined our reviews on Glassdoor. In between mentions of the best-in-class product and location in the heart of downtown Seattle, a common theme emerged.

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Over the course of the eight weeks I spent meeting with venture capitalists, mentors, and more than 12 companies during my career search, one conversation really stood out. An interviewer said to me, “The right opportunity is going to present itself — and when it does, you’ll just know it.”

In the days that followed, I noticed something interesting. In my free time, I was building out business plans for Highspot’s international expansion. I wasn’t working at Highspot yet, but already my mind was churning with ideas for how to help drive the next wave of growth.

What played into Highspot’s impactful impression on me as a candidate? It was more than the sales enablement category growth, the caliber of the leadership team, and the numerous company awards including the SIIA CODiE Award for Best Sales Enablement Platform and the MarTech Breakthrough Award for Best Overall Sales Enablement Solution. Three factors played a pivotal role in making this career decision one I could make with confidence and conviction: the product, the customers, and the culture.

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