Revenue enablement platforms often look great in demos. Clean UI. Flashy features. AI that looks powerful, even if it doesn’t do much.
But after a few months, reality sets in. Sellers revert to their old habits. Content languishes in folders or email threads. Team leaders skip coaching. And leadership starts asking the hard question: Is this platform truly helping us drive revenue?
That’s the difference between a tool that looks good and one that delivers results. So what makes a revenue enablement platform worth the investment? And how can you tell?
What are revenue enablement platforms?
First, let’s break down the definition of a revenue enablement platform.
In the 2025 Gartner® Peer Insights™ Voice of the Customer for Revenue Enablement Platforms Report, Gartner defines revenue enablement platforms as those that unite sales, customer-facing enablement, and revenue functions.
- They encompass revenue-generating roles such as sales, customer success, marketing, partners, and presales.
- They support both sales enablement and marketing leaders in providing a holistic enablement program.
- They have capabilities for digital content, learning and coaching, and engagement analytics, as well as AI and conversational intelligence for skill building.
- They integrate with sales force automation or marketing automation platforms, provide the ability to create and curate content, feature buyer engagement analysis, measure content effectiveness, and measure and build role skills and competencies through microlearning and retention quizzing, and analytics that improve commercial execution.
How to evaluate platforms for real revenue impact
With so many platforms on the market, it’s easy to get distracted by features that look impressive but don’t translate to business outcomes. Here’s how to stay focused on what matters.
Start with business outcomes, not feature checklists
Ask: What specific revenue outcomes will this platform help us achieve, and how will we measure them?
Before diving into features, make sure the platform aligns with your top-line goals. Will it help you shorten ramp times, increase win rates, or improve pipeline velocity? If not, it could become another distraction. The right platform should consistently connect enablement efforts to measurable performance gains.
Evaluate unified enablement, not fragmented tools
Ask: Does this platform unify content, training, and analytics in one system, or will it add complexity?
Real revenue impact comes from making it easier for your sellers to close deals, not adding more tools for them to manage. Disconnected platforms create more work, causing sellers to lose time and leaders to lose visibility. Look for platforms that bring everything together, allowing your teams to work smarter, not harder.
Look for evidence of behavior change
Ask: Can this platform show us how seller behavior is improving over time, and how that ties to revenue?
You don’t need surface-level engagement. You need evidence that reps are using the right content, building the right skills, and moving deals along faster.
Look for analytics that go beyond tracking clicks to highlight which actions actually drive impact and give managers visibility to coach in context.
Prioritize usability and adoption
Ask: Will our teams use the platform? And is it helping them sell smarter?
Even the most powerful platform falls flat if sellers and managers don’t use it. To evaluate adoption, look for signs of engagement across roles. Are reps using the right content? Are your managers coaching consistently? Are teams contributing and sharing insights?
Low adoption doesn’t just mean wasted spend—it means lost deals. Platforms with strong peer ratings for usability and support can make the difference.
Look at peer feedback, not just demos
Ask: What do actual users say about this platform’s long-term impact?
It’s easy to be impressed by a demo. But a polished walkthrough doesn’t tell you what it’s like to use a platform day in and day out. That’s why peer feedback is essential, especially when the stakes are revenue-critical.
Gartner’s Voice of the Customer distills real-world reviews across capabilities, support, and customer experience. In the 2025 Gartner® Peer Insights™ Voice of the Customer for Revenue Enablement Platforms, Highspot is the only vendor to be recognized as a Customers’ Choice, based on strong ratings for both user interest and overall experience.
As one user put it:
“Highspot’s product has been outstanding. The updates are frequent and meaningful. Customer support and the Customer Advocacy program are second to none.” – Customer Onboarding and Training Consultant
Another stated:
“They go above and beyond when it comes to customer experience and ensuring your success and adoption.” – Sr. Sales Enablement Manager
Enabling revenue is an outcome, not a feature
If your enablement platform isn’t helping your teams sell more effectively, it’s not enabling revenue.
The right platform will align your GTM teams, surface the right insights, and measurably improve performance. Anything less slows your teams down and costs you deals.
For more information and to see why Highspot was recognized as a “Customers’ Choice” based on real user reviews, read the full report or request a demo.
Disclaimers:
Gartner, Voice of the Customer for Revenue Enablement Platforms, Peer Contributors, 30 January 2025
GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used here with permission. PEER INSIGHTS is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used here with permission. All rights reserved. The GARTNER PEER INSIGHTS CUSTOMERS’ CHOICE badge is a trademark and service mark of Gartner, Inc. and/or its affiliates and is used herein with permission. Gartner Peer Insights Customers’ Choice constitute the subjective opinions of individual end-user reviews, ratings: and data applied against a documented methodology; they neither represent the views of, nor constitute an endorsement by, Gartner or its affiliates.
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