With almost 50 years of experience in the healthcare space, Clario aids a range of companies that conduct clinical trials for life-saving treatments. Its technology ensures that these companies minimise the risk and uncertainty behind the data of each trial. But one thing prevented Clario’s vital solutions from reaching the clinical trial teams: an inefficient sales cycle.
Sales reps primarily used Salesforce’s content library to access sales materials. This storage system led to reps using outdated content and referring back to content that was ineffective in engaging clients. Additionally, there was no feature that allowed reps to pitch content within Salesforce, which managers realised impacted sales effectiveness.
Clario’s sales reps are divided into six specialist teams — one for each of Clario’s product lines. This meant the company needed a solution that would easily identify content that was relevant to each specific team. A solution that could measure the effectiveness of sales content without confusing reps about which content items to use was desperately needed.
One thing prevented Clario’s vital solutions from reaching the clinical trial teams: an inefficient sales cycle.
The managers of Clario decided to research potential systems that would solve their sales content and pitching problems. They looked at Highspot and two competing products, and it soon became apparent that Highspot offered the best possible solution. Compared to competitors, Highspot had some clear advantages, and the Clario sales team didn’t anticipate how easy it would be to adopt.