PERSONALISATION AND INSIGHTS CREATE A MORE COLLABORATIVE SALES EXPERIENCE
After evaluating several platforms, JAGGAER selected Highspot for its exceptional user experience, which offered enhanced personalisation and actionable insights. “The user experience that Highspot delivers is standout compared to the competition,” highlighted Broadbent. Together, the personalisation and insights available in Highspot helped the sales enablement team improve collaboration both internally and externally.
Of particular importance to Broadbent and his team was the ability to tailor the platform to the needs of the end user. For example, the team was able to leverage SmartPage technology to build interactive homepages and actionable Sales Plays by role, making it easy for sellers and partners to know how to find the information they needed and use it effectively. “The use of SmartPages to create better experiences that fit our sales development team versus our account management team, our account executive team, or the customer success team was a big influencing factor,” explained Broadbent. Not only could Broadbent and his team tailor the user experience, but sellers and partners gained the ability to personalise buyer experiences through features like Digital Sales Rooms. “That was an absolute necessity for me,” noted Broadbent. “The ability to stand up microsites quickly creates a much more personalised, engaging experience.”
Additionally, Broadbent emphasised the importance of having access to actionable insights to support deeper collaboration throughout deal cycles. Key to this is Highspot’s integration with JAGGAER’s CRM system, Salesforce.
This ability to tailor the platform to suit the needs of individual sellers and customers has helped JAGGAER achieve an 82% recurring usage rate, a figure that reflects just how vital the platform has become to its sales enablement efforts. It has also been central in creating a more personalised and effective sales process, where sellers, partners, and internal departments such as marketing can be much more collaborative to deliver better results on key opportunities.