Booking.com

Hospitality reservations are moving almost entirely online. BookingSuite helps partners grow their businesses and brands through innovative cloud-based software and services. Using Booking.com’s distribution expertise and advanced website software, properties can now quickly and easily grow their direct online reservation channel through an effective website. More than 20,000 properties of all types and sizes use BookingSuite. In 2014, BookingSuite’s network of partners enjoyed 60,000,000 website visits for a total of 232,000,000 pageviews. Booking.com is part of Priceline Group and its global operations of over 12,700 employees. Booking.com’s global operations include over 3000 people in sales and field operations.

 


 

Ayca Yuksel from Booking.comAyca Yuksel
Director Global Marketing and Communications

“As our sales operations expands to support our rapid business growth, our content creation has exploded. Our organization remains dedicated to measuring success and using metrics to improve performance. Highspot has the best analytics for measuring performance in sales enablement, largely because of Content Genomics. And that has enabled us to measure what’s being used, what’s engaging customers and what’s being modified in the field in order to drive better results.”

 

Cameron Steele from Booking.comCameron Steele
Head of Commercial Operations

“My sales teams really like Highspot’s pitching framework. That it’s intuitive to use made training and adoption very easy, and the modern design is a great experience for our customers. The Pitch Dashboard gives my teams daily actionable insights into which prospects have opened pitches and which content they’ve viewed, providing a more informed and effective follow-up conversation.”

 


 

Challenge

As a fast growing division of Booking.com, BookingSuite needed a better way to enable their inside sales force to engage with prospects. With hundreds of pieces of content that were continually being refined and a fast growing sales team, marketing needed a way to make sure sales was using the latest and greatest content. Sales wanted a simple, easy-to-use way to share content with prospects and get real-time alerts on prospect behavior. And both marketing and sales wanted to know which content was working to drive the business forward.

 

Solution

BookingSuite adopted Highspot as their end-to-end sales enablement platform. They organized in Highspot all the content for sales as well as other customer facing functions such services and customer support. They also took advantage of Salesforce.com integration to suggest relevant content for each opportunity directly in the Salesforce workflow.

With a single training session, they rolled out Highspot worldwide and reps were quickly finding content and effectively pitching it to their prospects. Adoption has been consistently high, with over 95% of reps using the platform each month.

 

Results

Sales reps spend less time searching for content, saving an estimated 3 hours per week per user. Just as importantly, because marketing can push version updates to everyone worldwide, reps are using the most up-to-date content. Sales reps are more effectively engaging with customers, because they get instant alerts when a customer opens, downloads or views an email or piece of content.

Sales managers can analyze pitch activity and content usage to understand what their highest performers are doing, and improve everyone’s performance by coaching best practices.

Marketing now understands which content is being used sales and which content is most effectively engaging the customer, providing marketing the ability to improve content effectiveness.

Booking.com Logo

Challenge

  • Effectively organize hundreds of pieces of sales content
  • Understand what content sales is using and pitching and driving revenue
  • Increase demo to subscription conversion rate

Solution

  • All marketing, sales, services, and support content flexibly organized in one place, accessed from both Web and Salesforce via mobile and desktop
  • Switch from Clearslide to Highspot to present slides and demo their software

Results

  • Sales knows where to get latest and greatest content, saving an estimated 3 hours per week
  • 95% month to month Sales Force adoption and usage rates
  • Sales conversion rates are up significantly year over year

Related Resources

Learn about the four building blocks of a sales enablement platform.

The industry definitive guide to sales content performance.

Learn more about Highspot’s breakthrough approach to sales enablement in this short video.