Falcon.io

Falcon.io (www.falcon.io) offers an integrated SaaS platform for social media listening, engaging, publishing and managing customer data. The company enables their clients to explore the full potential of digital marketing by managing multiple customer touchpoints from one platform. Falcon.io’s diverse and global client portfolio includes Carlsberg, Tiger, Nintendo of Europe, IWC Watches, Redken, Coca-Cola, and many more. Falcon.io was founded in 2010, and has 200+ employees and offices in Copenhagen, New York, Berlin, and Budapest.


“Our brand is very dear to us. Being able to build and distribute customized slides is critical to keeping our teams aligned.”

– Frederik Krogtoft, Marketing Campaign Executive

“The search function is really awesome. We have such a broad portfolio of clients and often get very specific requests. Now they can just jump in and search for what they need without involving anyone else.”  

– Mikel Plaehn, Director of Growth Marketing


Challenge

Like many companies exploring sales enablement alternatives, Falcon.io was overwhelmed by its own content. Salespeople either couldn’t find what they needed or customized content on their own. As a result, the company’s content investments weren’t achieving their desired effect.

In addition, Falcon.io’s sales enablement team historically devoted greater focus to training than content. While training remains incredibly valuable, the lack of a comprehensive approach to sales enablement left the company’s content fragmented and inconsistent.

Solution

After exploring multiple alternatives including developing their own solution, Falcon.io elected to move forward with Highspot. Their key considerations included search, analytics, the ability to better manage content customization, and platform integrations including Salesforce and Gmail.

Highspot uptake was fast. By appointing a training champion from each of their sales teams, Falcon.io was able to consolidate their sales enablement assets and processes on a single platform in just a few short weeks. This helped the company achieve high usage rates and quickly streamline the content and insights needed to closed more deals.

Results

From search to pitching and analytics to content customization and remixing, Highspot is helping Falcon.io increase selling time and improve content performance. Sales and marketing are now more tightly aligned on insights and prioritization, and sales enablement is able to work more proactively on a wider range of goals, from training to content management and customer engagement.

Highspot’s Gmail plugin and Salesforce integration have also proven valuable to Falcon.io. The driving factor in these, as in other features, has been simplicity. By improving the ease with which reps are able to access Highspot, the company has increased the return on its sales enablement investments. In addition, the ability to measure and access content analytics across platforms has helped Falcon.io accurately pinpoint their biggest challenges and opportunities.

Falcon.io also relies on Highspot analytics to prioritize brand updates. Asset consumption rates provide an indicator of which content to refresh first, as well as content requiring wholesale changes. This is helping marketers make more strategic decisions while increasing the consistency of the company’s message and identity.

Challenge:

  • Sales content management was requiring too much time and energy 
  • Sales content was scattered, inconsistent, and hard to find
  • The company’s sales enablement investment had historically been focused on training, not the full range of its sales and marketing needs
  • Needed a comprehensive approach to sales enablement, from training to content management and analytics

Solution:

  • After considering multiple approaches, including developing their own solution, Falcon.io selected Highspot
  • Key considerations were search, analytics, content customization, and platform integrations
  • Uptake and usage rates increased fast, opening a door to rapid improvements in every aspect of the company’s sales enablement

Results: 

  • Increased selling time and improved content performance
  • Tighter alignment across sales and marketing
  • Greater brand consistency
  • Easier for reps to find and pitch content 
  • Sales enablement works proactively on a wider range of goals, including content management, customer engagement, performance measurement, and more

Related Resources

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