How Ansell used external shares to close $998K

Ansell develops safety solutions, including hazard-resistant outerwear and accessories.  As it goes to market, the personal protective equipment (PPE) manufacturer uses Highspot to:

• Equip reps to land its value in every industry
• Supply product specifications and messaging on the go
• Drive consistent execution across the buyer journey

Large product catalog creates complexity

From healthcare professionals to miners and machinists, Ansell protects millions every day. But bringing specialized PPE to a variety of industries can be challenging.

In a technical, safety-oriented field like Ansell, accuracy and trust are everything. As reps switch between industry-specific needs, they need on-the-fly access to updated, accurate specifications for every product.

In the past, Ansell explored other solutions to surface and share product specifications and messaging but found it difficult to create real clarity. To empower reps to navigate technical, industry-specific conversations in the field, Ansell turned to Highspot.

Confident execution in every scenario

At Ansell, no two deals look the same. As buyers share their safety needs, reps use Highspot to find product specifications and messaging for the deal at hand. With over 145,000 lifetime content views, it’s clear they’re ready to show up as trusted partners in every deal. Reps also use Digital Rooms and external sharing features to keep the conversation going.

In the last year, reps sent 11,000+ external shares, reaching hundreds of prospects. From the first conversation and in every touchpoint after, reps progress deals more effectively. Content-assisted deals have a 46% win rate, meaning every share positively supports deal outcomes. With thousands of shares reaching buyers every year, Ansell’s reps have found a repeatable strategy for driving engagement and accelerating deals.

“Highspot has been incredibly valuable,” added Patel. “It has truly become the backbone of how we support consistent execution across the buyer journey.”

Workflow improvements increase revenue outcomes

With Highspot, Ansell translated strategy into consistent field execution across product lines and industries. Reps feel the difference. In every deal, they have the support they need to act as trusted advisors and ensure every buyer walks away with the right solution to keep their employees safe and protected.

“Highspot helps us accelerate our core initiatives,” explained Patel. “It gives us the platform, analytics, and support to execute and measure our impact.”

Ansell gave reps the tools to navigate a large product catalogue and wide range of target industries. With Highspot, Ansell enabled reps to:

• Prepare faster and show up better
• Build trusted buyer relationships
• Accelerate deals outcomes

Reps that externally share content tailored to each buyer’s specific PPE- and industry-specific needs have influenced $998,000 in closed-won revenue.