How AVEVA increased GTM efficiency by 11%

AVEVA provides smart software, tailored to every industry. It supports businesses of every kind, working at every scale, as they strive to execute faster and work more efficiently. AVEVA takes a similar approach to its internal tools—as one of the world’s largest industrial software companies, it takes its tech stack seriously. When AVEVA began evaluating enablement technology, it was looking for more than a tool. Instead, it wanted a strategic partner to help drive GTM efficiency and move the metrics that mattered. Highspot delivered exactly that.

Driving the business by empowering reps

At AVEVA, enablement is a revenue-driving function. It’s also an advocate for the field, tasked with meeting their needs and addressing their challenges. “We act as the voice of the field,” shared Ric Dudley, director of commercial enablement at AVEVA. “We need to be able to understand their needs, their fears, and their point of view.” While this people-first approach builds confidence and competence, it also influences the top-line metrics the business cares most about. “Everything we do is focused on enabling sellers to be more effective, drive pipeline, close business,” explained Dudley. 

To deliver on that mission, AVEVA’s enablement team realized it was time to invest in enablement technology. As they evaluated solutions, they were cautious; they didn’t want to introduce another tool unnecessarily. They needed a platform that could build rep confidence and change how they went to market. “It’s not just about giving sellers tools and saying ‘sell this better,’” added Dudley. “It’s about what behavior in the sales force has to change so that they’re meeting buyer needs and we’re delivering against our commercial outcomes and strategy.” 

AVEVA has its sights set on growth. The enablement platform it chose needed to support that. “Right now, we’re focused on the growth play—it’s all about top-of-funnel prospecting and pipeline creation,” continued Dudley. “How do we get the right kind of Plays, messages, and assets in front of sellers so they can drive high-quality, top-of-funnel demand and to build out quality pipeline? That’s where our focus is right now.” Highspot delivered exactly that: A platform designed to meet the needs of both reps and the business. The enablement team had the technology they needed to truly be the voice of the field—and empower reps to achieve meaningful, material growth.

Creating a single source of truth for enablement 

AVEVA’s enablement team moved fast. They brought every core program into Highspot and created a branded, central hub for all things enablement. The platform—known internally as PACE—soon became a trusted single source of truth.  “We have our own branding for Highspot,” explained Dudley. “We call it PACE: Plays, academy, content, and engagement. It supports our Sales Plays, is the home to our learning, has all our content, and is our engagement platform.” In short, reps finally had everything they needed, all at their fingertips.

The team initially focused on securing adoption. By doing so, they would be poised to drive behavior change and, later, business outcomes. Their efforts to engage reps with Sales Plays, for instance, led to a 71% increase in Play adoption as reps recognized the value of on-demand guidance during high-stakes moments. As adoption rose, AVEVA’s enablement team knew they had created a lever for behavior change: Standardized guidance meant more consistent, effective execution and, by extension, stronger pipeline and better business outcomes. Behavior change was taking root and, in doing so, accelerating impact. “Highspot is core to driving behavior change—that commercially minded, customer-focused behavior change that allows us to attain our commercial ambitions,” continued Dudley. 

AVEVA’s reps also use Highspot to navigate external engagements and progress deals. “Highspot is the home for engagement with customers as well,” added Dudley. With Digital Rooms and external shares tracking buyer engagement, reps gain real-time insights and are better equipped to have more informed, productive conversations with buyers. In short order, buyer engagement has increased by 58%. The data speaks for itself: At AVEVA, behavior is changing. And it’s priming reps to deliver, time and again, the results the business expects.

Building better processes, securing stronger outcomes

AVEVA’s four-pronged approach to enablement—rooted in clear guidance, quality learning, great content, and the capabilities to bring it all to buyers—has brought new structure to its sales teams. Reps have built Highspot into their daily routines, using it to bring greater consistency and clarity to every deal. With streamlined, user-friendly processes simplifying sales workflows, AVEVA has seen go-to-market efficiency increase by 11%. 

Now that reps know where to turn for on-demand support, they’re executing faster and working more efficiently, improvements that are laying the groundwork for future growth. “Highspot gives us a platform to drive excellence in how we execute,” concluded Dudley. “It also drives consistency globally, which is what we’re looking for so we get great results and customers get a great experience.” Across AVEVA, the addition of an enablement platform is changing the way reps work and helping them perform at a higher level.