How Cloudinary Highspot Adoption with Seamless Integrations and Training

Seeking stronger integrations to fuel sales workflows

At Cloudinary, the enablement team is a silo-breaker. They’re tasked with building connective tissue between GTM teams and creating new efficiencies in core workflows—a task made increasingly difficult by technical constraints. While they already had an enablement tool in their tech stack, it didn’t meet their needs. For instance, poor integrations meant users struggled to create custom, data-rich content and decks. “The previous platform integrated with Google Drive,” began Shara Simms, director of global revenue enablement at Cloudinary. “But we had to jump through hoops to take internal customer data, flow it through the platform, and automatically transpose onto templatized, customer-facing slides.” 

As the team explored ways to ease this process, they saw potential in Highspot. The platform’s strong integrations and content generation feature, AutoDocs, would streamline content generation in compliance with internal security standards. “Highspot could support this, which would save our customer success and account managers hours of time,” added Simms. By switching platforms, the enablement team could reduce the time reps spent grappling with convoluted workflows and save considerable administrative time. “We spent a lot of hours trying to maintain and effectively administrate our previous platform,” shared Simms. “We never got the Salesforce integration to work correctly. Anytime we updated a field name in Salesforce, we needed to manually update the field in the platform.” 

The team knew their previous solution wasn’t enough. As they evaluated Highspot, they realized a natively-built platform, complete with seamless integrations, was the only path forward. “The ease of use with Highspot, specifically the ease of use with the Salesforce and Google Suite integration, was a big motivator,” enthused Simms. Certain the platform offered a path toward more efficient, effective GTM workflows, Cloudinary made the switch to Highspot.

Seamless integrations boost engagement with enablement

When Cloudinary switched to Highspot, it immediately felt the impact of best-in-class integrations. “There are a lot of platforms out there with Google Suite integrations, but only Highspot was able to support the advanced use case we have,” shared Simms. “Highspot’s Google Suite integration was huge in applying internal data to slides.” Confident they had the right technology in hand, the enablement team began to get reps bought in and using the platform. “New system adoption can be a challenge,” explained Simms. “What’s going to get reps excited to use this platform? We determined it was the Salesforce integration. Rolling that out got them bought in.” And so it did: Recurring usage of the new platform has surged to 93% as reps recognize the value of the new system. 

This is just the beginning. Gradually, the team is introducing new capabilities to keep adoption high. “We took a phased approach,” continued Simms. “Phase one was the Salesforce and Highspot integration.” Through phase one, platform adoption has increased by 121%—a significant boost in adoption that can be attributed to the stronger, more intuitive user experience. “The Salesforce integration is wonderful,” noted Simms. “There’s no more searching around to find the piece of collateral a rep might need. It will appear right there in the opportunity for them.” Reps aren’t the only ones benefiting, with administrators seeing the value too. “We’ve gained a lot of time back in maintaining our Salesforce integration already,” praised Simms. “The integration works seamlessly.”

Now, the team has fewer roadblocks and more visibility. They know how and when content is used, as well as to what effect with buyers—insights made possible by strong integrations and equally strong analytics. “We’re tracking sales collateral usage,” added Simms. “We know what reps are using and not using and how that correlates back to won or lost deals.” With phase one a success, the team has big plans for the future.

Bold plans for end-to-end enablement

With phase one concluded, the team is tackling phase two: launching Digital Rooms, so reps can deliver personalized, professional experiences within the sales cycle. Additionally, they’re making plans to train post-sales teams on AutoDocs, so they can create custom, data-informed account review decks in minutes. The team is also taking their first steps with training. “A blended learning approach is always the best tactic, which is one thing I’m really excited about with Highspot,” enthused Simms. “It’s all going to be on one platform and one curriculum.” 

As reps complete their first training experiences in the platform, the data tells a compelling story: Already, the team has achieved a 100% active learner rate. With a unified training experience—and the built-in analytics to measure its impact—the team is eager to sharpen their training strategy in Highspot.  “The measurement component is key,” concluded Simms. “I’ll be able to get insights that I can actively move against and identify where I need to spend more of my time with reps using individual Rep Scorecards.” As Cloudinary takes its first steps with Highspot, the enablement team’s early wins have set the stage for considerable growth down the line.