How Constellation increased Digital Room usage 300%

Constellation keeps lights on across the U.S., supplying 2 million homes and businesses with reliable power. As it secures America’s energy future, it uses Highspot to: 

• Navigate ongoing shifts in the energy industry
• Scale buyer engagement across customer segments
• Strengthen performance through structured training

A global blueprint for sales success

Constellation brings clean, sustainable energy solutions to millions of Americans. From homes and hockey rinks to some of the largest cities in the nation, the energy provider powers it all. It’s not easy: Variations in state-level regulations, vastly different customer energy needs, and a growing portfolio evolving as quickly as the energy sector itself all make for a challenging sales environment.

“When you’re dealing with a wide range of customers and solutions, there is a lot of complexity involved,” began Jonathan Wilson, revenue optimization, sales enablement at Constellation. “How we communicate our value and benefit to a residential customer is very different from how we communicate to a small business, large industrial, or commercial customer.”

The organization needed to align content, training, and buyer engagement so its sales representatives could navigate every conversation with confidence. Constellation chose Highspot to help its representatives sell its entire portfolio to a wide range of potential buyers. 

A highly adopted system for consistent execution

To support a broad portfolio and diverse customer base, Constellation built Highspot into how work got done. Training and marketing collateral for every offering and buyer type lived in one connected system, so its representatives could learn, prepare, and engage with a buyer’s specific needs in mind.

“Highspot enables us to offer tailored content to customers,” explained Wilson. “That allows us to meet customers where they are.”

Training prepared sales representatives to position offerings across segments, while Digital Rooms became the standard for delivering resources. Each external share captures engagement data, signaling how and when to act to move deals forward. With Constellation’s buyers spending 120+ hours each quarter viewing shared content, its sales representatives have plenty of signals to act on.

“ The beauty of Highspot is that it allows us to share information and help customers see our product offerings in a new way that they haven’t before,” added Wilson.

A data-informed model for deal execution

In the last year, Digital Room adoption increased by 300% as sales representatives made external sharing a standard part of the selling motion. Seeing these successes, Constellation is exploring new ways to improve workflows, most notably by using AI Role Play to practice positioning with buyers of every size, industry, and energy need.

“AI Role Play will build confidence and improve customer interactions because sales reps train in a safe space where they can make mistakes and perfect their pitch,” concluded Wilson.

In partnership with Highspot, Constellation enabled sales representatives to:

• Meet every buyer type where they are
• Confidently sell across its entire portfolio
• Inform their deal strategy with data

Now, representatives are ready to lead with value in every deal. Every share sent provides engagement insights that inform when and how to progress active opportunities. It’s a significant advantage, especially when over 1,900 external shares are sent to buyers each quarter.