How Dialpad Drove $16M in Influenced Revenue with Highspot

An acquisition sparks a major growth opportunity

When Dialpad acquired a workforce management solution, it was a step in a different direction for the business. If reps could successfully take the new product—and the new selling motion that accompanied it—to market, significant revenue potential awaited. “Making sure our product is up to speed and ahead of the market is imperative,” began Kate Stringfield, senior manager of revenue enablement at Dialpad. “We acquired a workforce management company, which is part of a solution we did not have. This was a completely new product line. We had to figure out how we could enable reps to sell it.”

But the timing of the acquisition complicated matters. While the enablement team was working to enable reps to understand and sell the new product, they also had to contend with the significant internal change that accompanies an acquisition. “In addition to launching this new SKU, we also had other product enhancements that we were sharing around the same time, as well as a rebrand, new marketing strategy, and a new pitch deck,” explained Stringfield. The team had no shortage of initiatives on their plate, including a planned roll out of Digital Rooms to help reps streamline buyer engagement during and beyond the launch moment. “There was a lot going on,” acknowledged Stringfield. “We had to make sure we landed the launch and landed it well.”

The needs of the business kept the enablement team more than busy. But as they worked to land the launch and weather the changes that accompanied it, they knew they had the right partner by their side. In the past, Dialpad had struggled with an inadequate solution that struggled to match the company’s speed or complexity. In Highspot, it found a trusted partner built for the moment at hand. 

A phased approach streamlines the product launch

To manage the complexity of the launch, Dialpad’s enablement team adopted a phased approach. They began early, aiming to build foundational knowledge ahead of the launch. “We did some pre-launch awareness,” shared Stringfield. “We equipped reps with content, Plays, and micro-learnings, so they could start having introductory conversations with customers.” As launch day approached, the team focused on driving consistent execution. “When we launched, we made just-in-time content more robust with Sales Plays,” added Stringfield. “Reps learned how to position the new product in the right way along the sales process.” 

But the team didn’t stop there. To keep knowledge fresh and reps aligned to the launch strategy and message, the team also layered in manager-led coaching and reinforcement. “We looked at how to get our managers speaking about the new product and how to evolve the conversation and get reps learning more,” explained Stringfield. With content, guidance, and ongoing reinforcement sharpening performance, reps hit the ground running. 

Amid all of this, the team also introduced Digital Rooms, giving reps a new way to engage buyers and, with a new Consensus integration, seamlessly control the demo experience from within the Digital Room. “We built a Digital Room Play to help reps get familiar with the ‘why’ and the ‘how’ of Digital Rooms,” noted Stringfield. “We use Consensus for demo videos, so we’re integrating Consensus into them.” The combination of just-in-time content, prescriptive guidance, and modern buyer engagement streamlined core workflows: At Dialpad, GTM efficiency has increased by 50%. More efficient workflows have meant more productive reps, in turn leading to a 20% increase in pipeline generation. Suffice to say, Dialpad’s enablement team has been busy—and their impact doesn’t stop there.

A clear path from readiness to revenue growth

Dialpad’s story is a blueprint for success. The enablement team’s phased launch approach drove significant rep engagement, and they have been able to connect the dots from engagement to impact. “We can use data from Highspot and correlate it with leading indicators and how they tie to business outcomes [to understand]: Are reps closing deals as a result?” shared Stringfield. Looking at the data, the answer is yes. “We saw around $500,000 of closed-won sales with the new product and built around $3 million in pipeline,” enthused Stringfield. “Reps did the enablement, used the content and shared it with customers. That translated into those closed-won numbers and pipeline build.”

While the team has been focused on the launch, their impact extends beyond it. Reps are enabled on the new brand, message, and pitch deck, and they’re using Digital Rooms to bring Dialpad’s new message and product line to life. “We utilized Highspot to realize over $16 million of influenced revenue in one year alone,” concluded Stringfield. “That is such a testament to how reps have Highspot integrated into their day-to-day life and how that results in closed-won opportunities.” At Dialpad, the momentum is growing. With Highspot, it’s ready to secure it.