How Feedzai reduced rep ramp time by 46%

For lean enablement teams, efficiency is everything. But teams are only as efficient as their enablement technology allows them to be—a challenge the team at Feedzai knew firsthand. Limited visibility, inefficient content management workflows, and cumbersome reporting features had slowed their work for long enough, which led them to explore replacements for their previous solution, Allego. As it explored other options, the risk operations platform turned to Highspot and didn’t look back.

Freeing up enablement capacity

Between a recent acquisition and ongoing product innovation, Feedzai was surrounded by change. That’s where enablement came in. “At the end of the day, enablement’s core tenet is to address change,” began Sérgio Vasconcelos, director of revenue enablement at Feedzai.

But despite the team’s best efforts, a legacy tool held them back. “The overwhelming majority of enablement teams are not big teams,” explained Vasconcelos. “To be agents of change, we need to be both effective and efficient. Because of that, we have some requirements for an enablement platform: It needs to be easy to operate, reportable, and act as both a content management and learning management system.” 

The team’s legacy tool simply couldn’t keep up. “We got feedback from users that it wasn’t easy to find information,” continued Vasconcelos. “The other part was the reports. When we talk about reports, we talk about numbers that generate insights. We were struggling to have that type of intelligence.” Effective, efficient operations seemed out of reach. The business moved fast, but the team lacked the tools to keep up. “Feedzai runs at a fast pace,” shared Vasconcelos. “We were struggling to operate under those assumptions efficiently.” 

Gaps in the previous tool became impossible to ignore. Soon, the team knew it was time to search for alternatives. “It was an eye opener when we inquired about Highspot,” noted Vasconcelos.

Training reps for success

Highspot’s content management capabilities reduced operational overhead, giving the team time back to focus on their strategy. “We removed that variable from our capacity,” shared Vasconcelos. “Now, we have capacity to support all of the go-to-market initiatives going on.” 

With this restored capacity, the team shifted their focus toward a new initiative: the Road to Productivity, a first-year training framework designed to help reps ramp faster and win quicker. “We asked: ‘Okay, for the seller to be successful by the end of year one, what needs to be the road for them?’” explained Vasconcelos. 

This question led to the creation of a quarter-by-quarter blueprint for first-year success. “Quarter one is on the training side of the house, so training KPIs are the focus,” shared Vasconcelos. “Quarter two is the amount of pipeline created. Then, Quarter three KPIs focus on what pipeline is being developed and is progressing through the funnel.” 

New hires are led through a structured, year-long onboarding process. All the while, the team uses Highspot’s analytics to keep a close pulse on performance—how they perform the actions and behaviors that lead to success at the end of the year. The results are telling: Since implementing Highspot, the team has reduced ramp time by 46%. “The final outcome is having everyone in sales be incredibly successful in year one,” added Vasconcelos. “All of that is backed up by Highspot.” 

Building a foundation for future growth

At Feedzai, the impact is growing. With 83% recurring usage of the platform and a 100% active learner rate, it’s clear that reps are learning—and improving. Strategic training programs have led new and tenured reps to perform better, faster. And the team has the analytics to prove it. “By thinking about training broadly, we get away from completion and can prioritize outcomes,” explained Vasconcelos. “We have the Road to Productivity  for new sellers. We also have KPIs we use to understand if we’re getting good outcomes from resident sellers as well.”

Now, the team is looking ahead, seeking to drive greater effectiveness and efficiency with AI. “Bringing more self-sufficiency to sellers is the path to scaling,” concluded Vasconcelos. “That is what AI will be able to give us.” And with plans to implement AI-powered review capabilities, the next phase of Feedzai’s evolution is already in motion.