Halcyon Knights Establishes An Integrated Platform with Highspot and MindTickle

Sales Enablement Platform with Seamless LMS Integration

In 2019, Halcyon Knights knew it was time to look for an integrated content and learning management system to create a single place for the team to go to access anything they needed. The primary goal was to find a partnership of vendors that could help them scale their efforts, quickly ramp new Recruiters with an onboarding process that leveraged both training and content in an intuitive way.

After evaluating many of the enablement and folder storage options, it was truly the reference-ability of well established companies that already leverage Highspot that was a big influence in the decision to go with Highspot.

The partnership was further solidified when the Highspot sales team coordinated demos with many LMS integration partners to allow Halcyon Knights to determine what provider met their needs. MindTickle had both the ability to support their onboarding and continual training needs as well as expand into a personalized training program. The decision to purchase both Highspot and MindTickle at the same time was intentional, knowing step one was an overhaul of content that would live in Highspot, while step two was about building out the training components to empower recruiters and build and refine their skills.

Quick and Easy Implementation with Outstanding Support

With a plan of action to launch Highspot first and quickly followed by MindTickle, there was a team effort needed from the very beginning. Both teams rose to the occasion with coordinated weekly calls, clearly defined milestones and activities between calls to ensure any queries were resolved quickly. Halcyon Knights was confident their onboarding partners were product experts and could answer any questions in a timely manner. As a result, they were up and running with Highspot in 30 days and MindTickle in only 30 days. And, as luck would have it, right in time to for remote working in March.

Create a Single, Integrated Platform to Increase Revenue

Because each Recruiter manages and grows their own accounts, it is important that each feels properly trained with the skills when reaching out to candidates and hiring managers. Leveraging SmartPages to create playbooks, Recruiters could more easily carry out relationship building with accounts with content that was impactful. Nilanthi says “In these times it’s not just about creating content, it’s about getting employees to connect, aligning their messaging, sharing their success stories and customer engagement.” With MindTickle integration, there was access to lessons to improve and refine business development skills in a new remote world, leveraging content directly from Highspot. The impact of these combined into one single integrated ecosystem truly did improve the Recruiters knowledge, provided easy access to training materials and taught valuable “how to do business development” skills resulting in closing more accounts. Used Analytics to Identify Effective Content and Drive Business Forward Once Highspot was launched, Halcyon Knights had different data points to measure Recruiters performance based on pitching usage, content usage and overall prospect engagement with that content. In particular, leaders could see what content is and isn’t used, and how accounts engaged with what should be sent in various stages of the journey. With this data, the team is more aware of what is impactful to relationship development. Managers are the greatest at driving adoption because they are always looking at how many pitches their teams are sending, and the correlation between high number of pitches sent and prospect engagement with those pitches to understand what content was driving value for clients and prospects, and how to improve performance. As a result, they were able to attribute the impact of the content directly to closed accounts. “

Used Analytics to Identify Effective Content and Drive Business Forward

Once Highspot was launched, Halcyon Knights had different data points to measure Recruiters performance based on pitching usage, content usage and overall prospect engagement with that content. In particular, leaders could see what content is and isn’t used, and how accounts engaged with what should be sent in various stages of the journey. With this data, the team is more aware of what is impactful to relationship development. Managers are the greatest at driving adoption because they are always looking at how many pitches their teams are sending, and the correlation between high number of pitches sent and prospect engagement with those pitches to understand what content was driving value for clients and prospects, and how to improve performance. As a result, they were able to attribute the impact of the content directly to closed accounts.

Achieved High Adoption and Improved Recruiter Engagement 

A key to the overall success was really two focused efforts. For starters, leadership was involved from the beginning and shared usage with their teams to encourage and boost adoption while proving the value of the content. Second, each new training piece that was released was done so in a thoughtful and fun way, making it an exciting new component, creating interest and engagement around these learning components. With a thoughtful, cohesive and comprehensive approach using both content and learning, the systems were very much intertwined and there was a clear greater impact on the Recruiters’ efforts. The next phase is to create tailored and personalized training for each individual to support them as they work harder to adapt to more challenging market conditions and the remote working environment.

92% of the company uses Highspot, including all go-to-market teams