How Honeywell Unified 15 Business Units

From data centers to defense, Honeywell leads the industries transforming tomorrow. With thousands of products in its portfolio, it partners with Highspot to:

• Train a global sales force to sell an expansive portfolio

• Surface fast, accurate answers to technical questions
• Build seller confidence with AI-led workflows

Scaled organization requires scaled solution

A century of innovation means Honeywell has a highly technical portfolio made up of thousands of products. When buyers turn to the organization, sellers are expected to show up as trusted, informed partners. But with tens of thousands of content items and seven different systems to search through, quick answers were rarely easy to find.

In a competitive environment like Honeywell’s, opportunities move fast and buyers expect immediate answers. To earn trust and win deals, sellers needed a clear, reliable source of information for every product. The search for a solution that would provide sellers this level of access soon led the organization to Highspot.

In Highspot, Honeywell saw a way to help sellers surface quick answers and move at the pace of their buyers.

Standardizing execution with Sales Plays

When Honeywell rolled Highspot out to its 15 business units, it followed a consistent model: Teams audited and refreshed content, organized it in Highspot, and designed governance strategies to keep everything easy to find. Product-specific Sales Plays were a key part of this strategy. Each followed a standard structure and included a presentation, training, battlecard, and brochure, so sellers had access to the right mix of learning and resources. Today, sellers use these Plays over 22,000 times per quarter and spend 72% more time viewing them.

“We use Sales Plays for new product innovation,” added Baray. “You can’t launch a product without one. This gave us a structured go-to-market approach.”

All of this content and context fuels AI-powered Search Answers in Highspot. For even the most technical problems, sellers can ask a question and generate accurate, aligned answers that keep them moving at the pace of their prospects.

“When a customer asks technical questions, sellers aren’t searching for answers,” continued Baray. “They’re just asking AI. It’s making them more confident in how they sell.”

Thinking big with agentic AI

Highspot has become Honeywell’s single source of truth for go-to-market execution. Sellers now access trusted content and training in seconds, helping them respond faster and engage buyers with greater confidence. Now, the organization is exploring new ways to scale with AI.

In partnership with Highspot, Honeywell enabled sellers to quickly surface technical insights, so they were ready to consistently sell across its portfolio and show up as trusted partners for buyers. In every buyer interaction, sellers have trusted content, training, and guidance at their fingertips. It’s an organization-wide shift, with all 15 business units unified by Highspot.