How Molina Healthcare Increased Enablement Engagement by 25%

Regulatory Complexity Sparks Enablement Need

Strict industry standards and close partnerships with government-sponsored programs make regulatory compliance a top priority for Molina Healthcare. “Having the right, trustworthy material is very important to us,” began Jacob Dinsdale, sales enablement leader at Molina Healthcare. “We have a responsibility to make sure we only give correct, timely information in the approved methods and that all of our methodology and communication are compliant with our customers.”

Molina Healthcare wouldn’t have it any other way — this focus on relevance and accuracy ensures every member receives the high-quality service they deserve. However, these regulations place significant strain on its internal operations. “With regulatory constraints, we’re somewhat unique,” explained Dinsdale. “That also created bottlenecks for us.” Part of this uniqueness stems from Molina Healthcare’s complex sales structure. In different markets, it relies on direct sellers, channel partners, and independent brokers. Ensuring each stays up-to-date and compliant is no small task. “We sell directly,” added Dinsdale. “We also have a broker channel sales department, which works with independent brokers. They generally work with many different companies. We wanted to make it easy for them to do business with us.”

While Molina Healthcare had found various stop-gap solutions for maintaining the accuracy of its resources and redistributing them as state and federal policies evolved, those disjointed solutions eventually created more complexity than they resolved. “We had a lot of problems that we solved individually,” continued Dinsdale. “That created a lot of different, disparate systems.” To serve its internal and channel sellers, Molina Healthcare sought simplicity. “Our goal was to create a unified message and have a unified tool that all of our organization could use,” shared Dinsdale. To achieve it, the enablement team chose Highspot. 

Single Source of Truth Streamlines Direct and Channel Sales

With Highspot, Molina Healthcare’s enablement team was able to reimagine how they supported each sales channel. “Having one unified location means we have confidence in our governance, knowledge about our processes, and control over what can and can’t happen,” enthused Dinsdale. “That creates confidence for us as an organization.” 

Within Highspot, updates made to content items are automatically reflected across the platform. Internal sellers can bookmark key resources and trust they will stay up to date, even as policies change. For example, the team leverages Digital Rooms to tailor resources for channel partners. As they build these microsites, they know the content will stay fresh without manual effort. “Digital Rooms are a great complement to our sales channels,” explained Dinsdale. “We use them as a microsite of information for external brokers so they have the most timely information and updated documentation.” 

The benefits go beyond governance and increased control. Using the platform, the team built new confidence in enablement and the resources available to them. “Highspot lets us give confidence back to our salespeople,” continued Dinsdale. “They know the sandbox they’re playing in is fully compliant and usable for them, so they can take it and be free to do what they do best.” Their efforts paid off: Sellers quickly acclimated to the new platform, and adoption increased by 20% as sellers now regularly use it to surface up-to-date content, relevant Sales Plays, and essential training — everything they need to succeed.

In every way, Highspot has become an essential part of sellers’ workflows. From direct sellers to channel partners, every arm of Molina Healthcare’s sales force is benefiting from reliable governance and improved communications — and the team is only just getting started. 

Building a Foundation for End-to-End Enablement

Across its sales channels, Molina Healthcare simplified the process of enablement. As a result, engagement with enablement has increased by 25%. “We’re seeing a lot of interaction and usage,” shared Dinsdale. “External shares, quality content, number of Digital Rooms, number of Sales Plays, active users — it’s all going up on a quarter-by-quarter basis.” The data agrees: Sales Play adoption, for instance, sits at a near-unanimous 96%. It’s a clear indicator that sellers trust the platform and rely on enablement to keep them up-to-date on current policies as they change and evolve. “Now, we’re using the current, most approved documentation and can be more dynamic in our communication to our sales channels,” added Dinsdale. 

Having developed a system for keeping sellers compliant with state and federal regulations, Molina Healthcare is laying the groundwork for future achievements. “Other divisions within our company want to use Highspot as their single source of truth,” said Dinsdale. “Our marketing departments are saying ‘Highspot is a great tool for us, let’s use that internally as well.’” With the platform primed to power new efficiencies across its go-to-market organization, Molina Healthcare is better supported in achieving its foundational mission: high-quality healthcare for every member.