How Pluralsight increased buyer engagement by 147%

Pluralsight helps organizations close critical technology skill gaps. But each partnership starts with a buying committee its sellers struggle to win over because: 

• • Decision-makers sit behind key champions
  • Fringe stakeholders quietly influence deals 
  • Champions can’t tell the value story internally

Unknown stakeholders slow progress

A deal used to mean one seller and one buyer. Now, deals are run through committees, and the stakeholders with the most influence are those a seller might never meet. At Pluralsight, this left sellers struggling to multi-thread through extended buying committees, all without alienating their champions. If they couldn’t, internal misalignment might slow deals or stall them entirely. Sending out key materials via emails and hoping it reached the right people just wasn’t working anymore.

To win over every stakeholder that might influence the deal, sellers needed more insight into the buying committee: who was involved, what they were interested in, and how to reach them. In Highspot Digital Rooms, Pluralsight found a deal-winning strategy that would help sellers reach every stakeholder and uncover their interests.

A Digital Room for every deal

Pluralsight’s enablement team had already built a strong foundation of seller trust. They just needed to funnel that trust into Digital Rooms. To do so, the team worked closely with key stakeholders to create easy-to-use, brand-aligned templates, then launched them to the field. These early templates quickly gained momentum, driving an 81% year-over-year increase in external share creation. Each share averages 17 views and shows exactly how decision-makers engage with content and materials.

“I always make a Digital Room for my primary contact,” noted Leatham. “It’s for them to share with their team, and for me to see what’s viewed, so I can prepare for our next call.”

Now, Digital Rooms are a core part of the sales workflow. Sellers create a custom room for every deal, using it to reach unknown stakeholders and capture engagement insights to inform their next steps.

“We don’t have a lot of opportunities to break through right now,” added Lisa Monahan, senior enablement program manager at Pluralsight. “Being able to build out a personalized space that reflects the conversations you’ve had with an account is a big reason Digital Rooms are a key part of pre- and post-sales workflows today.”

Insights sellers can act on

Sellers no longer send resources or pricing materials into the void. They know who opened the Digital Room and what caught their attention. With that information, they also know what to do next to keep their deals moving forward. This newfound visibility has led sellers to make Digital Rooms a daily habit; they’ve adopted the feature and, now, vocally advocate for its impact across the organization.

By making Digital Rooms the center of every deal, Pluralsight gave pre- and post-sales teams a way to reach unknown decision-makers and cut through the noise with custom content. Sellers are taking smarter next steps using engagement data, which in turn provides buyers with a more custom experience they want to revisit. As external sharing increases, so too does buyer engagement. Pluralsight’s sellers have seen a 147% year-over-year increase in buyer view time. They have a method to capture and keep buyers’ attention, and it’s helping them get more eyes and more interest in the content they share.