How Procore Boosted Buyer Engagement by 35%

Adapting to high-stakes market conditions

Getting buyers to sign on the dotted line hasnever been easy. But guiding champions to makepurchase decisions has become increasinglydifficult in recent years. Complex buyingcommittees, longer sales cycles, heightenedscrutiny, explosive competition—it’s a perfectstorm that sellers struggle to navigate. “Buyershave changed over the last three to five years,”began Brahm Heyman, director of enterprisesales, specialty contractors at Procore. “Peoplehave access to more information than ever.More people are getting involved in every salescycle. Evaluations are more heavily scrutinizedfor ROI and solution fit.”Add intense competition to the mix, and everydeal becomes an uphill battle. “There’scompetition for every single deal my teamis working on at the moment,” added Heyman.In the face of these challenging circumstances,every organization is seeking a path forward.

But not every organization is buildinga long-term strategy for remaining agileand effective like Procore is.To rise above the competition and buildconfidence with every buyer that entersthe deal, Procore knew its sellers needed tobe strategic players, equipped with high-quality,well-tailored content.As it sought to develop its sales force, Procorehad previously put another enablement solutionin place, but had not seen the success it neededto. This previous solution struggled to address thechallenges Procore faced and left the organizationwondering if there was a better way. “How do Iequip my team with the latest technology, whetherit’s AI or the latest tools that will improve howthey’re executing in their day-to-day?” askedHeyman. As the team evaluated Highspot,the answer soon became clear.

Streamlining the buyer engagement process

Switching to Highspot put Procore in commandof a game-changing tool. In an increasingly difficultsales environment, the new platform gave sellerswhat they needed: the ability to engage buyersefficiently and meaningfully. “To combat thecompetition, we use Highspot to help us presenta more professional and unified solution to ourcustomers,” explained Heyman.Using the platform, Procore began work to reducethe time sellers spent searching for and curatingsales content—by doing so, it could expeditebuyer engagement and get sellers back to doingwhat they do best. “The more time I can savemy team so that they can be in front ofcustomers, the better,” continued Heyman.“That impacts everything.”Capabilities like Digital Rooms, for instance, havesimplified engagement at every stage in the salesprocess. Already, Procore is seeing the returns:63% of its users have adopted buyer engagementcapabilities and, in doing so, are providingwhite-glove buying experiences at scale.

“We use Highspot’s Digital Rooms to providea really professional-looking experience,” addedHeyman. “We’ve heard that this has helped ourteam look more professional than competitors.”As part of this effort, Procore plans to use AutoDocsto ease content personalization. “AutoDocswill give us the capability to automate [contentcreation] and bring professional, tailored materialsto meetings,” noted Heyman. In just a few clicks,sellers can generate highly personalized content—meaning sellers will spend less time curating

content and more time providing the high-quality, expert-level experiences buyers expect.

“When it comes time to present those AutoDocsto customers, we will show up in a tailored waythat makes us look invested in that partnership,”enthused Heyman. Procore partnered withHighspot in hopes of cutting through the noiseand executing with new velocity. Now, it hasachieved both—and is laying the groundworkfor future improvements to seller execution.

Priming the sales organization for future growth

From the outset, Procore saw that the futurewas bright. It knew its value—it just neededto help sellers communicate that value to buyers,no matter how complex the deal became.With Highspot, Procore has built an engagementstrategy that has more than delivered on its visionfor the future. “When it comes to the impactHighspot has had on our team, it’s everythingfrom identifying new opportunities to engagingbrand-new buyers, multi-threading throughouttheir accounts, and building more pipelineat the early stage of our sales cycle,”enthused Heyman.Despite ongoing pressures, its sellers are achievingincredible results: With capabilities like DigitalRooms and AutoDocs at their disposal, Procorehas seen buyer engagement increase by 35%.

Procore’s dedication to finding a best-fit toolsparked an enduring partnership and incrediblegrowth. “We’re seeing a lot of success in our space,so I’m bringing on a lot of new sellers,” addedHeyman. As the organization expands, it hasfound a trusted tool to grow alongside it—andhelp its new sellers grow, too. Together, Procoreand Highspot are forging high-performing teamsthat know how to cut through the noise and proveto purchase-shy buyers that, with Procore, theycan build anything.