How Revvity boosted buyer engagement by 40%

In the life sciences industry, complexity is the norm. Success depends on reps’ ability to lead with credibility, navigate compliance, and build trust at every step. To empower reps to win in this complicated environment, health sciences leader Revvity initially partnered with another enablement platform. But as the organization grew, the platform struggled to scale with it. As it sought a more advanced enablement partner, Revvity turned to Highspot to power its next chapter. 

Industry complexity sparks search for new platform

Increasing buyer expectations place immense pressure on reps. Nowhere is this pressure more intense than in the life sciences industry. “The life sciences space is wide, broad, and complex,” began Alexia Wilkinson, senior sales enablement specialist at Revvity. “Sellers in this space aren’t just selling a product. They’re selling trust.”

Revvity’s success depends on reps’ ability to navigate complexity and forge trusting relationships. “Compliance and scientific credibility are very important in this highly regulated, budget-constrained, and evidence-driven environment,” explained Wilkinson. “The stakes are high. The conversations are complex.” However, the organization’s previous enablement solution only added to these challenges, making it difficult for Revvity’s teams to adapt with agility. “As Revvity continues to evolve, it’s essential that our enablement strategy evolves with it,” added Wilkinson. “That relies on technology that is scalable and aligned with our future goals.” 

This realization sparked a re-evaluation, and Revvity began exploring other options. “We wanted a platform that could grow with us, adapt to our changing needs, and act as a true partner,” noted Wilkinson. “Highspot stood out. The decision was about future-proofing our enablement strategy.” Revvity saw real potential in Highspot, confident the platform could provide the foundation it needed to build for the future.

Compliant, credible, and confident reps hit the field 

From day one, Revvity hit the ground running. “We did a global launch to ensure every seller was introduced to Highspot in the same consistent, engaging way,” explained Wilkinson. “We focused on embedding Highspot into the daily rhythm of the business.” The launch drove initial excitement—momentum the team aimed to maintain. “To keep engagement high, we launched a monthly learning series called Highspot Hacks and Hints,” shared Wilkinson. “We released short videos that included instructions and best practices, which allowed users to build confidence in the new platform.” 

The focus on adoption paid off. Recurring usage remained high, with 88% of reps turning to the platform for content and support. As reps grew comfortable with the platform, they began building it into their engagement workflows. “Digital Rooms were a top priority for us,” noted Wilkinson. “We built Digital Room templates with Revvity branding and pre-populated content to make it easier for reps to jump in.”

These templates empowered reps to deliver personalized, data-rich experiences in minutes. “Digital Rooms deliver a custom experience,” advised Wilkinson. “Reps can tailor the experience to the buyer, then take real-time engagement notifications and follow up more effectively and personally.” At Revvity, adoption of external sharing capabilities has reached 53% and growing, with more and more reps leveraging Digital Rooms to build confidence, create trust, and forge the relationships that win business. 

A frictionless future for GTM execution

Switching platforms changed how reps work. With compliant content at their fingertips and best-in-class Digital Rooms to bring it all to buyers, they’re better equipped to sell trust, not just products. This shift has led to a 40% increase in buyer engagement, as reps spark deeper engagement with their content and outreach. 

The impact extends beyond the sales organization, resulting in deeper connections across teams. “I may not be the expert in all the regulations or scientific evidence, but I can get the right people together to ensure this information is consistent and clear, so there’s no friction for reps,” explained Wilkinson. “Having all of this in one place is extremely beneficial.” With a strong foundation now in place, the organization has set its sights on lasting impact. “We’re looking at how we can make this a successful platform forever,” concluded Wilkinson.