How RIB Software drove adoption of external shares to 81%

Selecting the right enablement partner 

RIB Software delivers a variety of software solutions for key moments in the construction management process. To take this wide range of services to market effectively is no easy task, even for senior sellers. “We have a large portfolio, and no one is an expert in everything,” began Karl-Philippe Clément, vice president of sales and customer experience at RIB Software. While no seller could be expected to be fluent in every single aspect of this expansive portfolio, they could use key content and guidance to ensure they executed consistently, no matter which solutions they sold. 

Without a single source of truth, however, sellers struggled to surface these resources. Gradually, RIB Software noticed that sellers were falling out of alignment with its latest messaging and strategy. To resolve these execution gaps, it made the decision to invest in enablement technology. “One of the reasons we decided to go with a sales enablement tool was so sellers could find the right documentation, make sure it’s adapted in the right way, and reduce complexity,” explained Clément. 

As RIB Software evaluated solutions, one question was top of mind: Which vendor could actually address these challenges? Many made lofty promises but, upon closer inspection, wouldn’t yield true impact. As a result, the team was hesitant to take the leap. “There were objections to getting another tool because we had so many different companies coming to us and saying: ‘Hey, my tool is better than the other tool,’” added Clément. Ultimately, the organization was looking for a solution that could drive better outcomes and stronger impact. “The basic question is: ‘How can I sell more and faster?’” asked Clément. With this goal in mind, RIB Software chose Highspot. It saw that the platform could simplify content management and, more than that, offer the external sharing capabilities and analytics sellers needed to drive consistent, high-quality execution across the globe. 

Equipping sellers to act quickly and work strategically

When RIB Software’s team piloted Highspot, they trusted that, as soon as sellers got into the platform, the tool would speak for itself. A single source of truth for content and guidance and the external sharing capabilities to take those resources to buyers—they knew these features would convince sellers of Highspot’s value. The team guessed right: In the early days of the pilot, recurring usage of the platform increased by 52% as sellers built the tool into their workflows. 

Digital Rooms, in particular, resonated with RIB Software’s sellers. The majority—81%—have adopted external sharing capabilities and are using them to shape their engagement strategy. With real-time buyer engagement data, sellers are moving faster and more strategically. “They’re able to tackle leads much faster,” enthused Clément. “They can focus on leads that are interested in what we sent based on engagement in the Digital Rooms.” With data informing their approach, sellers have found that they’re able to execute more effectively and efficiently. “Being a seller is about speed,” noted Clément. “But it’s also about looking at the data and making the right decisions.” 

The impact will only improve when RIB Software completes its CRM integration. “Part of our approach is to roll out our new CRM integration,” explained Clément. “Highspot will be able to help us create a better user experience within Salesforce.” What started as an exploration of ways to simplify content management has led RIB Software to rewrite how its teams go to market. Now, content is available and easily found. For every software solution in its portfolio, sellers can quickly surface standardized guidance and messaging, then just as quickly take it to buyers. Across RIB Software, sellers are executing more consistently, and the organization is already seeing the impact. 

Early wins lay the groundwork for more

Having embedded Highspot into sellers’ core workflows and achieved 85% adoption of the platform, RIB Software is looking to the future. Its pilot achieved its early goals. Now, the organization is making plans to explore how AI can augment sellers and ensure they’re making the strategic, data-informed decisions in high-stakes moments. “How can AI help us have the right insight and make the right decisions?” asked Clément. “How can it increase sellers’ ability to grab the right customer or the right leads and make the most out of them?” 

As it explores these questions, RIB Software has a trusted partner by its side. With Highspot, it gave sellers the content, external sharing capabilities, and analytics they need to effectively sell every software solution in its portfolio. Everyone is benefitting: Sellers execute more effectively, buyers receive higher-quality, white-glove experiences, and RIB Software is achieving new success. “Highspot is helping users sell more and get more incentives,” concluded Clément. “Everybody’s happy.”