“The Experience with Highspot Is Worlds Away” — A New Solution Solves Reps’ Challenges
When it came to wooing new clients, Rimini Street’s main challenge was a long and complicated sales cycle and an abundance of product lines, all with their own nuances. “We have 30 different product lines,” says Ashton. “And we often pitch directly to the C-suite but then have to engage with many stakeholders like legal, IT, and security teams.” To make matters even more complex, sales reps routinely spend a year or more pursuing new clients. Using Rimini Street’s previous sales enablement solution, reps had difficulty finding the content they needed and lacked analytics capabilities to help them craft the most effective approach for each prospective client.
“With our previous solution, searching for content was something you dreaded. People would tell us it was so difficult to find assets that they often gave up searching,” remembers Ashton. “The experience with Highspot is worlds away and the search functionality speaks for itself.” Now, instead of losing time searching unsuccessfully for documents, Rimini Street reps are finding it easier than ever to uncover just the right assets.
The move to Highspot also equipped sales reps with newfound insights thanks to the solution’s rich analytics capabilities. “The whole sales force knows how crucial it is to pitch from Highspot,” says Ashton. “That is how we get the benefits of Highspot’s analytics and make sure the latest content is always used.”
Reps at Rimini Street now embed NDAs directly into their pitches. “Now we can see if prospects are neglecting to download NDAs rather than assuming that the documents are tied up in legal,” explains Luke Guerin, Program Manager of Global Sales Enablement Operations. “It’s a huge advantage to get that data from Highspot because we can now follow up strategically and accelerate certain steps.”
In evaluating a new sales enablement tool, it was crucial that Rimini Street find a solution that delivered value right off the bat. After selecting Highspot as its new sales enablement platform, Rimini Street started on a rapid implementation. “We moved 1,500 assets to Highspot, getting feature parity plus 30% more, in just 21 days,” says Ashton. “One of our biggest concerns was if we would be able to pull it off in such a short amount of time. In the past, it was hard to deliver ROI from our sales enablement platform, but with Highspot, we came out swinging largely thanks to the fantastic support of Highspot’s onboarding team.”
“Highspot rules!” adds Guerin.