Highspot Spark Impact Awards 2024
Congratulations to the Winners of This Year’s Highspot Spark Impact Awards!
Award Categories
Celebrate the transformational impact our customers and partners are making with Highspot, in the following categories:
Champions
Honors customers that have championed their enablement success stories.
Transformation
Recognizes customers that have achieved business transformational results.
Ecosystem
Celebrates partners that have paved the path for success with Highspot.
Innovation
Celebrates customers that are on the cutting edge of enablement innovation.
Momentum
Highlights customers that have driven strong momentum and adoption of Highspot.
Highspot Impact Awards 2024
Champions
Winner: Influencer
This award goes to F5, a team that faced a familiar challenge: their sales reps struggled to find the right content quickly, leading to low adoption and difficulty telling compelling stories. In response, they implemented a change management strategy—launching a service desk with SLAs and innovative training programs like Highspot Hour, Highspot Publisher, and Highspot Minutes. Their efforts led to 74% recurring usage, 15% growth in content governance, and a 33% Play adoption increase. They also led a Highspot user group to share best practices with the broader community.
Winner: Advocate
Lenovo demonstrated exceptional leadership in centralizing content and driving enablement innovation. Faced with the challenge of unifying content across a global sales organization, they leveraged Highspot to power their enablement strategy and scale it globally. By harmonizing enablement efforts, optimizing the sales process, and executing strategic initiatives while integrating with Dynamics, they set a new benchmark for operational efficiency. Lenovo achieved 70% recurring Highspot usage, a 10% increase in content shared, and a 20% boost in buyer engagement.
Winner: Executive
HSBC modernized its business operations, aligning its corporate and digital strategies to better support clients. James Bickerton has been instrumental in bringing AI innovation to frontline teams, positioning HSBC as a leader in AI strategy across the industry. With over 10,000 users across 44 markets, adopting a new tool at scale was no small feat. By leveraging Highspot and integrating it with their CRM, they streamlined workflows and drove efficiencies.
Highspot Impact Awards 2024
Momentum
Winner: Manage Content
Vonage faced the challenge of boosting sales performance across two divisions and a partner network while staying compliant with regulatory authorities. By utilizing Highspot as their single source of truth, they created a central hub for content and enablement across their go-to-market teams. With 800 users and ramping up to 750 partners on the platform, they unified Sales, Marketing, Enablement, and Partners. Their efforts led to a 16% increase in recurring usage, 11% in external sharing, and 70% of content being well governed.
Winner: Guide Reps
Kyndryl rebranded Highspot as “Win Coach,” positioning it as an essential tool to drive productivity and provide users with the guidance they need. They leveraged Sales Plays to help users understand what to know, say, show, and do, streamlining workflows and improving leaders’ ability to guide their teams toward success. These efforts resulted in an 85% governance score, a 33% increase in Play adoption, and a 65% increase in users engaging with content instead of searching for it.
Winner: Engage Buyers
ConvergeOne revolutionized how their team meets buyer needs through enablement. They consistently improved their Highspot environment by actively seeking value and staying at the forefront of innovations like Digital Rooms. Always exploring new strategies to optimize usage, ConvergeOne achieved impressive results, including a 34% increase in buyer engagement, a 56% boost in seller confidence, and a 36% reduction in sales cycle time.
Winner: Train Reps
Rakuten faced the challenge of connecting program activity to outcomes and improving adoption of key initiatives. By implementing targeted training and plays, they secured leadership buy-in, aligning all the way to the CEO. As a result, Play adoption soared to 88%, with a 25% year-over-year increase in external content shared. Win rates saw an impressive 3.5x year-over-year increase, highlighting the transformative impact of their enablement efforts. The CEO now views Highspot as critical to achieving business outcomes.
Winner: Coach Reps
Dun & Bradstreet utilizes Sales Plays to ensure that reps have quick access to the right content, optimizing workflows and boosting productivity. By leveraging analytics in Highspot, they track how reps apply best practices and provide continuous coaching to keep them sharp for any challenge. This focus on coaching and easy resource access empowers the team to equip reps with the tools and insights needed for success. Their efforts have resulted in 82% recurring Highspot usage, a 25% increase in Sales Play engagement, and a 5% rise in buyer engagement.
Winner: Analyze Performance
Amazon Business has transformed its approach to content centralization and management with Highspot’s assistance. By streamlining content across teams, they’ve empowered their market and technical field teams to operate more efficiently. Highspot’s integration with Salesforce enables seamless execution of sales plays while providing valuable insights for analyzing rep performance. This data-driven approach has improved alignment across functions and equipped leaders with tools to coach their teams effectively, resulting in a 36% faster sales cycle, a 36% increase in rep quota attainment, and a 56% rise in seller satisfaction.
Highspot Impact Awards 2024
Partner Ecosystem
Winner: Technology
AWS has partnered with Highspot for many years, benefiting many customers today. Our product teams collaborate closely to innovate and integrate the latest technology into the Highspot platform. Recently, customers have enjoyed the advantages of purchasing Highspot through the AWS Cloud Marketplace, which allows them to leverage existing investments and streamline their purchasing experience. This partnership enhances the overall efficiency and effectiveness of sales enablement for AWS users.
Winner: Marketplace
Corporate Visions has been an impactful Highspot partner for over four years and was a launch partner for the Highspot Marketplace. They are our most consumed Marketplace content partner, having published 19 sales methodology packages accessed by tens of thousands of users worldwide. Most recently, Corporate Visions collaborated with Highspot to pioneer the first Skills & Competencies marketplace package and integrate direct customer feedback, further setting the bar for innovation in sales enablement.
Winner: Partner of the Year
We recognize Salesforce as a partner that has strategically collaborated with us across product and go-to-market leadership while providing valuable feedback that drives innovation, outstanding business results, and exceptional customer experiences. Over the past year, we have worked together on hundreds of customer engagements to ensure customer satisfaction and successful GTM teams. Our co-innovation efforts have led to numerous new integrations, including a major product announcement at Dreamforce, where Highspot was a launch partner for Agentforce, their new AI platform for building autonomous agents.
Highspot Impact Awards 2024
Innovation
Winner: Sales Methodology
Docusign faced the challenge of equipping field reps with the knowledge and skills to effectively sell their new products. They implemented a comprehensive approach, rolling out a new sales methodology to ensure consistency. With Highspot’s support, they consolidated robust content into an interactive learning experience, including courses, learning paths, and targeted training events. This alignment of enablement with a strong sales methodology has led to impressive results: a 10% decrease in sales cycle time, a 20% increase in average deal size, and a 50% reduction in learning time.
Winner: Onboarding
Sailpoint leveraged Highspot to revitalize its onboarding program by centering it around a clear call to action and reinforcing role-based competencies. By equipping, training, and coaching reps with a unified strategy, the team achieved remarkable results: a 34% decrease in ramp time for new hires, a 37% increase in rep engagement, and a 40% boost in rep productivity. This success has solidified enablement as a strategic pillar within the organization, demonstrating the impact of effective onboarding on overall performance.
Winner: Product Launch
Workday has showcased a commitment to innovation and market leadership by accelerating product development to increase the number of packaged solutions available and expanding its global footprint with new market offerings. To support this growth, the team leveraged Highspot to create dedicated product Spots and target key personas in expanded markets. This initiative has yielded impressive results, including 87% recurring usage of Highspot, a 41% increase in content governance, and a remarkable 179% rise in Sales Play views.
Winner: Pipeline Generation
Hyland Software aimed to drive a more consistent pipeline by establishing a single source of truth for content and training for internal sales reps and external partners. By implementing a comprehensive solution, they transformed their enablement programs across revenue teams, streamlining access to crucial resources and enhancing collaboration. This effort resulted in impressive outcomes: 88% content findability, a 46% improvement in content governance, and a 29% increase in buyer engagement, ultimately helping reps improve the pipeline.
Winner: Content Governance
NVIDIA organizes and maintains its sales assets with precision, ensuring teams have access to the most relevant and up-to-date materials. By implementing well-defined Spots and governance standards, they boosted their well-governed content rate to 63%, alleviating content chaos and enabling reps to access best-practice resources. With an impressive 85% recurring usage of Highspot and a 30% increase in rep engagement, NVIDIA has significantly enhanced the productivity of its teams through effective content governance.
Winner: Post-Sales
Ellucian is dedicated to enabling its professional services and post-sales teams, ensuring both organizational and customer success. With 78% recurring usage of Highspot, 89% Sales Play adoption, and 66% adoption of external sharing capabilities, the company showcases its ability to engage teams and enhance collaboration from pre- to post-sales. These impressive achievements underscore Ellucian’s commitment to optimizing post-sales processes and fostering a collaborative environment that drives success across the business.
Winner: Sales Process
Guidewire was an early adopter of Digital Rooms, creating custom templates and sending out hundreds in the past quarter. The team also collaborated with other Highspot customers in the Spark Community to share insights and best practices, helping organizations enhance their Highspot adoption and drive value for sellers. These efforts resulted in impressive business outcomes, with 67% of wins influenced by Highspot, a 40% increase in content adoption, and a 30% decrease in time spent searching for content.
Winner: New Messaging
NICE recognized the need for a messaging refresh and collaborated with Highspot to implement a cohesive messaging framework across their teams. This new approach led to a 40% improvement in message alignment and effectiveness within just six months. Additionally, they achieved a 30% increase in reps sharing content, along with an impressive 86% recurring usage of Highspot. This transformation underscores NICE’s commitment to refining its messaging to better connect with customers and drive impactful results.
Winner: New Market
FCM Travel launched Highspot in 2021 and has since expanded its use to new global regions. They reported that “Highspot delivered more in six weeks than the previous platform did in six months,” enabling them to target new personas and engage buyers effectively. With a 94% recurring usage rate, 91% Play adoption, and 56% of all pitches utilizing pitch styles for the digital room experience, FCM Travel is dedicated to equipping their revenue teams to drive impact. Their customer care extends to new buyers, existing customers, and partners.
Winner: Channel
Meta recognized that their previous partner portal was not intuitive, making it difficult for partners to find necessary content. To enhance the partner experience, the team led a redesign project focused on improving content engagement and closing more deals by integrating partners as extensions of their team. Within the first quarter of the relaunch, 50% of partners viewed product-specific pages, resulting in a 23% increase in viewed items by partner users overall. Additionally, they achieved 100% activation of new partner users in the last 90 days, underscoring their commitment to optimizing partner enablement and driving collaborative success.
Highspot Impact Awards 2024
Transformation
Winner: AI Impact
Juniper’s team took the initiative to optimize their sales processes by integrating AI capabilities, restructuring content, and removing outdated materials. They implemented critical AI-driven solutions to streamline seller workflows and established governance standards, ensuring reps had access to the most current and relevant messaging. As a result of these efforts, the team achieved a 27% increase in governance, a 19% improvement in content findability, and a 40% boost in Play adoption, enhancing overall sales effectiveness.
Winner: Enablement Impact
Sage has achieved an impressive 78% recurring usage of Highspot, alongside a 22% increase in Sales Play adoption and a 29% boost in buyer engagement. This organization has effectively empowered its teams to leverage Highspot to enhance productivity and efficiency. Their consistent usage reflects a strong commitment to utilizing enablement strategies that yield measurable results and support sustained business growth, highlighting the positive impact of their focused approach on overall performance.
Winner: Business Impact
As Pitchbook’s market became more complex, the team utilized Highspot to equip reps for engaging stakeholders at every organizational level. They implemented strategies such as automatic account provisioning for new hires, redesigned the homepage for easier content access, and leveraged Digital Rooms for personalized buyer engagement. These initiatives improved Play adoption by 79% and led to significant business outcomes, including a 20% increase in buyer engagement and $2.2 million in influenced revenue, showcasing the effectiveness of their enablement efforts.
Winner: Systems of Record
Since implementing Highspot, AWS has significantly enhanced sales workflows, empowering both market and technical teams with a platform that facilitates effective sales plays and integrates seamlessly with Salesforce. Their initiatives have centralized content, fostered user trust, and accelerated deal closures, showcasing Highspot’s role as a system of record in driving sales success and operational efficiency. As a result, AWS achieved 81% recurring usage of Highspot, a 12% increase in Play adoption, and a 20% increase in content adoption, reflecting the effectiveness of their strategy.
Winner: Outstanding Achievement
This award recognizes NTT Data, Inc. for making a lasting impact through dedication, innovation, and leadership. During significant organizational changes, the team identified process gaps and sought a dedicated partner to support the company’s growth. They aimed for a unified platform to assist overburdened sellers, achieving global alignment and effectively harnessing comprehensive capabilities to drive revenue outcomes. Their commitment to enhancing enablement and sales consistency has resulted in impressive achievements: a 16% increase in quota attainment, a 90% increase in training completion, and 77% well-governed content.
