Providing Organization and Analytics
When the Checkmarx team decided to purchase a sales enablement tool to provide a single source of truth, they had a few requirements. Ultimately, the platform would have to have a short learning curve, save their reps time when searching for and pitching content, and provide content analytics for the sales, marketing, and enablement teams. After asking other fast-growing peers in their industry for platform recommendations, Checkmarx received a demo of Highspot and subsequently added them to their shortlist.
During the evaluation process, the sales enablement team at Checkmarx gave a demo of Highspot to a group of sales reps and received very positive feedback. Cohen remembers one rep mentioning, “This is so easy to use — I can’t wait until we implement it.” When all was said and done, Highspot was the chosen vendor thanks to features such as the user-friendly interface, smart recommendations, and the ability to schedule content availability, as well as the ease and speed with which reps were able to find and pitch content.
One unexpected benefit of Highspot was the ability to view content analytics. Sales reps and marketing could now see which content was resonating with customers and which wasn’t. Reps especially appreciated the ability to receive emails telling them when a buyer was viewing promotional content. Highspot solved Checkmarx’s initial problem by providing a smart, user-friendly, content repository for sales reps while also making the sales cycle much more efficient — sales reps were now spending a third less of their time searching for content.