Empowering Alignment With a Single Source of Truth
After implementing Highspot, Demandbase was able to curate consistent messaging and guidance across the entire customer journey in a centralized location. In doing so, Sieck and her team have strengthened the sales process by driving clarity and cohesion on the go-to-market strategy for all revenue teams. “Highspot has helped us verify the sales team’s readiness in going to market in the way our business wants and needs them to,” said Sieck.
In addition to driving consistency for reps, having a single source of truth has also helped Demandbase foster alignment between marketing and sales teams. “We had to make sure we were speaking the same language,” highlighted Sieck. “It’s created this co-ownership, where our marketing teams create content and maintain our Spots within Highspot, while our sales teams share this messaging and get feedback and analytics about what the field is using and what they’re not.”
This improved revenue team alignment has, in turn, allowed Demandbase to streamline its sales process and evolve its enablement strategy, using data-driven insights into sales and content performance to optimize impact. “Aligning the sales and marketing content to the buying journey helps us know when to use what in order to have the biggest impact and move the deal forward,” explained Sieck. “We can now understand what our top performers are doing and scale those behaviors and best practices in order to paint a picture of what’s working.” And it has proven effective: Since implementing Highspot, the team has seen a 10% increase in average win rate.