Standing out in a crowded market is a problem that many SaaS corporations face. However when you’re something like Highspot, you perceive the facility your clients have in serving to solidify your home out there. 

Highspot is a income platform that aligns gross sales, advertising, and buyer success to extend the influence of shoppers’ most crucial development initiatives. The corporate launched in 2011 and has since grown to 1,000+ workers, serving 8 million customers from 5 international places of work. 

Whereas Highspot is a frontrunner within the income enablement platform market, they’re embedded in an area that’s crowded and continues to evolve quickly. Highspot understood that to remain aggressive, they needed to successfully inform their firm’s story – over and over. 

When Highspot first partnered with G2, they have been trying to capitalize on alternatives that bolstered the corporate’s worth proposition by buyer voice – at scale.

Reinforcing Highspot’s worth proposition

When tackling a crowded, ever-evolving market, one of the crucial efficient methods to construct belief with prospects and stand out in a class is thru social proof. 

Targets

  • Make sure the firm story continues to interrupt by a crowded, ever-changing market
  • Solidify market placement within the gross sales enablement class
  • Leverage buyer voice and G2 information experiences to amplify messaging at scale and drive new gross sales

Highspot knew the optimistic influence leveraging the voice of their clients may have in affirming their worth out there and in reaching extra prospects and guiding them by the gross sales funnel. 

Jarod Greene, Vice President of Product Advertising and marketing at Highspot, says, “We all know {that a} highly effective method to get our message out at scale is to let our clients inform it. G2 is a platform we glance to, not simply to gather the voice of shoppers, but additionally to have that voice validated.”

Capitalizing on the facility of trusted, validated evaluations

“After I consider G2, I feel belief,” says Greene, who believes {that a} essential function of G2 is that patrons and sellers can relaxation assured that the rankings and evaluations are genuine and validated.

He is aware of that G2 is open and unbiased, evaluations are customer-generated, and distributors cannot pay or use affect to be listed larger on class pages.

Greene discusses why this issues. He says, “On this enterprise of buyer sentiment  – getting a way of what the collective has to say – it’s important to be trusted. There are lots of platforms on the market and methods to border your worth proposition, however belief underpins each purchaser’s resolution. If patrons cannot belief the platform, then it is unlikely they’re going to belief you.”

Greene continues, “G2 delivers the genuine voice of the shopper, and they’re absolutely clear with their algorithms. With G2, individuals can really feel assured that the system is just not gamed, it’s not pay-for-play or pretend information. That’s big.”

Options

  • Leverage G2 dashboards to rapidly and simply perceive Highspot’s most vital information
  • Assess Highspot’s status and placement out there by G2 Evaluate Studies that function a side-by-side comparability of as much as 4 competing merchandise
  • Use G2 Content material Subscription to simply share Highspot efficiency information with potential clients by accessible, modern infographics and social media property

Highspot advantages from G2’s 6 million guests per 30 days and greater than 1.7 million customers who’ve already left evaluations on the G2 platform. Greater than 900 customers have written or videotaped genuine, verified evaluations on Highspot’s G2 profile alone.

Not solely can the Highspot group relaxation assured that they’re receiving genuine, validated, buyer evaluations which are then prepared and ready for in-market patrons, however they’re additionally in a position to see how these evaluations place them in relation to their rivals; G2 Compare Reports function a side-by-side comparability of as much as 5 competing merchandise based mostly on satisfaction rankings.

With regards to understanding how Highspot is considered by clients and patrons alike, the group has up-to-the-minute efficiency information obtainable on easy-to-access dashboards. No time-consuming instruments or a number of options are wanted. No ready till the top of the week or month for important data. Groups can measure their efficiency when they should, at any time when they should. 

G2 dashboards make Highspot’s most vital information seen, comprehensible, and actionable, in order that they’ll measure and enhance their efficiency. “The dashboards are gold,” says Greene, “ It is, at a look, all the things I must see to grasp what we’re doing, what we could possibly be doing higher, and the influence it is had on our site visitors and purchaser intent.” 

G2 dashboards additionally permit Highspot to see how they stack up towards their rivals and provides them an general image of what’s taking place out there, each proper now and traditionally.

Greene shares,  “We will see the place we rank throughout all of the experiences we’re in. The flexibility to see what’s trending up, what’s trending down, and what’s coming subsequent has been an enormous worth add for us. And to have the ability to shuttle—when it comes to one yr, six months, 90 days—has been wonderful.”

Highspot is a G2 Content Subscription shopper, which implies they’ll share their information from Grid, Index, and Evaluate Studies with current and potential clients by modern visuals and infographics, together with shareable social content material that’s plug-and-play for LinkedIn or Fb. This enables Highspot’s buyer voice to do the promoting for them!

“Human beings naturally reply to psychological fashions,” says Greene. “They like placing issues in packing containers, seeing classes, understanding that  ‘prime proper’ means good and ‘backside left’ means rising. They want these visuals. G2 checks a significant field for us and permits us to say, ‘This is our class, and listed here are different distributors throughout the class. Let’s let our clients do the speaking, and let’s let their clients do the speaking.’ ”

G2 is a important instrument in serving to Highspot shut and win clients

Highspot loves what their clients are saying on G2, a lot in order that they rely closely on the location of Highspot evaluations and information of their buyer conversations. When new G2 Studies are launched, Greene says, the group instantly updates their buyer slideware and makes the G2 Grid hyperlinks a name to motion. 

The outcomes communicate for themselves. 

35%

of alternatives straight cited G2 as having a Medium or Excessive Affect on their buying resolution; of the Excessive Affect, 75% turned closed gained

85%

of all closed-won alternatives have been influenced by not less than one G2 Report

Greene says that 35% of Highspot alternatives straight cited G2 as having a Medium or Excessive Affect on their buying resolution – of the Excessive Affect, 75% turned closed gained enterprise. General, 85% of closed gained alternatives have been influenced by not less than one G2 Report. 

“There’s in all probability not a single gross sales dialog that now we have that doesn’t have G2 as part of it,” says Greene. “Our means to make use of G2 in a customer-facing dialog, whether or not in presale,  renewal, or growth, has been super.” 

Join with patrons, speed up offers. Learn the way G2 Marketing Solutions will help you validate your model and win extra alternatives.

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