85% of Highspot’s Closed Received Alternatives Influenced by G2

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Standing out in a crowded market is a problem that many SaaS corporations face. However in the event you’re something like Highspot, you perceive the ability your prospects have in serving to solidify your house available in the market. 

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

Whereas Highspot is a pacesetter 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 had been trying to capitalize on alternatives that strengthened the corporate’s worth proposition via buyer voice – at scale.

Reinforcing Highspot’s worth proposition

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

Objectives

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

Highspot knew the optimistic influence leveraging the voice of their prospects may have in affirming their worth available in the market and in reaching extra prospects and guiding them via the gross sales funnel. 

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

Capitalizing on the ability of trusted, validated critiques

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

He is aware of that G2 is open and unbiased, critiques are customer-generated, and distributors cannot pay or use affect to be listed greater 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 – you need to be trusted. There are a lot of platforms on the market and methods to border your worth proposition, however belief underpins each purchaser’s choice. If patrons cannot belief the platform, then it is unlikely they will belief you.”

Greene continues, “G2 delivers the genuine voice of the client, and they’re totally clear with their algorithms. With G2, folks can really feel assured that the system just isn’t gamed, it’s not pay-for-play or faux information. That’s big.”

Options

  • Leverage G2 dashboards to shortly and simply perceive Highspot’s most necessary information
  • Assess Highspot’s status and placement available in the market via G2 Examine 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 prospects via accessible, modern infographics and social media belongings

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

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

In terms of understanding how Highspot is seen by prospects 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 tip 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 necessary 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, every thing I must see to know 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 enable Highspot to see how they stack up towards their rivals and provides them an general image of what’s taking place available in the market, each proper now and traditionally.

Greene shares,  “We are able to see the place we rank throughout all of the studies we’re in. The power 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 travel—by way of one 12 months, six months, 90 days—has been wonderful.”

Highspot is a G2 Content material Subscription shopper, which implies they’ll share their information from Grid, Index, and Examine Studies with current and potential prospects via modern visuals and infographics, together with shareable social content material that’s plug-and-play for LinkedIn or Fb. This permits 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  ‘high proper’ means good and ‘backside left’ means rising. They want these visuals. G2 checks a serious field for us and permits us to say, ‘This is our class, and listed below are different distributors inside the class. Let’s let our prospects do the speaking, and let’s let their prospects do the speaking.’ ”

G2 is a vital instrument in serving to Highspot shut and win prospects

Highspot loves what their prospects are saying on G2, a lot in order that they rely closely on the location of Highspot critiques 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 converse for themselves. 

35%

of alternatives immediately cited G2 as having a Medium or Excessive Impression on their buying choice; of the Excessive Impression, 75% turned closed gained

85%

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

Greene says that 35% of Highspot alternatives immediately cited G2 as having a Medium or Excessive Impression on their buying choice – of the Excessive Impression, 75% turned closed gained enterprise. Total, 85% of closed gained alternatives had been influenced by not less than one G2 Report. 

“There’s most likely not a single gross sales dialog that we have now 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 enlargement, has been great.” 

Join with patrons, speed up offers. Find out how G2 Advertising and marketing Options will help you validate your model and win extra alternatives.



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