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

Standing out in a crowded market is a problem that many SaaS corporations face. However…

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

Highspot is a income platform that aligns gross sales, advertising, and buyer success to extend the impression of shoppers’ most crucial development initiatives. The corporate launched in 2011 and has since grown to 1,000+ staff, serving 8 million customers from 5 world 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 – time and again. 

When Highspot first partnered with G2, they have been seeking to capitalize on alternatives that strengthened 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 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 by a crowded, ever-changing market
  • Solidify market placement within the gross sales enablement class
  • Leverage buyer voice and G2 knowledge stories to amplify messaging at scale and drive new gross sales

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

Jarod Greene, Vice President of Product Advertising at Highspot, says, “We all know {that a} highly effective approach 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 shoppers, but additionally to have that voice validated.”

Capitalizing on the ability of trusted, validated evaluations

“Once I consider G2, I feel belief,” says Greene, who believes {that a} essential function of G2 is that consumers 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 – 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 resolution. If consumers cannot belief the platform, then it is unlikely they will 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 faux information. That’s large.”

Options

  • Leverage G2 dashboards to rapidly and simply perceive Highspot’s most necessary knowledge
  • Assess Highspot’s repute and placement available in the market by G2 Examine Reviews that function a side-by-side comparability of as much as 4 competing merchandise
  • Use G2 Content material Subscription to simply share Highspot efficiency knowledge with potential prospects by accessible, smooth 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 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 staff relaxation assured that they’re receiving genuine, validated, buyer evaluations which are then prepared and ready for in-market consumers, however they’re additionally capable of 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 primarily based on satisfaction rankings.

In the case of understanding how Highspot is seen by prospects and consumers alike, the staff has up-to-the-minute efficiency knowledge out there 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, every time they should. 

G2 dashboards make Highspot’s most necessary knowledge 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 pieces I must see to know what we’re doing, what we may very well be doing higher, and the impression it is had on our 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 available in the market, each proper now and traditionally.

Greene shares,  “We will see the place we rank throughout all of the stories 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 commute—when it comes to one 12 months, six months, 90 days—has been wonderful.”

Highspot is a G2 Content Subscription consumer, which implies they’ll share their knowledge from Grid, Index, and Examine Reviews with current and potential prospects by smooth 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 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 here 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 crucial device 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 evaluations and knowledge of their buyer conversations. When new G2 Reviews are launched, Greene says, the staff instantly updates their buyer slideware and makes the G2 Grid hyperlinks a name to motion. 

The outcomes communicate for themselves. 

35%

of alternatives immediately cited G2 as having a Medium or Excessive Influence on their buying resolution; of the Excessive Influence, 75% grew to become closed received

85%

of all closed-won alternatives have been influenced by at the least one G2 Report

Greene says that 35% of Highspot alternatives immediately cited G2 as having a Medium or Excessive Influence on their buying resolution – of the Excessive Influence, 75% grew to become closed received enterprise. Total, 85% of closed received alternatives have been influenced by at the least 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 consumers, speed up offers. Find out how G2 Marketing Solutions may also help you validate your model and win extra alternatives.