Standing out in a crowded market is a problem that many SaaS corporations face. However in case you’re something like Highspot, you perceive the ability your clients have in serving to solidify your house out there.
Highspot is a income platform that aligns gross sales, advertising, and buyer success to extend the affect of shoppers’ most crucial progress 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 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 – time and again.
When Highspot first partnered with G2, they have been seeking 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 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 via a crowded, ever-changing market
- Solidify market placement within the gross sales enablement class
- Leverage buyer voice and G2 knowledge studies to amplify messaging at scale and drive new gross sales
Highspot knew the constructive affect leveraging the voice of their clients may have in affirming their worth out there and in reaching extra prospects and guiding them via 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 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 ability of trusted, validated critiques
“Once I consider G2, I feel belief,” says Greene, who believes {that a} essential characteristic of G2 is that consumers 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 must be trusted. There are a lot of platforms on the market and methods to border your worth proposition, however belief underpins each purchaser’s determination. If consumers 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 absolutely clear with their algorithms. With G2, folks can really feel assured that the system shouldn’t be gamed, it’s not pay-for-play or faux information. That’s enormous.”
Options
- Leverage G2 dashboards to rapidly and simply perceive Highspot’s most vital knowledge
- Assess Highspot’s fame and placement out there via G2 Examine Studies that characteristic 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 clients via accessible, modern infographics and social media belongings
Highspot advantages from G2’s 6 million guests per thirty days 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 workforce relaxation assured that they’re receiving genuine, validated, buyer critiques which are then prepared and ready for in-market consumers, however they’re additionally in a position to see how these critiques place them in relation to their opponents; G2 Examine Studies characteristic a side-by-side comparability of as much as 5 competing merchandise based mostly on satisfaction rankings.
On the subject of understanding how Highspot is seen by clients and consumers alike, the workforce has up-to-the-minute efficiency knowledge 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 info. Groups can measure their efficiency when they should, at any time when they should.
G2 dashboards make Highspot’s most vital knowledge seen, comprehensible, and actionable, in order that they will measure and enhance their efficiency. “The dashboards are gold,” says Greene, “ It is, at a look, every little thing I must see to know what we’re doing, what we may very well be doing higher, and the affect it is had on our site visitors and purchaser intent.”
G2 dashboards additionally enable Highspot to see how they stack up in opposition to their opponents and provides them an total image of what’s occurring out there, 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—when it comes to one yr, six months, 90 days—has been superb.”
Highspot is a G2 Content material Subscription consumer, which implies they will share their knowledge from Grid, Index, and Examine Studies with present and potential clients via 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 serious field for us and permits us to say, ‘This is our class, and listed below 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 crucial 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 position of Highspot critiques and knowledge of their buyer conversations. When new G2 Studies are launched, Greene says, the workforce 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 Affect on their buying determination; of the Excessive Affect, 75% grew to become closed gained
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 Affect on their buying determination – of the Excessive Affect, 75% grew to become closed gained enterprise. Total, 85% of closed gained 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 capability to make use of G2 in a customer-facing dialog, whether or not in presale, renewal, or growth, has been great.”
Join with consumers, speed up offers. Find out how G2 Advertising Options may help you validate your model and win extra alternatives.
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