Red Hat Ends Content Sprawl With Highspot
The global high-tech firm aligns sales and marketing by unifying their content.
- One single source for sales and marketing content
- Over 5,000 pieces of content now organised and managed
- Analytics to provide actionable insights into content performance
CHALLENGE: SCATTERED CONTENT AND LACK OF INSIGHTS
The content that Red Hat sales reps needed to drive sales was scattered across different locations in multiple languages and diverse formats, making it difficult for users to find and select what was most relevant and effective in a given situation. Lacking insight into usage and content value, marketing was struggling to prioritise the content that sales required, that would get used, and that would engage customers effectively. These difficulties were compounded by an abundance of pre-existing sales tools that further complicated content management for both sales reps and marketers.
"Highspot was a perfect fit for us. Rather than going to 15 different places to find the content needed in closing a deal, sales now has quick access to meaningful content via their desktop and mobile devices without needing to VPN to repositories behind our firewall."
– Greg Munster, Sr. Director, Global Sales Productivity, Red Hat
SOLUTION: CONSOLIDATED CONTENT AND ACTIONABLE INSIGHTS
Fielding a worldwide sales force in 85 offices across 35 countries, with more than 2,000 sales reps among its 13,000 employees, Red Hat sought to integrate scattered, inconsistent processes for managing thousands of pieces of sales and marketing content into one unified solution.
Ultimately, Red Hat chose Highspot because it met the company’s needs for a complete platform that provided easy content discovery, ample integration opportunities, and customer engagement. The Highspot solution also offered the analytics Red Hat needed to assess how their content performed.
"With Highspot, not only can we keep everything in one place, but also manage in sensible and intuitive ways. Plus, we have higher-quality and better access to analytics, which has resulted in constant growth."
– Indy Rhodes, Content Specialist, Red Hat
RESULT: UNIFIED CONTENT IN A SINGLE HUB
With Highspot at the core, Red Hat launched the “Red Hat Content Hub”, collecting more than 5,000 pieces of content into a central location that was easy for users to access and use. The Content Hub deployed to more than 6,500+ users who were effectively trained to use the solution.
Thanks to Highspot’s integration with Salesforce, all content found in Highspot is now also accessible directly within the CRM – while also being available in Highspot’s standalone web and mobile environments, so sellers can engage with buyers no matter where they are.
The Highspot solution successfully unified all relevant content, making it possible to manage large volumes of content and gather data and insights into their performance. This makes it possible for the marketing team to continually refine and optimise content, improve alignment between sales and marketing, and drive more sales through content that is mapped to buyers’ needs.
If you want to learn how to supercharge your content performance, visit Highspot.com.