DemandScience is a global leader in B2B data and pipeline growth. Yet, the company that is focused on helping others grow struggled to address the challenges of rapid growth. DemandScience had a small sales team that relied on grassroots information sharing and a lot of institutional knowledge. “Everything on the sales team was very much ‘hey, do you have that document?’” remembers Jeff Gunderson, Director of Sales Enablement and Training at DemandScience. “When you are a small team, you can get away with that.” However, as the business grew, so did the need for a content management platform that would bring scalability to the sales function. “That lone wolf mindset isn’t replicable when you want to hire more people and fit them into a process,” says Gunderson.
Fast forward to 2019, when DemandScience created a brand-new sales enablement function and began the search for a new platform that ultimately led to Highspot. “I moved into our first sales enablement role, and my first task was to identify a content management platform,” says Gunderson. After evaluating other tools, including Dropbox and VOX, Gunderson decided on Highspot in large part for its scalability. “I knew that, as a sales team, we were going in a certain ramped up direction,” he says. “Highspot offered the content management we needed in the here, and now as well as training capabilities I knew we would need in the future.” It turned out to be a prescient choice. Says Gunderson: “I’m happy to say our needs matured with Highspot, and we grew into the platform.”