How iQor Aims to Align Teams and Boost Win Rates

Analytic Limitations Obscures Performance

With a comprehensive library of marketing assets but no tool to organise or surface it to reps, iQor had the right content — its reps just didn’t know where to find it. But even if content had been easy to find, iQor’s lack of native analytics meant it had no way to gauge how or when reps used content, let alone to what effect. 

In a world of increasingly digital sales, tools to capture buyer engagement insights are an essential aspect of any modern revenue tech stack. Without that data and the competitive edge it provides, iQor felt the limitation echo throughout its go-to-market motion. “What we had been missing was an intelligent platform that allowed us to organise content, make it easily accessible, and be able to track how it’s being used and how it contributes to the pipeline and deals won,” noted Borges. “That will help us not only measure the impact of the content but will also feed us information we can use to drive our strategy.”

iQor knew an intelligent platform could inform more than content strategy. For example, without the ability to tie reps’ performance in the field to revenue outcomes, it lacked insight into the best practices that closed deals and the behaviours that stalled them. It was a painful gap, preventing iQor from holding reps to a standardised go-to-market strategy. But with a unified platform equipped to capture these insights and coach every rep to effectively implement them in the field, iQor saw alignment on the horizon.

A Unified Platform Captures Essential Insight

Go-to-market success is an organisation-wide endeavor, a fact iQor is keenly aware of. Seeking a unified solution to streamline its revenue teams, iQor implemented Highspot. Though the partnership is young, it’s scaling quickly and already helping iQor realise value across its teams. “Because of Highspot’s built-in intelligence, our content finds reps,” said Borges. “That’s going to inform us how the content is being used.” 

With its teams operating in an analytics-optimised platform, iQor can see how its reps pitch content and impact buyers. It’s an essential edge, one iQor intends to pair with Highspot’s native Salesforce integration to streamline workflows and enhance effectiveness. The integration will ease reps’ workflows — and create behind-the-scenes alignment guiding reps to the right content at every deal stage.

Plus, with training to instill best practices and coaching to reinforce them, iQor will be poised to achieve revenue alignment at scale. For example, iQor leverages Highspot’s Meeting Intelligence capabilities to give its frontline managers visibility into reps’ real-world behaviour. With AI-powered call recording, managers can provide personalised coaching at scale and uplevel every rep to the same standard. “Listening to how our reps are selling us — what’s not being said, what they’re not talking about on calls — that’s the turning point in our sales journey,” added Blake Graves, director of sales enablement at iQor. Across the board, iQor’s teams are leveraging Highspot’s modern tech stack to sharpen their corner of the go-to-market motion. And it’s all part of the plan: “We’ve rounded out our tech stack,” explained Borges. “Now, we have everything we need to deploy and measure the impact of our [programmes].”

End-to-End Enablement Unlocks Revenue Alignment

iQor is still in the early stages of implementation. Yet, its teams are already looking ahead, envisioning how an end-to-end enablement partner will help them effectively engage buyers and positively influence deal outcomes. “Highspot will help us get better information about how our content is being consumed, how it’s being deployed, which things are resonating, and how they’re helping us win more business,” shared O’Connell. “That’s one of the things we’re really hoping to accomplish this year to increase win rates, success rate, and cross-sell.” 

As iQor takes its first steps with Highspot, it is enthusiastic about the platform’s versatility and the world of possibilities it opens for its teams. But beyond improvements to its individual go-to-market levers, iQor aims to leverage Highspot to drive holistic impact, making consistent, repeatable revenue generation attainable at scale. Confident that the addition of native analytics, a modern tech stack, and AI-powered coaching will help them do so, iQor is eager to get started.