iRhythm Boosts Performance and Sees Huge ROI

iRhythm develops solutions in digital healthcare, redefining the way cardiac arrhythmias are diagnosed. Though the company is a global leader and innovator in digital healthcare technology, its content management solution was not keeping pace with its own advanced technology and products. iRhythm’s sales reps were having trouble finding essential content needed to win deals and didn’t have effective solutions to search for that content. As a result, sales teams were creating their own versions of content that were frequently off-brand and off-message.

Not only did this result in rogue content, but it also meant that sellers had almost no idea of how their content was performing. Having little or no meaningful data from content performance analytics contributed to misaligned priorities and led sellers to squander their opportunities with customers.

sales teams were creating their own versions of content that were frequently off-brand and off-message.

What’s more, the company had few sales enablement processes in place — and those that were in place weren’t followed consistently. All of these factors contributed to uneven sales strategy and execution at iRhythm.

iRhythm has adopted the Highspot platform and experienced significant gains as a result. The company found a concrete correlation between Highspot usage and rep performance. In other words, if a rep uses the content platform, his or her performance improves. A significant part of this improvement comes down to time savings, according to a 6-month survey of the company’s field sellers. Based largely on saved time, the company estimates that Highspot will generate a 340% ROI in the first year, and a 391% ROI in the second year. This is due in part to the fact that reps can now quickly find the content they need and no longer spend time searching for assets or creating their own content that is off-message and off-brand.

With Highspot, iRhythm has improved productivity in ways that go beyond saved time, as well. For example, the marketing team now has greater insight into content performance and can see which pieces are more effective at driving revenue. The company’s sales training program has also benefited. Territory managers now have intuitive, searchable access to everything they need to succeed from their first day of selling. iRhythm even manages international onboarding training programs via Highspot.

Based largely on saved time, the company estimates that Highspot will generate a 340% ROI in the first year, and a 391% ROI in the second year.

More than ever before, the sales and marketing teams at iRhythm maximize their productivity by storing, finding, and measuring sales content all in the same platform. The company has gone from having virtually no sales enablement system to creating an effective enablement strategy — all made possible and carried out through the Highspot platform.