Case Study: Apptio achieves unified go-to-market alignment and faster content discovery with Highspot

Apptio Uses Highspot to Align Its Go-to-Market

Apptio, a 900-person high-growth SaaS company, struggled with inconsistent buyer messaging and fragmented, locally stored sales content after adopting a “franchise” regional sales model. Multiple attempts to solve the problem with tools like Salesforce and SharePoint created sales-tool fatigue, poor searchability, and lack of content control, leaving reps unable to find or trust the right assets for each buyer conversation.

Apptio implemented Highspot for its intuitive Spot architecture, AI-driven search, SmartPages™ guidance, and seamless integrations, rapidly replacing the prior solution and centralizing thousands of assets. The rollout drove strong adoption—hundreds of reps use Highspot regularly—reduced content search time, enabled automated, tailored sales decks, and gave marketing and enablement visibility through analytics that accelerate rep ramp and align all customer-facing teams around a consistent go-to-market approach.

Apptio

Jordan Zornes

Senior Business Analyst