Case Study: Ellucian achieves 92% Sales Play adoption and cross-functional alignment with Highspot

How Ellucian Increased Buyer Engagement by 40%

Ellucian needed to break down go-to-market silos and improve Sales Play adoption across a complex organization, including internal teams and channel partners. With Highspot, the company sought a single platform that could support marketing, sales, partner sellers, product, services, and customer success, while giving everyone permissioned access to the same content and guidance.

Highspot helped Ellucian create one shared instance for cross-functional use and roll out Sales Plays as a single source of truth for initiatives like product launches, events, and sales process guidance. In just 90 days, Ellucian achieved 73% regular platform usage across go-to-market teams and 92% Sales Play adoption by the sales force, enabling more aligned execution and stronger collaboration.

Ellucian

Rebekah Bernard

Revenue Enablement Program Manager