Case Study: O’Reilly Media achieves improved execution consistency with Highspot

How O’Reilly Media Reduced Ramp Time by 66%

O’Reilly Media worked with Highspot to bring more rigor and consistency to sales execution as new sellers joined more frequently. The company needed a standardized onboarding process and a better way to align the sales team around a common methodology, while reducing the burden on sales managers.

Using Highspot’s training capabilities and Highspot Marketplace, O’Reilly Media built a standardized onboarding program and rolled out the Challenger methodology across the entire sales team. With Highspot, the team delivered more targeted sales plays and training, streamlined manager workload, and drove an 8% increase in buyer engagement.

O’Reilly Media

Allison Gillespie

Vice President of Marketing