ABOUT HIGHSPOT

Highspot is a Sales Enablement platform that combines content management with tools to improve sales team performance. I led product design for Highspot's Analytics products.

 
 

CASE STUDY: ANALYTICS LANDING PAGE

 
 
 

PROJECT OVERVIEW

Highspot's Analytics Center provides users with powerful data on engagement, content, and sales rep performance through two main features: Scorecards and Reports. Despite offering approximately 35 report types and 3 types of scorecards (Content, Play, and Rep), these valuable tools were underutilized due to poor discoverability. My mission was to design a solution that would make it easier and quicker for users to find the reports and scorecards they needed.

MY ROLE

  • Lead UX Designer for the project

  • Worked closely with Product Manager to define MVP and scope

  • Collaborated with cross-functional teams (engineering, visual design, product marketing)

  • Supported QA efforts

  • Conducted post-release monitoring

THE CHALLENGE

Starting State Issues:

  • Poor Discoverability: Clicking on Analytics in the navigation led directly to a default report with no landing page

  • Inefficient Navigation: Users needed to open a select menu and scroll through numerous options to find specific reports

  • Hidden Scorecards: Scorecards were not located in Analytics but buried elsewhere in the product

  • Lack of Guidance: No assistance provided to help users find appropriate reports

  • Overcomplicated Experience: Too many undifferentiated reports

  • Limited Personalization: No customization options for different user needs

  • Skewed Usage Data: Default landing on "Content Usage" report distorted actual usage metrics

Dropdown to access reports

Flow to access a scorecard:

Content Scorecard

Rep Scorecard

Play Scorecard

RESEARCH & DISCOVERY:

Our core objective for the MVP was to build a platform capable of ongoing improvement. Our aspirational vision aimed to: guide users to the right reports and scorecards; offer personalized landing page experiences; deliver real-time data insights via a cloud dashboard; provide concise summaries of key metrics; ensure universal access across devices; and empower users with AI-driven smart search for optimal tool discovery.

Recognizing the need for a phased rollout, we defined the MVP using a "click stop" methodology, enabling iterative learning and refinement. Our first priority was to improve the discoverability of current reports and scorecards, with the goal of increasing adoption and MAU. The existing usage of reports, at 3,120 users in September 2022, indicated an opportunity for significant growth.

I was brought in as the designer to revitalize the paused landing page project, which had stalled due to changing priorities and conflicting stakeholder input. To gain context, the Product Manager and I reviewed historical meeting records, documents, and previous design iterations.

To further inform the redesign, I analyzed our existing report landscape, considering the ongoing migration from EQL to GraphQL and planned deprecations. Working closely with the Product Manager and Product Marketing, I created a comprehensive report inventory, mapping deprecation status, user permissions, and identifying opportunities for more logical categorization.

Audit of reports and category proposal

DESIGN PROCESS

Recognizing that our outdated UI was contributing to lost opportunities, I initiated a redesign process. After collecting data and brainstorming, my initial concept prioritized user efficiency by placing a "Recently Viewed" section at the top, followed by quick links to scorecards and all report types. I also aimed to modernize the UI by collaborating with a visual designer to introduce product illustrations – a novel element for Highspot.

While internal feedback across functions was enthusiastic, the CEO expressed reservations during the leadership review. He argued that our CMS should be sufficient and proposed separating the "Recently Viewed" section onto the landing page, with scorecards and reports relegated to a separate tab. The Product Manager and I were concerned this would hinder discoverability, our primary objective.

To validate our hypothesis, we engaged our UX Researcher to conduct usability testing. The data unequivocally demonstrated the superiority of our original design, with users achieving a 100% success rate in locating scorecards and reports on a unified page. Armed with this evidence, we successfully addressed the CEO's concerns and proceeded with our design.

I made updates from the feedback we got from research and put together the final iteration of the design. I worked closely with the engineers during development cycle. I handed off a Figma file and detailed design documentation for engineers to follow.

The final Landing Page now allows users to access scorecards and reports directly with easy access to recently viewed items.

Reports that will be deprecated are in a section below. I am collaborating with Product Marketing on how to sunset these reports. We are working to provide our users with a seamless transition from an old report to a newer and powerful report.

Final Deliverable

RESULTS

The new Analytics Landing Page launched in March 2023 with impressive outcomes:

  • Immediate Adoption: Significant spike in usage of both reports and scorecards post-release

  • Increased Engagement: ~20% increase in scorecard usage due to improved discoverability

  • Record Usage: Highest daily usage of Content and Rep scorecards occurred immediately after release, with Rep scorecard seeing more than double its daily average usage

  • Positive Customer Feedback: Users praised the improved layout and ease of use

[Speaking about the new Analytics landing page] I like this! This is so much easier already, I would drill down and find the sub-categories. I can tell you already I like this layout better.
— Sales Enablement Manager @ Rakuten

Highest daily usage on Content and Rep scorecard the Friday immediately after release. Rep scorecard got more than double the daily average usage!

We saw a ~20% increase in scorecard usage due to increasing disccoverability.