Company 

Highspot's sales enablement platform helps revenue teams improve performance through content management, training, and analytics. By centralizing sales materials and providing data-driven insights, the company enables organizations to increase win rates and accelerate deal velocity.

The Challenge 

While 91% of sales managers believe coaching improves performance, only 26% of sales reps receive weekly 1-on-1 coaching (Source: Mindtickle, Highspot). Highspot aimed to bridge this gap by integrating AI-powered coaching directly into their platform, automating feedback on sales pitches that would typically require human review. The technical challenge was significant: their system relied on a legacy Backbone/Ruby architecture with complex custom software that was difficult to navigate, yet critical to the product. The engineering challenge lay in adding sophisticated AI capabilities while maintaining the reliability and performance their customers depended on.

The Solution 

A.Team network member Andrew Walsh, a senior frontend engineer, brought the technical expertise needed to integrate AI seamlessly into Highspot's enterprise platform. Walsh enhanced the existing Ruby/Backbone architecture with generative AI capabilities that analyzed both text and video submissions, providing nuanced feedback on pitch quality, tone, and pacing. He leveraged LLMs and Whisper for intelligent analysis while using React components and event queues to ensure the AI features felt native and performed at enterprise scale. Throughout the project, Walsh collaborated closely with Highspot's design team and mentored internal engineers, ensuring knowledge transfer alongside delivery.