How Glyphic AI helped Kaiko to Scale the Success of their Sales Team

Taz Bhachoo is Head of Sales at Kaiko, a SaaS platform designed to optimize and simplify the technical operations of maritime vessels. They faced a common challenge in fast-growing companies: how to scale a sales team without losing the effectiveness of individual contributors. 

"I needed to gravitate from being the first salesperson to a player-manager to their manager. But without concrete examples of what good looks like or how to handle objections effectively, scaling our success became increasingly challenging."

It was challenging and time consuming to onboard new team members effectively, or to have the visibility to know how to improve the growing sales team. 

"Before Glyphic, things would get lost in translation. We struggled to hit conversion rates."

The Solution: Sales Intelligence that fits around you

Taz had used other leaders on the market before, but didn’t have the time for their long onboarding and training periods, or to cater his sales process around them.

After evaluating the options, Kaiko chose Glyphic AI for its ease of implementation, unique features, and flexibility to fit round their existing SPICED sales process.

"What stood out about Glyphic was how it augmented and complemented our existing sales process rather than forcing us to change it."

Key features that attracted Kaiko to Glyphic included:

1. Seamless integration with their existing tech stack (Hubspot, Slack)
2. AI-powered insights that worked out of the box in their chosen framework (SPICED)
3. Deal view with visual indicators for qualification criteria
4. Ability to correlate forecasts with actual deal data

"It's super easy to bring Glyphic into your existing ecosystem: The implementation process was insanely quick. Setup was 10 minutes if that: login, connect to HubSpot, done."

"Glyphic allows you to correlate the impact and data to your closure rates, but it's done in a way that's really quite simple and easy to understand."

The Impact: Enhanced processes across the board

Since implementing Glyphic, Kaiko has seen significant improvements across their sales operations:

1. Enhanced Onboarding and Coaching

Glyphic's AI-powered insights allow Kaiko to provide targeted coaching to their sales team. "We can now say, 'Here was a common objection. Go and listen to how it was handled,'" Taz explained. This has dramatically improved the onboarding process for new hires. 

“In our deal review sessions, we ask Glyphic live. I know my team members and their strengths and weaknesses pretty well, but the AI analyzes and bases its opinions purely on that deal, on that line of conversation, and to highlight things we might have missed"

2. Increased Conversion Rates

After implementing Glyphic, Kaiko managed to hit and maintain their target conversion rates, well above the global averages for SaaS products:

• Sales Qualified to Trial conversion rate: 30%
• Trial to rollout: 40%
• Demo to Finishing the trial conversion rate: 60%

"We've been able to really tailor our sales process to customer needs, properties, and challenges, which we didn't have before Glyphic," Taz noted. "We're able to understand who we're talking to."

“Something sales people often don’t focus on is when you get a compliment on product through that trial process. Being able to capture and highlight those with Glyphic has helped us to push those conversion rates up.”

3. Improved Forecasting Accuracy

Kaiko now uses Glyphic’s AI deal scoring to corroborate their forecasts and anticipate questions from leadership. "I can use it to forecast to the CEO, who then forecasts to the board. Rather than going through a laborious explanation, through this person then that person, I can just show people the data. It’s really easy." said Taz.

"We were able to forecast accurately when we saw a sea of green in Glyphic's indicators."

4. Better CRM Data Quality

Glyphic's integration with HubSpot has significantly improved the quality of Kaiko's CRM data. "The mating with HubSpot is pretty damn good because it's from real-time conversations, not second or third-hand information".

5. Visibility that benefits the whole company

Beyond sales, other teams at Kaiko have found value in Glyphic:

• Operations team uses it for customer success and account management
• Product team leverages it for product discussions and feedback
• Engineering team utilizes it for understanding customer needs

Features like Slack deal rooms and Glyphic’s AI powered search help the whole company stay in the loop, without adding burden to the sales team.

"Before it was 'have a look in HubSpot', now it's 'ask Glyphic'. Look at the call, look at the company profile, ask Glyphic to pull up all of the questions and answers."

“Other tools are sales focussed, Glyphic is company focussed”

The Verdict: Scalable Success with Glyphic AI

Glyphic has proven to be a game-changer for Kaiko, providing visibility into sales conversations, enhancing forecasting accuracy, and delivering value across the entire organization. As Kaiko continues to grow, Glyphic remains an integral part of their success strategy.

Looking ahead, Kaiko is excited about Glyphic's continuous improvement and new features and where this will lead. 

"What's been really refreshing over the time we've used Glyphic is we've seen the product evolve too."

For companies considering Glyphic, Taz had simple advice: "Just do it. You're stupid not to."

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