Challenge

• Manual & Lengthy POV Processes: A fast-growing data platform company aimed to shorten traditional Proof of Value (POV) projects that required extensive usage data collection, custom analytics, and tailored reports—slowing overall deal velocity.
• Complex Technical Conversations: Account Executives (AEs) and Solution Engineers were buried in advanced discovery calls involving cloud, AI, and cost-optimization. Without structured guidance, reps struggled to shift from deep technical demos to higher-level business conversations.
• Fragmented Coaching & Content (and Single-Threaded Deals): Different roles—Sales, SEs, BDRs, and Customer Success—each had isolated enablement needs. Meanwhile, many deals relied on a single technical champion, risking a lack of buy-in from Finance or C-level execs.

Solution

• Real-Time Call Assistance & Discovery Frameworks: By integrating frameworks like SPICED, Aircover helped reps pivot between technical and executive-level topics in the same call, surfacing prompts for key discovery questions, competitive positioning, and best practices.
• Seamless Integration with Tech Stack: Aircover connected with Zoom, Teams, Google Meet, and Salesforce to capture data and auto-sync follow-up items. This frictionless design ensured minimal administrative burden while equipping reps with live battlecards and case studies.
• Just-in-Time Coaching: Sales managers accessed AI insights and immediate feedback on calls—without waiting for post-mortem reviews—so newly hired reps effectively tapped into “SE in a box,” speeding time-to-productivity.

Streamlining POV Timelines

Armed with Aircover’s real-time guidance, the company automated the creation of data-backed business cases that once demanded weeks of manual work. By pulling usage metrics directly from the conversation, reps could quickly turn raw data into compelling POV presentations—highlighting cost savings, AI optimizations, or cloud migration benefits. This approach enabled decision-makers to see tangible results sooner, driving more confident and timely buy-in.

Improved Discovery & Conversion also followed. With just-in-time prompts, reps dug deeper into pain points, then connected those insights to higher-level metrics and value propositions. Once stuck in highly technical discussions, AEs now easily brought in C-level stakeholders, broadening multi-threaded engagement and reducing late-stage objections. Managers noticed a clear decline in single-threaded deals as reps felt comfortable bridging from an SE-style conversation to a bigger-picture ROI story.

Looking Ahead: Reducing Ramp Time & Driving Global Consistency

New hires, such as AEs and BDRs, quickly became “audible-ready” thanks to real-time questions, competitor intel, and pocket success stories curated by Aircover. This reduced ramp time—managers reported a drop in how long it took for new reps to confidently close their first deals. To maintain consistent global messaging across North America and EMEA, the company deployed clear battlecards and talk tracks through Aircover, ensuring that sellers in different regions spoke a uniform language.

The results spanned multiple metrics:

• Faster POV Timelines: Automating data-backed POVs slashed weeks from typical processes, delivering quantifiable insights to decision-makers more quickly.
• Improved Discovery & Conversion: With in-call prompts, reps linked tech details to executive-level objectives, activating more stakeholders and accelerating close rates.
• Reduced Ramp Time: New reps adapted faster by accessing instant Q&A, AI prompts, and curated content mid-call.
• Consistent Global Messaging: Standardized battlecards helped unify brand language worldwide, from North America to EMEA.

Key Takeaways included a shift from reactive POV building to proactive, outcome-focused presentations, plus the adoption of advanced discovery techniques—helping the data platform company forge stronger customer relationships and scale a uniform approach to sales enablement.

Buoyed by streamlined POV cycles and improved deal velocity, the company now plans to:

• Refine Content Library to keep competitor intelligence and cloud analytics references current.
• Extend to Customer Success teams, enabling real-time prompts for cross-sell and upsell conversations around post-implementation ROI.
• Leverage Deeper Analytics by integrating Aircover insights with pipeline forecasting, predicting deal velocity more accurately and highlighting at-risk opportunities.

By embedding Aircover deeper into its go-to-market strategy, the data platform company ensures every call aligns with strategic business goals—delivering meaningful results and strong partnerships for the long term.