‍Challenges

• Siloed GTM Motion and Inconsistent Messaging: JFrog’s sales, marketing, and enablement teams were operating in silos. Each org had its own approach, and reps were left without consistent guidance during high-stakes calls – especially when engaging technical buyers.
• Long Ramp Times and Shallow Early-Stage Conversations: New reps took 6+ months to ramp and struggled to properly engage with technical stakeholders like data scientists and CTOs. The lack of accessible subject matter expertise meant reps couldn’t hold deep conversations early in the sales cycle without leveraging SEs.
• Slow, Inaccurate CRM Input and Deal Qualification: Reps were manually entering CRM data and sometimes entering incomplete data. This made it hard for sales leadership to assess pipeline quality or prioritize deals accurately across teams.

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Solutions

• Scalable, Role-Specific Enablement on Live Calls: JFrog needed to replicate top-performer knowledge across the org – without requiring full enablement teams or SEs on every call. Aircover delivered the technical knowledge and specific playbooks to every rep in real time.
• Integrated Competitive Intelligence: With fast-moving markets and constant shifts in competition, JFrog needed real-time, call-specific battlecards pulled from their latest competitive content, tailored to each persona on the call. Aircover helped create the competitive content and give to reps in real time.
• Systematic Opportunity Qualification via AI: Leadership needed a consistent way to score opportunities and guide coaching. Aircover solved this by pulling MEDDPICC data directly from calls into CRM – giving RevOps clean, structured insights and allowing for scalable coaching after every call.

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Outcomes

• Ramp Time Dropped 80%: New reps started building pipeline in under a month. Pre-Aircover, reps were generating their first pipeline at the 6-month mark. This compressed time to productivity created immediate pipeline lift.
• $13M in Revenue Acceleration: Deeper early-stage conversations led to faster cycles and even eliminated some POCs. This unlocked a projected $13M in accelerated revenue this year.
• $11M in Productivity Gains from CRM Automation: Manual data entry was eliminated. Aircover auto-filled qualification data from call transcripts, leading to substanital time savings and better leadership visibility across deals.

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Case Study Highlights

1. Turning Every Rep Into a High Performer

JFrog was able to operationalize their top performers and extensive company domain expertise to every seller on their team – no matter how long the rep had been ramping for. This net-new ability allowed their sales reps to have better conversations earlier in the sales cycle and win more deals:

“In a perfect world, our SDRs, account managers, and CS reps would have a trainer, competitive intel lead, marketer, and SE on every call. Not scalable. With Aircover, they do... We’re having more intelligent conversations earlier in the sales cycle. And we’re winning more deals because our sellers are armed with the right competitive insights – in real time.”
– Steve Augenstein, Sr. Sales Director

2. Ramp Time Cut from 6 Months to 30 Days

Aircover dramatically accelerated seller readiness, enabling early-career reps to generate pipeline within weeks rather than months.

"It was taking some of our early career sellers six months before they were actually effective… we’re seeing pipeline out of them in 30 days.”
– Steve Augenstein, Sr. Sales Director

3. Real-Time Enablement for Every Role on Every Call

Aircover is able to personalize the live enablement content for every role – even on the same call. This allows SDRs, AEs, and SEs to operate seamlessly in-call with tailored insights and key information to ensure every call is smooth, effective, and moves deals along fast.

"We can have three people from JFrog on a sales call – all under Aircover – all getting different content delivered to them as the conversation is happening live.”
– Steve Augenstein, Sr. Sales Director

4. Turning Conversations Into Strategy, Instantly

Aircover’s conversation intelligence instantly takes every GTM call at JFrog and extracts insights to help every team improve. Key examples include marketing improving messaging and ad spend, and product teams influencing roadmap decisions based on real buyer input.

“Our product marketing team takes the conversations Aircover surfaces and turns them into more meaningful messaging… it’s helping us guide some roadmap conversations.”– Steve Augenstein, Sr. Sales Director

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Key Takeaways

• ‍Technical sales now requires real-time expertise and dynamic support
  As buyers become more technical and product-aware, sellers can’t rely on static decks or generic talk tracks. They need contextual, real-time support to match the depth and pace of modern conversations. Aircover operationalizes this by delivering live, role-specific guidance in every call – without needing a room full of specialists.‍
• Ramp time should no longer be a months-long process
  ‍Long ramp cycles aren't only due to extended training – they stem from fragmented enablement, poor knowledge access, and inconsistent coaching. Aircover shortens ramp times by embedding expertise directly into reps’ workflows and syncing call data to CRM and sales methodology frameworks automatically.‍
• Cutting-edge sales intelligence means gaining insights from across every team, instantly
  Historically, insights from calls were surfaced after the fact – if at all. With Aircover, conversations become structured data instantly, giving RevOps, marketing, and leadership visibility into competitive signals, qualification, and messaging gaps as they happen. This transforms how GTM teams make strategic decisions and how sellers execute daily.