Databricks, a company on a mission to simplify and democratize data and AI, was experiencing rapid growth and needed to scale its sales development organization. The company's success had led to an increased demand for its services from companies of all sizes and industries. However, Databricks was not interested in the typical 'spray-and-pray' approach to prospecting. They wanted to empower their Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to engage with prospects and customers in a more personalized and meaningful way. The challenge was to find a solution that would enable even new SDRs and BDRs to add value for the prospect and convert them into a customer, without resorting to high-volume, impersonal sales tactics.

Guild Mortgage, a nationally recognized independent mortgage lender, was facing a challenge in keeping up with the increasing demand for their services. Despite their efforts to process requests as quickly as possible, the loan officers were struggling to maintain a competitive edge in the market. The slower-than-average response time was resulting in missed opportunities, especially with the emergence of new players offering digital alternatives to traditional lending. The challenge was not just about responding quickly to leads, but also about proactively and consistently serving customers with relevant information and resources. The company's sales leaders realized the need to invest in their sales and marketing technology to support this level of service.

BetterUp, a platform that combines coaching with behavioral science and AI to improve workforce well-being, adaptability, and effectiveness, was experiencing rapid growth, with a year-over-year increase of over 100%. This growth led to a surge in inbound demand, particularly from leaders who had never previously considered a well-being solution. To win these new deals, BetterUp's sellers needed to consistently present themselves as empathetic educators and trusted partners. The challenge was to quickly define effective activities for interacting with these new personas and distribute these insights to the field without introducing any friction into the sellers' already busy schedules. Robert Thompson, BetterUp's Director of Sales Development, was tasked with finding a solution that would help his team keep up with the inbound demand and continue to optimize their workflows as BetterUp continued to grow.