Shruti Kapoor knows the frustrations of sales leaders who struggle to balance strategic selling and management—onboarding, deal inspection, pipeline reviews, and executive reporting. There’s not enough time in the day to also coach reps, as well as put gathered intel into action. Neglected coaching means reps and managers aren’t fully equipped to execute quickly on deals.
So Kapoor did what any good entrepreneur does—reframed frustration as an opportunity.
She, along with Chief Product Officer Muralidharan Venkatasubramanian and Chief Technology Officer Srikar Yekollu, founded Copilot (formerly Wingman) to create a conversation intelligence platform that’s actionable, and arms all revenue-critical employees, from leadership to the frontlines, with vital insights and live coaching in the moments that matter.
“When we began to build Wingman [now Copilot] in 2018, we had one aim—to help sales teams win by unlocking insights from every sales interaction. We wanted to make it easy for everyone to unlock the black box of customer interactions and win their market with these insights,” says Kapoor.
“Today, as we think about scaling our impact, it’s clear to us that we want to free up these insights for everyone who’s revenue-critical, from the bullpen to the boardroom. We want to give everyone the ability to switch between the micro details and the big picture (the entire revenue pipeline) as easily as toggling channels on television. That’s the power of Clari and Copilot coming together.”
Copilot makes it possible for managers to coach without even being on calls and for reps to take actions that influence a deal immediately. All of this contributes to a collaborative, governed process, so revenue teams can scale.
The current macroeconomic environment calls for leaders to be hyper-aware of revenue leak and understand where revenue precision can be achieved to fully realize Revenue Collaboration & Governance. The key to achieving this is enabling leaders to standardize best practice execution at scale.
Yes, Clari Copilot provides basic conversation intelligence, like call recording and collaborative call sharing. But Clari’s Revenue Platform can then leverage that call data for real-time coaching, and enable the use of that data within revenue workflows that supports all revenue users within Clari, tightening revenue leak across the entire organization.
Call data that would otherwise be collected, and never used until sales managers find the time out of their busy day-to-day to activate it, is now automatically surfaced in live calls. And that same data is used to validate forecasts, deals, and pipeline within current revenue processes.
Expanding Clari’s robust Revenue Platform with the added power of conversation intelligence accelerates that execution. It gives every revenue-critical employee a complete picture of the business that can be validated in real time. Leaders can track topics and metrics to measure process adherence and get ahead of macro trends, as Clari has even more data to drive insights.
“With this level of Revenue Governance & Collaboration, Wingman [now Copilot] becomes the natural voice of the revenue team,” says Kevin Knieriem, CRO of Clari.
Here’s how Copilot works.
Coach sales reps, without even being there
Copilot records every call and transcribes it immediately, allowing for a valuable archive of call data and features such as live bookmarking and AI-generated next steps. Clari Copilot also listens in on every conversation for key words and phrases during calls to surface the right battlecards, materials, and coaching cues live during your reps’ calls.
Regardless of team scale, reps are equipped in the moment, when it matters most. And managers don’t need to find the extra time to review call data, because Clari Copilot does it for them. They get to spend less time on reactive coaching, and more time on more strategic sales activities.
With every call recorded and real-time coaching, managers can make sure reps are collaborating, but in a governed way, to stay on message for key topics like competitors, roadmaps, pricing, and more. Bringing every call together makes it easier to standardize best practices and teach everyone the tactics of top-performing sellers.
Managers will know exactly which behaviors improve win rates, and can design and enforce the programs and processes that ensures those best practices scale across their sellers. And they can streamline collaborative internal processes by creating gametape playlists to increase the speed of onboarding, and promote peer learning, as well as improve sales, marketing, and product alignment.
In-call guidance
It’s nearly impossible to collaborate in real-time on every prospect or customer call, but Clari Copilot solves that with the cue card—also known as battlecard—capabilities.
Say a prospect is concerned about the time needed to onboard your software for a global team, considering all of the complex product features involved. Clari Copilot pairs real-time transcription of conversations with AI listening for customizable cues to surface battlecards that can be used in the moment, like reassurance about rollout procedures. Competitive messaging is also on-point when reps have immediate access to key battlecards.
Using voice recognition, Clari Copilot listens for long monologues or misspoken phrases and guides reps to pause, pivot, or conduct more discovery. You can customize the topics that Copilot listens for to get granular insights on what is being discussed across your revenue team, from product features and pricing to objection handling and competitors.
No more guessing at feedback, or waiting for responses. This ensures you’re getting immediate feedback directly from the field, invaluable for collaboration and decision making across the revenue organization.
Consolidate your Revenue tech stack
Clari Copilot allows teams to access all revenue data, including conversation intelligence, in one place, offering the most complete view of revenue on the market inside Clari’s Revenue Platform.
Gain greater control of your entire revenue operation by connecting your go-to-market teams, data, and processes with actionable conversation insights. Capture the right call data in the right revenue processes and provide revenue teams with active coaching tools that actually help with revenue execution—at scale. Copilot makes it easy to reinforce governed best practice, validate whether forecasts, deals, and pipeline are real or not, collaborate to scale your top performers, and automatically coach reps in real time.
And all of that happens in one place: Clari. Book a demo now to learn more about Clari Copilot.
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