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Real-time sales coaching results: customer case studies

Real-time mission control, on-screen for every sales call.

Othello is an execution layer for modern revenue teams.

Customer testimonials

"Othello is an easy 10 out of 10, that's all I have to say." — Matt Aquilino, Head of Sales Operations, Hexnode

"With Othello I always know what to say. The best part: it happens in the flow of work." — Ilias Benabdallah, Account Executive, Brex

"With Othello I can launch a new sales process and get reps adhering to it within days." — Vijay Ramnarine, General Manager, Valpak

Aggregate impact across Othello's customer base

  • Ramp time: 45% average reduction in ramp-up time.

  • Revenue performance: 18% average increase in sales win rate. 9% average decrease in sales cycle length.

  • Rep efficiency: over 4 hours saved per rep per week. 35% reduced operational burden per rep.

  • Adoption: over 50% of daily active users are experienced sellers.

Case studies

Global Cloud Security SaaS — from variability to consistency

Industry: NYSE-traded, Fortune 1000 cloud security and compliance SaaS. Departments impacted: Growth, Sales, Customer Success, Enablement. Use case: Real-time sales coaching, consistent consultative selling, enablement activation.

Challenge. The company had exceptional technical experts and a deep enablement library, but struggled to turn that knowledge into consistent selling behavior. A handful of senior account executives reliably hit quota; others struggled to replicate that success in complex enterprise cycles involving CISOs, compliance officers, and DevOps leaders. The team excelled at renewals and expansions, but needed stronger motion and predictability in net-new business.

"We've got world-class sellers and brilliant engineers, but we lacked a way to scale the how — how our best people think and navigate enterprise conversations." — VP of Sales Enablement, Enterprise

What Othello deployed. Pre-call intelligence with account security posture and recent compliance incidents; in-call coaching that guides discovery, risk framing, and objection handling discreetly during live conversations; post-call automation aligned to MEDDIC and internal playbooks; manager visibility into what top performers do differently.

Results within six months.

  • +24% win rate from more consistent consultative discovery

  • –13% sales cycle length from faster objection resolution and clearer next steps

  • –40% new-hire ramp time from contextual, real-time coaching

  • +8.5 hours saved per rep per week through post-call automation and synced CRM updates

  • 91% of reps reported higher confidence in handling technical objections

"We've tried every sales enablement and coaching platform on the market. Othello was different — it didn't just measure calls, it made our reps better on the calls. It's like having a live playbook whispering the right moves in real time." — VP of Sales, Global Accounts

"As someone new to selling security solutions, Othello gave me the confidence to lead complex CISO conversations without feeling lost. It's like it turns the company's collective knowledge into a safety net." — Account Executive

Global Solution Services Firm — from variability to consistency

Industry: Fortune 1000 business and IT services. Departments impacted: Growth, Sales, Client Solutions. Use case: Real-time sales coaching, consultative selling consistency, enablement activation.

Challenge. A large consultative sales organization with strong talent but uneven execution. A deep repository of enablement content existed across the firm, but it was scattered, lacked a clear sales process, and often went unused by reps. Senior sellers consistently exceeded targets while others struggled to replicate. Renewals were strong; new-logo traction lagged.

"We've got the right people and plenty of knowledge — what we're missing is a way to put it into action." — Head of Growth, B2B

What Othello deployed. Because the firm had no unified sales infrastructure despite its scale, Othello custom-built coaching and automation across the existing CRM, enablement, and meeting platforms — tailored meeting briefs with account insights and relevant case studies; discreet real-time prompts that guide discovery, objection handling, and next steps; auto-generated notes, CRM updates, and follow-ups; manager insight into which approaches drive results.

Results within six months.

  • +22% win rate from more consistent consultative conversations

  • –11% sales cycle time as reps handled objections faster

  • –38% ramp time for new hires

  • +9 hours saved per rep per week through automation

  • 89% of reps reported feeling more confident and prepared

"Othello was one of the few partners who actually listened before building. They took the time to understand how our team really sells — the messy parts included — and tailored the system around that. It wasn't a quick plug-in; they built it with us. The end result felt like something made for our people, not handed to them. The results have surpassed our expectations." — Head of Growth, B2B

"I'm in enablement tools all the time, but most of it rarely ever sticks. You go through all the modules, and then generally forget half of it once you're back in real conversations. Othello changed that. It shows up in my calls with reminders and questions that actually fit what's happening. It's simple, surprisingly easy to use, and it's helped me see things in my own conversations I didn't realize I could have done a lot better." — Account Manager

Personal Care CPG — reversing a quota deficit across all categories

Industry: Personal care products (major brand). Department impacted: Sales. Use case: Go-to-market acceleration, sales ramp-up, revenue growth.

Challenge. A high-performing sales division faced operational hurdles that capped revenue growth and consistency. A small group of top performers accounted for the majority of sales growth; most reps struggled to reach quota or execute with confidence. New hires took months to reach basic performance benchmarks. Reps varied widely in style, tone, and skill, with no unified framework guiding conversations — some delivered structured, persuasive pitches; others improvised. Messaging, objection handling, and account strategy varied across the team with no scalable system to replicate best practices. The core issue was the absence of structured systems that could help every rep operate like the top performer.

What Othello deployed. AI sales coach that trains reps in real time with pre-call insights, in-call guidance, and intelligent follow-ups; workflow automation for CRM updates, task management, and post-call actions; performance intelligence for admins that surfaces what's working and why, so managers can coach with data.

Results.

  • +15% win rate, driven by real-time coaching, structured workflows, and consistent performance

  • –9% average sales cycle duration, supported by automation and strategic call prep

  • –40% ramp-up time, with new hires hitting quota significantly faster

  • 7+ hours saved per rep per week through automation of CRM and follow-up workflows

  • Measurable increase in team confidence and clarity in execution

"We've gone from a team with unpredictable performance to one where everyone is equipped to execute like an A-player. Othello gives every rep the coaching, structure, and insight they need — and it shows in the numbers." — General Manager

Fortune 1000 Industrial Manufacturing — closing variance at scale

Industry: 143-year-old global enterprise; large field sales team; complex product line. Department impacted: Field sales. Use case: Reducing rep variance, improving discovery quality, applying training live under pressure.

Challenge. Despite scale, brand strength, and long history, sales quality varied too much from rep to rep. Heavy investment in onboarding, training, and process was not showing up consistently in live customer conversations. Strong reps ran structured discovery, handled technical questions well, and created momentum. Average reps were far less consistent in more complex conversations. Newer reps struggled to ask sharp discovery questions; mid-level reps defaulted to feature dumping; top performers' instincts were hard to scale. Managers reviewed calls after the fact, but by then the moment that mattered had passed.

What Othello deployed. Live coaching directly inside sales conversations — surfacing stronger questions, reinforcing talk tracks, and helping sellers keep control of the conversation without sounding robotic.

Results in the first 90 days.

  • +24% increase in discovery completeness

  • +19% increase in meetings that advanced to a defined next step

  • –31% reduction in rep-to-rep variance on call quality

  • –22% faster ramp for newer reps

  • 41 minutes saved per rep per week on follow-up and admin

Bottom line. A legacy sales organization where average reps perform more like top reps, with less admin drag and consistency at scale.

Large Public Enterprise Software — improving execution during the call

Industry: Large public software company; multi-product GTM team; mature sales organization. Departments impacted: Sales, RevOps. Use case: In-call execution layer on top of an existing CRM, enablement, and call-review stack.

Challenge. A mature revenue organization with a full stack of standard tools — CRM, enablement, call review — still had a gap between having information and executing well in live calls. Discovery was uneven, objection handling lacked consistency, and too many conversations ended without a clear commercial next step. Reps missed follow-up questions; objection handling was inconsistent; deals stalled because next steps were vague. Managers had visibility after calls, but little influence during them. Leadership did not need more dashboards; it needed a way to improve rep performance while calls were still happening.

What Othello deployed. Othello as the in-call layer — guiding reps live through discovery, objection handling, and next-step setting, while reducing note-taking burden and cleaning up post-call work automatically.

Results in the first 60 days.

  • +17% increase in first-call to second-call conversion

  • +21% improvement in objection handling scores

  • +14% increase in multi-product deals reaching proposal stage

  • –28% reduction in time spent on post-call notes and CRM updates

  • 83% weekly active usage among pilot reps

Bottom line. Better execution during the call, not just after it — leading to faster behavior change, lower rep variance, and less admin drag.

Senior Advisor

  • Craig Jelinek, Costco's CEO

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