Alchemy Cloud is a lab information management system for large research-driven material science companies. It helps organizations that make your shampoo, buildings, cars or your pharmaceuticals get the right data to the right people at the right time to help with their R&D pipeline.
First and foremost, Alchemy Cloud is using Clari Copilot to capture relevant sales intelligence.
That goes all the way from initial prospecting via outbound phone calls to when they’re fielding those final diligence-related questions from a customer. The entire process is recorded in Clari Copilot and analyzed for highlights and key moments.
The company is also using Clari Copilot to onboard new team members.
“When we thought of leveling up to have an internal outbound team – a BDR team – we wanted to make sure that we're leveling up on our own. Our sales motion information capture is not just about phone call recordings; it’s about knowledge capture and transfer. And with Clari Copilot, we can capture that knowledge and direct new reps to our game tapes or playlists of relevant topics,” shares Zachary.
“I'm really proud of the infrastructure we have today. We were thinking about some of these things before Clari Copilot. But Clari Copilot has really served as an operational layer to make sure that the things we've thought about can be reinforced.”
Director, Sales & Client Development at Alchemy Cloud
When Zachary joined the organization, they had no documentation of what success looked like for the sales team. He really needed to reinvent the wheel and capture the definition of that success.
“If I hired new BDRs today, I think those people would have a 50 percent faster ramp period with Clari Copilot. One of the key drivers is that Clari Copilot documents what success looks like, and we can easily share that success with new reps,” adds Zachary.
With Clari Copilot, Alchemy Cloud also creates the opportunity to use onboarding as a sort of a reinforcement and knowledge transfer tool rather than one that just checks boxes.
For ongoing training, the company uses both synchronous and asynchronous learning. They have certain game tapes that are cataloged and have all the information new hires need to consume. And then they have game tapes for ad hoc training use cases as well.
The key benefit of having Clari Copilot is that most of their sales motion isn’t left up to as much guesswork as in the past.