Clari Copilot helps Ayyeka reps be more present during meetings

Ayyeka started in a garage with a small group of engineers driven by a passion for making critical infrastructure smarter and more efficient. It’s quickly grown into a leading provider of IoT solutions, with deployments in some of the most challenging environments on earth.

Ayyeka is a B2G (business to government) company, so they sell to the government. New customer acquisition happens through various means, including:

Responding to RFPs (request for proposals)
Cold outreach
Having someone go on tours and knocks on people's doors
Building off relationships and asking for references
Simply reading about people in the news and calling

Challenge: Managing the SDR team was getting complicated

Ayyeka first started looking for call recording services as part of their efforts to build their SDR team. They were doing a lot of cold calling and wanted to do a better job at managing the team of SDRs responsible for cold calling.

The use case was less around recording because they already had native recording options. What they were really interested in was transcription services to ease the management process. The idea was that transcribed calls make searching for anything really easy. So originally it was to manage and to help coach the sales team.

Solution: From transcription to complete sales call management

Once Clari Copilot was brought in, each Ayyeka rep would identify three to five calls and tag particular parts that they wanted help with. And they could easily pull up the sections of the calls that they wanted to discuss.

However, today, Ayyeka has found a different, broader use case for Clari Copilot beyond transcription. As Aryeh Samet Canter, Director of Sales Operations at Ayyeka, told us: “All of my calls, which are sort of like next stage sales calls, are recorded. I use it essentially as a notetaker so I don't have to worry about ever taking notes and I can just be present in the meeting. I can then also tag relevant colleagues and say, ‘Hey, wasn't a 1:15 in this is a question that came up or this would be interesting to you.’”

All sales conversations at Ayyeka are recorded. In case there are any complaints or something doesn't go well, everything is recorded so it’s easy to go to the source and investigate.

If a customer mentions a particular software or use case, reps can easily pull up the recorded call on Clari Copilot. Aryeh estimates that they are probably using the transcriptions less now and the call recording feature more.

Another use case for Ayyeka has been in building thought leadership. Ariel Stern, the CEO of Ayyeka, takes screenshots of transcripts of calls and posts on his LinkedIn to discuss the nature of the industry and what they are hearing on calls.

“I would definitely highly recommend Clari Copilot! I think it's a good tool, the transcriptions work and it’s super straightforward. Clari Copilot basically does what it needs to do at a pretty good price.”

Aryeh Samet Canter
Director of Sales Operations at Ayyeka

Results: Transparency gained, time saved and more!

Here are some key benefits of Clari Copilot for Ayyeka:

#1 Increased transparency

Now, the management can easily keep tabs on how things are going on the support side, the account management side, with new customers etc. Ayyeka’s CEO regularly listens to the calls and gives his recommendations, creating tighter revenue governance within the company.

#2 Time saved

“It probably took my guys an hour and a half to prepare for our weekly coaching sessions before Clari Copilot. Whereas after, it probably took about 15 minutes. So that saved a lot of time there,” says Aryeh. He also mentioned that Clari Copilot allows reps to be much more focused in all meetings, not just cold calls.

#3 R&D feedback

Regarding how Clari Copilot helps the R&D team, Aryeh told us that the ability to share calls and tag people on call recordings comes in quite handy for them. The R&D team can hear what the customers are saying about the new technology to incorporate their feedback.

#4 Onboarding reps

When onboarding new people, the team sends them to Clari Copilot to listen to calls. Ayyeka maintains a library of successful calls, which means calls where meetings are booked and where the prospect asks for follow up.

“We have a very complicated product and having all of the information recorded and saved on Clari Copilot is super helpful,” says Aryeh. He is excited about the potential that Clari Copilot brings, saying that their next target is to build a game tape library for customer support - one they can use to train all new people in that team.