Clari Copilot helps Propeller Aero pinpoint areas for improvement

Propeller Aero is a global leader in 3D mapping and data analytics solutions that give worksites the power to measure and manage themselves, with visual tools that everyone can use from any device, anywhere, anytime.

Heavy civil and resources operations trust Propeller Aero to help teams work together better to understand how fast they’re working, how much they’ve done, and if they’re on budget.

Challenge

Before Clari Copilot, Propeller Aero didn’t have any software for call analytics and recordings. One reason for this was that the sales organization and the company itself were still very new.

At that point, the team was doing its best to record meetings on Google Meet or Zoom. But it was hard to aggregate the recordings, provide feedback or allow the right people access to the recordings. And when they launched Propeller Aero in North America, which was a new market for the product, the question of scaling and growing their sales team in a quick and efficient manner popped up.

They needed a tool that was easy to adopt and accessible for new and existing reps to use for customer interactions, including prospecting and demo calls. They wanted to capture the data quickly, without having to remind reps to record or provide notes. They found the right partner in Clari Copilot.

“Clari Copilot does all this for us—allows us to capture all the information, look back, and coach and analyze calls very easily,” shares Drew Hultgren, Senior Manager Of Revenue Operations at Propeller Aero.

Solution

With Clari Copilot, Propeller Aero is able to capture many different conversations during the entire sales process, from new customer acquisition to expansion.

From the new customer acquisition perspective, their SDRs use Clari Copilot right from the get go when they attempt to make contact with potential prospects. After they make the first contact and have established the business need, they book a software demo and loop in the AEs and sales engineers.

Then there are a couple of follow-up demos where they bring in different stakeholders. And after that, they close the deal pretty quickly—their average sales cycle is about 60 days.

In addition to capturing calls before a deal is closed, they conduct all their customer training and any other interactions with customers on Clari Copilot.

For example, when their executives call customers to talk about initiatives and explain specific features and functionalities in depth, Clari Copilot is always present as a lot of people outside the organization are involved.

For sales coaching, their sales managers regularly review calls for their 1:1 meetings with their reps via Clari Copilot. They also encourage reps to go back and look at the demos for specific deals that they know have stalled or fallen off the radar. They can then discuss with their manager how they could have either set better next steps or had a better talk/listen ratio, etc.

The other big benefit is having a repository of account histories. As is the case with any company, you’re bound to have some personnel turnover over the years. But because Propeller Aero has been using Clari Copilot for quite some time, it's really easy for them to hand over accounts to new hires.

“Over the past couple of years, we've been able to continuously reduce our ramp time, especially when it comes to our sales development reps. And I think a large part of that is attributable to being able to very easily point out good calls with Clari Copilot.”

Drew Hultgren
Senior Manager Of Revenue Operations at Propeller Aero

Results

Faster sales training and onboarding
For Propeller Aero, Clari Copilot has been really helpful for onboarding new sales reps. Having a robust call library of both good and bad calls from different stages of the sales process makes it very easy for new reps to quickly digest how calls should go and what success looks like.

Fewer slipped deals
The other advantage is reviewing the sales pipeline and reducing deal slippage.

“Clari Copilot allows us to flag and catch actions in the middle of the sales cycle. This helps us adjust and have a better likelihood of closing the deal,” shares Drew. “It is a great way of understanding the different engagements that happen throughout a deal's life cycle. And that allows us to really dig in on the customer journey and see if we've either taken the right steps or the wrong steps to acquire them as a customer.”

So would Drew recommend Clari Copilot to others?

Here’s what she has to say: “Clari Copilot is user friendly and very easy to navigate; reps can get up to speed quickly. It's similar to a lot of other tools in the sense that if you want to go deeper into it and utilize all the bells and whistles for analytics, you can get a lot out of it. But even in its simplest form, Clari Copilot is incredibly beneficial for the day-to-day coaching and onboarding of individuals.”