Case Study

SafelyYou moves deals faster with Clari Copilot

Alzheimer's disease is the 6th most common and single most expensive disease in the US. SafelyYou, spun out of the UC Berkeley AI Research Lab, develops AI to reduce the frequency and impact of falls, which is the leading cause of hospitalization in Alzheimer's care.

They have peer-reviewed results showing up to 80 percent fewer falls, with an average of 40 percent falls and 70 percent fewer ER visits from falls for communities currently using the system.



Prior to their Series A funding, SafelyYou didn't have a call intelligence recording tool to coach their reps. They were using HubSpot’s call recording software and Zoom recordings but had limited success with them.

The biggest challenge they faced after getting the funding was how to scale, coach their reps, and create an onboarding process that was scalable and repeatable.

Scott Porter, Sales Ops Analyst at SafelyYou, shares how the executives he learned from when he joined the company were C-suite executives. Over time, they got further removed from the inner workings of the business. And while they hired sales managers to fill the gaps, they didn't have solid demos or calls that they could refer to for coaching or learning.

“We needed something to refer people to, to say to them that these are the calls where someone did a really good job of objection handling and you can learn from them. That’s where Clari Copilot came in,” shares Scott Porter, Sales Ops Analyst at SafelyYou.

Also, as a new company, the team had reps with varying years of experience and training needs.


When SafelyYou started with Clari Copilot, they were building a lot of their training and sales process. And Clari Copilot fit right in with what they were trying to do. Here’s how:

The company uses the inbound sales methodology that HubSpot is famous for. Their sales process centers around the three buyer journeys—awareness, consideration and decision. During discovery calls, their reps ask about the challenges that prospects might be facing.With Clari Copilot, the team is able to identify reps who are doing a really good job of asking discovery questions, if certain reps are asking for next steps more often than others, and if reps are able to move the deal quicker because they're asking for follow-up meetings.

Faster rep onboarding

Before adopting Clari Copilot, when new reps joined, they were handed a lot of company material, including documents and videos. These weren't well organized and reps couldn’t interact on a call or leave comments, as they can on Clari Copilot.

With Clari Copilot, the team can add exceptional calls to game tapes libraries—for example a call where a sales rep handled a liability concern in a good way. Having such game tapes has been really helpful in building their onboarding process.

“We went from about 20 employees to about 80 employees over the past six months. Most of our sales reps started in December and we're still hiring. There's only so much learning someone can get done. So I really believe in enabling access to call recording intelligence, which allows managers to be able to provide feedback early on as reps are making calls,” adds Scott.

Perfect for remote-first sales ops team

SafelyYou has a completely remote sales team and trying to teach someone a new software has its challenges. Scott has been able to meet these challenges by recording videos of himself conducting training sessions for different software and adding them as digestible snippets in a game tape on Clari Copilot.

And when he sends these game tapes to the team, he can see which reps have actually watched them or commented on them. And because one training video can solve the same query for multiple employees at the same time, they are a more efficient way of training.

“Having the ability to see where we can really make an impact as coaches and as managers has been really helpful. That's where we’ve really been able to bake Clari Copilot into the sales process.”

Scott Porter
Sales Ops Analyst at SafelyYou


One of the most obvious benefits of Clari Copilot for SafelyYou has been saving time. A sales rep doesn't have to shadow a call with another sales member. They can listen to calls of their colleagues at a time where it might make more sense for them. They can even multitask!

They also don't have to meet one-on-one with colleagues all the time. And for a growing team like this one, it means that the senior employees can become less hands-on in the onboarding process and yet not feel the pinch. The learning process is more efficient and quicker overall.

Any final words for us, Scott?

“Clari Copilot is like your invisible support that you have with you at all times. You can refer to it for training, you're able to learn from it, and you can access it pretty easily via your phone or your computer. You get whatever support you need in real time.”

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