Challenge

• Keeping Pace with a Rapidly Evolving Portfolio
  A global cybersecurity leader needed its large sales team to master a broad and constantly shifting product suite, with frequent updates and acquisitions introducing a steady flow of new competitors.
• Reliance on One-Time Training
  The company used extended new-hire and in-field training programs but had no plan to ensure ongoing enablement—especially amid new features, added competitors, and expanding solutions.
• Scaling Personalized Enablement
  With sellers in multiple regions and roles, existing methods failed to offer role-specific coaching and consistent messaging at the speed required in a competitive market.

Solution

• Real-Time Guidance & Analytics
  By deploying Aircover, the company gained a platform that delivers actionable coaching, discovery prompts, competitor insights, and customer stories during live calls—without the need to record audio or video.
• Tailored Playbooks for Every Role
  Eight distinct playbooks covered specific regions and job functions, requiring less than 30 minutes per month to maintain. This flexibility freed the enablement team to keep pace with frequent product releases.
• Data-Driven Insights at Scale
  Aircover analyzed over 15,000 meetings and surfaced critical information about why the sales team wins or loses, the most common objections, emerging sentiment trends, and up-to-date competitive intelligence.

Empowering Sales at Scale: The Full Story

For one of the world’s leading cybersecurity companies, staying ahead of the market required its sales team to speak confidently across multiple complex products while battling an ever-increasing roster of competitors. Traditional solutions—like one-time onboarding events or lengthy in-field training—left reps underprepared for real-world conversations that shifted daily.

According to one sales leader:

“Our reps are expected to sell multiple complex products, but the pace of updates often left them struggling to keep up. We needed a way to simplify this and enable them to focus on customer value.”

— VP of Sales, Fortune 500 Cybersecurity Company

When the company tried conventional call-recording tools, it faced immediate obstacles. Many reps considered it intrusive, European customers balked at audio/video capture, and managers found little time to watch recordings in detail. These shortcomings prompted a more forward-thinking approach:

“I don’t want to rewatch the train wreck; I want to prevent the crash. Aircover ensures our teams stay on track during every interaction.”

— VP, Worldwide Revenue, Fortune 500 Cybersecurity Company

Enter Aircover, an AI-native sales acceleration platform. By transcribing calls without saving audio or video, Aircover tackled the privacy concerns head-on. It then armed reps with live prompts—competitor battlecards, discovery questions, and follow-up actions—while analyzing calls for sentiment trends and best practices. Rather than play catch-up days later, sales managers saw exactly which messaging performed well and how reps handled customer objections. The result: an adaptable, scalable approach to ongoing enablement that no longer required yanking reps off the phones for weeks.

Product Marketing loved that Aircover’s insights transformed real meetings into training material:

“Aircover’s ability to generate training content from meeting insights has been a game-changer. We can scale enablement like never before.”

— Head of Product Marketing and Sales Enablement, Fortune 500 Cybersecurity Company

Before long, the success in sales made waves across the organization. Customer success, solution architects, and even professional services teams began leveraging these insights:

“With Aircover, we can use data to understand how our time is being spent and can provide actionable feedback to product teams to improve efficiency.”

— Director, Customer Success, Fortune 500 Cybersecurity Company

Ultimately, no matter how fast new products emerged or how often competitors launched new features, Aircover acted as a real-time safety net—coaching reps before they missed crucial opportunities. Managers and enablement leaders gleaned a deeper view into which content was being used, which needed updating, and where reps needed extra help.

Beyond Sales: Expanding Across Teams

Aircover’s immediate success in boosting win rates and reducing the time reps spent searching for answers encouraged the company to deploy the platform more broadly. Senior executives noted a significant rise in win rates and increase in renewal rates among Aircover users, translating into millions of dollars of additional revenue. New hires also slashed onboarding from 6 months down to 4, generating faster pipeline contribution.

That momentum led to a 3x growth in Aircover usage, extending to roles like customer success, solution architects, and professional services. Leaders used meeting data to inform go-to-market strategy—pinpointing which sales motions worked and which needed revamping. In the words of one sales manager:

“The AI summaries give me 98% of what I’d learn from attending calls, saving me time without sacrificing visibility.”

— RVP, Sales (East)

Looking ahead, the company plans to deepen Aircover’s integrations and keep refining its real-time enablement approach. With data-driven insights and consistent coaching embedded into each customer call, the cybersecurity leader stands ready to tackle the next wave of market shifts—armed with a platform that stops the train wreck before it ever happens.