Momentum.io

So You Bought AI—Now What? Companies are spending millions on AI tools. The assumption? AI will instantly transform workflows, unlock efficiency, and drive revenue. The reality? Adoption stalls. AI gets underutilized. Teams revert back to old habits. Why does this happen? Because AI isn’t just a tool—it’s a fundamental shift in how work gets done. And without a structured approach to ownership, measurement, and integration, AI turns into just another expense instead of a competitive advantage. Where AI Adoption Breaks Down Who actually owns AI within an organization? Is it RevOps? IT? Enablement? The problem is that no one is truly accountable, leading to fragmented adoption and poor usage. Without a dedicated team to oversee usage, optimization, and scaling, AI tools become “nice to have” instead of mission-critical. 📉 No Defined Success Metrics Companies buy AI tools expecting results but rarely define what success looks like upfront. Are we using AI to reduce manual work? Is it meant to enhance decision-making? Should it increase revenue per rep? AI without a business case and ROI measurement is a ticking time bomb for budget cuts. 🔄 The Post-Sales Blindspot While most AI adoption efforts focus on pre-sales, the real impact often happens after the deal closes. AI is transforming Customer Success, renewals, and pricing models, yet many companies still approach these functions manually. The teams responsible for retaining revenue need AI just as much—if not more—than the teams generating it. Fixing AI Adoption: What Works? 1️⃣ Assigning AI Ownership Companies seeing success have created dedicated AI adoption teams—cross-functional groups that ensure AI gets embedded into workflows, not just bought and ignored. 2️⃣ Defining AI Success Early Before implementing AI, the best teams define: ✅ What problem are we solving? ✅ What are the key metrics we expect AI to impact? ✅ How do we track and report these metrics? If these aren’t clear, AI adoption will always feel like a moving target. 3️⃣ Expanding AI Beyond Sales AI isn’t just for pipeline generation. In Customer Success, AI can surface risk signals before churn happens. In Pricing, AI can analyze deal patterns to optimize renewal strategies. The companies that treat AI as a full revenue lifecycle strategy—not just a sales tool—are the ones winning. Let’s Talk About It In the latest AI Advantage series, we are sitting down with Amanda Whiteside Global VP of Revenue Enablement to unpack how companies are making AI work after the purchase as she leads the AI implementation for her revenue team. We’ll dive into: 🔹 Who should actually own AI adoption inside an organization? 🔹 How AI is changing post-sales, CS, and pricing strategies. 🔹 The business case & ROI metrics Amanda uses to decide whether to keep or cut an AI tool. AI can drive massive impact—but only if you build the right adoption strategy. What’s been your biggest challenge in AI adoption so far? Come hang ;)

🚨 “We’ve tried adopting methodologies before, but they never stick.” 🚨 Sound familiar? You’re not alone. Many sales teams fall victim to the same cycle of incomplete adoption, manual processes, and guesswork—and it’s costing you deals. But methodology adoption doesn’t have to be so painful. Mark Turner (Demandbase’s VP of RevOps) joined Ashley Wilson (Momentum.io’s COO & Co-Founder), Jonathan M K. (GTM Advisor) and David Ellin (WBD Consultant) to break down how AI is transforming sales methodology adoption, focused on Winning by Design and unlocking new levels of efficiency and effectiveness. Here are the 🔑 key takeaways: 1️⃣ Methodology Isn’t Enough—You Need Systematic Adoption Mark shared how Demandbase implemented SPICED methodology with the help of Momentum.io, ensuring every deal is 100% compliant with zero manual effort from reps. AI bridges the gap between training and execution, making sure your process doesn’t just live in a slide deck. 2️⃣ AI as Your Adoption Assistant, Not a Replacement Ashley reminded us that AI supports, not replaces. Your reps still need to ask the right questions, but tools like Momentum.io ensure every insight is captured, logged, and surfaced—so managers can focus on coaching, not chasing data entry. 3️⃣ Real-Time Risk Detection Changes the Game Missed signals = lost deals. Momentum.io flags risks before they become problems, like delayed decision-makers or hidden objections. This proactive approach helped Demandbase refine forecasts, save deals, and better allocate resources. 4️⃣ Coaching Is Now Smarter, Not Harder Mark described how coaching conversations have evolved: ❌ Old: “Why didn’t you update Salesforce?” ✅ New: “Why didn’t you explore their critical event timeline?” AI eliminates admin distractions and helps managers focus on what truly moves the needle. 5️⃣ Transformation Requires Leadership Alignment Cultural buy-in matters. At Demandbase, the CEO backed the methodology shift from day one, creating top-down alignment that ensured the success of AI adoption. 👉 The Bottom Line? AI won’t magically fix your sales process, but it will scale, simplify, and supercharge it. Tools like Momentum.io make methodology adoption not just possible—but inevitable. 🔥 Ready to make methodology stick? Your methodology is only as good as your execution. Let’s get it right. #SalesLeadership #RevOps #SalesMethodology #Momentum

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Excited to welcome Julia Albert as our newest Mid-Enterprise Account Executive at Momentum.io! We are so lucky to have her talent on our team... a few reasons: -Startup veteran who’s navigated everything from Pre-seed to Series D. -- Thrives in fast-paced environments where innovation meets execution. --- Collaboration powerhouse who loves solving complex problems with cutting-edge tech. ---- Deep passion for helping high-growth teams streamline workflows and sharpen forecasting. ----- Competitive at heart—lacrosse player, ex-ski racer, and always pushing for peak performance. If we may add, one of the nicest human beings on the planet with some amazing personal stories that have molded her greatness. We cannot wait to see her matching her sheer talent with some Momentum Magic. Julia doesn’t just sell. She unlocks efficiency for sales and RevOps teams, embedding AI-driven insights directly into their GTM stack—Gong, Gmail, Zendesk, Zoom, you name it. She’s here to help companies spot risks early, surface competitive intel, and improve cross-functional collaboration—without the manual work. Outside of work? - Loves the outdoors—cycling, skiing, walking, exploring new places. -- Still got that competitive fire from years on the field and the slopes. Oh, and  if you ever want to talk lacrosse, or the best ski spots, or coffee shops in Austin she’s your go-to. Welcome to the team, Julia! We are so honored to have you. Let’s goooooooo! 🚀

💞 Give Your Customer-Facing Teams What They Really Need: Time to Focus on Impact 💞 It's time to rethink how we treat customer-facing teams and their time. Here's why relying on them for manual data entry doesn't belong in modern organizations: Customer-facing teams are here to drive value, not to fill out forms. These teams are hired to: • Build meaningful customer relationships • Solve problems and add value • Close deals and drive retention But too often, they're stuck with repetitive tasks like updating CRMs and entering data. By letting AI handle the admin tasks, you free up time for your team to focus on what truly matters. With the busywork out of the way, your teams can: • Spend more time solving customer challenges • Focus on providing real value • Boost their impact across the organization For leaders, the payoff is just as significant. Real-time visibility into: • Customer success metrics • Deal progression • Retention and churn risks That means quicker, better decisions, and a more empowered team. Momentum is more than just a tool—it’s a partner that lets your customer-facing teams do what they do best: building relationships, delivering value, and creating real business impact. Give them the time they deserve this Valentine’s Day. 💞✨

Momentum.io: Born in Lockdown, Driven by a Vision for Seamless Workflow Automation When COVID-19 hit, Ashley Wilson found herself at a crossroads. On an episode of Scoop Analytics, she shared how working at a marketing agency during the crisis meant dealing with slashed budgets and plummeting revenue overnight. She suddenly had an abundance of time—and a pressing question: What’s next? During lockdown, while the world paused, she noticed something remarkable: real work was shifting to digital platforms like Slack. As teams from marketing, sales, customer success, and engineering pivoted to collaborate online, we saw an opportunity to transform the way work gets done. The idea for Momentum.io emerged from this new landscape. We envisioned a solution that would automate workflows within Slack, streamlining routine tasks and empowering teams to focus on what truly matters— the customer conversation and experience. After months of rigorous validation, by fall 2020, the concept was clear. It was time to act—and that’s when she jumped in full time as the third co-founder with Santiago Suarez Ordoñez and Moiz Virani, committed to turning this vision into reality. Momentum.io isn’t just a product born out of crisis—it’s a strategic response to the evolving nature of work. We’re here to redefine productivity and reshape how organizations operate in a remote-first world. Our Vision for Momentum.io: • Seamless Integration: Embed intelligent workflow automation directly into everyday collaboration tools like Slack. • Enhanced Productivity: Automate repetitive tasks so teams can devote more energy to high-value, strategic work. • Cross-Functional Impact: Create solutions that benefit every department—from marketing and sales to customer success and engineering. • Remote Work Transformation: Enable efficient, effective collaboration in a world where teams are distributed and working from anywhere. • Scalable Innovation: Develop dynamic, adaptable solutions that evolve with the changing needs of modern businesses. We are committed to becoming the essential infrastructure tech integrating with your current tech stack and being the data pipeline for your teams, this is what we call Enterprise Listening. Momentum.io is more than a product, it’s our commitment to turning adversity into opportunity and setting a new standard for workplace efficiency in the digital age.

Would you rather pay your team to enter data or to close more deals? Revenue teams are flooded with customer conversations. Every call, email, & deal interaction contains insights that could shape strategy, improve execution, & drive revenue growth. The problem? Without the right systems, extracting those insights is a time-consuming, manual burden—one that pulls sales reps away from their core job: selling. As Navin Persaud mentions, 1Password faced this exact challenge. Here’s how Momentum transformed the way their team operates: 𝟭. Removing the Admin Burden from Sales Reps and add time to sell The reality of sales? Reps are often stuck spending hours on tedious administrative tasks: ✅ Manually logging calls ✅ Summarizing customer conversations ✅ Entering CRM data ✅ Spend more time following up and closing deals ✅ Stay focused on high-value customer interactions ✅ Tracking follow-ups and next steps This isn’t what they signed up for. Every minute spent on admin work is a minute not spent selling. Momentum changes that. It automates note-taking, call summaries, & data capture, ensuring every insight from sales conversations is stored & surfaced—without reps lifting a finger. For 1Password, this means reps spend less time on “paperwork” & more time in high-value interactions with customers—which leads to better engagement, more deals, and a higher-performing team. 𝟮. Scaling Insights That Would Otherwise Be Lost Before Momentum, gathering insights from sales calls was a fragmented process. Teams had to: • Scour individual calls for patterns • Poll reps on key takeaways • Send out surveys & record NPS scores manually It was slow, inefficient, & left gaps in understanding. Now, Momentum automates the extraction of key insights from every interaction. Instead of spending hours digging through calls, teams get immediate, data-backed insights into what’s resonating with customers, what objections are coming up, & where they need to refine their messaging. At 1Password, this helps both the sales team (to improve execution) & the product team (to refine features & positioning based on real customer conversations). 𝟯. Connecting Sales and Product Teams in Real Time One of the biggest challenges in any organization? Ensuring that sales & product teams are aligned. Without Momentum, the feedback loop is slow. Sales reps collect customer feedback, but it often gets stuck in spreadsheets, Slack messages, or anecdotal conversations—rarely making it back to the product team in a structured way. Momentum solves this by automatically capturing, structuring, & surfacing customer insights—so product teams can act on real customer pain points faster. The Bottom Line? Less Admin, More Selling. Momentum isn’t just a tool—it’s a game-changer for sales efficiency. By reducing the admin workload & surfacing insights at scale, it empowers reps to spend more time where they should—engaging with customers, following through, & closing deals.

Salesforce introduced Agentic AI just a few months ago. Now? It’s everywhere. Toby Carrington joined us on the AI Advantage Webinar and we went deep into the topic of AI and Agents in 2025. He believes that AI agents are no longer just an interesting concept for the IT or RevOps team to explore. They’re a strategic necessity for GTM leaders. If AI agents aren’t built into your execution strategy now, your team could be playing catch-up for the next year. We’re at the tipping point. So, how do you move from exploration to execution? 1. Define the Role of AI Agents in Your GTM Motion • What decisions can AI agents make autonomously? • Where should they augment sales, marketing, and CS teams? • How do they integrate into existing workflows without disruption? A common mistake: Treating AI agents like a bolt-on tool rather than embedding them into revenue operations. 2. Avoid the “IT Will Handle It” Trap • AI agents aren't just a backend automation tool. • Sales, marketing, and RevOps leaders must own the AI roadmap. • Without GTM leadership alignment, AI adoption stalls in pilot purgatory. 3. Establish Clear Success Metrics • What’s the benchmark for AI-driven pipeline acceleration? • How do we measure the impact on win rates, cycle times, and efficiency? • Is the AI improving rep performance or just adding noise? The companies that figure this out first will have a massive competitive advantage. The ones still “exploring” AI agents at the end of next year? They’ll be left behind. Where do you see AI agents making the biggest impact in GTM? Drop your thoughts below. ⬇️

Big news—Momentum just got stronger. Excited to welcome Dimitri Thenor as our newest Enterprise Account Executive at Momentum.io! Why hire him? Why not is the real question.. check this out: -12 years of success in SaaS sales. --A relationship builder since day one. ---A team player who love cross-functional collaboration. ---- Command of the Message certified -----Passionate about helping others reach their goals whether professionally or personally. ------ The Nicest dude and humble as ever. Selling is not the only thing he does, what he really does is uncover insights, connects dots, and helps companies unlock the hidden potential in every customer conversation. This is why we are so lucky to have him. Combine that with the next level of performance that Momentum turning unstructured conversations into structured insights that drive smarter decisions and real revenue growth, we got a match made in heaven. Outside of work? --Passionate Father of 5 and Husband to his amazing wife of 12 years this year! --He’s also stepping back onto the Track & Field stage for the first time in 18 years. Oh, and if you speak French be sure to say Bonjour.  Welcome to the team, Dimitri! We are so honored to have you join us. And yes.. we are afraid of how much we love you ;) Let’s goooooooooo!

🎙️ Episode 26 of Beyond The Profile Podcast dropped last week and it is straight 🔥 🔥🔥 Santiago Suarez Ordoñez, Co-founder and CEO of Momentum.io brought the heat to discuss the future of Top of Funnel Strategies. So What's Next? 👉 We've experienced the first wave of AI in top-of-funnel strategies. 👉Full automation isn’t the answer—replacing SDRs with an LLM just doesn’t work. 👉The future is about blending AI and humans to achieve scale without sacrificing quality. 🔑 Key challenge: Balancing volume and quality—nobody wants to burn their Total Addressable Market (TAM) with bad messaging. This human-AI collaboration could unlock the ability to scale outreach without compromising personalization and effectiveness. #Sales #Outbound #Ai #FutureOfWork Brought to you by Powerlead