Co-founder and COO of Visibrain, Jean-Christophe Gatuingt leads a three-stage sales cycle—biz devs, account executives, and account managers—with several juniors. Here is what has changed in 3 months.
Customer sheet
Client
visibrain.com
Sector
B2B SaaS, social listening
On Eagr since
3 months
Teams
Biz devs, AEs, AMs
Ready to get started?
“We had equipped ourselves with recording tools. And we quickly realized that we never actually watched them.”
Jean-Christophe Gatuingt
Co-founder & COO, Visibrain
The context
Visibrain monitors social media for brands such as SNCF, LVMH, or Carrefour. On the sales side, three teams work in relays: biz devs open, account executives close, and account managers handle renewals and upsells. With several junior members, upskilling everyone quickly and consistently was the challenge.
The team was already recording its calls to debrief tricky meetings and allow the manager to provide feedback without being present. Except that a recording tool is not enough.
“We quickly realized that we never actually watched them.”
Jean-Christophe Gatuingt
Co-founder & COO, Visibrain
Video calls became the norm for meetings; the material was there. The time to listen back to it, was not.
Why Eagr
Two challenges drove Visibrain’s decision. Upskilling the teams with a uniform, continuously enriched playbook. And moving away from manual call summaries, shifting from a recording no one opens to an actionable summary, for both sales reps and managers.
“Even without watching the entire call, we get a solid grasp of the key points: the core of the call, as well as the sales approach. We have a tool that ensures the whole team is moving in the right direction.”
Jean-Christophe Gatuingt
Co-founder & COO, Visibrain
The rollout: restructuring the playbook
Visibrain’s playbook was limited and loosely structured. Integrating it into Eagr required in-depth foundational work, supported by the Eagr team.
“Quite a game changer. It helped us see things more clearly: what was specific to AEs, to AMs, what was shared, and to go much further into detail. We have a much more comprehensive playbook today, and we're very happy with it.”
Jean-Christophe Gatuingt
Co-founder & COO, Visibrain
The results
For Jean-Christophe, the most visible change lies in the team's attitude.
“It gave the whole team a real appetite for upskilling. Before, calls were recorded, but teams had neither the time nor the desire to listen back to them. Now, with the summary, we cut straight to the chase. The scores, areas for improvement, missed signals: the teams have developed a taste for 'how can I improve'. It creates a super virtuous cycle.”
Jean-Christophe Gatuingt
Co-founder & COO, Visibrain
A data-driven team decision
At the account managers' offsite, the focus was set on a weakness identified in Eagr.
“Very concretely, it was the price presentation, which seemed to be falling short across the whole team. We focused on that during the AM offsite.”
Jean-Christophe Gatuingt
Co-founder & COO, Visibrain
Here, Eagr served as a team-wide diagnostic tool. Looking at the numbers, playbook adherence increased by 15 to 20% since the launch. Regarding sales performance, early signals are positive.
“It's still a bit early to tell, but it's quite positive. It shortens certain stages, unlocks two or three bottlenecks. It's clearly a major asset in sales enablement. And the feedback from the teams is super positive.”
Jean-Christophe Gatuingt
Co-founder & COO, Visibrain
