Demo • Momentum — The Agentic Infrastructure for Deal Execution

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Julia Nimchinski: Amazing, thank you so much. And we are transitioning to a demo of Momentum. Welcome!

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Julia Nimchinski: Jordan Nettles.

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Matt Darrow: Thanks, everybody!

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Jordan Nettles: Hey, hey, good to be here. Thanks for having us.

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Julia Nimchinski: Great to have you on! What’s new with Momentum?

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Jordan Nettles: a lot. Right now, we’re really focused on…

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Jordan Nettles: Some of the things we’ll showcase today is on the aggregation side. How do we take…

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Jordan Nettles: A context window that consists of a thousand opportunities and help tell a story about, you know, where a…

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Jordan Nettles: a product manager might want to take a certain product, or where we can find a drop-off between Stage 2 and Stage 3 and action against it using some of Momentum’s automation side.

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Julia Nimchinski: Awesome. Let’s dive in.

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Jordan Nettles: Amazing, I’ll go ahead and share my screen.

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Jordan Nettles: So Momentum does something called enterprise listening. What that really means is we’re taking calls, emails, service tickets, really any vector of customer-facing communication. We’re taking all of that information, we’re structuring it, and we’re automating it where it needs to go.

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Jordan Nettles: Now, there are several different layers to what this might look like on a day-to-day. You know, there’s many personas that can benefit from this information. The core challenge we’re solving, by the way, is the ability to not rely on humans as the data source. So for all of the different conversations that might happen throughout your go-to-market.

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Jordan Nettles: Entity, being able to take the information, make sure that the right people get that info at the right time, so that it can be actioned against.

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Jordan Nettles: One of the things that we’ll be focusing on today is what we call the go-to-market data refinery.

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Jordan Nettles: There are many folks on…

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Jordan Nettles: in this market who have seen demos of different technologies that really feel like nothing more than a basic LLM wrapper.

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Jordan Nettles: But it does a bit of a disservice whenever your go-to-market team needs this first-party data to be structured and parsed eloquently. That’s something that Momentum has really been focused on building out on the infrastructure layer. And so we’ll talk through a few different examples of how this actually comes to life today. In principle, just know that Momentum behind the scenes has several layers of validation. Think about every time we take one of these customer-facing interactions.

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Jordan Nettles: email, SMS, what have you.

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Jordan Nettles: We’re breaking it down into its principal components. Think about objections, think about…

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Jordan Nettles: You know, pricing reactions, think about competitors that might be mentioned.

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Jordan Nettles: We’re taking all that information and we’re storing it so that when we go to retrieve it, it’s being actioned against in a proper way that we can then build lots of different workflows from. I’ll walk through a few of those examples here in the next 5 minutes.

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Jordan Nettles: To give a couple of examples of where this usually starts, think of your sales methodology, or your customer success framework that you run internally. Usually this is something like MedPix by Span Challenger, where you’re pulling in, really, a GPS for your deal.

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Jordan Nettles: And one of the interesting things about this is, one of the paradigms that AI allows us to actually operate within is that whenever we have AI listening for every single conversation that’s taking place.

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Jordan Nettles: If I recognize that a single rep does not have decision criteria across 7 of their 10 active deals, it’s no longer a question of whether or not they just didn’t put it into the system.

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Jordan Nettles: Because the momentum’s… Momentum’s gonna be running at all times and actually updating this, so we know that if the information is missing, it’s just not being talked about, and I have a real coaching opportunity.

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Jordan Nettles: Where some of our best customers are actually taking this technology is significantly more interesting.

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Jordan Nettles: Some of our customers have something like 15 or 16 different, you know, entry and exit criteria for their sales stages throughout their… intertwined between their sales process. And what they’re using Momentum to do is actually move their sales stages along fully autonomously.

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Jordan Nettles: So, for instance, to be in stage one of an opportunity, let’s say you need meaningful next steps, a pathway to a champion, and a pain point you can solve for.

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Jordan Nettles: Well, every single call, every single email, every single SMS, we’re listening for if that’s met, and so we can actually move your opportunity along, making sure that your team’s not sandbagging a deal or pushing it farther along than it should be, just on, on wishful thinking. Where this becomes most impactful is actually late stage.

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Jordan Nettles: So, if I’m in stage 5 of an opportunity, let’s say, and that’s getting towards the end of my cycle, and according to my rep, I’m in stage 5, but really, if I’m looking at momentum to pick up on these markers of deal health according to my sales process.

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Jordan Nettles: I can actually pick up that it might be in Stage 3. We haven’t started legal, we haven’t talked to an economic buyer, we haven’t gone through any sort of conversations with procurement, and so I can do 3 things using Momentum.

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Jordan Nettles: one, I can elevate this to the account executive. Hey, we really shouldn’t be this far along in the opportunity. According to our own sales process, we’re really only in stage, you know, stage 3, stage 4.

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Jordan Nettles: Two, if my manager’s calling it, just letting them know, hey, by the way, we’re really… we shouldn’t be this far along in the sales process. And then three.

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Jordan Nettles: Being able to actually adjust my weighted forecast.

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Jordan Nettles: So if I say that whenever something is in Stage 5, it should be 70% baked in, but my sales process actually says I’m in Stage 3, that’s a far different number when you’re looking at the fact that Momentum’s running this for every opportunity.

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Jordan Nettles: And so you’re able to actually adjust expectations towards where your pipeline’s actually at.

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Jordan Nettles: transitioning the Momentum product quickly. In order to create these types of, these types of data extractions, it’s very easy. We’re effectively saying when I want this to run.

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Jordan Nettles: what context to include, and I’m giving it my template.

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Jordan Nettles: So, for instance, if I want to generate an account handoff, kind of a second-level data capture, where I’m rolling up all the interactions, all of the calls, all the emails, and telling CS what to action on once I’ve closed one of the opportunity.

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Jordan Nettles: I can dictate when I want this to run. So maybe whenever I have a new CSM join, and they have a new book of business they need to execute against, or someone becomes a customer for the first time.

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Jordan Nettles: I can then include contacts from Salesforce, I can include contacts from my calls, my emails, my SMS, my service tickets, and I look back, let’s say, 4 quarters or 8 quarters, if I have longer deal cycles.

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Jordan Nettles: And I’m running my prompt.

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Jordan Nettles: Because we’re natural language-based, we’re actually able to take in whatever kind of formatting we’re looking to achieve.

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Jordan Nettles: In terms of what’s actually useful to my team, and not kind of a cookie-cutter example. We include information from the CRM, we include possibilities about, you know, competitor mentions, like we’re talking about earlier, some of that infrastructure layer.

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Jordan Nettles: And what this means is my CS team now can go execute against what the pre-sales team has done without having that context handoff.

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Jordan Nettles: The third level I want to talk about today

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Jordan Nettles: in terms of data aggregation is a level above this. Let’s say I have a really big question with my company as a whole.

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Jordan Nettles: Let’s say I want to figure out where I should invest product resources, where I should spend engineering time. Well, my customers are telling me all the time what they actually want from us. I have information from the CRM about what

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Jordan Nettles: is the actual pipeline behind this opportunity, because I have opportunity amounts, I can see how long deal cycles are, I can see segments. Collecting all that information is actually second nature to us, where, what I’m able to do with Momentum is effectively say.

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Jordan Nettles: Okay, look back at all of the deals in the last, let’s call it.

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Jordan Nettles: 3 months, and tell me every single time, in our case, we were looking to answer the question of whether or not I should be using,

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Jordan Nettles: resources to build out HubSpot or Microsoft Teams integration. So I look at all the information that actually we were able to collect along the journey of the deal cycle using Momentum already, include loss detail, loss reasoning, any information about what CRM or text-based interface they’re using.

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Jordan Nettles: And then I’m able to actually enrich that with information about, you know, your… the opportunity amount, and the stage we got to, and the close date, and the previous stage that we got to before closing the opportunity.

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Jordan Nettles: And I’m looking back at an entire year’s worth of conversational data to effectively arrive at

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Jordan Nettles: what is a breakdown of pipeline? So by using all of this CRM data, by breaking down all this information intelligently, I can answer these large questions about why do I have a major drop-off in my pipeline between stage 2 and Stage 3?

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Jordan Nettles: Why are we losing to this competitor over and over and over again? What’s the difference? And usually, in the previous paradigm, what happens is information bubbles up from all of my different, you know, managers and from the front lines, lots of anecdotes.

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Jordan Nettles: But effectively, what I can do is I can just look at all the conversations I’ve had for a year, for 2 years, for 3 years.

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Jordan Nettles: And pull in the exact, in this case, of product, the exact pipeline that sits behind

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Jordan Nettles: Microsoft Teams and HubSpot and make an effective decision for my organization. That’s where momentum sits, and that’s why we are able to use this, you know, this concept of a go-to-market data refinery to effectively answer all the way down from individual deals, like, what are the next steps, and did I collect metrics?

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Jordan Nettles: Up to a handoff note for customer success, rolling all the way up to answer the biggest questions in my organization, where I should effectively guide strategy.

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Jordan Nettles: I can get to all of that using Momentum.

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Jordan Nettles: Feel free to scan the QR code that sends directly to our website.

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Julia Nimchinski: Thank you so much, Jordan. Phenomenal demo, and let’s take a couple of questions from the community here. So the first one is, how does Momentum ensure data privacy and compliance with industry standards?

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Jordan Nettles: Great question. We are SOC 2 Type 2 certified, we’ll be doing ISO next year. We have customers based all across the globe, so think of any sort of GDPR compliance, any sort of…

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Jordan Nettles: specific standards for certain types of industry, like healthcare or cybersecurity. Some of our largest customers exist in both industries. The short answer is they’ve all put us through the wringer, and we have everything in place to make sure that we’re taking care of the appropriate, components for those industries.

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Julia Nimchinski: Amazing, and, there are questions about the sharing risk, and what type of alerts, can teams get?

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Julia Nimchinski: Yes. When, when trade risk occurs.

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Jordan Nettles: I love this.

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Jordan Nettles: as we know with AI, the best, use cases always revolve around having good context. So, if I were to ask a model, hey, review all of this, go to market data, and tell me if there’s churn potential, there’s certainly going to be, flagging that happens, and we can deliver that information to, let’s say, the account management team as they’re going to work a renewal, if the CS and account management teams are separate.

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Jordan Nettles: But what we really see being best practice is whenever we have the ability to guide the model and say, hey, if it’s…

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Jordan Nettles: One of these 3 or 4 types of churns.

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Jordan Nettles: I actually want to engage, you know, if it’s a $100,000 opportunity or account, maybe I want to engage the VP of Sales and pre-write him an email talking about the pain points we figured out in the last 3 to 6 months. All of it’s prompt-driven, and so it’s really as creative as you can be, and as good as you are at providing context to the model, and obviously the Momentum team is here to help with all of that.

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Julia Nimchinski: And are you able to share your, I don’t know, favorite case study or any really good customer story as of late?

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Jordan Nettles: I would love to. So, one of my favorites that we’ve ever worked on is, we ran an entire quarter of closed… lost and closed one analysis for the RAMP team.

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Jordan Nettles: They wanted to get insights into segmentation of their opportunities, they wanted to get insights into where they win, and what are the patterns whenever they do win. Where do they lose, and what are the patterns when they do lose? All sorts of really rich business context comes out of these types of

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Jordan Nettles: analyses, things you didn’t even know, like, oh, my competitors actually don’t support, this language. This is actually a value edge for us in these markets. Those types of use cases really, really move the needle for companies.

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Julia Nimchinski: And what’s next on the roadmap?

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Julia Nimchinski: What can you share?

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Jordan Nettles: deep research. So think about everything we’re talking through in terms of aggregation of interesting and insightful components across my entire pipeline, being able to take that intel and run things like a potential forecast based on

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Jordan Nettles: years of close one and close loss data from the CRM and conversational insights, being able to tune that to whatever is relevant for your go-to-market organization.

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Julia Nimchinski: Thank you so much, Jordan. Huge pleasure hosting you again, and we are transitioning to our next session.