No More “I’ll Get Back to You”—SiftHub’s Pulse in Action

Julia Nimchinski:

Welcome to the show, Manisha from SiftHub. How are you doing?

Manisha Raisinghani:

Hey, I’m good, how are you?

Julia Nimchinski:

Super excited! We know that you have a massive product release, so curious to see it in action.

Manisha Raisinghani:

Yeah, I’m super excited to show it to all of you, and I love… the previous session ended, what Eric said, that we, you know, we want sales engineers to be really utilized as subject matter experts. And also what Vinay said, there will be, you know, AI which will be helping the reps in real time, so I think it is related to that.

Let me quickly share my screen. And… Can you confirm if you’re able to see the screen?

Julia Nimchinski:

Yep.

Manisha Raisinghani:

Great. So, I want to start with a moment Every A and SE in this room has failed in their gut. You’re on a call, it’s a good call. The buyer is engaged, maybe this is a third call, they are leaning in, you can feel the dealing… the deal is moving. And then they ask something you didn’t prep for.

a specific security question, a competitor you weren’t expecting. Because these days, competitors keep popping up left, right, and center, right? Including Claude, which is, like, everywhere. Or a deployment scenario, nobody briefed you on. And you know that answer exists. You have seen it. Maybe you are the one who wrote it.

Maybe it’s in the latest release, or on a Google Drive, or Confluence, or you heard it on a Gong call done by your top rep. It could also be in an RFP or a security question, you’re sitting in a SharePoint, that someone on your team spent really, you know, a lot of time, two weeks, in perfecting that answer.

But right now, in the moment when the call is going on, there’s an awkward pause, right? The answer is not there. And even if you could magically, you know, search for an answer mid-call, maybe by using a bot, your Slack bot, or asking ChatGPT or Claude, you would get a generic answer.

Not the answer shaped for this particular deal, this buyer, the competitors which they are evaluating. the industry which they are serving to. And most importantly, the commitments your team, someone from your team, you know, could be an SE, could be a security person, your team already made to this buyer 2 calls ago.

So, what do we do in these situations? We smile, and we say, great question, let me get back to you. But the search for buyers, because the pain is real, they want to buy a solution, they are looking for a tool. But nobody’s waiting for your follow-up email.

The buyer’s already in talks, you know, maybe with your competitors, which is always happening, right? And your beautifully crafted email lands maybe in their inbox 24 hours or 48 hours later, depending on how complex the question was. And you realize the thread is already gone gold. Now, here’s what changed for us.

We have been building Sifter for almost 2-3 years now. Our customers use the platform to generate deal briefs, meeting prep, answer RFPs, fill in security questionnaires. And they trust those answers, because they have, you know, SwiftHub has helped them close deals faster. The number one request we kept hearing from our users was.

I trust what SiftHub gives me. Why can’t I have this on the call proactively? Why do I have to ask SiftHub when I’m on the call? Because I lose attention on the call when this happens. Now, if you see, this is not a feature request.

Earlier, you know, what happened is someone, you know, logged it as a feature request, and we were like, this is not a product feature request. This is the gap how revenue teams, especially enterprise revenue teams, operate today. The knowledge is there, the trust is there, it just isn’t in the room when the deal is actually on the line.

So, we built Pulse, and let me show you what it looks like when your A’s and SEs never have to say those 6 words again, which are, I will get back to you. Now, what you are… let me actually change the screen quickly. Yup. Are you able to see the desktop? Julia, can you confirm?

Julia Nimchinski:

Yes.

Manisha Raisinghani:

Great. What you’re about to see is Pulse running on a live sales call. You will see an overlay on the rep’s screen. So there’s no bot… no bot joining the meeting, no extra participant in the attendee list. The buyer is not seeing anything. This is the nudge, or the layer, which only the rep sees, and everything which they need on the call.

So, I’ll just start the video, and this is, of course, not my desktop. My desktop is not so clean. Hey, Neil, good to see you again. Hey, Ed, good to see you again as well. I know it’s been a while since we last spoke, excited to pick this evaluation back up again. Yeah, me too, me too. I got a few questions written down here.

So, first thing, last time we spoke, you mentioned a new governance module coming later this year. I wanted to circle back on that. Is it still on track, and do you have a clearer timeline now than you did before? And when you release that, how would it actually work for a setup like ours compared to what we’re doing with our current vendor today?

Yeah, good question, and I remember discussing this, so the governance module is on track for Q3 of 2026. And I think how it differs from your existing process today is that it’s going to provide centralized governance across Safe Hub. and all connected content sources, so you won’t need to manage policies tool by tool.

It’s going to be a much more centralized approach. Okay, excellent, excellent. So, as you know, security is a big part of our evaluation, so I want to make sure we cover it properly. What certifications do you folks have? And beyond that, another open question was how customer data is handled in transit and at rest.

Yeah, so I get this pretty often, given a lot of enterprise customers do evaluate software, and security is a big part of how they go about that. Essentially, we are ISO 27001 certified, as well as SOC 2 Type 2 compliant. And regarding customer data, it is encrypted at rest using AES256, and in transit, it’s encrypted over HTTPS using TLS 1.2.

Sweet. Okay, great, last one here. We’re also in conversations with a larger player, And they’re specific… So, I’ll just pause this here. Now, if you see, the answers which we are giving here are, like, really deal-aware and very, very technical deep dive answers.

Now the biggest question we get, especially for the new customers who have not been using SiftHub for other use cases, is how are you, like, really, you know, getting these answers? Where are you getting these answers from? So, here’s the… here’s the list of repository, or list of connectors we have.

Basically, sales teams, A’s and SEs both use too many tools. You have your product knowledge, you have your Google Drive or SharePoint, some product roadmaps or some feature releases are in Confluence.

Then you have your top reps, who are basically, you know, whose recordings are either on, let’s say, a gong or an Avomam, and then there’s sales enablement tools, where your static battle cards are residing. So there are too many tools which are used.

what SiftHub does is we connect all these sources, be it, you know, your Google Drive, to Gong, to your website, your case studies. any sales enablement tool which you’re using. Basically, all the tools come together, and it creates a knowledge and a deal graph.

On basis of the knowledge and deal graph, we surface very contextual answers in real time. So, earlier, when there was no pulse, the way A’s and essays used to get answers mid-call was through this Chrome extension. So we have this Chrome extension where you can ask questions.

So, if I, let’s say if I ask a similar question, what certifications do you have? And it will give an answer in a… in 2-3 seconds. you will see it is pretty much the same answer, and it tells you where did the answer come from, when was it last updated, and so on.

But this is a distraction when A or SE is actually talking to the call, because you want to be fully with the customer. instead of, you know, getting distracted, asking ChatGPT, or asking even SiftHub, you don’t even want to waste those 3 to 5 seconds of time when you’re getting A call with the customer, especially in late-stage deals.

So, yeah, this is, what we have built, and, users are seeing. amazing results here, especially, you know, when it comes to trusting the nudges that they are getting.

They’re like, especially our existing customers, they are really, you know, blindly reading the nudges as is, in case they don’t have the previous context, or they don’t know the answers.

And we have seen, you know, we have reduced I’ll get back to yous by almost 70% in our existing deployments, and this automatically helps increase win rates and close deals faster.

Julia Nimchinski:

It’s phenomenal, Manisha. I remember about a year ago, they released a product called Cluli. If you know. Yeah, and that was the first, kind of, transparent idea of selling, and it came from, I mean, you know, just preparing for exams in university, so really cool to see it in this type of use case, and Actually enterprise scale.

Let’s ask a couple of questions from the community, that got submitted here. First is, how quickly can organizations deploy it?

Manisha Raisinghani:

Great question. So, for existing customers, it’s literally, zero days, I would say. For new customers, we have seen deployment times any time between 2 days to 3 weeks, depending on the comp… depending on the number of connectors you want to connect with Zifter. Everything is DIY on our platform.

Once you, let’s say, if you just want to connect your product articles and, let’s say, your high spot data, it literally takes 30 minutes for you to be up and running. And all the knowledge which we integrate is… basically respects the source permissions… respects the access permissions of the sources. And it is real-time sync.

Once you do the integration, you have to stop worrying about, oh, I have to upload the knowledge every time to train the… so there’s no training which is happening, I would say. And the knowledge ingestion happens in real time. So, anywhere between 2 days to 3 weeks is what we have seen.

Julia Nimchinski:

That’s incredible. Another question here, do buyers notice reps are using Pulse?

Manisha Raisinghani:

So, buyers don’t see anything. It is also… if you see the nudges which we show. are… basically, this particular answer might be spread across 4 different documents, right? But the answer which is shown, we have really spent a lot of time on usability in terms of what is the bullet which we should show, and what is the content we want to show?

You would have noticed there are two nudges which will come for a same long question, so that the rep is not getting confused in, you know, which one should I answer first, and I don’t want to read the paragraph. The answers are very concise, and they can literally read out the answers from the niche.

Julia Nimchinski:

And, Anisha, can a new AE realistically handle calls they would normally need in a C4?

Manisha Raisinghani:

Sorry, can you come again?

Julia Nimchinski:

Yeah, that’s the question, can a new AE realistically handle calls they would normally need an AE for?

Manisha Raisinghani:

So, there are different stages of the deal cycle. When it comes to discovery calls. And then second would be, let’s say you’re doing a demo without an SE, Then maybe you’re going on a quick call, business call, but you get thrown some security and privacy questions.

On all those type of calls, yes, a new A can use Pulse and do the calls without an SE, but when there are deep, I would say, discussions around architecture, where really SE’s time should be spent.

spend is where we would always, you know, we always still tell our customers, your SE’s time should be protected For really important calls and important deals.

Julia Nimchinski:

And folks are asking, what industry is this platform most useful for?

Manisha Raisinghani:

So, there are 3 industries most of our customers, are in. One is B2B tech, second is financial services, and third is media tech.

Julia Nimchinski:

And then, is it a whisper mechanism, or the sales guy is nudged in the middle of the call?

Manisha Raisinghani:

They are nudged during the call, they can… after the call, they can see the summary, they can see all the nudges, they can also see how many nudges did they act on, so that, you know, Basically, it acts like a guidance after the call as well.

If they think, oh, I should have responded to this, they usually go back to Pulse and see that Pulse actually gave me this answer, but I didn’t use it.

Julia Nimchinski:

And how much work is required to keep the content behind Pulse up to date?

Manisha Raisinghani:

no work at all. It is a one-time setup. If you’re already maintaining… if you’re already recording your calls on Gong, if you have already integrated your Salesforce, like, all the CRM data gets ingested in SiftHub. If your product support help articles are connected, there is zero maintenance work.

Our pipeline is intelligent enough to connect all all the context together in real time. On top of that, it identifies conflicts, and it also identifies recency of the information along with other things which I described, like region, industry, is it an enterprise customer or a mid-market customer?

Because you don’t want to give a security answer… like, the security answers are different for a European customer versus a North American customer.

Julia Nimchinski:

And I know that you just released it, but our community is asking, what measurable outcomes improve first?

Manisha Raisinghani:

So, we have seen almost, when it comes to reducing the I’ll get back to use, or, like, variants of I’ll get back to use, there have been 70% reduction in a couple of our customers who have been using it.

On top of that, it’s… I would say it’s too early to say that deal cycles have shrunk completely, because customers have started using it from last 3 months, and those customers have deal cycle of 6 to 12 months. But when it comes to stages of the deal cycles, they have seen 20-25% improvement.

where… Where basically, you know, security or tech… privacy kind of questions, competitive intel, or objection handling is involved.

Julia Nimchinski:

And can you speak to some customer testimonials or success stories based on early implementations?

Manisha Raisinghani:

Yeah, we are going to launch a few soon. I’ll make sure it reaches to the audience which is on this call, if we can, you know, share. I’ll definitely share it on LinkedIn as well.

Julia Nimchinski:

Awesome. And Manisha, what’s on the roadmap?

Manisha Raisinghani:

Lots, I would say. So, the way Shift… the way Shift Hub has been shaping is a deal orchestration platform, right? Like, the entire… I would say our mode is depth and contextual depth. There are a lot of players, you know, I would say, who give this surface-level information, but today, buyers are hyper-informed.

No one needs surface-level information. Everyone needs contextual depth. So, this is just the beginning, where we are helping, I would say, A’s and SEs for Majorly, three categories, which is, technical questions, security, privacy questions is included in that, handling objections, and competitive intel.

We are extending this to all the categories of questions which you get on the call. And these are not just questions. What we have to understand is, many times, there are implicit objections which come up. And a lot of reps even miss, like, they would have not even heard the competitor name.

But SiftHub knows that, okay, this is a competitor, so we also handle implicit objections. We are also starting to help reps with, from roadmap point of view, asking the right questions at the right time, so that we can give even more accurate and contextual answers.

Julia Nimchinski:

Yeah, this is awesome. Folks are asking, what surprised your customers the most after implementation?

Manisha Raisinghani:

What’s that? What is? What’s that?

Julia Nimchinski:

Yeah, what surprised your customers the most after implementation?

Manisha Raisinghani:

So, I would say, existing customers. They were… what surprised them was the latency. they… because they have been using SiftHub, and when they ask SIFTHub, or when they are filling RFPs, when they are getting pre-meeting… pre-meeting brief, those are already landing in their inbox.

And when they, let’s say, they are creating a 100-page proposal, they are not waiting and seeing what is happening on SiftHub platform, right? But… When they started using it. they were like, how does it give an answer before even A’s are trying to think of a filler question, or a filler sentence when a buyer is asking something?

So I think speed, because accuracy, they always trusted the answers which SiftHub gave, or they always trusted. Latency, the speed of giving the answer, such an accurate and deep answer is what surprised them.

Julia Nimchinski:

Nisha, can you speak to your competitors? How would that compare? I won’t name names, but, you know, the market.

Manisha Raisinghani:

So, there are… if you see, you know, there are a lot of categories in every department or every space, which are kind of… have a little bit of overlap with each other. Now, what we are doing is, we are basically a deal orchestration platform, and what I mean by this is, as I mentioned, you know, sales and SEs use too many tools.

SaaS founders like us have created this problem of creating too many SaaS applications for every point problem. What we are doing is, we are somewhere, I would say, between a point solution, which is solving a pre-meeting prep, or which is solving a pulse kind of a use case, or an RFP kind of a use case.

And on the other end, there are extreme, I would say, horizontal players. It could be Claude, Glean, you know. enterprise search platforms. We are in between, we are solving for revenue teams, solving for A’s and SEs, but anything and everything which is related to contextual and knowledge.

So, any knowledge work which you’re doing in your deal life cycle, we solve for that. It’s not a point solution, which is not a horizontal solution, it is purpose-built for A’s and SEs.

Julia Nimchinski:

Amazing. And our community is asking, what is the best way to reach you?

Manisha Raisinghani:

I’m on Manisha at sifthub.io, I’m active on LinkedIn, I’m active on Twitter. And yeah, that’s the best way to reach out to me. And if you want to try Pulse, you can definitely, you know, drop me an email, or there’s a lot of information on our website as well.

Julia Nimchinski:

Thank you so much. Huge pleasure.

Manisha Raisinghani:

Thanks, thanks, Julia. It was great speaking here.

Julia Nimchinski:

Thanks. And that was a wrap for Day 2. Thank you for our sponsors, our speakers, and everyone who’s watching and attending. Join us tomorrow for Day 3. We’ll have amazing speakers. Yet again, Tiffany Boba. We’ll have the CRO from 11 Labs, CEO of G2, and some of the leading CMOs in the industry. Stay tuned, and see you tomorrow!