The Future of Enterprise Sales: How Hyperbound is Transforming Sales Performance with AI Coaching and Enablement
“The most important thing a founder can do in the beginning is user research. I often see founders place a strong focus on the tech, and not enough focus on customer understanding. If you don’t take the time to do the research, you’re going to end up wasting time building products that no one wants.” - Atul Raghunathan, Co-founder of Hyperbound
In enterprise SaaS, closing a single deal can make or break a company’s quarter, or even year. But getting a deal from initial conversation to a six-figure contract is not easy. It requires a unique combination of technical understanding and interpersonal skills.
Co-founders Atul Raghunathan and Sriharsha Guduguntla learned this the hard way. They’d built an AI email personalization platform from scratch, but needed to learn how to sell it. After developing a training solution that allowed them to practice conversations with AI avatar prospects, the business began to grow rapidly. And when CROs caught wind of what Atul and Sriharsha were doing, demand for the training solution skyrocketed. Atul and Sriharsha decided to listen to the market signal and pivot to build Hyperbound, an AI sales coach for the enterprise.
Introducing Hyperbound: AI sales coaching for enterprise teams
Hyperbound is an AI sales coach that helps sales teams improve training and scale winning behaviors. By offering realistic role-play conversations tailored to companies’ buying personas and sales data, Hyperbound helps teams reduce onboarding times while also increasing win rates.
Onboarding new sellers is one of the most expensive parts of running an enterprise SaaS business. It can take up to four months for a new seller to become fully effective, with many reps requiring as many as 400 conversations before they feel comfortable in the field.
Hyperbound’s training enables sales teams to reduce this onboarding time from four months to two weeks, and ongoing coaching enables sellers to remain sharp as the market evolves. “Hyperbound allows reps to get their at-bats in early, make mistakes early, so that they can start hitting their quota and close their first deal faster,” Sriharsha explains.
Hyperbound is now being used by over 25,000 reps, including sellers at leading companies like Sendoso, Cognism, and Uplift.
Atul and Sriharsha’s journey to Hyperbound
Atul and Sriharsha began their founder journey by setting out to build an AI email personalization tool. With backgrounds as machine learning engineers, the co-founders built the platform from scratch and got accepted to Y Combinator.
But when it came time to start selling the solution, Atul and Sriharsha struggled–they had little experience selling to marketing leaders and didn’t know how to navigate complex enterprise cycles. Leaning on their technical expertise, they built a sandbox environment in which they could practice sales conversations with AI avatars and improve their skills.
Atul and Sriharsha quickly became much better sellers, and within just three months, they took the business from $0 to $250k ARR. When pitching their email tool to a group of CROs at a conference, they found that the sales leaders were more interested in how they’d learn to sell so well than the email product they were pitching. After Atul and Sriharsha revealed their training platform, the CROs exclaimed that they wanted it for their teams, “like, tomorrow!” Atul and Sriharsha decided to follow the market pull and shift their focus to launching the training platform publicly as HyperBound. It quickly went viral across TikTok, YouTube, and Linkedin, and the team hasn't looked back since.
Atul and Sriharsha’s advice for fellow founders
Throughout their journey as founders, Atul and Sriharsha have consistently been reminded of how important it is to do user interviews, especially in the early-days of building a startup. “We did a little over 2,000 user interviews, just in 2023. These interviews really taught us about the space.”
Atul explains that many founders have a deep technical understanding and know how to build, particularly in enterprise SaaS and AI. But most don’t place enough importance on understanding their customers and developing a GTM strategy. “If you don’t take the time to understand your buyers’ intent early, you’re just going to waste time building products that no one wants.”
At the same time, it’s critical to have a systematic approach for extracting data from user interviews. If you don’t have an objective way to log conversation outputs, interviews can lead you in the wrong direction. Atul and Sriharsha, for example, documented every conversation in a table that reported on the number of times each pain point was discussed. This data allowed the team to have unbiased discussions about the problems that people wanted to solve.
“It wasn’t about someone making a really convincing point about a problem. It was about the data showing what the problems are. At the end of the day, that’s the kind of thing that will get you the innate customer understanding and virality that we experienced with Hyperbound.”
To learn more, you can follow Atul and Sriharsha on LinkedIn and visit hyperbound.ai.
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