Case Study: Navan achieves better CRM prioritization and travel-spend intelligence with Kernel Ai

Navan uses Kernel to elevate its CRM with travel-spend intelligence for more than 300k accounts

Navan, an all-in-one travel and expense platform, faced significant challenges in effectively targeting new customers. Its CRM contained messy data on over 300,000 accounts, and its sales reps relied on inaccurate headcount data from LinkedIn as a poor proxy for identifying companies with high travel budgets. This led to operational inefficiencies, as representatives wasted time manually researching accounts and often targeted the wrong companies.

Kernel Ai implemented a multi-faceted solution for Navan, beginning with a comprehensive cleansing of the CRM data to establish a reliable account foundation. They replaced LinkedIn Sales Insights with more accurate headcount figures derived from primary sources. Most importantly, Kernel Ai built a custom AI model that analyzes a wide range of internal and external signals to accurately estimate a company's travel spend. This enabled Navan's sales team to prioritize over 300,000 accounts based on actual travel budget intelligence, making their go-to-market efforts far more efficient and scalable.

Navan

Chris Price

Head of Business Technology