Case Study: Honeycomb doubles sales enablement productivity and accelerates virtual sales with Outreach Kaia (Outreach)

Honeycomb sales team confidently navigates any customer convo using real-time guidance with Outreach Kaia

Honeycomb, a fast-growing SaaS startup that helps engineering teams solve problems with distributed services, needed a better way to engage prospects and customers while rapidly scaling its sales team. With the team quadrupling in size, onboarding was time-consuming, meetings were hard to learn from, and reps were distracted by note-taking and inconsistent tracking across tools — making it difficult to capture key customer moments and follow up quickly.

Honeycomb adopted Outreach Kaia, an intelligent virtual assistant that provides real-time coaching via content cards, searchable live transcriptions, bookmarking of key moments, and automated action items natively in calls. The result: faster onboarding and more confident reps, consistent capture of customer requirements, quicker follow-ups, and measurable productivity gains (Wilde estimates ~30% more productive overall and reports a 100% uplift in enablement/coaching around product and competitive info).

Honeycomb

Michael Wilde

Senior Account Executive