About Orca
Info tells. Stories sell. People close.
Information is infinite. Trust is not. We deliver your best customers' voices to the right deal.
The belief
Sales has always run on trust between people.
Know · Like · Trust · The third side
Before there was software, there was a handshake and a name you could call. People buy from people they know, like, and trust. That has not changed since the first deal ever closed. Social proof was never a tactic. It was always the third side of the triangle.
Then AI made information free. Every email is polished. Every pitch is fluent. Every vendor sounds credible. And when everything reads the same, buyers do what they have always done: they look past the words and ask a person: “Would you buy it again?”
In a world where AI writes everything, people want to talk to people more than ever. That one conversation, a customer vouching for you unscripted, is the one asset no model can generate. It is the scarcest thing in your pipeline. Our job is to make sure it is never the slowest.
The origin
It started with a mantra, and a tool that broke it.
Our founder came up inside Procore's world-class sales organization, where one lesson was hammered into every seller from day one: info tells, stories sell. Come to the table with the story of a customer just like your prospect, and the deal moves. Show up with a spec sheet, and it stalls.
Referenceable customers
2018 · The first version
A customer just like your prospect
Found on the map
B2B SaaS 1,400 employees
31 results · 0 like your prospect
- Cobalt Software B2B SaaS 40 employees
- Wren Platforms B2B SaaS Updated 3 years ago
- Hollis Systems B2B SaaS Contact left
- Brightwater Cloud B2B SaaS Not referenceable
- Ashby Labs Developer tools Asked twice this quarter
The buyer went quiet
Over a week · 02
The problem
There was just one problem. The software built to deliver those stories could not. Finding a single reference could take over a week while a buyer sat waiting, losing faith. We were trained to believe customer stories close deals, then handed tools that made those stories nearly impossible to find.
The first version
So in 2018, our founder Scott Grimes, then a Salesforce architect at Procore, stopped waiting for the industry to fix it and built the tool himself. The first version was a map of referenceable customers, living natively in Salesforce. People inside the company started using it. Then they could not stop.
“Humble beginnings as a map.”
Scott Grimes, founder · The evolution
From a reference map to data orchestration.
Orca grew the way the best products do: pulled forward by the people using it.
A map of referenceable customers
Built by a Salesforce architect at Procore, inside the org his team already ran.
References
Reference management
Every request, approval and booked call, tracked back to the opportunity it helped.
Advocacy
Advocacy management
Connects sales, customer success, customer marketing and product around the one thing they all share: your customers' stories.
Today
Echo, our Customer Intelligence Agent
Reads your calls, CRM and data, and moves first. It surfaces the champion before you go looking, flags the deal that needs a reference before the rep asks, and catches the quote worth a case study the moment it is said.
AI today waits to be asked. We think that is backwards. The information already exists. The job is to route it to the right person before they know to look for it.
ECHO · CUSTOMER INTELLIGENCE AGENT
Trust
You are fully in control.
Orca has cleared security and procurement reviews at large enterprise software companies.
- Your advocates Nothing reaches a customer without sign-off from the person who owns that relationship. Your team sets the caps, cooldowns and reuse rules.
- Your CRM Orca installs in Salesforce as a managed package. Advocate and reference records live in your org, under your sharing model and permission sets.
- Your AI Connect your organization's own account with OpenAI, Anthropic, Google Gemini, AWS Bedrock or Azure OpenAI, and AI processing runs on your own model tenant.
The future of revenue is more human, not less.
We are not here to replace your sellers with software. We are here to give every revenue-facing team what the best reps have always had: the right customer, telling the right story, at exactly the right moment.
No seller closes alone.
Why “Orca”? Because orcas hunt in pods. They work as a community, or not at all. It is the same truth we build for every day: no seller closes alone, and no company grows without its customers pulling alongside it.
See what that looks like in your own CRM.
Thirty minutes. Bring a deal that needs a customer story.