For sales · The demand side
The opportunity opened at 8:12 AM. Your rep had the proof by 8:20 AM.
When a new opportunity opens, Echo, Orca's Customer Intelligence Agent, builds the rep a Proof Pack™: the customers who look like this buyer, what they switched from, why, and what it returned. Your rep has it in Slack before the first call, instead of asking #sales-help for “a customer like this”.
Lands in · Slack · Teams · Salesforce
Echo in Slack · Reggie J., AE
Echo · APP · 8:20 AM
Your Proof Pack™ for Tech Support Inc. is ready, 2h 10m before the intro call.
Customers who look like this buyer
Top 3 of 4 matched
Switched from a legacy on-prem system
96 Good to use · Bluepeak
Switched from a larger all-in-one suite
91 Good to use · Meridian Health · Switched from spreadsheets · 88 · Ask first · What to say
Northwind ran three regions on a legacy on-prem system, like you. They run all three on one platform now, and Thurman M., their VP of Operations, is cleared for a call.
Just for you. The buyer never sees it.
The job today
Your rep's first call ends with “let me get back to you.”
On the 10:30 intro call, Tech Support Inc.'s CFO, Earl M., wants to know who else their size runs this, and your rep has no customer to name.
You lose over a week on every deal chasing one reference.
“When you need a reference, it's all just kind of crowdsourced.”
Kyle O'Connor, Vice President, Commercial Sales, Salesloft
Call recording · Intro call · Tech Support Inc.
Earl M., CFO · Lawrence T., champion
Reggie J., AE · Monday, 10:30 AM · Transcript
03:12 Earl M.CFO, Tech Support Inc.
“Who else our size runs this?”
03:15 · Reggie J.AE
Great question. Let me get back to you on that.
07:48 “What did they switch from?”
07:52 · Reggie J.AE
I'll find out and follow up.
11:05 “How fast were they live?”
11:09 · Reggie J.AE
Let me check with our team and get back to you.
Follow-up owed · Follow-ups owed · 3
- “Who else our size runs this?” Promised at 03:15 · no answer yet
- “What did they switch from?” Promised at 07:52 · no answer yet
- “How fast were they live?” Promised at 11:09 · no answer yet
Earl M.'s questions answered: 0 of 3
Three questions, three follow-ups. Chasing one reference already costs over a week a deal.
With Echo
Same call. This time your rep names a customer.
Echo put a Proof Pack™ in Reggie J.'s Slack at 8:20, so when Earl M. asks at 10:30, your rep answers with Northwind. Nothing reaches a customer without sign-off from the person who owns that relationship.
“This tool does indeed help the boat go faster because we get references quicker. We close deals faster.”
Huw Wigley, Customer Advocacy Manager, SUSE
Before the call · Slack
New opportunity: Tech Support Inc.
Your Proof Pack™ is ready. Four customers look like this buyer; here are the top three.
Northwind · Legacy on-prem system · 96 · Bluepeak
Live in six weeks
91 · Meridian Health · Same admin buyer · Ask first · What to say
“Northwind had the same setup. Ask Thurman how the first quarter went.”
Reggie J., AE · Monday, 10:30 AM
03:12 03:15 Reggie J.AEFrom the Proof Pack™
Northwind. Same size as you, and the same three-region setup.
07:48 07:52 A legacy on-prem system that couldn't keep their regions in sync.
11:05 11:09 Bluepeak was live in six weeks. Ask Thurman how Northwind's first quarter went.
Answered on the call
- “Who else our size runs this?” 03:15 · Northwind
- “What did they switch from?” 07:52 · A legacy on-prem system
- “How fast were they live?” 11:09 · Six weeks, Bluepeak
Earl M.'s questions answered: 3 of 3
Three questions, three answers. No follow-ups owed.
After the call · Mon 10:55 AM
Deal room sent to Earl M. with Northwind's story
Tue 2:05 PM
Walt F. approves the intro to Thurman M.
Week six · Closed won
Inside the Proof Pack™
The top three customers who look like this buyer, and what to say about each.
Echo had it in Reggie J.'s Slack at 8:20, before Tech Support Inc.'s first call at 10:30.
Proof Pack™ · Tech Support Inc.
For Reggie J. only
Tech Support Inc.
New opportunity · Reggie J. · first call 10:30
In Reggie J.'s Slack
8:20 AM · On the opportunity · B2B SaaS · Three regions
Leaving an on-prem system
Security review ahead
Admin on the committee
Bluepeak91
A larger all-in-one suite
Paying for far more than they used
Live in weeks, without the suite overhead
B2B SaaS · 900 employees
- The same security review ahead, and the same CRM.
- A six-week go-live to point to when timing comes up.
6 weeks · to go live
2x adoption in year one
$310K saved a year
Answers “How fast were they live?”
Harry C. · Director, RevOps, Bluepeak · Six-week go-live
For “How fast were they live?”
“We were paying for a suite that did far more than we used. With Orca we were live in six weeks.” Harry C., Director, RevOps, Bluepeak
Bluepeak's story
Leaving an all-in-one suite
What to say about Bluepeak
Bluepeak was paying for an all-in-one suite they used a fraction of. They switched to us, went live in six weeks and save $310K a year.
Meridian88
Spreadsheets and manual workarounds
Manual work before every audit
Audit-ready workflows for a regulated team
Healthcare SaaS · 2,100 employees
- This deal has a security review coming. Meridian has been through the same one.
- An admin buyer sits on the committee, like Tech Support Inc.
14 hrs
saved per person, per month
0 audit findings since · Mickey M.
Admin lead, Meridian Health
Resting 45 more days. Quotes are cleared.
Leaving spreadsheets
Resting · quotes cleared
For the admin on the committee
“Every audit used to start with spreadsheets and manual workarounds. Now what the auditors ask for is already there.” Mickey M., Admin lead, Meridian Health
Security review summary · Audit-ready workflows
For the security review ahead
What to say about Meridian
Meridian Health ran on spreadsheets and manual workarounds. They moved to us for audit-ready workflows and save 14 hours per person every month.
Answers “Who else our size runs this?”
1 · Switched from
A legacy on-prem system
Three regions out of sync
Answers “What did they switch from?”
2 · Use case
One platform for three regional teams
B2B SaaS · 1,400 employees
3 Why it matched
- Same size, and the same three-region setup as this deal.
- Their VP of Operations already answered the CFO questions this deal will ask.
4 What it returned · 5 months · to payback
38% lower total cost · 3 to 1 · tools consolidated
5 Who to name · Thurman M. · VP Operations, Northwind · Good to use
Cleared for a call. Want the intro? Walt F., the CSM, approves it in Slack.
6 · Customer content · Approved quote
One platform, three regions
For “Who else our size runs this?”
“We ran three regions on a system that couldn't keep them in sync. Now it's one platform, and our regional leads look at the same numbers.” Thurman M., VP Operations, Northwind
Case study · Northwind's story
For “What did they switch from?”
ROI one-pager · Three-region rollout
Payback and total cost
For Earl M.'s CFO questions
What to say about Northwind
Northwind was on a legacy on-prem system that could not keep three regions in sync. They moved to us, run all three on one platform and paid it back in five months.
Eight minutes from new opportunity to Proof Pack™. Built from this deal's own record.
Just for your rep. The buyer never sees it.
References, start to finish
Earl M. wants to hear it from Northwind.
When Earl M. asks on the call to talk to a customer, Echo sends Reggie J. a signal in Slack. One click requests the intro. Echo ranks who fits and skips anyone resting, the CSM who owns that relationship approves it, and the call goes on Earl M.'s calendar. When the deal closes, the win goes back into the next rep's Proof Pack™.
At Workiva, a reference request takes
1.9 days
Down from over a week.
Reference request · Tech Support Inc.
Every seat
Walk into the forecast call knowing which deals have proof behind them.
Every deal on the call shows the proof behind it, straight from the opportunity. Your AEs, solutions consultants and RevOps each added their part, and a commit with nothing behind it is flagged before the call, not on it.
Your forecast · This week
Forecast call · Fri 2:00 PM
Deals on the call
3 of 3 · Tech Support Inc. · Reggie J. · Evaluation
Proof Pack™ + reference call
Thurman M., Northwind, accepted Thu 9:20 AM
Thurman M. matched field by field for the technical buyer
Kestrel Health · Omar B. · Discovery · Proof Pack™ ready
In Slack before Tuesday's first call
three lookalikes and what to say about each
Pinecrest Labs · Commit
Customer story + reference requested
Story attached Tuesday, reference requested Wednesday
every pack, request and match logged to the opportunity
In your words
“I find out a deal had no proof behind it on the forecast call.”
Win rate · Your Salesforce report · With an advocate · Without
Deals with proof behind them: 3 of 3
Pinecrest Labs had no proof behind it on Monday. By Friday's call, it did. You find out before the forecast call, not on it.
Proof
What happens to your number.
Measured on our customers' own deals.
Win rate · Matching · Self-serve
“Proactive surfacing of content takes us to the next level, when our AEs are being served what they need.”
Olly Woolrych, Global Advocacy & Community Lead
2x Across Orca customers
win rate on deals with an advocate touchpoint versus without
About 2x win rate · $5.9M influenced revenue since 2023
3x Across Orca customers
faster reference matching for late-stage opportunities
Self-serve · 200+ · Vanta
reps self-serving references from the opportunity
Tech Support Inc. · Closed won
Reggie J. walked into 10:30 with three customers to name. When every rep does, you start stacking wins.
Questions
What sales leaders ask before they roll it out.
Straight answers for your reps, your CS team and the admin who has to say yes.
Who approves before one of our customers gets a call?
The person who owns that customer relationship, every time. Your rep requests the reference from the opportunity, and the CSM approves it in Slack before anything reaches the customer.
Does the buyer ever see the Proof Pack™?
No. A Proof Pack™ is your rep's prep: the customers who look like this buyer, what they switched from and why, and what to say. The buyer only sees what your rep chooses to send after the call.
Will my reps actually use it?
There is nothing new to learn. Reps get the pack and every signal in Slack, Teams or the opportunity record. No new tab, no new habit.
Which plan is this?
Proof Packs™ come with Orca Platform + Customer Intelligence, which runs Echo for one team, region or product line. Start with your sales team and add the rest later. Echo across every team is Enterprise. See pricing
Will reps burn out our best customers?
It does the opposite. Orca caps how often each advocate is asked, enforces cooldowns, and flags reference activity happening outside the program so it gets tracked and credited.
Why not just ask an AI chat tool for a reference?
A chat tool waits for the question. Echo works from your own advocate records, checks consent and caps before anything goes out, and logs every touch to the opportunity. If your team works in an AI workspace, Orca connects to it over MCP.
What does our Salesforce admin need to know?
Orca installs in Salesforce as a managed package, so advocate and reference records live in your org beside Accounts and Opportunities, under your sharing model and permission sets. Why CRM-native
Bring one live deal. Watch Echo find the proof for it.
It takes thirty minutes, and we use your own pipeline.