The first wave of AI didn't move revenue.
The second wave will.
Amit Prakash — founder & CEO of AmpUp, co-founder and former CTO of ThoughtSpot — on why faster content and roleplay at scale didn't change the number, and what happens when a system picks up the signal in real deal outcomes and compounds it with every call.
From AmpUp's analysis across 47 enterprise sales teams.
The keynote
Why AI has had minimal impact on enablement, and why that's about to change
Amit Prakash
Founder & CEO, AmpUp
Co-founder & former CTO, ThoughtSpot
The first wave of AI in enablement gave us faster content, smarter search, and roleplay at scale. It didn't move revenue.
Amit unpacks why — and what the second wave looks like: a system that learns from real deal outcomes and compounds with every call. The result is a Super-rep available to everyone on your team. One customer used this approach to lift qualified pipeline by 30%.
Expect the engineering view of the problem: why knowledge gaps and doing gaps are different problems, what 100,000 calls reveal about the moments where deals actually turn, and why none of this was possible two years ago.
The argument
The first wave closed knowledge gaps.
Deals die in doing gaps.
Faster content, smarter search
The first wave made the supply cabinet easier to fill. Decks generated in minutes, answers one search away. And reps walked into the same rooms and made the same misses, because knowing was never the hard part.
Roleplay at scale
Practice against generic personas produces a score, and a score blends. Deals turn on moments — the pricing pushback in minute 23, the next-step ask that never came. A score can't show the moment.
90% gone in days
Ebbinghaus measured it in 1885: most of what training delivers decays before the next live call. No deck beats biology. The teams that win aren't the ones that learn more — they're the ones that rehearse closer to the moment.
The second wave
Read every call.
Remember every deal. Rehearse every moment.
Recording calls is only half the loop. AmpUp closes the other half: it picks up the signal in what's actually happening on your reps' conversations and amplifies it into the coaching that changes the next one.
Call Recorder
Record
Every conversation captured automatically — discovery, demo, negotiation, debrief. One capture layer across the whole motion, so nothing the team learns gets lost.
Sales Brain
Read
Reads every call and remembers every deal — scoring the moments where deals demonstrably advance or stall, across four behavioral drivers that predict what wins.
Atlas
Coach
A deal-specific brief before every meeting, a debrief after. The pattern, the gap, the next move — without pulling a manager onto the call.
Skill Lab
Rehearse
Practice scenarios built from the rep's actual pipeline. The objection that stalled last week's deal, rehearsed before it comes up again on Thursday.
None of this was true two years ago. And the coaching tightens with every conversation.
Coaching in action
Coaching your reps will actually use.
Not a generic rubric. Coaching tied to the rep, the deal, and the moment. Here's what your team opens every morning.
VP RevOps, Meridian — Eval call, Thursday 2pm
Mid-market expansion · 4th meeting
- Budget pushback flagged last call. Bring the per-rep ROI breakdown, not the platform pitch.
- Champion: VP RevOps · Economic buyer: CRO, still unconfirmed.
- Incumbent in the stack: Gong mentioned twice in call 2.
Jordan M. · Enterprise AE
West region · 14 calls scored
Focus this week: Preparation. Atlas will route budget-conversation prep before the next 3 meetings.
The “we already record calls” objection
Drill built from Meridian + 3 active deals
Buyer:
“We already record everything and the dashboards look great. I can't take another tool to my team this quarter.”
From the field
What coaching at scale looks like in the data.
stage progression for prepared reps vs. underprepared
faster sales cycles with structured coaching
coaching coverage — vs. <5% with managers alone
behavioral drivers that predict outcomes better than pipeline stage
Field result
At an enterprise customer running a comparable motion, bottom-quartile reps reached top-quartile performance in 30 days — once Atlas, Sales Brain, and Skill Lab were running on every deal.
Coaching the sales teams at
Built by a team from
Works with the stack you already have
Catch the talk Wednesday morning.
Then bring us your reps' real conversations.
A 20-minute coaching diagnostic — in Seattle or the week after. We analyze a sample of your team's calls and show you exactly what your reps need to hear: preparation gaps, recurring objections, the coaching that would change next month's number. No commitment.
Book a 20-min diagnostic