From 4 Weeks to 48 Hours: How Disco De-Risked Its GTM Pivot with AI-Powered Coaching

When the AI-driven post-purchase ad platform Disco undertook a massive strategic shift—launching a new sales motion for a brand-new ICP—they faced a critical challenge: how to build a winning playbook and coach their reps effectively while navigating immense change.

By layering Knode’s AI intelligence on top of their existing call data, Disco was able to turn what could have been a long, painful transition into a fast, confident, and successful move into a new market.

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The Challenge: Crafting a New Strategy In-Market

This year, Disco embarked on an ambitious transformation. The company bifurcated its sales organization to target two distinct ICPs with entirely new playbooks and a revamped sales methodology. The team was learning on the fly, with high expectations for short-term results.

"Rolling out a brand-new ICP and playbook is always risky. Reps were learning messaging on the fly, feedback loops were slow - often taking 4-6 weeks to get a clear signal - and leadership had limited visibility into what's actually landing." - Kat Tomlin, Head of Business Operations, Disco

While they were recording every call in Gong, the raw data wasn't enough. Managers lacked the bandwidth to manually review hours of calls, and reps needed a structured way to understand how to succeed in the new motion. Disco needed a partner that could help them codify their learnings in real-time and turn raw conversations into a scalable coaching program.

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The Solution: A Partner in the Learning Process

• Knode served as an intelligence engine and strategic partner through the transition, helping to codify strategy in real-time and empower reps with a personalized coaching tool.

• Knode’s AI analyzed all recorded sales calls, immediately highlighting which talk tracks were resonating and where reps had gaps.

• This transformed Knode from a simple tool into an indispensable teammate that accelerated alignment and learning across the entire organization.

"In my view, Knode is THE most important investment any sales organization can make... What I love about Knode is that it collapses that learning curve and creates alignment virtually overnight.... It’s like having a teammate that makes the entire org more consistent, more efficient, and more effective." - Neal Goyal, VP of Strategic Sales, Disco

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The Results: Clarity, Confidence, and a Culture of Improvement

By partnering with Knode, Disco not only navigated its strategic pivot successfully but also built a stronger foundation for scalable growth.

Strategic Feedback Loop Cut from Weeks to 48 Hours

The most significant operational win was the dramatic acceleration of their strategic feedback loop. Knode provided a clear, quantitative view of what was working in their new market without the typical wait time.

"Instead of waiting weeks to know if our strategy was working, we had actionable insights within 48 hours, that speed was invaluable. It turned what could have been a long, painful transition into a fast, confident move into a new market." - Kat Tomlin, Head of Business Operations, Disco

Coaching Sessions Transformed

The most immediate impact was on the quality and efficiency of coaching. Knode provided objective data that changed the dynamic of 1:1s from subjective debates into collaborative problem-solving sessions.

"Having objective data from across all of a seller’s conversations has transformed those coachingsessions for me. Instead of saying, ‘I think you need to work on this,’ I can now say, ‘The data showswe're missing decision criteria on 80% of our discovery calls.’ The defensiveness just melts away. It’sno longer a confrontation; it's a collaborative session focused on solving a real, measurable gap. Thatshift has been fundamental in getting the team to not just hear the feedback, but to actually own itand improve." - Dean Bakes, VP of Sales, Disco

From Biased Inputs to Confident Forecasts

The objective insights from Knode had a ripple effect across the entire business, most notably in forecasting. The team saw more accurate call-level forecast signals, which helped them pressure-test deals earlier.

"As a RevOps leader, I’m always looking for ways to strip bias out of forecasting... Knode does exactly that — it analyzes conversations at scale, highlights deal risk, and flags leading indicators we’d never see in CRM alone. That means smarter forecasting, earlier interventions, and a level of precision in revenue planning that wasn’t possible before." - Kat Tomlin, Director of Business Operations, Disco

Want to learn how Knode can provide insights on your GTM strategy in days - not months - sign up for a demo today.