A new BDR, productive in a third of the time.
Buyers built from Payhawk's own personasPayhawk™ ramped BDRs 3x faster. Daily practice against their own buyers.
New BDRs were taking too long to get good, and the cause was a weak grip on who they sold to and what the playbook asked of them, with too little coaching to fix it. The harness took Payhawk's personas, playbook and process, and every practice conversation ran against Payhawk's own market.
- 3xfaster BDR rampPayhawk · customer-reported
- Dailypractice of the conversations that matter, against AI buyersPayhawk · customer-reported
- At scalecoaching delivered across the teamPayhawk · customer-reported
Ramp was slow, and nobody could coach their way out.
A BDR who takes too long to get productive is a quota you carry, a pipeline gap you paper over and a manager spending hours on basics. Payhawk felt all of it, and looked one level further down than the hiring bar.
- 01Reps could recite the pitch.
What they had not internalised was who they were selling to, or why the playbook was built the way it was.
The words were there. The buyer was not. - 02Coaching ran out before the gap closed.
Coaching scaled with manager hours, and manager hours ran out. Each new rep arrived at the same gap.
Ramp stayed slow, hire after hire. - 03Practice happened on real prospects.
The first hard conversation a BDR had was with a live buyer, and the playbook rarely survived the first objection.
Every mistake cost a real lead.
Three changes, all of them to the work itself.
A general model would have coached these reps from nothing: it has never met a Payhawk buyer and it blends every playbook it has read. With Payhawk's personas, playbook and process installed, the practice a BDR did was practice against their own market.
- Reps interviewed AI versions of their buyers.
Before a BDR dialled a real prospect, they sat across from an AI version of that buyer, built from Payhawk's own personas, and asked questions. Buyer understanding stopped being a slide and became something the rep had lived through.
- Reps practised the key conversations daily.
A playbook you read once is a playbook you forget by week three. The BDRs ran their key conversations every day until the moves held when a real prospect pushed back.
- Coaching followed their business, their buyers, their process.
Every piece of feedback pointed at the way Payhawk sells, so reps got sharper on the job in front of them.
How are you handling expense approvals today?
Spreadsheets and a lot of chasing. It works, mostly.
Got it, makes sense. Let me show you what we do.
BDRs productive in a third of the time. And coaching that no longer ran out.
New reps got productive in a third of the time, because they arrived already understanding their buyers and already able to say what the product is worth without fumbling for it.
- Buyer understanding, lived through. Interviews with AI buyers built from Payhawk's own personas.
- The playbook, held under pressure. Daily practice of the conversations that matter.
Coaching for every rep. Aligned to Payhawk's business, buyers and process, whatever the manager's week looked like.
Reported by Payhawk. In Stefan Dobrev's words.
Coaching stopped being rationed. Every rep got coaching aligned to Payhawk's business, buyers and process, and that did not depend on how many free hours a manager had that week.
Payhawk looked past the hiring bar and found the gap in practice. A working session starts in the same place: your team's own buyers, your playbook, and one live deal.
"Replicate Labs helped us ramp our BDRs 3x faster by equipping them with a deeper understanding of buyer personas and the ability to clearly and confidently articulate the value of our product."
"Replicate Labs has dramatically increased our ability to deliver coaching to our teams at scale."
What was the problem Payhawk set out to fix?
Slow ramp times. New BDRs were taking too long to get productive, and the root cause was a weak understanding of buyers and playbooks, driven by limited coaching capacity.
What did Replicate Labs install?
Payhawk’s own personas, playbook and sales process. Replicate Labs is the GTM harness: a general model has never met a team’s buyers and blends every playbook it has read, so its advice lands somewhere near the business. With Payhawk’s buyers and playbook installed, every practice conversation ran against Payhawk’s market.
What does "3x faster ramp" mean here?
Replicate Labs helped Payhawk ramp their BDRs three times faster than before, by equipping them with a deeper understanding of buyer personas and the ability to articulate the value of the product clearly and confidently.
How is this different from a training course?
A course teaches the framework, and the rep still walks into the next call doing what they did before. Payhawk’s reps held real conversations with AI buyers, practised daily, and were coached against their own business and process. The behaviour changes because the rep keeps doing the work.
Can a team see this before committing?
Yes. A working session runs on your real team data, so you see the read before you sign anything. Use the contact page and bring a live deal.
Bring the playbook your new hires ramp on. And one live deal.
The session runs on your buyers and your playbook, with a coach on the call. You see how a BDR's practice would run against your market before anything is signed.
PAYHAWK is a trademark of its owner. This case study describes an engagement and is published by Replicate Labs. It does not imply any ongoing relationship, affiliation, sponsorship, or endorsement by Payhawk. Figures and quotes are used with permission.