Customer story · Payhawk
Payhawk ramped their BDRs 3x faster
Payhawk had a ramp problem. New BDRs were taking too long to get good, and the cause was not effort. It was a weak grip on who they were selling to and what the playbook actually asked of them, with too little coaching to fix it. Here is what changed.
Stefan Dobrev, Enablement Leader - 3x faster BDR ramp
- At scale coaching delivered across the team
- Every day reps practising the conversations that matter
The problem
Ramp was slow, and nobody could coach their way out of it.
Every sales org knows the cost of slow ramp. A BDR who takes too long to get productive is a quota you carry, a pipeline gap you paper over, and a manager spending time on basics instead of deals. Payhawk felt all of it.
The instinct is to blame the reps or the hiring bar. Payhawk looked harder and found something more useful. The reps were not the problem. The problem sat one level down: a weak understanding of their buyers and their playbooks. Reps could recite the pitch, but they had not internalised who they were selling to or why the playbook was built the way it was.
And the reason that gap stayed open was simple. There was not enough coaching to close it. Coaching does not scale with headcount, it scales with manager hours, and manager hours run out. So new reps kept arriving at the same gap, and ramp stayed slow.
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.
How Replicate Labs solved it
Three changes. All of them about doing the work, not reading about it.
Training tells a rep what good looks like. It rarely changes what they do on a live call. Payhawk fixed ramp by changing the work itself.
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Step one
Reps interviewed AI versions of their buyers.
Before a BDR ever dialled a real prospect, they sat across from an AI version of that buyer and asked questions. Not a script run-through. A proper conversation, where the rep had to dig into what the buyer cared about, what they were worried about, and what would actually move them. Buyer understanding stopped being a slide and started being something the rep had lived through.
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Step two
Reps practised the key conversations daily.
A playbook you read once is a playbook you forget by week three. So the BDRs ran their key conversations every day. Reps rehearsed until the moves felt automatic, so the playbook held up when a real prospect pushed back rather than collapsing under the first objection.
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Step three
Coaching aligned to their business, their buyers, their process.
Generic coaching teaches generic habits. The coaching Payhawk reps received was built around their product, their buyers, and their sales process. Every piece of feedback pointed at the way Payhawk actually sells, so reps got sharper on the job in front of them, not on a textbook version of it.
The result
BDRs who ramped 3x faster, and a coaching model that scales.
The headline number is the one Payhawk leads with. Their BDRs ramped three times faster. New reps got productive in a third of the time, because they showed up already understanding their buyers and already able to articulate the value of the product without fumbling for it.
The quieter result matters just as much. Coaching stopped being rationed. The thing that had kept ramp slow, not enough coaching to go round, was no longer the constraint. 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.
Replicate Labs has dramatically increased our ability to deliver coaching to our teams at scale.
FAQ
Quick answers.
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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 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. It does not change what a rep does on a live call. Replicate Labs put reps in real conversations with AI buyers, had them practise daily, and coached them against their own business and process. The behaviour changes because the rep keeps doing the work, not because they watched a module. -
Can my team see this before we commit?
Yes. We run a working session on your real team data so you see the read before you sign anything. Speak to us via the Teams page.
Your team next
Slow ramp is not a hiring problem
If your reps are ramping slow and your coaching does not scale, that is the exact problem we just walked through. Bring us your team and we will run a working session on your real data, so you see the read before you commit to anything.
Want to see the team setup first? Replicate Labs for teams.