top of page

Frequently asked questions

  • Spotlight.ai is an Autonomous Deal Execution platform that helps B2B sales teams close more
    revenue, faster. We unify deal insights, automate pipeline actions, and guide reps, managers,
    RevOps, and Value teams — all from one place.

  • Spotlight connects to your CRM, meeting notes, email, and call recordings. It uses AI to:

    • Identify deal risks and gaps in real-time

    • Update CRM fields automatically

    • Generate rep summaries, mutual action plans, and QBR slides

    • Recommend the next best actions to drive deal velocity

    No manual inputs. No switching tabs.

  • We’re built for the entire GTM org — not just reps.
    Our customers include:

    • Sales reps – who want faster follow-up and less admin

    • Sales managers – who need deal health and rep coaching in one view

    • RevOps leaders – who want complete pipeline visibility

    • Value consultants – who drive outcomes and adoption

  • Unlike tools that focus on just call recording, forecasting, or value selling — Spotlight does all
    three and more:

    • We close the loop, from insights to action

    • Our AI understands your notes and CRM, not just transcriptions

    • We serve all personas in the deal cycle, not just sellers

    • Spotlight doesn’t require switching platforms — it enhances what you already use

  • No. Spotlight augments your team — it doesn’t replace them.
    We handle repetitive, error-prone tasks so your team can focus on strategy, customer engagement, and closing deals.

  • Not at all. Setup takes less than an hour and requires no code.
    We integrate with Salesforce, Gong, HubSpot, Google, Outlook, Slack, and more.
    Our customers often see value in the first week.

  • Yes. We’re built with enterprise-grade security from the ground up:

    • SOC 2 Type II compliant

    • SSO & RBAC controls

    All data encrypted at rest and in transit
    Your data never trains our models — it's siloed and protected.

  • We offer pricing based on team size and use case, with plans starting for small teams and
    scaling to global deployments.
    See our pricing page or contact us for a custom quote.

  • Yes! You can explore interactive demos right now:
    View Demos
    Or book a live walkthrough with our team.

  • Contact us or email support@spotlight.ai — we’re here to help.

The Basics

What Spotlight.ai is — and isn't

  • Spotlight.ai is the Autonomous Deal Execution Platform for enterprise B2B sales teams.

    ​

    We built an AI agent squad that runs your entire revenue operation 24/7 — listening to every buyer interaction, qualifying every deal with MEDDICC precision, running deal reviews, generating sales assets, forecasting pipeline, and coaching reps. No manual CRM input required.

    ​

    This isn't another tool your reps have to use. It's an autonomous team that works alongside them, doing everything AI does better than humans — so your team can focus on the one thing it doesn't: building relationships.

  • No. And that distinction matters.
     

    Tools like Gong capture conversations. Tools like Clari aggregate CRM data for forecasting. Neither closes the loop between insight and action — and neither replaces the manual work your team still has to do.
     

    Spotlight.ai acts. It listens to every conversation across every channel, qualifies deals using the same MEDDICC rigor your best reps use, updates your CRM automatically, generates the decks and assets reps need for the next meeting, and forecasts pipeline from the bottom up — all without anyone lifting a finger.
     

    Think of it as the difference between a weather app and a self-driving car. One shows you the road. The other drives.

  • Enterprise sales is broken. Not because salespeople are bad — because the system around them is.

    • 91% of companies missed their overall quota expectations in 2023 (Forrester)

    • Reps spend less than 30% of their week actually selling

    • 77% of B2B buyers say their last purchase was very difficult (Gartner)

    More tools haven't fixed it. More tools made it worse — more tabs, more manual updates, more conflicting data. Spotlight.ai takes a different approach: we take humans out of the analytical loop entirely and let AI handle everything it will always do better.

  • No. It makes them significantly better at the part that actually matters.

    ​

    Your reps aren't losing deals because they can't do CRM data entry. They're losing deals because they don't have time to prepare deeply, qualify rigorously, or follow up with the right asset at the right moment. Spotlight handles all of that — autonomously — so reps can spend more time in front of buyers and less time in spreadsheets.

    ​

    Our customers typically see reps recovering 4,500+ workdays per year. That time goes back to selling.

How It Works

The platform, the agents, and the engine underneath

  • Spotlight operates on a four-phase loop: Listen → Understand → Decide → Act.

    • Listen: Captures every buyer interaction across Zoom, Teams, Google Meet, email, Slack, phone, and face-to-face meetings

    • Understand: The Spotlight Knowledge Graph — 40M+ signals — extracts meaning, maps contacts, and identifies risks across every deal

    • Decide: Combines enterprise sales expertise, your company playbook, and historic win/loss patterns to prioritize what needs to happen next

    • Act: Updates the CRM, generates assets, runs deal reviews, coaches reps, and forecasts pipeline — all without manual input

    The output isn't a dashboard with more data to interpret. It's autonomous execution.

  • Spotlight deploys a squad of specialized AI agents, each with a distinct role:

    • Discovery Agent — Captures every conversation, extracts signals and action items, and keeps your CRM current without rep involvement

    • Qualification Agent — Runs deep MEDDICC evaluation on every deal, automatically scores Champions and Economic Buyers, and flags risk

    • Inspection Agent — Runs autonomous deal reviews, surfaces slippage risk, and calls out forecast opinion vs. fact

    • Research Agent — Delivers account intelligence (news, org changes, competitor signals, 10-K priorities) before every first meeting

    • Debrief Agent — Captures face-to-face and unrecorded meetings, updates the CRM, preps the next call

    • Value Consultants Agent — Guides value discovery, auto-generates business cases, BVAs, and Value Hypothesis Decks

    • Sales Content Agent — Generates deal-specific decks, QBR slides, POC readiness docs, and battle cards on demand

    • Analytics Agent — Real-time dashboards across rep performance, pipeline health, win/loss patterns, and forecast accuracy

    • AI Copilot — Orchestrates the whole squad. Your team's interface to the entire autonomous operation.

  • It's the engine beneath everything — and our primary moat.

    ​

    The Knowledge Graph contains 40M+ signals built on enterprise SaaS selling expertise, MEDDICC methodology, industry context, and your company's own playbook layer. It's what allows Spotlight to move from capturing data to understanding what it means and what to do about it.

     

    Other tools give you transcripts. The Knowledge Graph gives you judgment.

  • MEDDICC is the gold standard qualification framework for enterprise sales: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition.

     

    Most teams know they should use it. Most teams don't — because rigorous MEDDICC qualification on every deal, every week, is time-consuming when done manually.

    ​

    Spotlight's Qualification Agent runs MEDDICC evaluation autonomously on every deal in your pipeline. No shortcuts. No reps filling in fields from memory. Just a consistent, data-driven read on every opportunity, all the time.

Results

What customers actually see

  • Real numbers. Real customers.

    ​

    300-user deployment (12 months)

    Conversion rate: 7.8% → 12.5%  |  ACV: $129K → $145K  |  $5.9M direct revenue impact. 4,530 workdays saved.

    ​

    Manufacturing Platform

    3.3× win-rate improvement for qualified deals  |  $13.7M incremental revenue  |  $610K productivity gains

    ​

    Fortune Cyber 60 Security Leader

    3.8× pipeline conversion  |  $14.4M direct revenue impact  |  $667K productivity gains

    ​

    Enterprise Customer Experience Platform

    $756K hard savings  |  6,280 hours saved  |  Win size up $383K

    ​

    Across the platform: $45B+ in total revenue managed. 200K+ activities captured. 27M+ AI signals matched. 4,000+ sales assets autonomously generated.

  • Most customers see measurable signal in the first week — because Spotlight starts capturing and analyzing activity from day one.

    ​

    Setup typically takes less than an hour. There's no lengthy implementation, no professional services engagement required, and no manual data migration. Connect your CRM and your communication channels, and the agents go to work.

    ​

    Meaningful revenue impact — improved conversion rates, more accurate forecasting, reduced deal slippage — typically becomes visible within 30–90 days depending on deal cycle length.

Integrations & Security

Setup, compatibility, and trust

  • CRM: Salesforce (native AppExchange app). Standalone deployment also available.

    Communications & calendar: Zoom, Gmail, Outlook, Google Calendar.

    Productivity & docs: Google Slides, Google Sheets, Google Drive, Microsoft PowerPoint.

    Revenue & CI tools: Gong, Clari, Chorus by ZoomInfo. We complement and extend them — we don't require you to rip anything out.

    Data & analytics: Snowflake, Tableau, Microsoft Power BI.

    Identity & security: Okta.

    ​

    If you're already running a CI or forecasting tool, Spotlight adds the autonomous execution layer on top. No rip-and-replace required.

  • Yes — and we can prove it.

    • SOC 2 Type II certified across security, availability, confidentiality, and privacy

    • SSO and role-based access controls (RBAC)

    • All data encrypted at rest and in transit

    • Your data never trains our models. It's siloed, protected, and yours.

    Full details at spotlight.ai/security.

  • No. Setup is less than an hour. No code. No professional services. No six-month rollout.

    ​

    If you're running Salesforce, we're available natively on AppExchange. Connect your CRM and communication channels, and your agent squad is live. Our onboarding team is available to guide the process — but most customers are capturing live deal data on day one.

Pricing

What it costs and how to get started

  • We offer three plans built around how your team uses Spotlight:

    • Deal Intelligence — $40/user/month (billed annually). Automated qualification, deal reviews, MEDDICC scoring, QBR slides, and Salesforce integration.

    • Autonomous Conversational Intelligence — $20/user/month (billed annually). Captures calls, emails, and recordings. Generates summaries, follow-ups, and slides automatically.

    • Value Intelligence — Custom pricing. Full value discovery automation, ROI analysis, business case generation, and POC/POV decks.

    Try-and-buy options are available for Deal Intelligence and Conversational Intelligence. See our pricing page or reach out for a custom quote.

  • Yes. Two options:

    • Interactive demos — explore the platform on your own schedule at spotlight.ai/technology

    • Live walkthrough — book a session with our team. We'll show you how Spotlight runs on deals like yours.

  • Contact us or email support@spotlight.ai — we respond fast and we don't hand you off to a bot.

bottom of page