In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Marcus Holm, President of LaunchDarkly, about how the company used AI tools, from avatars to intent platforms to forecasting engines, to dramatically improve rep productivity, pipeline generation, ramp time, deal size and overall sales performance.

Key Takeaways/Key Moments:

(00:00) Tackling Productivity and Pipeline Through AI

Marcus outlines LaunchDarkly’s challenge with inconsistent rep productivity and pipeline generation, and how the team turned to AI tools to create more prescriptive ICPs and better territory management.

(02:41) Using AI Avatars to Increase Reps’ At-Bats and Ramp Faster

AI-driven avatars became a core part of sales training, helping AEs, SEs and SDRs simulate objections, refine pitches, improve demo and POV certifications; all resulting in faster and more consistent ramp times.

(03:07) Major Performance Gains: Faster Ramp, Bigger Deals, Stronger Conversion

Across segments, AE ramp time dropped by 27 days, average deal size nearly doubled and intent-based tooling accelerated conversion from cold calls to first conversations.

(05:25) Achieving 5% Forecast Accuracy with Gong Forecasting

By layering AI-driven analysis on qualification frameworks like MEDDIC, LaunchDarkly now forecasts within 5% of actual results, giving leadership far greater predictability for planning and budgeting.

(06:20) Transforming Rep Productivity: From 18% to 48% at Quota

Two years ago only 18% of reps hit quota; today, 48% do and 80% reach at least 70%. Marcus attributes this shift to AI-driven enablement, better intent prioritization and a more disciplined operating rhythm.

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