Case Study: Descope

About Descope

Descope is a customer identity and access management platform that enables companies to build secure authentication into their applications. 

Founded by cybersecurity experts with over 30 years of enterprise security experience, Descope's has raised over $50 million for their next gen identity management platform with hundreds of customers, including Fortune 500 enterprises. 

Facing the challenges of growth and understanding the sales pipeline, Descope Co-Founder and CRO Rishi Bhargava was looking for a solution to get fast insights about his sales efforts. 

The Challenge Descope Faced

As Descope expanded, they faced several operational challenges that necessitated a sophisticated data analysis solution:

1. Diverse Sales Strategies: With both commercial and enterprise sales teams, Descope needed to track and analyze different sales cycles, deal sizes, and performance metrics.
2. Fast-Paced Decision Making: In the competitive identity management market, Descope required real-time insights to make quick, informed decisions about resource allocation, sales strategies, and marketing effectiveness. They required a data solution that could keep pace with their agile approach to business.
3. Limited Resources: Despite their funding success, Descope, as a startup, needed to maintain operational efficiency. They couldn't afford to build a large operations team or invest in expensive, complex BI tools.
4. Scalable Analytics: As the company grew, so did the volume and complexity of their data. The team needed a solution that could scale with their growth and allow people across the organization to access data and decisions from the data. 

These factors created a perfect storm of data challenges. 

Traditional BI tools and basic CRM reporting weren't sufficient to meet Descope's needs for speed, flexibility, and ease of use. 

The company needed a solution that could provide instant, actionable insights without requiring extensive technical expertise or time-consuming setup.

This is where Wisdom AI came in. 

Its natural language processing capabilities, quick dashboard creation, and seamless integration with existing tools like Hubspot aligned perfectly with Descope's needs. 

"Wisdom AI brings data to my fingertips. It really democratizes the data, bringing me the power to go answer questions and move on with my day, rather than define your question, wait for somebody to build that answer, and then get it in 5 days,” notes Bhargava.  

The Solution: Wisdom AI

Descope implemented Wisdom AI to address these challenges. 

The solution offered:

1. Natural language queries: Wisdom AI's natural language processing capabilities allowed Descope team members to interact with their data as if they were talking to a human analyst.
2. Quick dashboard creation: Prior to Wisdom AI, creating custom dashboards was a time-consuming process that could take days and required a data analyst to help, even to create simple reports.
3. Integration with existing tools: Wisdom AI's seamless integration with Hubspot, Descope's primary CRM and data source, was crucial. This integration meant that Descope didn't need to overhaul their existing systems or go through a complex data migration process.
4. Interactive data exploration: Wisdom AI provided Descope with the ability to conduct dynamic, interactive data exploration. This iterative approach to data analysis allowed for deeper insights and the discovery of unexpected patterns or trends.
5. Become More Strategic and Train The AI: WisdomAI allowed the data analyst to become more of a strategic asset. And over time, the questions and AI generated answers helped train the AI to become a greater asset across the organization.

These features collectively transformed Descope's approach to data analysis, making it faster, more accessible, and more adaptable to their rapidly evolving business needs. 

By removing technical barriers and dramatically reducing the time to insight, Wisdom AI enabled Descope to make data-driven decisions with unprecedented speed and accuracy.

Implementation and Results

1. 90% Decrease In Time Spent Creating Reports

Wisdom AI revolutionized Descope's reporting processes, leading to significant time savings. 

The most striking example is the reduction in dashboard creation time from 2-3 days to just 2-3 hours - a 90% decrease. 

This dramatic improvement eliminated the need for lengthy meetings, multiple review cycles, and back-and-forth communications typically associated with dashboard design. 

Bhargava and others from the leadership team could now get answers to their business questions almost instantly, rather than waiting days for reports to be compiled and analyzed.

"The delay between asking the question and getting the answer just kills the whole value of the answer," Bhargava observed. 

2. Enhanced Sales Team Performance

The implementation of Wisdom AI had a transformative effect on Descope's sales operations. 

It facilitated the creation of a data-driven weekly sales meeting, where the team could focus on actionable insights rather than spending time gathering and interpreting data. 

The platform provided instant visibility into key metrics such as newly created deals, their sources, individual sales rep performance, and progress towards quarterly goals. 

This real-time insight allowed sales managers to quickly identify top performers and those needing additional support, enabling more targeted coaching and resource allocation. 

3. Democratized Data Access

Wisdom AI significantly broadened access to data insights across Descope. 

Before its implementation, data analysis was often bottlenecked by the need for technical expertise or reliance on a dedicated operations team.

Wisdom AI's natural language query capability changed this dynamic entirely. 

Now, non-technical team members could interact directly with data, asking questions in plain English and receiving instant answers. 

Key Takeaways

Bhargava summarizes the impact:

"If I need something to make a business decision... to understand what is working what is not working, and it comes back in days, just kills it. There is something about being able to say... what's the status. What deals are active right now, when how many deals were touched last week? Is this particular marketing channel working for me or not?"

By implementing Wisdom AI, Descope has transformed its approach to data analysis, enabling faster, more informed decision-making across its sales and marketing operations.

Want to learn how Wisdom AI can bring speed, data-driven insights and interactive analysis to your team?