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I lead the Software Quality Solutions (SQS) business unit's commercial functions at Qt Group. Our tools portfolio is wide — covering everything from frontend UI testing to backend headless embedded development tools. These tools didn't grow organically within Qt; they came through a series of acquisitions, each bringing its own documentation, its own positioning, its own buyer personas.

What that means for our sales organization is a lot of enablement. A lot.

The typical path to product training looks like this: take a highly knowledgeable person, have them do a brain dump into a document — usually a PowerPoint, usually around 100 pages — then schedule an hour, maybe half a day if you're lucky. The outcome? Reps already stretched thin by their day-to-day work capture maybe 10% of the content. So, you re-train. You record sessions. You build shared material libraries that very few open.

One Saturday, I had a different thought: what if we flip the script?

Give Claude access to everything and make it an interactive Q&A tool. A 24/7 product manager. A sales enablement rep that never gets tired of answering the same question for the fifteenth time.

In practice, here's what I built

1. Connected Claude to our company SharePoint, Confluence, and product websites
2. Pointed it at the relevant materials and had it work through hundreds of pages of documentation and presentations
3. Asked it to build a simple web frontend with product categories and a Q&A bot

One day of work. The result isn't perfect — it's a prototype, not a product. But it changes something fundamental: a new rep can now ask "what's the difference between Squish and Coco?" or "how do we position against competitor X?" and get a sourced, accurate answer immediately. At 11pm. Without bothering anyone. Your product manager and sales enablement rep, available 24/7.

More updates to come as we roll this out.

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Gong costs somewhere between $100–200 per user per month. It's a great product: conversation intelligence, deal risk alerts, pipeline analytics, coaching workflows built on billions of recorded sales interactions. If you're running a serious outbound motion and can afford it, you probably should. Most teams can't, or won't — Qt Group falls into the latter.

Qt runs on Microsoft Teams. Last year, like many companies, we got access to Copilot features including AI meeting transcripts and summaries. With our QA GTM teams we decided to run a small pilot, which then became a standard practice.

The workflow is three simple steps:

1. All first meetings and discovery calls with new prospects are recorded — always with the customer's explicit consent. (Surprisingly many don't object — except in Germany.)
2. Teams generates an automatic transcript and AI summary.
3. The summary gets logged into Salesforce, and posted into a dedicated Teams channel built specifically for this purpose.

That's it. Nothing custom-built, no new tools. And the best part: even without automation it takes 2 minutes of the rep's time.

What this actually buys you

For management it's pipeline visibility at the top of the funnel — the part that's usually invisible. Are we meeting ICP accounts? Are meetings generating next steps, or just good conversations? You no longer have to take a rep's word for it.

For product management it's a free feedback loop. What questions come up repeatedly? What objections keep surfacing? What features are prospects asking for that don't exist yet? That signal used to live only in the heads of individual reps. Now it's searchable.

For sales reps it's a shared learning library. You can see what your global colleagues are doing in their calls — what's working, what's landing, what's not. When a tough technical question comes up, you can search the channel for similar situations and find real examples with recordings attached. No more "let me get back to you" when the answer already exists in your team.

For the prospect, when you share it: a clean summary of what was said, promises in black and white, and clear next steps.

The honest part

Simple to implement. Harder to maintain. Recording consistently, posting the summary, actually reading your colleagues' summaries — it needs to become habit. That means manager modeling, consistent expectations, and a few reminders before it sticks. The tool does the easy part. The cultural change is yours to lead.

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First test of the automation. This website was vibe coded in one evening to help build my personal brand, but also to share with the world my AI projects in sales.

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