How Kaiko Systems scaled sales performance with Airspeed
Kaiko added Airspeed on top of its existing sales framework to scale coaching, tighten forecasts, and hold conversion high, without losing what made the early motion work.
- Industry
- AI / Machine learning / Marine technology / SaaS
- Size
- 251-500 employees
- HQ
- Berlin, Germany
- Funding
- $8.5M (Series A)
- Founded
- 2020
Kaiko Systems is an operational intelligence platform. It uses AI to turn frontline maritime data into real-time asset health insights.
What changed
- 01
40% global average conversion rate after rollout
- 02
100% win / loss visibility across deals
- 03
Accurate forecasting using deal-level indicators
- 04
Faster onboarding and more consistent coaching
- 05
Improved CRM data quality through HubSpot integration
The challenge
Scaling from founder-led sales to a repeatable team model
As Kaiko grew, sales leadership had to move from a founder-led motion to a repeatable team. Onboarding reps, coaching objection handling, and holding conversion got harder without concrete examples of what a good sales conversation actually sounded like.
The solution
Layer AI sales intelligence on the framework they already had
Kaiko ran Airspeed on top of its existing SPICED framework. No process change, no long onboarding.
Impact beyond sales
Turning conversations into coaching assets
Most coaching runs on the few calls a manager happened to hear. Airspeed gave Kaiko concrete examples of objection handling and the behavior that closes. New hires ramp by studying real conversations, and managers pull insights live in deal reviews.
"We ask Airspeed live in deal reviews. It highlights things we might have missed."
Sustaining high conversion rates
Airspeed captures the compliments, objections, and buyer signals straight from the call. Kaiko reads them and tailors the approach to what each buyer needs, which keeps conversion above SaaS benchmarks.
"We're able to understand who we're talking to."
Forecasting with confidence
Forecasts used to need a lot of manual explaining. Airspeed's visual deal indicators line the forecast up with real deal data, so leadership can carry confidence from CEO to board with the numbers, not the narration.
"I can just show people the data. It's really easy."
Company-wide visibility, not just sales
The value reached past sales. Operations, product, and engineering use Airspeed to stay close to customer conversations. Slack deal rooms and AI search put the insight in front of everyone without adding work for reps.
"Other tools are sales-focused. Airspeed is company-focused."
