Welcome to the fourth episode of the SaaS Stories where we speak to SaaS industry leaders, and understand how the SaaS landscape has evolved over the years, what are the current trends, and where we are heading. We also hear the stories of these industry leaders, understand their background and how they made their way to the top. Our fourth guest is Shruti Kapoor, who began her journey as an investment banker, eventually building Wingman and then getting acquired by revenue giant Clari. LinkedIn Profile: / shrutikapoor Introduction: The founder of Wingman (now Clari Copilot), Shruti Kapoor built a pioneering platform when OpenAI wasn't even the norm. Having began her journey in investment banking & having strong ties in the FinTech sector, she identified a common gap that limited customer interactions within sales processes. Finding a solution to this problem became the motto of her startup. Wingman focuses on recording & analyzing sales conversations. It offers detailed guidance for sales teams and to streamline product development. Under her leadership, Wingman experienced rapid transformation especially with OpenAI and eventual acquisition with Clari. This deeply enhanced their mission and capabilities with a people-first policy and dedication to the sales experience. Takeaways: ✅ Shruti worked closely with a Series-E FinTech brand, which paved the importance of customer feedback in building product strategy. ✅ Wingman initially came out of a need to capture & leverage cross-functional customer conversations efficiently, especially with cross-border B2B payments. ✅ Shruti saw the need for recording customer videos to make smarter product development strategies and also build marketing strategies. ✅ When Wingman came into being in 2017, tech was limited. As COVID happened and tech exploded, Wingman’s functioning became critical. ✅ AI & transcription services greatly improved the accuracy and feasibility over the years, with scores growing from 49% to much higher figures. ✅ Human behavior was one of the most interesting changes, especially with COVID, as recording meetings became the norm. ✅ The acquisition of Clari was a strategic move that allowed them to leverage Clari’s resources and strongly build upon their mission. ✅ Shruti shared valuable advice on building product-market fit, stressing the importance of solving critical priority tasks and checklists of immediate urgency. ✅ Shruti stressed the importance of coaching and addressed how it is not as high a priority for VPs and sales heads as it should be. She outlined the need to shift perspective when proposing this concept. ✅ OpenAI paved the way for incredible transformation for conversational intelligence and other tools, and Wingman has had a great journey capitalizing on them. We at Revrag.ai are building AI Agents for Revenue Teams in B2B SaaS. Learn more about us and apply for access: https://www.revrag.ai/