How Kaiko Systems scaled sales performance with Airspeed
By fitting seamlessly into their existing sales framework, Kaiko used Airspeed to scale coaching, improve forecasting accuracy, and maintain high conversion rates—without losing the effectiveness that made their early sales motion successful.
- 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 that 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 needed to scale from a founder-led motion to a repeatable team model. Onboarding new reps, coaching objection handling, and maintaining conversion rates became harder without clear, concrete examples of what successful sales conversations looked like.
The solution
Layer AI-powered sales intelligence on existing frameworks
Kaiko implemented Airspeed to layer AI-powered sales intelligence on top of their existing SPICED framework—without forcing process change or long onboarding.
Impact beyond sales
Turning conversations into coaching assets
Airspeed gave Kaiko concrete examples of objection handling and successful sales behavior. New hires ramp faster by reviewing real conversations, while managers use live insights during deal reviews.
"We ask Airspeed live in deal reviews. It highlights things we might have missed."
Sustaining high conversion rates
By capturing compliments, objections, and buyer signals directly from calls, Kaiko tailored its sales approach to customer needs—helping sustain conversion rates above SaaS benchmarks.
"We're able to understand who we're talking to."
Forecasting with confidence
Airspeed's visual deal indicators allow leadership to align forecasts with real deal data, reducing manual explanations and increasing confidence from CEO to board level.
"I can just show people the data. It's really easy."
Company-wide visibility, not just sales
Beyond sales, operations, product, and engineering teams use Airspeed to stay close to customer conversations. Slack deal rooms and AI search make insights accessible without adding work for reps.
"Other tools are sales-focused. Airspeed is company-focused."
