How Diligent Transformed GTM Strategy with AdamX
From data overload to 100% GTM clarity in weeks
clarity on what's working across the entire GTM organization
faster rep onboarding through buyer-led role play
reduction in siloed decision-making across Sales and Enablement
About the Company
Diligent is the leading GRC SaaS company, empowering over 1 million users and 700,000 board members
Noah Marks, SVP at Diligent, brings 20 years of GTM leadership experience from Salesforce, Okta, Udemy, and Wells Fargo to drive the company's go-to-market strategy.
The Challenge (Before AdamX)
Understanding the obstacles Diligent faced before partnering with us
Watch: The core challenges Diligent needed to solve
The Data Mirage
Despite having every call recorded, teams were flying blind, reacting to anecdotes and gut feel rather than patterns. More data wasn't helping—it was just noise. The signal was buried inside conversations, but no one had the time or system to extract meaningful insights.
Coaching Bottlenecks
Reps had no safe space to practice before high-stakes calls. They couldn't fumble, ask questions, or rehearse with confidence against their real ICP. Traditional coaching methods didn't scale, and reps went into real conversations unprepared.
The Alignment Gap
From reps to managers to execs, teams operated with filtered or delayed insights. Conversations happened daily, but the most important buyer signals rarely made it beyond the immediate team. Critical intelligence stayed siloed instead of driving org-wide decisions.
Why AdamX
Needed buyer intent signals extracted from conversations, not just transcripts and dashboards
Wanted AI role play rooted in real buyer conversations, not generic simulations
Required insights shared across teams, not stuck in silos
Sought actionable meaning from data, not just more metrics to review
The Solution
AdamX deployed Synthetic Buyer technology to bridge the gap between data and decisions.
How It Worked
TopJourney
TopJourney analyzed Diligent's buyer conversations across the entire sales cycle, surfacing winning moments, missed signals, and hidden blockers that traditional tools couldn't detect. This gave leadership a complete view of what buyers actually cared about at each stage.
TopRep
TopRep transformed how teams extracted meaning from conversations. Instead of reviewing transcripts manually, Synthetic Buyer highlighted buyer intent, emotional reactions, and golden moments automatically. Managers received coaching clips tied to real buyer perspectives, making feedback immediately actionable.
RolePlay
RolePlay enabled reps to practice with AI simulations built from actual buyer conversations, not hypothetical scenarios. Reps could safely experiment, ask questions, and get real-time feedback before facing real prospects, accelerating onboarding and skill development.
The Results
clarity on what's working and what's not across the GTM organization
faster onboarding through personalized, buyer-led role play
reduction in siloed decision-making across Sales and Enablement
alignment on buyer signals and GTM priorities for the first time
“If data isn't actionable, it's just useless. AdamX surfaces the signals that actually matter: buyer intent, emotional reactions, and golden moments across the funnel. The best companies five years from now will be the ones using this.”
The Takeaway
Data without meaning is just noise—extract buyer signals, not transcripts.
Safe practice environments accelerate skill development faster than live-fire training.
Shared intelligence across teams drives alignment and faster GTM decisions.
Want Results Like Diligent?
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