Most GTM teams use prospecting tools to find customers. Jacob Brown, Head of Sales Development at Rilla, used Octave to hire the people who do the prospecting.

Rilla is the leading AI coaching platform for in-person sales teams, custom-trained on a company's sales process, learning from top performers and holding the rest of the team to that standard. When your entire business runs on field reps talking to customers face to face, the BDRs you hire matter a lot.

Jacob's hiring process includes a "fill in the blanks" assignment: candidates get a list of prospects and have to research and populate the data fields manually. First name, last name, job title, LinkedIn URL, company name, website. The test tells him who can actually do the job before he puts them on the floor.

The problem: grading submissions by hand eats 15 minutes a day. That adds up to 5 hours a month, 65 hours a year, roughly a week and a half of a Head of Sales Development's time spent on paperwork instead of pipeline.

So Jacob built a Google Sheets tracker that pulls candidate input in real time, scores completion and accuracy against Octave's data library, and uses AI to predict a pass or fail before time is even up. When he opens the dashboard, he sees field-level scores for every candidate, a live progress rate in blanks per minute, and a clear verdict: pass or fail.

It's a clever use of Octave, but it's just one example. GTM teams are using Octave to run account research, build outbound sequences, score leads, prep for calls, and track what's actually working across their pipeline. The common thread is context: Octave sits between your data and your execution tools so every motion is grounded in something real.

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