KPA Innovation, Technology & Agility

Tell us about your tech stack. What tools do you use to gather and organize data, and which tools do you rely on most in your daily work?

At KPA, our sales team leverages a robust tech stack. Salesforce is our central hub, housing all customer and prospect data, driving cross-sell and upsell insights, and tracking performance metrics like pipeline, bookings, activities and forecasting. To enhance outbound prospecting, we use ZoomInfo, LinkedIn Sales Navigator and Outreach. For call intelligence, Chorus.ai records customer interactions, supports coaching and automates call notes that sellers rely on for post-call summaries and driving next steps. We are also adopting ChatGPT and other AI tools for pre-call research, quick analysis of call notes and building agendas and presentations.

The tool we rely on the most to aggregate and analyze data is Salesforce. Sellers live in Salesforce to manage deals and prospecting, while leadership uses it to monitor pipeline health and forecast accurately.

How has data helped you close a deal?

Data plays a critical role in helping KPA close deals by surfacing insights that change the conversation with a prospect. One example was with a large manufacturing client who was hesitant to invest in our platform, viewing it as a “nice-to-have solution.” Using Salesforce, I pulled their historical safety incident data from discovery calls and combined it with industry benchmarks. I was able to show them that companies in their North American Industry Classification System segment with well-documented safety programs save an average of between $750,000 and $1 million annually in reduced claims and downtime.

By pairing that benchmark with their own Occupational Safety and Health Administration recordable rate and incident costs, we calculated their potential savings if they reduced incidents by even 10 to 15 percent. This shifted the discussion from cost to return on investment. The chief financial officer, who had been skeptical, became a champion once the financial impact was clear. Ultimately, they signed a multi-year subscription, citing the data-backed business case as the turning point.

How does sales and customer data enhance KPA’s sales org? What data do you find most important in the sales process?

Customer data plays a huge role in how we win new business and grow accounts. We use adoption and usage data to see which parts of our platform clients are leveraging the most, which helps us identify natural cross-sell and upsell opportunities. For example, if a client is actively using our training modules but not our incident management tools, we know there’s a clear expansion conversation to be had. We also track engagement history from calls, emails and support tickets to understand the health of the relationship and tailor outreach accordingly. This ensures sellers can be proactive in addressing gaps, surfacing value and positioning solutions that align with each customer’s real-world needs.