---
title: SaaS sales coaching for tech sales teams | Ricavi
url: https://www.ricavi.ai/industries/tech-saas
updated: 2026-10-21
language: en-AU
---

# SaaS sales coaching for teams scaling past founder-led sales.

> Recording calls is step one. Ricavi coaches SaaS reps live on every call and adds deal scoring and forecasting, so you can scale past founder-led sales. Ricavi’s forecast appears beside your own once ten or more deals have closed.

This is the Markdown version of Ricavi’s tech and SaaS page, written for AI assistants. It follows the page section by section. The figures are the page’s approved figures. Times and scores come from one example call.

- Page: https://www.ricavi.ai/industries/tech-saas
- Pricing: https://www.ricavi.ai/pricing
- Book a demo: the Book a demo button on https://www.ricavi.ai/industries/tech-saas opens the demo form.

## The five things on this page

1. Every AE coached live on every call.
2. The AE went straight to pricing. Ricavi’s nudge: ask who signs off first.
3. One question for each MEDDPICC letter.
4. You choose which calls are recorded. Some never are.
5. Ricavi drafts the email and CRM update. They wait until the AE says yes.

## Tech and SaaS

Ricavi coaches every AE live on your methodology, so your questions get asked on calls you’re not on.

- SOC 2 Type I and II
- ISO 27001
- GDPR
- No external training on your data

## What Ricavi does for your AEs

1. **Live on every call.** Ricavi nudges the AE while the buyer is still there.
2. **Onboard new AEs.** New AEs ask the coaching chat, which draws on your playbook.
3. **Renewal calls too.** Renewal and upsell calls get the same live coaching.
4. **Approve each draft.** Nothing is written to your CRM until someone approves it.

## Where Ricavi sits: coaching on the calls and CRM you already run

Calls come in from Google Meet, Microsoft Teams, and Zoom. Ricavi records them and reads the deal’s record in your CRM. Drafted updates go back only once the AE approves them.

- 83%: less admin. Ricavi writes the notes and drafts the follow-ups. It updates the CRM once the AE approves.
- Ricavi sits above your CRM and guides the work at every stage.
- Account, deal, and contacts
- Drafted updates
- So the pre-call brief lands 30 minutes before each call.
- Connected at onboarding, with your calendar.
- Nothing is written to your CRM until the AE approves it.
- Not a DIY product. Installed and monitored by sales and technical leaders.

## The founder’s question, on every AE’s call

Ricavi tracks your methodology live. If a key question is still open after halfway, a smart nudge suggests the words to say. Only the AE sees it.

1. The buyer asks what **forty seats** would cost.
2. The AE starts on the tiers. **A smart nudge** arrives.
3. The founder’s question: “**Who else is involved in signing this off**, and what are the steps?”

- A new AE’s third call, the product demo
- The buyer sees a normal call. Only the AE sees Ricavi.
- The AE went straight to pricing.
- Ricavi’s nudge: ask who signs off first.
- every discovery call, every demo, every renewal

## The AE’s seat: sales onboarding that runs on your own playbook

A new AE is coached live from their first call. Every call ends with a scorecard.

1. **Scored on your sales process.** Each recorded call gets a score. It checks your questions, your tone, how you handle objections, and your own steps.
2. **A private coaching chat.** The coaching chat already knows what was said, so you can ask it why the sign-off question nearly waited. It stays private unless you share it.
3. **Your next move.** One press drafts the discovery questions you skipped, ready for the next call.

- How the coaching works

> “Ricavi has helped me generate 50% more net new opportunities. Over an 11-week period, I was able to secure 12 new deals, resulting in a 38% increase in our quarterly sales.”
> Conor Bell, Account Executive, HubSpot

## Under the bonnet: built on how sales is taught, not bolted on

Behind Ricavi are 20 years of the founders’ sales coaching and 5,000+ built-in skills.

- The people behind it
- Built by builders.
- Dave builds companies. Regan builds sales teams. Luigi builds performance.
- **David Fastuca:** Co-founder and Chief Executive Officer
- David is a serial entrepreneur who helped found Locomote and sold software businesses before Ricavi. Now he builds the product and the business, with a focus on making AI that sales teams use every day.
- **Regan Barker:** Co-founder and Chief Revenue Officer
- Regan builds sales teams, most recently for a professional services firm that sold for A$1 billion in 2026. Regan, a full-cycle revenue leader, manages Ricavi’s enterprise pipeline.
- **Luigi Prestinenzi:** Co-founder and Chief Customer Officer
- Luigi has generated $1.45 billion in pipeline across 20 years of selling and coaching. He built the coaching methodology behind Ricavi and co-hosts the Revenue Leaders podcast.
- **Revenue Leaders podcast:** Hosted by Luigi, Regan, and Dave
- **The B2B Sales Playbook:** By Luigi and Dave
- Built-in skills
- 5,000+: each one is a play for one moment in a deal, like handling a price objection or mapping the buying committee.
- They say it seems expensive.
- Handling a price objection
- Nobody said who else has to sign it.
- Mapping the buying committee
- The proposal has been with them for eleven weeks.
- Restarting a stalled deal

> “I have been working with the team at Ricavi for the last two months and already achieved higher conversion rates and a faster sales cycle.”
> Stuart Cook, MD, TWIYO

## MEDDPICC, letter by letter: SaaS sales training that starts with the founder’s questions

One question for each MEDDPICC letter, with what a good answer sounds like. Copy them into your onboarding doc. When MEDDPICC is your methodology, Ricavi’s live checklist tracks all eight elements on every call.

- Copy all
- Rewrite each one in your own words before it goes into your playbook.

## For your admin: choose which calls are recorded

- Set by your admin, for the whole company.
- Ricavi supports your compliance process. It doesn’t replace your compliance review or your record-keeping obligations.
- You choose which calls are recorded.

## In complex sales, one champion is rarely enough

Ricavi flags a deal with one contact. It drafts an email asking who else is involved. Nothing is written to your CRM until someone approves it.

- **To review:** The AE edits and approves each draft on its own.
- **Send email:** Follow-ups go from your own account, and only once approved.
- **Or dismiss it:** Dismiss a draft and nothing is sent or synced.
- **Up next:** Your admin sets which CRM fields Ricavi may update.
- Ricavi drafts the email and CRM update.
- They wait until the AE says yes.

## How do you scale a sales team

- Write down how the founder wins deals, make it the methodology every AE follows, and coach against it on real calls. Ricavi runs that methodology as a live checklist on every call and nudges an AE when a critical question is still open after halfway. Each call is scored against it, so managers coach from scorecards instead of memory.
- Write it down
- Any sales methodology, or build your own from the founder’s questions.
- See it →
- Hand it over
- Run it live
- A live checklist tracks the method and nudges the AE on a critical gap.
- Keep deals honest
- Ricavi flags a single-threaded deal and drafts the email to widen it.
- Last reviewed 10 Oct 2026
- Source: Ricavi product team

## Recorder or coach: SaaS sales coaching for teams that already record every call

A recorder works like a dashcam and shows you what happened after the call. Ricavi works like a driving instructor in the passenger seat.

- A call recorder
- Ricavi
- During the call
- It records, and the AE is on their own.
- A live checklist, objection prompts, and a nudge when a critical question is still open.
- How live coaching works →
- After the call
- A transcript and a summary, if someone opens them.
- A transcript, a summary, a scorecard against your methodology, and a coaching chat that already knows the call.
- Your methodology
- A word to search for later.
- Ticked off live on every call, then scored.
- Your CRM
- Depends on the tool.
- Updates are drafted from the call. Nothing is written to your CRM until someone approves it.
- Compared with a tool that only records. Some recorders add live features.

## Meet us before you buy. Watch, read, or join

- **The live weekly session:** Free, in Growth Forum

## FAQ: what founders ask us first

### How do you scale a sales team?

Write down how the founder wins deals. Make it **the methodology every AE follows**. Then coach against it on real calls. Ricavi runs that methodology as a live checklist on every call. It nudges an AE when a critical question is still open after halfway. Each call is scored against it, so managers coach from scorecards, not memory.

### Does Ricavi’s SaaS sales coaching cover demo calls?

Yes. Set the call objective to Demo in the pre-call brief. Ricavi drafts an agenda. In the demo, **the live checklist keeps tracking your methodology**. It nudges the AE if a key item is still open after halfway. After the call, the scorecard rates your methodology. It also rates discovery, your questions, your tone, and how you handle objections.

### We already run MEDDPICC. How does Ricavi use it?

Choose MEDDPICC as your methodology, and it applies everywhere at once. The live checklist ticks off each element as it’s covered. The scorecard adds MEDDPICC categories. The pre-call brief and the coaching chat use it too. **One methodology is active for the whole company.** Playbooks can be assigned to a team or an AE.

### Is Ricavi a sales onboarding platform?

For the part that happens on a new AE’s real calls, yes. Ricavi doesn’t host courses, so it sits beside any you already run. New AEs **learn your playbook by asking the coaching chat**. They practise the hard moments with an AI-simulated buyer in text chat. And they get a scorecard on every call.

### Does Ricavi record SDR dialler calls?

No. Ricavi records and coaches calls on Google Meet, Microsoft Teams, and Zoom. **Phone and dialler calls aren’t recorded**, so SDR cold calls stay outside it. When an SDR runs a meeting on one of those three apps, it’s coached like any other call.

### Is this another tool our AEs have to learn?

AEs install **one Chrome extension** and keep working in the tools they already use. Coaching appears in a sidebar during their calls. Briefs and the morning briefing arrive by email. Drafted follow-ups wait in one queue, ready for the AE to send.

### When can the founder step back from deals?

Let the scorecards tell you. Ricavi scores every AE’s calls and tracks the trend. So you can see who now asks **the questions you used to ask yourself**. Step back from the smaller deals first. Stay close to the largest until an AE’s scorecards are consistent. That’s how founder-led sales becomes a team habit.

### What does Ricavi cost?

Ricavi has two costs. Onboarding is a one-time fee. It includes a dedicated onboarding manager, and **your playbook is built with you**. After that, Ricavi is a monthly plan. The pricing page lists both figures and what each one covers. You can also ask about them in a demo with a founder.

## Product facts

| Figure | Label |
|---|---|
| 83% | Less admin. Ricavi writes the notes and drafts the follow-ups. It updates the CRM once the AE approves. |
| 5,000+ | Each one is a play for one moment in a deal, like handling a price objection or mapping the buying committee. |
| 9 | Sales frameworks built in, plus your own. |
| 20 years | Of the founders’ sales coaching behind the product. |

- Security and data: SOC 2 Type I and II, ISO 27001, and GDPR.
- Meetings: Google Meet, Microsoft Teams, and Zoom, through a Chrome extension. No bot joins by default.
- CRMs: HubSpot, Salesforce, and Microsoft Dynamics. Nothing is written to the CRM until the rep approves it.

## Links

- Tech and SaaS: https://www.ricavi.ai/industries/tech-saas
- Pricing: https://www.ricavi.ai/pricing
- Book a demo: use the Book a demo button on https://www.ricavi.ai/industries/tech-saas
- Sales coaching software: https://www.ricavi.ai/sales-coaching-software
- For sales leaders: https://www.ricavi.ai/for/sales-leaders
- For sales managers: https://www.ricavi.ai/for/sales-managers
- For sellers: https://www.ricavi.ai/for/sellers