How Momentum Enables 1Password’s Sales Teams to Focus and Perform

The Challenge: Scaling Insights in a Competitive Market

At 1Password, Navin Persaud, Vice President of Revenue Operations, faced a significant challenge: supporting a sales team navigating the complexities of selling to security-conscious buyers while scaling operations to serve over 150,000 customers. 

“Selling is hard,” Navin explained. “It’s super competitive out there, especially given the people we sell to—security-minded professionals at small, medium, and large companies.”

With an ever-increasing volume of customer conversations and a need to reduce reps’ administrative burden, Navin aimed to streamline processes, uncover insights, and empower his team to spend more time in front of customers. Traditional solutions were either too cumbersome or failed to surface meaningful, actionable data at scale.

 A Game-Changing Demo Led 1Password to Momentum

Initially, Navin sought a simple tool to connect 1Password’s CRM with Slack, delivering real-time notifications about changes in sales forecasts or deal statuses. But when he saw a demo of Momentum, the decision was clear.

“They showed me how they were using their own product during a renewal review with us,” Navin recounted. “Momentum had recorded the conversation, summarized next steps, flagged concerns, and shared actionable insights. It wasn’t just a note-taker—it was a game changer.”

Momentum’s ability to use AI to extract insights from conversations, answer predefined questions, and make that information easily accessible convinced Navin it was the right solution. “The data wasn’t tucked away in a file no one would see again—it was front and center. That really blew me away.”

Empowering the 1Password Sale Team Through Automation

Momentum has become a key enabler of operational excellence at 1Password, embedding itself into both the daily workflows of sellers and the strategic processes of leadership.

The narrative of Momentum’s impact begins with the reps themselves. By integrating Momentum into Slack, the tool provides real-time notifications that bring clarity and focus. “Our sales team is often working in Slack and CRM,” Navin shared. “Momentum sends timely, actionable updates that cut through the noise—alerts like, ‘Time to go do something,’ or, ‘Something has happened.’ It’s like having a coach always watching your back.”

Momentum’s AI also automates call transcriptions and extracts key insights, reducing the need for reps to manually enter data into the CRM. This frees up significant time. 

“The most important thing Momentum delivers for me is insight at scale,” Navin emphasized. “Reps aren’t spending their time making notes or filling out fields. They’re spending their time selling.”

Momentum’s AI signals feature goes even further, providing Navin and his team with weekly summaries that capture customer sentiment, product feedback, and areas for improvement. These insights feed directly into strategic decision-making. “Every week, I get a summary in Slack that shows all the conversations mentioning our new product. It cites quotes, answers predefined questions, and summarizes them succinctly. Without Momentum, that would be incredibly difficult.”

The tool’s utility extends beyond sales. When 1Password launched its Extended Access Management product, Momentum tracked customer sentiment at scale. The insights were shared with product teams, enabling faster iteration and better alignment with customer needs. Navin reflected, “Momentum is giving us coaching and product insight opportunities that we would never have at scale otherwise.”

The Results: Time Savings, Better Data, and Strategic Insights

1Password has realized transformative outcomes with Momentum:

1. Time Savings: Reps have more time for meaningful customer interactions, driving higher productivity and focus.
   
   
2. Improved CRM Accuracy: Automated data entry ensures complete, reliable records.
   
   
3. Enhanced Decision-Making: Leadership gains deeper insights into customer sentiment and product reception, enabling agile responses to challenges and opportunities.
   
   
4. Greater Collaboration: Teams across sales, product, and leadership stay aligned with shared insights delivered via Slack.
   
   

The impact has been clear from day one. “Momentum helps us walk the tightrope between good data and efficient processes,” Navin said. “It’s the antidote to the admin burden that reps face.”

Endless Possibilities with Momentum

Momentum has become essential to 1Password’s operations, but Navin sees even more possibilities on the horizon.

 “Momentum is like Friday night on the couch with Netflix—there’s so much content, and it’s about figuring out the best way to use it. The art of possible is a lot of what I see in Momentum.”

As 1Password continues to scale, Momentum is positioned as a strategic partner—not just a tool—helping the team stay ahead in a highly competitive landscape. “Momentum isn’t just nice to have,” Navin concluded. “It’s table stakes in what we do.”

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