How We Built a Sales Engine From Scratch - Coworker.ai

The Client

Coworker.ai is the brain your company didn’t know it needed but now won’t be able to live without. This AI-native startup plugs directly into the core systems that power modern work (Slack, GitHub, Jira, Salesforce, Notion, Gong, Google Docs, you name it) to ingest and synthesize your organization’s context. The result? You ask, it answers. You think it, it starts doing the work.

With Coworker.ai, teams spend less time searching, aligning, and repeating and more time executing. Think of it as your team’s brain, with GPT-like intelligence that doesn’t just know your business, it *is* your business.

The Problem: All Brain, No Brawn (Yet)

Coworker.ai had built an incredibly powerful product. But like many early-stage AI powerhouses, they faced the classic GTM conundrum: a category-defining solution with no clear path to defining, reaching, and converting the right buyers at scale.

They needed to know:

– Who exactly *should* be buying Coworker.ai?

– How do we explain this beast in a way that lands (and closes)?

– What is the most efficient route to market? 

Why Engage ScaleMate

Coworker.ai tapped ScaleMate to do what we do best: move fast, validate GTM hypotheses in the wild, and spin up a repeatable sales engine. Our mandate was clear—define ICP, pressure-test messaging, and prove traction, not just promise it.

They wanted results. We delivered.

The Solution 

In a tightly executed 3-month project, we:

• Sharpened Coworker.ai’s Ideal Customer Profile (ICP)

• Refined the sales/ROI narrative over 19 discovery calls

• Developed a repeatable top-of-funnel motion via LinkedIn

• Designed and implemented an outbound GTM engine built for scale

• Built the playbook for the next 6-18 months with sales collateral, call flows, and deal management templates

The Results (AKA the TL;DR)

     🎯 26 ICP-fit meetings booked via cold LinkedIn outreach

     🧠 19 discovery calls conducted with qualified buyers

     💡 10 product demos delivered with decision-makers

     🔁 4 prospects entered POC stage by end of the sprint

     ✅ Client renewed for long-term engagement

Let’s be real: for an unproven outbound engine, these results are insane. A 15% POC conversion rate off cold leads? That’s what happens when your messaging hits and your demonstration of value is undeniable.

Key Insight 

Buyers don’t need convincing that Coworker.ai is valuable. They need help justifying the spend/ROI internally. That is where ScaleMate shines, turning a, ”why now?” into a, “how do we get this yesterday?”

Alex Calder, Founder & CEO of Coworker.ai: “ScaleMate didn’t just help us define our GTM – they unlocked it. In three months, they built us a pipeline from scratch, got real traction with the right buyers, and gave us a repeatable engine to scale. We extended without hesitation. They’re the real deal.”