How OneStock strengthened sales execution with collaborative rooms
How Johan Benoualid – CSO at Onestock – built a scalable sales engine by empowering sales teams with a collaborative process to co-build deals with buyers
- Why consistency drives scalable revenue
- How Onestock unified sales execution with Katalyz
- What changed: 30% faster deal progress, stronger team alignment
When every seller runs their own playbook
For Onestock, four recurring challenges stood in the way of predictable, scalable growth:
- Driving more impacts: Delivering the right content and messages at each stage - discovery, evaluation and selection - is critical
- Complex Sell Process: Sellers need to empower Champion and Buyers to access relevant information in a convenient way. In such complex sales cycles, building a collaborative environment is a must.
- International markets: Covering many regions and prospect types made consistency a constant struggle, especially in a fast-growing team.
“When you’re selling to Enterprise across markets, you need to operate as a team with each customer stakeholder, applying Meddic in a disciplined way. We needed one consistent collaborative place — simple to follow, flexible to adapt.”
Scaling success with one unified playbook
With Katalyz, Onestock streamlined deal execution and created consistency across reps and regions:
- Personalized Buyer Rooms: Each prospect gets a personalized, branded digital room that gives buyers clarity while ensuring every rep follows a consistent structure across teams and regions.
- Templates & Playbooks: With every rep using the same processes and resources in their digital room, teams across regions follow one winning structure that can be easily adapted when needed.
- AI-Driven Insights: Engagement signals reveal which sales techniques work and which don’t, allowing teams to share insights and align on proven best practices across regions.
- Collaborative Workspaces: A single room where prospects can comment, collaborate internally, and access everything they need, ensuring deals stay on track and giving every team the same unified way to drive opportunities forward.
Turning consistency into scalable revenue
✔ Consistent deal execution — Deal progress 30% faster. Consistent playbooks, efficient collaboration with buyers enable better deal structuring in accordance to Customer and Champion requirements.
✔ Time saving — Ready-to-use content lets reps tailor their approach in seconds, keeping everyone aligned on the same structure within the collaborative space.
✔ Sales, marketing, pre-sales alignment — Reps instantly access the right messaging and assets to pitch with relevance, keeping every team on the same page and moving deals forward faster.
✔ Clarity & control — Leadership scaled best practices across teams and regions, ensuring consistent execution that turns into repeatable revenue.
✔ Predictability — Harmonized execution across teams gives leadership control over pipeline quality and the confidence to forecast revenue with precision.
“It’s how we scaled best practices, reinforce relationships with buyers, and improve deal progression. Our sales teams love it because it gives a structured way to communicate a large volume of content to structure the deal. Centralizing everything in the deal room enables us to collaborate in a structured way, so we can build a competitive advantage and win the deal.”
Why Other Tools Didn’t Get the Job Done
Before Katalyz, Onestock struggled to bridge the gap between strategy and execution.
- CRMs are strong reporting tools, but they didn’t help reps actually execute their deals.
- Internal portal existed, but they didn’t enable collaboration with external stakeholders.
- Playbooks existed, but they quickly became outdated and forgotten — gathering dust instead of driving results
Katalyz changed that. Its buyer-first approach enabling to collaborate efficiently— right where the deal happens. Reps can empower buyer to become a champion, unified process that’s easy to adapt, ensuring consistency across teams and making every deal more winnable.