Revenue teams today are drowning in information but starving for actionable insight. Between endless call recordings, incomplete CRM updates, and scattered product feedback, frontline teams are buried under a mountain of disconnected data. After 20 years in enterprise sales, I’ve seen firsthand how reps spend more time managing information than moving deals forward — and leaders are left guessing where real risks and opportunities actually are.
Momentum solves this by transforming passive data into active execution. This goes beyond just capturing customer conversations - they structure, analyze, and orchestrate critical actions across your GTM teams. Every insight is automatically connected to the right person, the right system, and the next best step — helping teams operate faster, smarter, and with less manual overhead.
The Problem With Revenue Intelligence
Today’s revenue intelligence tools stop short. They record calls. They transcribe meetings. But 90% of the captured data sits unused — locked in videos, buried in transcripts, or siloed inside CRMs.
As Santiago Suarez Ordoñez, CEO and co-founder of Momentum describes it, the current standard for revenue intelligence lacks a significant amount of, well, intelligence.
“The problem we keep identifying with companies is a constant yearning to tap into this incredibly vast data source — the words of their own customers, prospects, and reps,” said Santi. “Companies struggle to get a hold of that information.”
Within one sales or support call, approximately 8,000 words are exchanged and recorded, and hidden within this data are valuable insights into both customer and representative behavior. Every word of this conversation creates a highly detailed image of how the customer makes their purchasing decisions, including how they think about the company, its products, its competitors, and its pricing. However, according to Santi, the average Salesforce note has no more than 25 words.
Despite all the technology stacked around sales, customer success, and support teams, the core execution problem persists because of three forces working against them.
- Inefficiency Gap
The tools built to "capture more data" have added complexity, not clarity. Instead of speeding up execution, they slow it down. Reps are spending valuable time updating CRM fields, attending redundant internal meetings, and navigating disconnected workflows that add no value to customers or pipeline movement. - Data Silo Gap
Customer insights are trapped in too many places—call recordings, Slack messages, CRM notes, support tickets, emails—with no unified system to connect and activate them. Valuable signals that could accelerate a deal, prevent churn, or uncover expansion often die in isolated systems without ever driving action. - Insight Loss Gap
Even when insights are captured, they are rarely delivered at the moment they’re needed. Managers hear about risks too late. RevOps can't surface trends fast enough to guide strategy. Sellers and CSMs operate blind because yesterday’s insights are buried, outdated, or invisible when the next customer conversation happens.
When companies recognize the problem, they usually try one of three solutions — but none of them fully solve it.
First, they invest in conversation intelligence tools to record and transcribe meetings. While valuable, these tools were never designed to orchestrate execution. They capture data, but they don't structure it, act on it, or surface the right signals at the right time.
Second, some teams try to build their own internal systems — patching together Salesforce custom fields, Slack channels, dashboards, and manual tagging processes. But DIY efforts quickly become a web of disconnected workflows that are fragile, time-consuming, and impossible to scale.
Third, companies fall back on manual processes. They burden reps with even more internal meetings, force CRM hygiene through mandatory fields, and create reporting layers that require even more human interpretation. Instead of empowering customer-facing teams, they pull them further away from selling, supporting, and driving revenue.
The result is predictable:
Revenue teams spend more time managing information than moving deals forward — and despite all the extra effort, the insights that matter most still get lost.
Momentum’s “Revenue Orchestration” Technology
When we first evaluated Momentum, it quickly became clear they were addressing something deeper than surface-level automation. Beyond their strong early growth, what impressed us most was the clarity of the problem they were solving — and the urgency of that problem in the market right now.
Across our portfolio companies and LP network, one theme comes up again and again: a need for better visibility into what’s actually happening with customers. Companies struggle to answer fundamental questions. Why are deals stalling? Why are customers churning? Are pricing models aligned with customer value perception? What product features are truly driving decisions post-sale? These aren’t theoretical gaps — they’re active revenue leaks that cost companies millions annually.
Historically, leaders have relied on anecdotal data passed through layers of human interpretation — filtered by reps, distorted by lagging CRM notes, or diluted by internal reporting chains. The real voice of the customer was often lost by the time it reached decision-makers.
Momentum changes that. Their platform gives companies a direct line to customer truth — capturing raw signals from conversations without requiring manual rep input or subjective filtering. Instead of asking reps to summarize or interpret customer feedback and then manually update Salesforce, Momentum acts as an AI agent embedded inside Slack. It listens to the actual conversations, extracts structured signals, and suggests next best actions automatically — all in the flow of work.
This isn’t just faster. It’s more accurate, more scalable, and far more powerful. It means revenue teams can finally operate with live customer intelligence, not outdated assumptions.
How It Works: Processing and Synthesizing Customer Conversations at Speed.
From call recordings to emails, Momentum’s product combs through customer interactions, pulling out structured insights and sending them to wherever revenue teams need them. This creates what Momentum calls an “AI Data Pipeline,” where important customer data is swiftly analyzed and transported to the workspaces and tools that revenue teams are already using.
Common use cases include surfacing discovery answers for BDRs, identifying churn risks for CSMs, flagging objections for Marketing, and delivering AI-powered briefs to Execs.
How Momentum Transforms Conversations into Action:
Momentum integrates directly into a company’s existing tech stack, pulling signals from recorded calls, emails, chat conversations, and even direct call recordings through Momentum Intelligence and AI Notetaker. It doesn’t just capture raw transcripts, it structures the data, extracts key moments, and links every insight to real CRM records, Slack channels, or deal workflows.
Instead of static notes or disconnected summaries, Momentum synthesizes live customer interactions into actionable signals. Risk alerts, expansion triggers, success milestones, and next steps are automatically surfaced and delivered into the systems where teams already work — Salesforce, Slack, and beyond.
This orchestration happens without adding an administrative burden on reps. They receive deal summaries, coaching tips, and actionable insights directly in their daily workflow. CRM fields are updated automatically. Leaders gain immediate visibility into account health, pipeline movement, and customer feedback, without chasing status updates or relying on lagging indicators.
The result is a complete upgrade from traditional customer intelligence. Momentum doesn't just listen — it contextualizes every customer interaction across the full lifecycle and transforms that intelligence into proactive recommendations and orchestrated execution, helping revenue teams move faster, close stronger, and scale smarter.
Momentum is built to fit how you work today. Companies can either use Momentum’s built-in AI Notetaker to capture customer conversations end-to-end, or seamlessly integrate with existing conversation intelligence tools like Gong, Chorus, and Zoom to activate the insights already flowing through their systems.
Convenient, Customizable Orchestration
Additionally, Momentum’s data gathering and distribution can be customized to fit the needs of an organization. CS teams can be flagged for potential churn signals from customers, product feedback can be shared via Slack directly with the Product team, and call summaries are pushed directly into standard Salesforce notes.
As an AI-powered tool, Santi explains, the goal of Momentum is to do the grunt work of data analysis and distribution — all while operating in the background as much as possible. AI agents give revenue teams the opportunity to stay on top of their customer intelligence with little effort.
“You write the prompt. We get all the calls, the emails, and all the tickets. And then when something catches, we just place it in the right channel for the team to see it,” said Santi. “No video watching. No new app or workflow for your reps. No new process. No required fields for anybody.”
This approach resonates deeply with my experience leading go-to-market teams. Throughout my career, I've witnessed the constant struggle of trying to extract meaningful insights from customer conversations while minimizing the administrative headache on sales teams. What excites me most about Momentum is how it eliminates these friction points, transforming customer conversations into actionable intelligence without adding more tasks or another tool to learn to already busy reps.
Moving Business Forward, Faster
For businesses looking to adopt GenAI tools, Momentum offers quick deployment, and companies are seeing right away, with immediate improvements in customer insights and operational efficiency. As Santi, explains, the speed of implementation is a major advantage for teams looking to harness AI without a lengthy onboarding process:
“Our customers love what Momentum can do because we can deliver it in an afternoon. On Monday morning, we connect, and by Monday afternoon, we’ve delivered one year's worth of analysis.”