How Grammarly put the power of AI into the hands of reps to 2.5x meetings booked

Key quotes

“We were spending anywhere from 4 to 6 hours per week just on contact creation across Sales Nav, ZoomInfo, and our own database. That’s time that we've given back to the team with Common Room.”

• 

  Riley Harbour

  Head of Business Development

“What our teams value most is the action layer. Rather than cobbling together insights from many different tools, they now have everything they need in one workspace, saving reps valuable time and opening new doors to pipeline generation.”

• 

  Jeff Bedford

  Direct of Marketing Operations

“The pre-Common Room time was a bit of choose-your-own-adventure. Now we're in a place where we have that recipe to help every rep consistently hit quota.”

• 

  Riley Harbour

  Head of Business Development

Background

AI is transforming how companies go to market, giving teams across operations, sales, and marketing superpowers to solve real-world problems and drive real-world results.

That’s why organizations like Grammarly aren’t just exploring GTM AI—they’re partnering with platforms like Common Room to deploy it at scale.

Here’s how Grammarly used Common Room to:

• Enhance and implement internal AI models for reps in the field
• Eliminate manual workflows with AI automation
• More than double meetings booked

Replace manual workflows with AI automation

As a popular product-led company with a sales-led motion for enterprise deals, Grammarly’s BDRs and AEs were constantly on the hunt for data and signals that could help them prioritize accounts and personalize outreach for the right buying committee members.

Much of this work happened in Tableau dashboards, where reps would switch between reports in search of product usage data.

The process was manual and required multiple tools to get a sales flow up and running—and the insights stopped at product activity.

Leaders from across the operations, sales, marketing, and data teams—including Director of Marketing Operations Jeff Bedford and Head of Business Development Riley Harbour—set out to transform Grammarly’s pipegen motion via an AI propensity model.

The goal was to give time back to go-to-market teams by helping them identify the right contacts to outreach.

The next step was enhancing the model and making it actionable for reps in the field.

Grammarly explored tools like Pocus and Clay, but Common Room’s customizability and UI action layer set it apart.

Playbook

Follow up on the best leads fast with signal-based scoring

Engage the right accounts at the right time using every signal.

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“Common Room has transformed our GTM operations by providing a flexible platform that seamlessly integrates with our proprietary ML data models,” Jeff said.

Reps get a 360-degree view of accounts served up in a unified profile featuring key information.

Playbook

Identify and action on signal-heavy accounts

Prioritize accounts based on buying signals and take action fast.

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This makes it easy for reps to rapidly get up to speed on each account and accelerate both prioritization and personalization.

“We were spending anywhere from 4 to 6 hours per week just on contact creation across Sales Nav, ZoomInfo, and our own database,” Riley said. “That’s time that we've given back to the team with Common Room.”

Common Room’s sales workbench enables reps to action on accounts without ever switching screens—they can send or sequence directly from any contact- or account-level view.

Playbook

Spotlight and scale top-performing sales plays

Recognize and reproduce your revenue superstars.

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“What our teams value most is the action layer,” Jeff said. “Rather than cobbling together insights from many different tools, they now have everything they need in one workspace, saving reps valuable time and opening new doors to pipeline generation.”

Results

Since rolling out the model and Common Room, Grammarly has seen a 50% increase in reply rates and a 35% decrease in lead-to-opportunity time compared to traditional outbound processes.

Additionally, AI-recommended contacts in Common Room have a 2.5x rate of meetings booked compared to cold outbound contacts.

On average, outreach to these contacts leads to 2.4x more closed-won pipeline.

With Grammarly’s acquisition of Coda, and the integration of the two companies’ product roadmaps to build the productivity platform for agents and apps, the team is excited to keep evolving its approach to signal-led, AI-first GTM.

“The pre-Common Room time was a bit of choose-your-own-adventure,” Riley said. “Now we're in a place where we have that recipe to help every rep consistently hit quota.”

Grammarly is the trusted AI assistant for communication and productivity. Common Room is Grammarly’s trusted AI platform for pipegen.

Turn GTM into an AI science with Common Room

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