How Zip Scaled Enablement and Seller Productivity with AI
Zip is a Procurement Orchestration Platform, providing intake-to-pay solutions that help businesses buy goods and services with the fastest process, least risk, and greatest value. As Zip continues its rapid expansion, scaling its sales and enablement efforts has become a top priority. Legacy enablement solutions proved too rigid and time-consuming, unable to keep pace with the company’s hypergrowth.
1,000+
Letter AI Co-Pilot interactions in the first 90 days of launch
3x
Faster onboarding program launch - delivered in 30 days vs. quarters
90%+
Monthly active users across GTM six months post-implementation
Introduction
By partnering with Letter AI, Zip implemented an AI-powered revenue enablement platform that streamlines content management and content discovery and has become the backbone for a newly refreshed onboarding program.
Letter AI’s AI Co-Pilot answered nearly 1,000 seller questions instantly, reducing dependency on enablement and accelerating deal execution. With a centralized, AI-enhanced content repository and personalized landing pages, sellers can find and tailor materials faster than ever before.
Through continuous innovation and 44+ product enhancements based on Zip’s direct feedback, Letter AI empowers Zip to scale enablement efficiently, drive seller productivity, and enhance go-to-market execution.
In just 30 days, Zip went from a fragmented onboarding approach to a structured, role-specific training experience, driving best-in-class ramp times and team-wide adoption. Six months post-implementation, adoption remains high with 90%+ of total users being active in the platform.
Letter AI has been an integral part of rebuilding enablement at Zip, making sure that our sales people can easily find what they need, when they need it, in the platform that works best for them. In addition, the AI simulations have provided our AEs with a safe space to practice and learn which is critical getting teams ramped quickly. Most importantly, we were able to roll out Letter AI with minimum to no training because it integrates into our standard tools and the interface is intuitive, making the barrier to entry extremely low and driving increased everyday use from our sales and marketing teams.
Challenges
As Zip scaled rapidly, its enablement team faced four major obstacles in supporting a fast-growing salesforce:
Lean Enablement Resources: As Zip rapidly scaled its go-to-market organization, the enablement team needed to support a growing number of sellers and roles while maintaining high quality programs.
With a lean team responsible for over 150 sellers, traditional enablement approaches couldn’t keep up with the speed of growth.
To ensure every seller had the resources, knowledge, and training they needed to succeed, Zip required an LMS and CMS platform with strong AI capabilities that required minimal operational overhead and could empower sellers with instant access to critical information. Letter was able to deliver just that.
Speed to Onboard New Sellers & Create Materials: Onboarding new hires efficiently was critical for maintaining momentum. The previous process required manual intervention and extensive time to create and update training materials. It typically took nearly three months to launch a new onboarding program, making it difficult to keep pace with growth.
With Letter AI, Zip was able to build and launch a complete, structured onboarding and training experience in under 30 days - cutting development time by more than 3x. This enabled the team to scale faster while delivering more personalized, role-specific learning paths for BDRs and AEs.
Role-Specific Practice with Instant AI Feedback: As Zip’s sales team scaled, it became essential to provide BDRs and AEs with targeted opportunities to practice key sales conversations. Traditional roleplays were manual, time-consuming, and often too generic to be effective across a growing team.
With Letter AI, Zip introduced AI-powered simulations that allowed sellers to engage in realistic, role-specific scenarios, such as objection handling for BDRs or navigating complex procurement deals for AEs.
Sellers received instant, actionable feedback, which helped accelerate readiness, improve messaging consistency, and build confidence across the team.
Scaling Knowledge with AI: As Zip’s product offerings and GTM strategy evolved, providing sellers with real-time access to accurate, up-to-date information became a key priority.
To support a growing sales team efficiently, Zip sought an AI-driven approach that could automate knowledge distribution, equip sellers with instant answers, and allow the enablement team to focus on high-impact initiatives.
Letter AI empowered Zip’s busy sales teams with a personal assistant, able to find accurate information in seconds vs. hours. The adoption rate speaks to the value, with 1000+ co-pilot inquiries being made within just the first 90 days of use.
Letter AI Impact at Zip
Letter has dramatically improved how we ramp new hires by giving AEs access to a virtual SME that answers questions and delivers relevant content instantly. The AI-powered learning and roleplay features save time on lesson creation while providing engaging, digestible training that equips our team with the knowledge they need to succeed
Faster Onboarding & Content Creation
Letter AI streamlined the creation of training materials with AI-generated content, reducing the burden on Zip’s enablement team.
AI-powered roleplay scenarios and learning paths personalized onboarding, ensuring new hires ramped up faster and with greater confidence.
As a result, Zip significantly reduced time-to-productivity for new sellers, enabling them to contribute to revenue growth sooner.
Zip achieved best-in-class ramp times, with BDRs confidently on the phones by week 3 and AEs joining customer calls by week 4.
The enablement team built structured training for multiple roles in under 30 days, with just two team members responsible for the entire rollout.
AI-Powered Content Management
A centralized content repository made all relevant sales materials instantly accessible, eliminating the friction of searching through multiple locations.
AI-enriched metadata improved search and filtering, allowing sellers to quickly find the right materials tailored to their deal stage, industry, or buyer persona.
Robust landing pages allowed Zip to organize content for specific initiatives within seconds and deliver instantly to the field.
As an enablement consultant for various SaaS companies, I’m often tasked with rapidly scaling content production within my clients' holistic programs—a process that demands significant time and effort. With Letter AI, I can efficiently develop content, curriculum, and certifications while delivering critical program insights to key stakeholders. This powerful tool streamlines my workflow, enhances my impact, and elevates my effectiveness as an enablement professional.
Letter AI is like having a cheat sheet for customer calls - quick answers, zero hassle, and fewer follow-up emails for basic info.
AI Co-Pilot for Instant Answers & Productivity
Letter AI’s AI Co-Pilot answered over 1000 seller questions in the first 90 days, reducing dependency on the enablement team for routine FAQs.
Sellers received instant, accurate responses to complex questions about integrations, pricing, and product use cases—accelerating sales conversations and improving buyer interactions.
By automating knowledge delivery, Letter AI freed up the enablement team to focus on high-impact initiatives instead of answering repetitive inquiries.
With minimal training required, sellers adopted the platform quickly. Over 90% of users are active monthly, showing strong engagement and repeated use across the GTM org six months post-implementation.
Continuous Innovation Based on Feedback
Zip partnered with Letter AI in rapid innovation cycles, with 44+ product enhancements implemented based on Zip’s feedback.
This ensured that Letter AI’s platform continuously evolved to meet Zip’s enablement needs, delivering an optimized experience for both sellers and enablement professionals.
The partnership empowered Zip to shape the future of AI-driven enablement, ensuring the platform remained aligned with its fast-paced GTM strategy.
I love these new updates and love the speed at which you guys get out new updates too!
As an enablement team with limited bandwidth supporting a hypergrowth GTM team, Letter AI gives us leverage that wasn't possible before with AI-powered content management, learning, and coaching.
The team is great at listening to my feedback and bringing it to life. One of my major feature requests for AI roleplay went live in just 48 hours, making a real difference to how we enable teams. Big fan of Letter!
Real Results
By integrating Letter AI’s unified platform, Zip transformed its enablement strategy, ensuring sellers had instant access to the content, training, and insights they needed to succeed in a fast-moving market.
1000+ co-pilot questions and 5000 content views
Driving unprecedented adoption with Zip’s field teams within just 90 days of onboarding
90%+ of users active monthly
Demonstrating high adoption and ongoing usage six months post-implementation
3x faster launch of onboarding program
Allowing a lean enablement team to ship a differentiated onboarding program for BDRs and AEs in under 30 days vs. quarters
Significant time savings across the board
Reducing the time for enablement to build high quality, personalized content and for field teams to find what the need by 90%+
Best-in-class ramp times for field teams
Leveraging personalized learning, Zip confidently places BDRs on the phones by week 3 and AEs on customer calls by week 4.
Letter isn’t just for reps - it's been a valuable tool for me as a sales manager. The Letter Co-Pilot gives my AEs a starting point to gather information and ask questions, reducing the time I spend answering repetitive inquiries. Having an interactive platform that provides accurate, relevant content on demand allows me to focus on higher-impact coaching and strategy.
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