Federato, an AI-native insurance platform revolutionizing underwriting operations, turned to SalesHood to unify its go-to-market execution, elevate team enablement, and drive predictable revenue growth. Facing a complex sales cycle and a highly specialized buyer landscape, Federato needed a way to ensure consistent messaging, deepen buyer engagement, and create alignment across sales, marketing, and partnerships.

By adopting SalesHood’s all-in-one enablement and digital sales room platform, Federato achieved measurable improvements in pipeline visibility, sales velocity, and organizational alignment.

Challenge

Federato’s go-to-market model involves complex, strategic deals with large insurance organizations. Each engagement typically involves multiple stakeholders—from underwriters and executives to IT and operations.

The company recognized three key challenges:

• Lost buyer insights: Once buyers entered the sales process, engagement data often disappeared into disconnected email threads, leaving leadership blind to deal health.

• Inconsistent messaging: As a fast-growing company with diverse customer types, Federato needed a scalable way to ensure consistent storytelling across its teams and partners.

• Onboarding and enablement gaps: Rapid growth required faster onboarding, continuous coaching, and better cross-departmental learning experiences.

Solution

Federato implemented SalesHood to power a culture of consistent enablement and buyer engagement. The rollout began with unified messaging and storytelling, supported by AI-driven “pitch-the-pitch” exercises that helped every team member master the company narrative.

The company then expanded SalesHood’s impact across three major initiatives:

1. Digital Sales Rooms (DSRs)

Federato mandated DSRs for every opportunity as a core component of its sales motion. Each deal included:

• A co-branded, personalized buyer hub with tailored content, proposals, and mutual action plans.

• Integration with Salesforce for full pipeline visibility and engagement analytics.

• Real-time insights into buyer behavior—revealing which stakeholders engaged with which content and when.

This approach transformed the sales experience from static email threads into dynamic, data-rich buyer journeys.

2. SkillsHood for Company-Wide Learning

Federato expanded SalesHood beyond sales enablement using SkillsHood to onboard and educate all employees—engineering, operations, and beyond—on insurance fundamentals and customer impact.
This created a unified language across departments and strengthened empathy for customer needs.

3. Partner Certification and Enablement

Federato’s partnerships team leveraged SalesHood to build and deploy a partner certification program, onboarding more than 50 external consultants and partners in the first 30 days. This scalable approach empowered partners to implement, configure, and support Federato’s platform efficiently—accelerating go-to-market scale.

Federato’s investment in SalesHood rapidly delivered transformative outcomes across the business. The company achieved nearly 300% year-over-year revenue growth, fueled by stronger enablement, consistent messaging, and deeper buyer engagement. Customer success and expansion also accelerated, with net dollar retention increasing by 28% as teams aligned more effectively around customer value. Within just the first month of rollout, over 50 partner consultants were certified, expanding Federato’s reach and implementation capacity. Every deal now runs through a digital sales room equipped with an integrated mutual action plan and comprehensive buyer engagement tracking, dramatically improving sales efficiency and forecast accuracy. With real-time visibility into buyer behavior and engagement trends, leadership gained the insights needed to coach more effectively, forecast with confidence, and scale revenue predictably.

Key Takeaways

• Every deal, every rep, every buyer journey runs through SalesHood.

• Personalized digital experiences have replaced fragmented email communications, improving close rates and shortening cycles.

• Cross-functional learning through SkillsHood ensures everyone—from engineers to sales leaders—understands how Federato creates customer value.

• Partner enablement at scale has become a growth multiplier, expanding reach while maintaining quality.

Conclusion

By integrating SalesHood into its DNA, Federato has turned enablement into a strategic growth engine. The company now enjoys full visibility across the buyer journey, greater message consistency, and a data-driven approach to revenue leadership.

SalesHood’s platform continues to power Federato’s next phase of scale—aligning people, process, and performance across the entire organization.