How Google Cloud used Yoodli AI to rollout new GTM pitch certification to 15,000+ employees (with 92% CSAT)

The Problem

The Google Cloud Go-To Market team needed to roll out a new strategy across their org. This involved certifying over 15,000 employees on their services pitch within 1 month. Typically, such a certification would involve one off instructor led training, manager roleplays, and hundreds of hours of enablement team time spent manually reviewing pitches. 

Quantifying impact, providing learning reinforcement, and ensuring consistency of practice were top of mind for the Cloud leadership team. Given the speed and scale of the rollout, Google needed a bespoke, seamless, and low friction way of certifying employees.

“The Yoodli rollout was such a success that Google Cloud is now using Yoodli AI coaching for additional enablement programs across the company – these range from employee onboarding to manager roleplay simulation and ongoing recertification” – Jason Nager, Head of GTM at Google Cloud 

The Solution

Google Cloud used Yoodli AI sales coach to create a bespoke pitch certification program, all customized around the Google Cloud method. Through Yoodli, the Cloud enablement and L&D team was able to:

1) Create Google Cloud specific scenarios and objections for learners to practice

2) Build custom rubrics that the AI would grade learners against

3) Customize talking points that learners should hit

4) View org wide progress on their admin dashboard

""Yoodli made pitch certification fun, scalable and easy to implement. Without Yoodli, it would have been very challenging to ensure that all employees used the same voice when discussing our new GTM strategy ""

—Arpit Vaidya, Strategy at Google Cloud (Yoodli implementation lead)

The learner flow was as follows:

• Access Yoodli through Intellum’s learning management system
• Practice their pitch with Yoodli AI sales coach
• Respond to contextual and relevant objections from Yoodli
• View their Yoodli coaching report with feedback on talking points hit, objections handled, as well as analysis on their executive presence, pacing, listening skills, and more
• Share their Yoodli with a peer for asynchronous human feedback

Learners had unlimited access to Yoodli. They could practice their pitches as many times as they liked in order to build their confidence.The private, judgment free aspect made it feel less like an assignment and more a self improvement opportunity

The Outcome

• The training had a CSAT of 92% (compared to 90% target)
• The training program completion rate was 20% higher than average Google Cloud trainings
• The core metric (number of GCP talking points hit) increased by 100%+ from the first Yoodli practice to the last Yoodli practice session for participants. This was the single biggest internal training run by Google Cloud to date
• Given the success of the program, Google Cloud is now using Yoodli across all enablement programs – from employee onboarding to speech preparation and manager training
• 77% of power users shared their speeches with colleagues for human-in-the-loop feedback, reinforcing peer to peer learning