How Couchbase turned account planning into a strategic weapon

Increasing rep adoption and productivity

90%+

Adoption across 250+ global reps

7 custom rollouts

Localized enablement across AMER, EMEA, APAC

From Day 1

Prepping time slashed from 60 minutes to just minutes

About

Couchbase is the developer data platform for critical applications in the AI world.

Industry

Enterprise Data Infrastructure / NoSQL Databases

Company size

700+ employees

Headquarters

Santa Clara, CA

Founded

2011

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“I feel very confident when I go back in front of our board next time, I’ll be able to explain all the good insights that we are getting around the market, our prospects, and our customers for where we can target our resources to make us more effective.”

Huw Owen

Chief Revenue Officer

Challenge

Tool Fatigue and Inconsistent Execution

"Couchbase faced the classic sales enablement dilemma: powerful content and training that reps rarely used. As the GTM team scaled globally, so did complexity. Sales cycles were long, personas varied, and buyer expectations surged. Meanwhile, reps struggled to prep efficiently and enablement tools went underused, wasting investment and slowing down execution.

Pain Points:

Fragmented prep workflows across 3+ regions
Enablement tools introduced, but adoption lagged
Reps spending hours digging for account intel"

Solution

Global Rollout with Embedded Sales Intelligence

Instead of adding yet another dashboard, Couchbase embedded Rox directly into the CRM workflow. Working across teams in AMER, EMEA, and APAC, they ran seven targeted rollouts tailored to each region’s roles and rhythms. Rox surfaced high-signal account insights, auto-generated pre-meeting briefs, and enabled reps to operate with precision and speed—instantly.

Key Tactics:

7 live, role-based onboarding sessions across 3 regions
Clever Columns for customizable account intel

Auto-generated pre-meeting briefs linked to reps’ calendars

Impact

Adoption, Acceleration, and Strategic Clarity

Within weeks, every field rep—over 200 globally—was running on Rox. Sellers started prepping faster, targeting smarter, and engaging prospects with tailored insights. What used to be manual grunt work became instant, actionable context. Frontline managers used Rox dashboards to reinforce behaviors and coach in real time.

Top Impact Stats:

100% adoption across Couchbase’s global GTM org
7 regionally tailored training sessions delivered in 3 weeks
Instant feedback loop from reps reporting higher confidence and control

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