Challenge

Equipping a lean sales team to win complex enterprise deals with professional, personalized assets

Kaizen helps local governments modernize their technology infrastructure, and business was accelerating. The company had recently started to pursue larger enterprise deals. These came with bigger buying committees, longer sales cycles, and higher expectations for every touchpoint.

For Kaizen's AE team – Markise Williams, Kevin Stay, and Jeff Goldberg — speed was everything. The faster they could get professional, deal-specific materials in front of prospects, the faster they could move opportunities through the pipeline.

The ambition was there, but the traditional workflow wasn't built for it. Creating polished sales assets meant either spending hours in Figma or submitting design requests that sat in a backlog behind product and deployment work. In a sales cycle where timing and momentum matter, the team needed a way to produce on-brand, personalized assets in minutes, not weeks.

To keep pace with their upmarket pipeline without scaling headcount, Kaizen's AEs needed a solution that could:

1. Create professional assets without depending on design or dev.

Kaizen's sales team had beautiful Figma templates for proposals and business cases, but customizing them devoured hours. Account Executive, Kevin Stay, regularly lost three to four hours formatting a single table. And requesting help from the design team meant competing against product and deployment priorities.

The result: AEs either recycled generic templates or skipped building personalized materials entirely.

2. Arm champions to sell internally when the AE isn't in the room.

As Kaizen pursued larger accounts, buying committees grew. Account Executive, Jeff Goldberg’s, opportunity involved a champion who needed to align a supervisor, a director, a finance department, and an entire IT team. Sending her a Word doc or a bulleted email wasn't going to carry the message across that many stakeholders. The team needed shareable, self-contained assets that could do the selling on their behalf.

3. Gain credibility against entrenched incumbents.

In govtech, Kaizen competes against established incumbents. Showing up with a generic Word doc next to a polished incumbent pitch undermined the team's ability to position Kaizen as a serious partner. As a design-forward company, they view the quality of their deliverables as the first proof point of legitimacy.

"I had so many days where three or four hours just went by and I'm formatting a table. And then I'm just doing a find-and-replace on the community name and using the same deliverable over and over."

— Kevin Stay, Account Executive, Kaizen

Solution

On-brand business cases, event pages, and follow-up assets — built by AEs in minutes

With Mutiny, Kaizen's AE team produces professional, on-brand sales assets on their own – no Figma, no design tickets, no waiting. Account Executive, Markise Williams, discovered Mutiny and signed up immediately. Markise built labeled templates for different stages of the sales process so that future assets took minutes instead of starting from scratch. Within days he had shared it with the rest of the team.

Using Mutiny, the team describes what they need in plain language and Mutiny generates a fully branded page using Kaizen's design identity: fonts, colors, logos, and visual style all matched automatically. From there, AEs retain full control to customize further. The result is a workflow where the AI handles the design and data lift while the team keeps strategic direction.

Armed with this capability, the team has deployed Mutiny across several core sales workflows:

Personalized business cases for enterprise deals:

Jeff built a comprehensive business case for his champion covering what Kaizen does, how it differentiates from competitors, pricing, and compliance all in a polished, shareable page rather than a flat document. His champion's reaction was immediate: she asked Jeff to send her the page so she could circulate it to the supervisor, director, finance department, and IT team to build internal alignment without Jeff needing to be in every room.

Conference and event landing pages:

Markise created a pre-event landing page to drive booth traffic, then converted that same page on-site into a live experience for raffle signups and form fills. Markise describes this as something that previously would have required a design request and never would have cleared the backlog.

Post-call follow-up deliverables:

Kevin started generating branded follow-up assets after sales calls, using Mutiny to summarize pain points, recommend next steps, and display key discussion topics in a visually polished format. Each deliverable was customized to the specific conversation, replacing the generic bulleted emails he used to type out manually.

While Mutiny gives the team speed, it doesn't come at the expense of quality. And if early engagement signals are any indication, the assets are working. Markise's business case accumulated over 100 views from the prospect's 40-person buying committee, helping drive alignment across a group that large. And Jeff's champion didn't just passively receive the business case, she proactively requested it so she could evangelize internally on Kaizen's behalf.

Outcome

Faster assets, stronger champion enablement, and a startup that shows up like an enterprise brand

Kevin estimated Mutiny made him 70% faster at creating sales assets. But the bigger shift was that the team now creates assets they never would have attempted before. Where Kevin once spent hours in Figma, he generates branded deliverables in minutes. Where Jeff once arrived at meetings with a Word doc, he now shares a professional business case that his champion proactively circulates. Where Markise once skipped event collateral entirely, he builds and adapts landing pages on the fly.

For a Series A startup competing against well established incumbents, the polish changed the dynamic. In an industry where prospects evaluate the vendor as much as the product, showing up with well-crafted, personalized assets signaled seriousness, competence, and attention to detail.

"With Mutiny, we show up to every conversation looking like the most prepared team in the room."

— Jeff, Account Executive, Kaizen

Looking Forward

Kaizen sees Mutiny as a foundation, not a finished implementation. Kevin is exploring feeding fifty-plus completed RFPs into Mutiny to generate new proposals from institutional knowledge. Markise is pushing into interactive elements like ROI calculators. And the team sees natural expansion to implementation and proposals teams — anyone customer-facing who needs polished, consistent materials without waiting on design.