How Diligent Leveraged AdamX’s Synthetic Buyer to Transform Their GTM Strategy
Noah Marks, SVP at Diligent with 20 years leading GTM at Salesforce, Okta, Udemy, and Wells Fargo, shares how AdamX helped his team go beyond dashboards by surfacing real meaning from sales conversations to drive smarter GTM decisions.
Watch how Josh empowers his team with clip-based call coaching, not gut instinct.
About Diligent & Noah’s GTM Approach
Diligent is the leading GRC SaaS company, empowering over 1 million users and 700,000 board members to make better decisions, faster.
Noah, a seasoned GTM leader, brings experience from Salesforce, investment banking, and multiple high-growth startups.
Watch how he breaks down the two GTM levers every successful org gets right.
Key Results
100%
Clarity on what’s working and what’s not across the GTM org
2x
Faster onboarding through personalized, buyer-led role play
90%
Reduction in siloed decision-making across Sales and Enablement.
Key Challenges
1. The Data Mirage
“More data isn’t better. It’s just noise unless you can extract meaning from it.”
Despite having every call recorded, teams were flying blind, reacting to anecdotes and gut feel, not patterns. Noah knew the signal was buried inside conversations, but no one had the time or the system to extract it.
2. Coaching Bottlenecks
“Reps need a safe space to practice.”
Before a real call, reps often had no room to fumble, ask dumb questions, or rehearse with confidence. Noah saw the potential to fix that by letting reps safely interact with their ICP, experiment, and get real-time feedback before the stakes were high.
3. The Alignment Gap
“Most companies don’t fail because of bad ideas, they fail because of misalignment across the business.”
From reps to managers to execs, teams often operate with filtered or delayed insights. Conversations happen, but the most important buyer signals rarely make it beyond the immediate team.
How AdamX Helped Diligent Scale Their GTM
"AdamX is really powerful!" – Noah Marks
AdamX gave Diligent what they were missing between data and decisions: real understanding.
With Synthetic Buyers, AdamX surfaces what customers really care about across calls by highlighting winning moments, missed signals, and hidden blockers.
The result? Faster onboarding, smarter enablement, and org-wide alignment.
The AdamX Impact
- Buyer Intent Signals, Not Just Transcripts
-
AI Role Play Rooted in Real Buyer
Conversations -
Insights Shared Across Teams,
Not Stuck in Silos
“If data isn’t actionable, it’s just useless.”
Before AdamX, teams were stuck reviewing transcripts and chasing scattered feedback.Now, Synthetic Buyer surfaces the signals that actually matter: buyer intent, emotional reactions, and golden moments across the funnel. Reps sharpen their skills through realistic AI role play, built from real conversations, not guesswork.
“Reps don’t need theory. They need practice that feels real.”
Instead of awkward peer role play, reps can now train in safe, high-stakes scenarios tailored to their ICPs. They practice asking tough questions, handling objections, and improving with every session.
“Great calls shouldn't stay buried.”
With AdamX, the ‘golden moments’ don’t just help one rep, they inform the whole organization. From product teams to enablement and leadership, everyone sees what’s resonating, what’s broken, and what needs to change.
The Verdict
“The best companies five years from now will be the ones using this.”
Noah doesn’t see AdamX as a feature or a plugin, he sees it as a shift in how GTM teams operate.
With data that drives action, coaching that scales, and insight that reaches every team, AdamX is shaping what high-performance GTM will look like in the years ahead.
Experience It Firsthand!
Get in Touch to Book a Demo