![🔎 [Case Study] Dataiku Harnesses Sales Navigator to Accelerate Global AI Pipeline Growth](https://uploads-eu-west-1.insided.com/linkedin-en/attachment/1beb3b35-a647-48c9-bda4-7a703d6c210d_thumb.jpg)
The Challenge: Scaling Personalized Outreach in a Diverse AI Market
As “The Universal AI Platform,” Dataiku supports organizations at every stage of AI maturity—from early experimentation to enterprise-scale deployment. To deliver truly value-led conversations at scale, the business needed to standardize outreach across a global sales force while tailoring messaging to diverse account profiles.
The Solution: Driving Cultural Adoption Through Technology & Enablement
Dataiku didn’t just adopt Sales Navigator—they embedded it into the company’s DNA. According to Senior Director Drew Jordan (Global Revenue Enablement), “We went all in. We built Sales Navigator into our onboarding, our training, our reporting, and our KPIs.” Complementing this strategy, Global Sales Enablement Lead Ahmad Amed Nayeb launched a series of immersive workshops to establish uniformity in usage and understanding across teams. This approach enabled multi-threaded engagement by expanding licenses to account management and customer success professionals, and deepened visibility through Salesforce integration. As Ahmad explains:
“Sales Navigator data helps us to look at the balance in each salesperson’s approach [...] We can peel the onion a bit to check that they are engaging with the right prospects in terms of readiness and maturity.”
- Ahmad Amed Nayeb, Global VP Business Development at Dataiku
The Results: Broad Adoption, Deal Influence, and Revenue Uplift
Within a short timeframe, Dataiku reached a 97% Sales Navigator license activation rate, reflecting rapid internal alignment and uptake. On average, users now archive 14 leads per account—4.3× more than peers at similar SaaS firms. Over a one‑year span, Sales Navigator influenced 64% of closed-won deals and an impressive 97% of total revenue.
Ahmad highlights how the insights drive better quality outcomes:
“We don’t just look at how many InMails people send, but what their acceptance rate is. We can look at the balance they have between contacting people and conducting research. These things all help us to better coach our people, to ultimately drive better outcomes for the people we contact as they progress from prospect to customer.”
- Ahmad Amed Nayeb, Global VP Business Development at Dataiku
🔍 Why This Case Matters for the Sales Navigator Community
By weaving Sales Navigator into onboarding, coaching, tools, and metrics, Dataiku turned it from an optional tool into a powerful strategy. Their coordinated approach—combining enablement, CRM integration, and cross-functional license expansion—delivered measurable pipeline acceleration, quality outreach, and revenue impact at scale.
View and download the full case study here!
