Descope is a customer and agentic identity platform that powers authentication for thousands of businesses, including Databricks, GoFundMe, and Navan. Its industry-agnostic product serves endless use cases for startups and Fortune 500 companies alike, creating a messaging challenge.
As Abhishek Iyer, Sr. Director of Marketing, puts it, “It’s irrelevant to tell a prospect about 20 things the product can do when they only care about two.” With support for B2C, B2B, partner, and agentic identity, customers in any industry, and benefits for developers and leadership stakeholders, Descope needed to find a way to deliver only the most relevant information to each prospect.
Co-founder Rishi Bhargava and the marketing team explored AI to tailor their message across customer touchpoints, but encountered accuracy issues. "Without scaffolding for AI, we saw highly varied output and hallucinations," Abhishek says. "The speed of surface-level personalization didn't hold up under scrutiny."
Today, Descope uses Octave to provide AI guardrails. They’ve developed scalable processes for "commercial ABM" that equip sales with accurate, personalized talking points and assets—from battlecards to event collateral—improving conversations across their entire TAM and sales process.
"The first impression of Descope is now more positive and personalized because of Octave," says Abhishek. “We no longer have to define Descope with five different commas and endless clauses and hope that one of those things is relevant to a prospect.”
"In an extremely competitive market like ours, there’s zero margin for error. When we’re surrounded by so much competition, ensuring we position ourselves correctly and deliver the winning message in every moment is mission critical. That’s what Octave ensures.”
Where DIY fell short
Exploring out-of-the-box AI and homegrown RAG solutions
Used on their own, LLMs like Claude struggled with error-ridden outputs in personalized content generation.
"I saw everything from invented features to made-up customer references," Abhishek recalls. Even for the same job to be done, agents described the Descope product inconsistently, introducing risk. “Agents would talk about the product differently for two customers with the same challenges, even when it didn’t need to be different.”
Rishi built an in-house solution called RevPilot, a RAG-powered internal resource repository that indexes hundreds of blog posts, decks, and learning center articles. While this helped retrieve assets a salesperson needed for a specific customer, it was less successful at generating new content (like emails or exec summaries) with consistent quality that was aligned with product messaging. It also required heavy maintenance and highlighted that the team still had a gap for a context solution to help standardize messaging.
Keeping context current
Self-learning from real-time data in call recordings and the CRM
Descope ran a successful 2-week pilot with Octave to create 1-1 tailored content for target accounts, then rolled it out to more use cases.
The Octave Library is now Descope's source of truth for positioning, use cases, persona definitions, and more. The marketing team uses the Octave MCP connector in Claude, as well as Claude skills, to create content and sales assets.
It stays current via Octave Suggestions, which analyze Gong call recordings and HubSpot to detect market patterns. For example, if enough B2B midmarket prospects report a specific identity challenge that sales reps succeed in addressing, Octave captures the language and suggests Library updates for Abhishek to review.
Results
ABM at the speed of commercial
Descope now achieves higher ROI through accurate personalization in both internal and external-facing sales enablement. Claude skills, developed with Octave, drive these initiatives with the peace of mind that all content is standardized. Here are a few of the ways the team puts this into practice.
“Octave has helped us scale commercial ABM and move much faster on go-to-market initiatives — with the peace of mind that it’s all drawing from a source that is accurate and standardized.”
1-1 account content
Personalized prospecting at events drives higher ROI
Descope now produces hundreds of unique pieces of collateral that they distribute to their target accounts at every conference they attend.
With Octave, they were able to get the quality and detail high enough that they invested in physically printing out custom two-pagers that are matched to their target companies 1-1. Each one presents before-and-after states showing how Descope can help that specific company.
They use two Claude skills to create them: one to write the copy and another to design it. The copywriting skill researches the target company for personalization, and the Descope team can add context to incorporate — like intel on which auth provider a company uses, so that the two-pager talks about migrating from the incumbent provider.
“With Octave, we’ve been able to do ABM for the commercial sales team, where deals move quickly,” says Abhishek. “I can easily request LLM edits, like switching use cases stored in Octave, and this really has accelerated the process.”
Sales call prep
A custom Descope point of view for every hand-raiser
Descope also uses Octave to prep sales reps for demo request calls, producing briefs that cover:
- Why the prospect is a fit
- Which use cases to highlight on the call
- Which reference customers to mention
- Qualification questions to ask
This end-to-end process scales account readiness across commercial and enterprise deals.
“The last 3% or 5% of accuracy in your messaging is very critical,” says Rishi. “Salespeople may not even be aware of a messaging change or an inaccuracy. Octave helps our whole team with that last mile by providing the right information at the moment of a customer interaction.”
An Octave skill in Claude uses the company domain for initial research — like whether the company has recently launched an AI agent or MCP server, or is expanding geographically. It can also incorporate demo form submission answers, like challenges the prospect is facing.
“This is a great tactical way to cherry-pick the right features to highlight on the call and create a personalized mini Descope point of view for every hand-raiser,” Abhishek says. “Without the Octave process, reps either wouldn’t have had the time to do this at all, or they would have been preparing them on their individual Claude instances, where we don’t know what the output quality is going to be. Reps have found this standardized initial meeting prep very helpful.”
“Our sales call prep skill for commercial and enterprise demo requests is a valuable end-to-end process that scales account readiness, giving reps a better idea of which information to convey to a specific prospect.”
Sales training
Interactive training modules for a highly complex product
Descope uses Octave to create interactive training modules in Claude. “We tried the traditional methods of enablement, like decks and recordings, and I think they still have their place,” Abhishek says. “But one place where we’ve used Octave quite well is creating sales enablement plug-ins in Claude.”
Rishi created four Agentic Identity Hub training modules for salespeople to learn term definitions and how Descope differentiates. "The interactive and modular nature gives sales a better understanding of the product," says Abhishek. "Octave is the harness for that."
Addressing the whole TAM
With Octave, Descope addresses its whole TAM with accurate and highly personalized messaging that better positions them to win in a highly competitive market. They plan to map Octave use cases to every stage of the sales cycle, finding all the ways it can help from first touch to closed-won — and bring simple, secure authentication to more developers’ lives at big companies and startups alike.
“With Octave, we are addressing our TAM much better than before, in every place that we show up.”
