Case Study: How Owner.com Scaled Sales Mastery and Transformed Training with Avarra

Overview

Owner.com, a San Francisco-based SaaS platform founded in 2018, empowers independent restaurants to thrive in the digital landscape, competing against larger national brands. The company provides an all-in-one solution that includes websites, online ordering, loyalty programs, email/SMS marketing, and branded mobile apps. With a team growing at 80% per year and over 100 people in the revenue org, Owner.com faced a critical challenge in maintaining consistent sales training amidst rapid growth.

Challenge: Scaling Sales Training for a Fast-Growing Team

Kyle Norton, CRO at Owner.com, found himself navigating a fast-scaling sales org while striving to maintain the high standard of sales excellence he had established. With new cohorts of SDRs, AEs, and managers joining monthly, Kyle needed a solution that could deliver consistent, impactful training without overloading existing managers.

"The challenge was about more than ramping reps faster, it was about making sure they really understood the nuances of our sales approach," said Kyle. "Most sales training tools felt like what everyone else was using. We needed something that could replicate our playbook and make practice feel real."

Solution: AI-Powered Sales Simulations that Drive Real Change

After exploring several vendors, Kyle selected Avarra for its AI-driven simulations that mirrored real-world sales experience. Avarra’s ability to simulate high-stakes conversations in a hyper-realistic, video-call setting was a game changer.

Key Features Implemented:

• Face-to-face AI avatars that replicated restaurant owners, allowing reps to practice calls that felt strikingly authentic.
• Scenario-based SIMs that covered critical skills: cold calling, discovery, objection handling, and leadership coaching.
• Gamified leaderboards that incentivized voluntary practice, turning training into a competitive, fun experience.

"I remember joking with the team that the SIM was so real, I was waiting for it to light a cigarette," Kyle quipped. "The realism was that good."

Results: Faster Ramps, Higher Early Conversions, and a Culture of Mastery

Since implementing Avarra, Owner.com has seen transformative results:

• Ramp time decreased by 25%, enabling new hires to hit quota faster.
• SDR early-conversion rates improved significantly, as reps mastered core messaging early in their tenure.
• First full-month productivity dramatically increased, driven by repeated practice and targeted feedback.
• A newfound culture of self-directed learning emerged, with reps voluntarily practicing after hours to compete for leaderboard spots.

“With Avarra, it’s not just about hitting quota faster, it’s about reps taking ownership of their own development. They’re practicing after hours, competing to beat their own scores, and pushing each other to get better. That’s the cultural shift we were after. That’s the magic of Avarra," Kyle said.

Future Applications: Expanding the Use of Avarra Across the Org

Building on early success, Owner.com plans to expand Avarra training across the organization. Planned initiatives include:

• New certification tracks for onboarding and ongoing development.
• Manager-specific SIMs to reinforce coaching frameworks and feedback loops.
• Product training for upcoming features, ensuring reps can confidently pitch new offerings.

"Avarra isn’t just another sales tool, it’s become part of how we train, how we coach, and how we win," Kyle concluded. “It’s been a game-changer for us.”