We raised $5.1M to help GTM teams sell faster, boost win rates and scale smarter.
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Six months ago, I was sitting in a conference room watching a brilliant solutions engineer at a major tech company struggle through yet another demo prep session. She was manually editing spreadsheets, changing company names in screenshots, and rehearsing personalized talking points for the third time that week. "I spend more time preparing demos than actually selling," she told me. That conversation crystallized something that had been bothering me since Jean-Baptiste and I left Amazon.
Today, we announced our $5.1M funding to solve a problem that's been eating at sales teams everywhere.
Everyone knows B2B sales is getting harder. Competition is fierce. Budgets are tighter. But the real killer is speed: the mismatch between how fast deals need to move and how long it takes to create meaningful experiences for prospects.
I've watched sales reps burn entire weekends personalizing a single demo, only to have the prospect reschedule. I've seen solutions engineers become bottlenecks because they're the only ones who can make the product look relevant to a specific buyer. And I've sat through countless "demos" that were really just feature tours with the buyer's logo slapped on top.
Buyers can smell generic demos from a mile away. They've been trained by Netflix and Spotify to expect experiences that feel made for them. When you show them a healthcare company's data while trying to sell to a fintech firm, you've already lost them.
This isn't a technology problem. It's a nuance problem. The difference between a demo that closes deals and one that falls flat often comes down to tiny details that take hours to get right manually.
At Amazon, JB and I lived in a world where personalization wasn't optional, but essential. Amazon Music had to understand not just what you listened to, but when, where, and why. Prime Video's X-Ray feature, which I helped build, had to surface exactly the right contextual information at exactly the right moment without disrupting the viewing experience.
But B2B software demos? They were stuck in 2010.
The breaking point for me came during a salon we organized with solutions leaders from major tech companies (this is our way of staying close to the people facing this pain daily.) One VP of Sales Engineering told us his team was spending 40% of their time on demo prep. Another said they could only afford to personalize demos for deals over $100K because of the resource investment required.
That's when it hit me: we weren't just seeing individual inefficiencies. We were watching an entire industry handicap itself because the tools hadn't caught up to the expectations.
The thing about personalization is that it's not just about having the right data. It's about applying it with surgical precision at exactly the right moment.
When we started building Olto, we knew we couldn't just throw an LLM at web pages and hope for the best. Demos should happen in real software interfaces that change constantly. One product update could break everything. The personalization had to be contextually aware, lightning fast, and robust enough to handle the chaos of live software.
We spent two years developing what we call our own entity resolution engine and a language, a way to understand and describe any software interface so our AI models could work with it intelligently. The technical challenge was creating something that combined the speed of traditional algorithms with the contextual understanding of modern AI.
But there's also nuance here. AI doesn't always get it right on the first try. That's why we built override tools that let reps adjust things in the moment.
We made it a priority to be deeply responsive, whether on Slack, in support threads, or jumping into deals when needed. This isn’t just software. It’s a partnership.
And in modern B2B sales, trust is the currency that moves deals forward.
I'll never forget our first demo with a 230 person sales team. We connected to their live product, applied our personalized overlay, and instantly transformed their interface with data relevant to a prospect they were pursuing. The room went quiet for a second, then people started clapping.
Their solutions team later shared, “Olto has become a critical part of how we run demos.” Other early customer told us it enabled “a level of demo personalization that wasn’t possible before, at least not without pulling in engineers.”
These aren't just efficiency gains, they're qualitative leaps. Sales teams are suddenly able to show prospects exactly how the product would work in their environment, with their data, solving their specific problems.
Right now, we've made great strides in solving the demo problem. But the same underlying challenge exists throughout the entire buyer journey. Marketing teams struggle to create personalized product tours for inbound traffic. Implementation teams spend weeks configuring products for new customers with generic placeholder data. End users get lost in complex software because there's no contextual help.
What we're building is a contextual intelligence layer that accelerates revenue by helping teams showcase the most relevant product value instantly. It sits on top of any software, making it more intuitive, more personalized, and more impactful for every buyer interaction.
The demo engineer is just the beginning. The real opportunity is transforming how companies communicate product value clearly, quickly, and at scale. This new funding helps us move even faster toward that goal.
Here's what I've learned: in B2B sales, it's not the big, obvious personalizations that close deals. It's the small, contextually perfect details that make buyers think, "These people really get my business."
When a sales rep can instantly show a healthcare prospect how patient data flows through the system, or demonstrate to a fintech company how their specific compliance requirements are handled, magic happens. Not AI magic. Human magic. The kind that happens when people feel truly understood.
This is what makes Olto special. The idea that we can help sales teams have better conversations with their prospects. More human conversations. More relevant conversations.
Conversations that actually matter.
We're just getting started. If you're dealing with these challenges at your company, I'd love to see how Olto could help. Reach out at kintan@olto.com.
