Pennylane saves up to 5 hours per week for its sales team thanks to Modjo

With Modjo, Pennylane can:

• Reduce sales reps’ administrative workload by 2 to 5 hours per week, thanks to the automatic population of its Salesforce CRM with key information from sales conversations.
• Reach 90 to 100% completion of information in Salesforce.
• Give managers a clear, shared view of opportunities, without relying on manual note-taking.
• Make coaching and team follow-up easier, even in high-volume opportunity environments.

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The company

Founded in 2020, Pennylane is a French company that develops a financial and accounting management solution, used both by accounting firms and by businesses.

Today, Pennylane has more than 900 employees and supports over 5,000 accounting firms and 800,000 companies, including 10,000 small and medium-sized businesses. Its rapid growth is driven by highly solicited sales teams, handling large volumes of meetings and opportunities.

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The challenge: time-consuming and inconsistent sales follow-up

As volumes and teams grew, Pennylane faced several challenges:

• CRM data entry took 1 to 2 hours per day per sales rep.
• Note-taking practices varied significantly from one sales rep to another.
• Managers lacked visibility into conversation history and the true status of opportunities.
• Key information was sometimes incomplete or hard to leverage when accounts were reassigned.
• Follow-up became increasingly complex in a context of rapid team growth.

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The solution deployed with Modjo

Pennylane chose Modjo to automate post-call follow-up and ensure reliable information sharing across teams.

Key use cases implemented:

• Call recording and playback: every conversation is accessible with a clear summary.
• Automatic Salesforce CRM completion: key information is pre-filled after each call.
• Standardized opportunity summaries: a shared format allows everyone to quickly understand the situation.
• Fast access to conversation history: managers and sales reps can easily find key points, objections, and next steps.
• Coaching support: managers can pinpoint specific moments in calls to better support their teams.

550 hours saved per month and finally reliable follow-up

After 1 year of use:

• 90 to 100% of key information is now automatically filled in.
• Around 550 hours are saved each month across all sales teams.
• Each sales rep saves 2 to 5 hours per week, depending on their activity volume.
• Managers benefit from a clear and consistent view of opportunities.
• Follow-up and coaching are made easier, even with growing teams.

Gradual adoption, driven by the field

The success of the project relied as much on deployment strategy as on technology. Pennylane chose a gradual adoption approach, starting from real team use cases.

Initially, Modjo was tested with a pilot team, with regular adjustments before a broader rollout.

On the management side, identifying internal champions played a key role.

Team feedback was continuously collected to improve information output and evolve note-taking models. Two main principles guided this work:

• ensuring that important information is properly captured,
• guaranteeing a clear and actionable output, tailored to each team’s needs.

This approach was built on close collaboration between sales operations teams, managers, sales reps, and Modjo. A strong emphasis was also placed on education and change management, to support adoption and address resistance.

This pragmatic approach enabled Pennylane to roll out Modjo sustainably, ensuring that the solution truly met team expectations and integrated seamlessly into their daily workflows.

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Bonus: Maud’s and Claudia’s advice from Pennylane on getting started with AI-powered sales transformation?