B2B SaaS · ESG platform · 500+ investors, 5,000+ companiesHow Apiday went from 7 days to 2 hours to enrich its prospects.
Apiday, an ESG platform for private markets, rebuilt its sales operations around AI agents — from prospect enrichment to automated MEDDIC coaching. With Idoption, co-founder Charles Moury designed and deployed the agents himself, reaching 100% sales adoption in under two months.
Apiday
Founded in 2021 in Paris, Apiday helps private markets navigate the ESG transformation. The platform serves 500+ investors and 5,000+ companies across 23 countries — PE funds managing their SFDR compliance, portfolio companies building their first sustainability plan.
Twice named “ESG Data Provider of the Year” (Real Deals 2024, Private Equity Wire 2025), Apiday raised €10M in Series A in 2024 with AENU, Daphni, Galion.exe and SWEN Capital.
What sets it apart: the combination of AI tools and in-house ESG expertise. Delivering on that promise requires a sales team that moves fast, prepares deeply, and builds credibility with sophisticated institutional buyers from the very first contact.
What was holding them back, before Idoption.
Seven days of research before the first email
Every outbound campaign started the same way: pick a geography, identify the right prospects, enrich hundreds of accounts before a single message went out. Understanding the fund's structure, mapping regulatory exposure, identifying the right contact — account by account.
That process took seven days. For a company selling to PE funds under tight regulatory deadlines, that delay isn't just an inefficiency. It's a window of opportunity closing while you're still doing research.
A co-founder with an incomplete map
Charles Moury runs the sales team directly — SDRs, AEs, pipeline, coaching. He's also a co-founder, so he makes strategic decisions that require precise, real-time signals. Those signals weren't easy to get.
When you're at the very top, it's hard to know what's happening in the different corners of the company. It's like being on a video-game map where only a small part is uncovered.
What we shipped.
A focused deployment, led by the founder
The Idoption playbook rests on three roles: an executive sponsor who carries the vision, a builder who creates the agents, and a champion per team who drives daily usage. In most organizations, those are three different people.
I took on all three roles myself because I wanted it to move very fast.
Three agents that transformed the day-to-day
The Sales Coach: takes any call transcript and scores the interaction against MEDDIC, with criteria tailored to the call type (discovery ≠ demo ≠ negotiation). An orchestrator agent runs every morning at 8 a.m. and asks the Sales Coach to analyze all of the previous day's calls. Charles gets a consolidated coaching report before most of the team has opened their laptop.
The account-enrichment agent: structured web research across hundreds of accounts in parallel — profiles, contacts, and the ESG context relevant for personalization.
The Daily Meeting Digest: an automated summary of all of the previous day's recorded meetings. The map is now almost entirely uncovered.
Idoption on the last mile
The Idoption teams worked directly with each salesperson individually. Not just using Dust, but building quality agents and running fast iteration loops to move from “acceptable” to “reliable.”
It's fairly easy to get an agent that delivers OK results 70% of the time. But getting to 95–98% is harder. It's on those remaining 20–30% that the Idoption team makes all the difference.
What we measured.
Speed and consistency
Enrichment per campaign: 7 days → 2 hours (-97%). Daily adoption by the sales team: 100%. Time to full adoption: under 2 months. Scope: SDRs and AEs — account management is the next step.
Every person on the team uses Dust daily. Follow-ups, preparation, campaign research — tasks that took hours now take minutes.
We went from 7 days to 2 hours. That's pretty impressive.
Deliverables that open doors
An unexpected benefit after the rollout: the quality of the materials produced during sales cycles improved markedly.
It lets us create pretty impressive deliverables that make a strong impression during sales phases — it gives us a big boost in credibility.
What's next for Apiday.
From the sales team to the whole company
The next step is already planned: deploy the same infrastructure to the teams managing existing clients. Better preparation, more consistent interactions, stronger visibility for leadership.
The initial ambition was margin optimization. Apiday is discovering something broader — once implemented deeply, AI helps grow the top line by winning new clients more efficiently.