Sam Frank

🔈 Today, I'm very excited to announce the release of Ashby's built-in candidate fraud protection system. Candidate Fraud has been a large and growing problem for TA teams - especially those hiring remotely for technical roles. At Ashby, we care deeply about being responsive to the changing needs of our customers. As this trend started to emerge, we pulled it forward on our roadmap. I'm very proud of the approach the product & engineering team took in building this functionality. They moved with urgency, but also spent the last few months working with design partners to iron out this functionality, resulting in a thoughtful solution to the problem. When this feature is enabled, we scan inbound applications for dozens of signals across a few core categories (device anomalies, location mismatches, suspicious online identities, etc.). We then transparently flag any anomalies to the TA team for review. This approach means that legitimate candidates aren't required to take any extra steps to apply, and it means that each team can make its own risk determination of how they want to treat different signals. The early impact we've seen with design partners has been very significant - teams had been interviewing a non-trivial number of fake candidates and were able to bring that number to zero. This functionality is live for all Ashby customers today! Scanning inbound applications for these signals is quite expensive, but we wanted to make sure we don't gate this functionality for any of our plans. As a result, the feature utilizes our existing AI credit system and consumes 2 credits per scanned inbound application. Since we recently increased the credits included in each plan, the vast majority of Ashby customers have a large pool remaining and can turn this feature on right away (you can enable it globally, or turn it on job by job). For folks making heavy use of this feature and requiring more credits, we have an exciting bundle we're launching as part of our AI launch event on 9/25! I'm excited about the impact this will have on both improving the security practices of TA teams out there and giving valuable time back to core hiring activities. This is a busy launch month for us, so we'll back with more updates soon!

458

51 Comments

I went for lunch with a CRO recently and watched them pick a restaurant. They pulled out their phone, compared ratings on three nearby spots, scanned menus, looked at food pics, watched video tours of the venues, and made a reservation - all before walking out the door. Later that day, this same exec complained about sales teams "constantly calling" his company instead of "just giving us what we need to decide on our own." Talk about a disconnect. It's time to sell how buyers want to buy. And the data tells a clear story: ➕ 72% of buyers complete research independently before contacting a vendor ➕ Buyers only spend 17% of their buying journey meeting with potential vendors - that means 5% with you and 83% on their own. ➕ 77% of buyers say their latest purchase was too complex or difficult Yet most sales teams still focus on controlling the process rather than enabling it. As a consumer, everything is so easy: ✔️ Transparent reviews ✔️ Easy-to-find pricing ✔️ Next day delivery ✔️ One click checkouts This is why you need to embrace Buyer Enablement. Buyers want the same seamless and consumer-like experience. They don't want more sales calls. They want better tools to make decisions. Especially with buying committees growing and the overwhelming and increasing number of vendors to choose from. These teams spend too much time trying to: • Find trustworthy information • Share insights with colleagues • Justify decisions to leadership • Build consensus When you enable this process instead of interrupting it, magic happens. But what does Buyer Enablement look like? It's about helping buyers buy instead of trying to sell them: ✔️ Create transparent comparison tools ✔️ Provide unbiased educational content ✔️ Offer interactive calculators showing real ROI ✔️ Build self-service product demos ✔️ Design simple ways to share information with digital sales rooms Companies that enable their champion by centralising all info into a deal room are seeing their sales cycles reduce by 14% to 29%. When you sell how buyers want to buy - you earn trust. But how can you embrace Buyer Enablement? Fortunately our definitive guide to Buyer Enablement is now LIVE. It’s packed with data, insights, and actual tactics from buyer-centric teams at companies like Gong, Pocus and Personio winning with this strategy. This isn’t theory. It’s what’s really working in sales in 2025. You can read the full report in the comments below. Thanks to everyone that contributed 🙏 Danny Wasserman - Head of Enablement @ Pigment Natalie Johnson - CRO @ Autogen Malvina EL-Sayegh - Enablement @ Zoopla Alice de Courcy - CMO @ Cognism Lesley Ronaldson - VP EMEA @ Gong 🏄🏼‍♂️ Scott Leese - the one and only Mark Goldberger - Advisor @ Ramp 🔮 Sandy Mangat - Head of Marketing @ Pocus

71

10 Comments

GovDash has been shipping fast. Here’s what’s new in just the past 2 weeks: - Manage multiple proposals under a single opportunity (RFI, draft RFP, etc) - Instantly trace generated text back to sources with enhanced Dash citations - Create and edit custom roles & permissions for greater control - Faster, more accurate citations across massive RFPs We’re building the operating system for modern government contractors, one update at a time.

57

4 Comments