Exclusive Interview: Aaron Marks, Founder of FullyRamped

Aaron Marks is pioneering a new approach in the crowded AI sales tool market by focusing on a specific, high-stakes niche. In our conversation, we explored the unique challenges sales teams face and how FullyRamped is changing the game.

Q: There are a lot of AI sales tools emerging, but FullyRamped is hyper-focused on a specific niche: enterprise teams selling technically complex products. Why start there?

A: We focused there because it’s the most acute and underserved pain point in sales enablement. If you’re selling a simple transactional product with a fast deal cycle, listening to Gong calls can get you pretty far. But if you’re selling a deeply technical solution, your reps can’t just be fluent in the product—they have to be authorities.

They need to handle curveball questions from IT Directors, CTOs, and expert buyers. Traditional role play with a front-line manager just doesn’t scale and often can’t replicate the depth of a real technical buyer. And honestly, it’s exhausting to run high-quality role-plays. If you’ve done it before, you know exactly what I’m talking about.

Q: Practicing cold calls is one thing. What about simulating Zoom calls for discovery and demos? Is that possible with FullyRamped?

A: Yes, we started with just mock cold calls at first, but now reps can now practice their full disco and demo flow. It allows reps to build muscle memory for demos, from discovery to the final click, getting targeted feedback on their talk track and their on-screen presentation. This is table stakes for enterprise sales orgs.

Q: What's the secret sauce that makes your AI a realistic sparring partner and not just a generic chatbot?

A: Great question. Let me start by calling out two important things, we don’t build LLMs at FullyRamped and we don’t train on customer data. Period. What we have built is our own Voice Engine in house. What that means is that we build an audio and video orchestration layer to make this feel realistic. Regarding models, we take a "best tool for the job" approach and leverage multiple foundational models. Gemini is valuable for certain tasks; OpenAI is better for others. Honestly, it’s taken us thousands of hours of experimentation, fine-tuning sampling parameters, prompt engineering, and evals to build a custom voice engine this sophisticated. This is our secret sauce.

Q: Who’s your core ICP?

A: Funny you should ask, an investor asked us that same question a few weeks ago. 

The pattern that’s emerged is: “B2B companies that sell technical products to technical buyers”. This includes hardware, software, and services. 

One of our new customers, Cribl, is a perfect example of this ICP. They sell a very technical product: observability pipeline, log management, and security telemetry. Their sales team needs to be highly credible and knowledgeable. They understand that for a complex sale, training isn't a one-time event; it’s a continuous process, especially as they expand their product suite.

Q: What about incumbent platforms starting to add their own AI practice features? Why should a team choose a dedicated tool like FullyRamped over an add-on from a vendor they already use?

A: A few reasons. We hear from a lot of enablement teams that incumbent’s offerings are low quality. And doesn't actually reduce enablement’s workload; it actually gets increased and becomes a burden. A perpetual project that needs to be maintained.

We pride ourselves on the time savings and efficiency that FullyRamped brings to enablement teams through a well-designed, easy-to-navigate product that is flexible and easy to administer. It's a lot harder to pull off than you think. And we know that because so many of our customers come to us after trying other AI role-play solutions. I have to say that I'm quite happy that incumbents are making unsophisticated attempts at this new category, since it drives awareness for us.

Q: Enablement and training can sometimes feel "soft." How do your customers measure the concrete ROI of using FullyRamped? What metrics move?

A: Our customers see tangible results in three key areas. First, a dramatic reduction in new hire ramp time—we have customers who have cut the time it takes for a technical sales rep to be fully productive by over 50%. Second, an increase in sales velocity and win rates. When reps can master new products and messaging in days, not weeks, they can capitalize on market changes faster.

Finally, there's the efficiency gain for enablement teams and front-line managers, who can now scale coaching and certification without being a bottleneck. Traditional mock calls take two people’s time, with FullyRamped it only takes one person’s time. That’s a very easy metric to measure.

Q: What's the long-term vision for FullyRamped?

A: The vision is for FullyRamped to be a sparring partner and coach for the entire revenue team.