A Case Study Interview with Matt McCaffer, Director of Sales at SaaS Academy
Maddie Bell (00:03):
Matt, can you introduce yourself and tell us about your role at SaaS Academy?
Matt McCaffer:
Sure! My name is Matt McCaffer, and I’m the Director of Sales for Dan Martell and SaaS Academy. I oversee both our Account Executive (AE) team and SDR team, with my primary goal being to grow revenue and increase net new bookings.
Maddie Bell (01:00):
What were the biggest challenges you faced before using Scheduler AI?
Matt McCaffer:
There were two major problems we were dealing with:
1️⃣ Low show rates.
Our SDRs were booking meetings, but only 40-50% of them showed up. We needed that number to be at 60-70% to make sure our team’s time was well spent and that payroll dollars were being used efficiently.
2️⃣ Rescheduling gaps.
When a prospect needed to reschedule or canceled, we weren’t able to follow up fast enough while the meeting was still top of mind. As a result, we were losing revenue opportunities because prospects were slipping away.
Maddie Bell (02:00):
What impact did Scheduler AI have on solving these challenges?
Matt McCaffer:
There were a few huge unlocks we got from using Scheduler AI:
✅ $108,000 in revenue recovered.
These were meetings that would have otherwise been lost forever—clients who canceled or needed to reschedule but wouldn’t have rebooked without automated follow-up.
✅ $400,000+ in qualified pipeline recovered.
Scheduler AI got these meetings back on the calendar without any sales rep effort, and we closed 30% of them.
✅ Zero sales rep involvement needed.
In the best-case scenario before AI, our reps would have had to manually chase these prospects—taking time away from generating new sales. With Scheduler AI, rescheduling happened automatically in the background, so our team could stay focused on booking new meetings and closing deals.
The impact of freeing up our sales reps’ time cannot be overstated. I’m paying my salespeople to sell, not to manually reschedule meetings.
Maddie Bell (03:30):
Beyond efficiency, did you notice any other benefits for your sales team?
Matt McCaffer:
Absolutely! One of the biggest mindset shifts was the impact on our Account Executives’ (AE) confidence and motivation.
Before Scheduler AI:
❌ AEs would start their day seeing only 2 out of 8 meetings confirmed, making them anxious about their pipeline.
❌ They’d have to spend time chasing down no-shows and rescheduling, instead of focusing on closing deals.
With Scheduler AI:
✅ Now, 6 or 7 out of 8 meetings are confirmed before they even start their day.
✅ AEs start their day knowing their calendar is full, giving them a huge confidence boost.
✅ They stay in a positive, high-energy mindset, which directly improves their performance.
Sales is all about momentum and conviction. If you start the day frustrated, it’s hard to recover. But if you start the day feeling like you’re going to crush it, that energy carries through to your calls and meetings.
Maddie Bell (04:30):
Would you recommend AI-driven scheduling to other sales teams?
Matt McCaffer:
Without a doubt. If you’re running a high-growth sales team, you can’t afford to let meetings fall through the cracks.
✅ AI ensures no meetings are lost due to slow follow-up.
✅ AI eliminates manual rescheduling, freeing up your team to focus on selling.
✅ AI boosts morale and confidence, leading to higher sales performance.
For us at SaaS Academy, Scheduler AI has been a game-changer.
✅ AI recovered $108,000 in lost revenue from rescheduled meetings.
✅ Over $400,000 in pipeline was brought back onto the calendar.
✅ 30% of recovered meetings closed, creating real impact.
✅ Sales reps no longer waste time on rescheduling, allowing them to focus on closing.
✅ AI improved team morale and productivity, ensuring AEs start their day confident and prepared.
For any sales leader struggling with low show rates, missed reschedules, and wasted time, AI scheduling isn’t a luxury—it’s a necessity.
