Customer Story · Equipment finance lender
Every application now takes a couple of minutes instead of 15
Quality Equipment Finance forwards deal packages to Kaaj and gets contacts, accounts, opportunities, and assets created in Salesforce automatically — with KYB checks and asset comps attached.
Patrick O'Connor on video. Chapters and full transcript
15 → 2 min
per application, straight into Salesforce
Patrick O'Connor
Head of Sales, Quality Equipment Finance
~2 min
per application, down from ~15 minutes of manual entry
20/day
applications a single rep may handle
4 objects
auto-created in Salesforce: contact, account, opportunity, asset
3 comps
pulled per unique asset, with auction price ranges
“It frees up a lot of time for the sales reps — being more efficient with your time, focusing on revenue-producing activities rather than inputting deals. Honestly, I talked to our sales team about feedback, and there wasn't anything negative. It's tough to think of improvements.”
— Patrick O'Connor, Head of Sales, Quality Equipment Finance
The Starting Point
A technology-forward lender that saw AI coming
Quality Equipment Finance didn't come to Kaaj with a crisis. The company already ran a disciplined Salesforce operation — but as volume grew, leadership kept asking the same question: how do we streamline sales, credit, funding, and servicing without adding manual steps?
When the team met Kaaj over a year ago, the direction of the AI market made the decision straightforward. Kaaj could remove the data entry between a broker's email and a working Salesforce opportunity — and add a second set of eyes on every deal at the same time.
“It wasn't so much a pain point — the opportunity presented itself. The more conversations we had, the more it made sense: streamline everything, and get a second set of eyes on what we're doing.”
The Solution
Forward the email; Salesforce is already filled in
When an application arrives from a broker or vendor — equipment quote, bank statements, sometimes barely-legible handwriting — the rep forwards it to Kaaj. A few minutes later, the contact, account, opportunity, and asset exist in Salesforce, NAICS code and all.
The same pass runs Kaaj's know-your-business and know-your-vendor checks: SAFER report, Secretary of State filing, business and residential address matching, and a web scrape of the borrower's sites and reviews. Deals that used to arrive as 'hey, we have one for you' with no write-up now come with the borrower's story already assembled.
For trucks and trailers, Kaaj attaches comparable listings with minimum–maximum price ranges from auction data — the three comps Quality's sales team used to hunt down by hand.
“We were creating the account, selecting the industry, finding the NAICS code and the SAFER, creating the opportunity and contacts, re-keying everything. Now it's as simple as forwarding it to Kaaj — a couple minutes later, everything's already there, presented.”
The Results
Ten minutes back, twenty times a day
Patrick O'Connor — Quality's Head of Sales, a Certified Lease & Finance Professional, and a Monitor Daily NextGen 40 Under 40 honoree — keeps the math simple: a rep handling twenty applications a day gets roughly ten minutes back on each one. That time goes to outbound calls to brokers and customers and to deals that are already approved — revenue work instead of re-keying.
Quality's credit team runs Kaaj alongside its existing bank statement provider as a sanity check; when they back-tested the two, the results matched. The fraud-detection and verification work — SAFER, SOS, address matching, web presence — has made the credit officers some of the product's strongest internal advocates.
As an early adopter, Quality has also watched its own feedback ship: duplicate-account handling was fixed quickly after they flagged it, and enhancement requests keep landing. Next on the roadmap conversation: bringing parts of Quality's credit model — spreading financials, tracking revenue and EBITDA — into Kaaj.
“When you're a sales rep getting maybe 20 apps a day, those extra 10 minutes saved — it adds up.”
Beyond the software
A partner that knows lending — and picks up the phone.
The Kaaj team — including founders Utsav and Shivi — works hands-on with every customer. No retrofitted generic tool, no AI chatbot standing between you and an answer.
Responsive support
“Anytime there was an issue, the feedback we gave — they were very quick to respond, which is always nice when you're looking for a partner like that.”
Built for this industry
“What surprised me is how quick everything has been developing from the feedback they're getting — not only from us, but from other partners.”
In Patrick’s words
The transcript of the video above, by chapter. Watch with chapters
Full transcript
Why Quality EF brought in AI
Our company has always been pretty good with like Salesforce and some of our technology stacks. And as we keep growing, it is something that we've talked about, like, how can we streamline our processes, whether it's for sales, for our brokers, for credit, or for funding, or account servicing, and then meeting Kaaj, it must have been maybe a little over a year ago, and just going where, kind of know where the AI market's going, kind of just open up our eyes. And the more conversations we had, the more it made sense and just how it could help kind of streamline everything and also provide a second set of eyes on some of the things that we're doing
Applications straight into Salesforce
So we mostly use Kaaj today from a sales perspective. So we use that when we get a new application with like an equipment quote, bank statements, or whatever it may be from a broker or a vendor. We upload that into the Kaaj portal, and then that will, after a few minutes, it will then transfer everything over into our Salesforce, which is our CRM system, and it will create the contact for us, the account, the opportunity, the asset. So from there, it's very helpful for
Know your vendor, business, and borrower
your business and borrower. So we're looking on the Kaaj portal for like the SAFER report, SOS report, business address, residential address, just to make sure everything's kind of matching what we see. And it also helps us get to know the borrower. Instead of us going on a deep dive on the web and trying to find different websites and links and reviews, they do a really good job of kind of scraping that all off the internet, which helps us get to better understand the borrower. Sometimes we get a deal and it's just like, hey, we have one for you and there's no write-up, which just spends a lot of time trying to figure out the deal or calling the customer or the broker to figure out what's going on, why they need the equipment. So having all that right inside the Kaaj portal is extremely
No more re-keying
efficiency of us manually inputting an application, mostly if it's handwritten and it's not clear handwriting. Kaaj does a really great job of transferring that into our Salesforce, but also if we're having a tough time finding the SOS online, maybe the application has a comma in it, but there's no comma in the name. We can easily find that through Kaaj. They're pulling up the SAFER reports for
15 minutes → 2, twenty times a day
for the sales reps. It's really just being more efficient with your time, allowing you to focus more on revenue producing activities, such as outbound calls to brokers and customers focusing on deals that are already approved rather than spending time inputting deals, looking up SOS listings and inputting a NAICS code, finding out the correct NAICS code. So it's really just how efficient it is on time saving of what would take us maybe 15 minutes is now just a matter of a couple minutes. And when you're a sales rep getting maybe 20 apps a day, those extra 10 minutes saved, it adds up.
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