How Authentic8 took a sale from a hundred clicks to three with Limio

Authentic8 is a cybersecurity company based in Redwood City, California. Its product, Silo, is a cloud-based secure browser that runs web code on a remote server instead of the user's device, so threats never reach the endpoint. More than 600 organisations rely on it, including Fortune 500 companies and government agencies that handle some of the most sensitive work online.

Challenge

Every sale at Authentic8 went through a rep, however simple the deal. The rep built the quote, exported a PDF, emailed it across, answered the follow-up questions, chased the signature, and then set up the account and records by hand. For a complex, regulated account, that effort is well spent. For a commercial customer who already knew what they wanted, it meant an afternoon of administrative work on a deal that had effectively closed itself.

The cost fell on both sides. A single sale could take around a hundred clicks and hours of back-and-forth, time the rep could have spent on the accounts that move the number. Letting those customers buy on their own was the obvious solution, as long as it suited Authentic8's sales-led motion. Reps are credited for the deals they bring in, so any self-serve route had to preserve that attribution and keep each deal tied to the rep who sourced it.

Outcome

Authentic8 went live on Limio with sales-assisted checkout links, generated directly from Salesforce. The sales rep still controls what gets sold, while the customer takes over how it gets bought. When a deal is a good fit for self-serve, the rep builds the order in Salesforce and sends the customer a secure checkout link rather than a PDF. The customer opens the link, sees the offer the rep configured, chooses a seat count, and pays, without an order form, a signature to chase, or any manual setup afterward.

Because the rep configures the offer and the link carries it, the customer can only buy what was agreed, which keeps pricing under control. The link also tracks the Salesforce account and contact behind it, so the completed order is attributed to the rep who sourced it, and the credit and commission stay with them. From the rep's perspective, a sale that once took around a hundred clicks now takes two or three.

Early results

Authentic8 built and tested the flow, then introduced it to the wider team at a company all-hands. The response was immediate, and reps have begun sending links to customers.

The most noticeable change was the time it gave reps back. Building a basket and sending a link replaces an afternoon of quoting and chasing, which keeps reps on the larger, more complex deals that need a person in the room. Because every order is linked to the right Salesforce account from the first click, attribution stays accurate without anyone having to reconcile records later.

In their words

"Limio integrates really cleanly with Salesforce and Zuora, which made launching self-serve straightforward. We demoed it to the team at our all-hands and got rave reviews, and we've been impressed with the whole team throughout. On the results side, the first thing our reps noticed was the clicks: a sale that used to take a hundred clicks and hours of back and forth is down to two or three. They build the basket, send the link, and get their afternoon back."— Chris Copeland, Business Systems Manager, Authentic8

What's next

Authentic8 is extending the flow to more of its commercial deals, the ones best suited to self-serve, while regulated and enterprise accounts keep the hands-on approach. As reps grow comfortable handing off the simpler deals, the same setup can cover more of the catalogue, so that more of the buying process runs without a rep involved.