United States San Francisco, USA · B2B SaaS
Rebuilding a sales workflow around AI at a B2B SaaS company
Slick demos of AI sales tooling never translated into a change in how the team sold.
Service: AI-Native Transformation Illustrative case study. Representative of our work and anonymized. It does not name a client, and the outcome is described qualitatively.
The challenge
The revenue org had tried several AI sales tools, but each was bolted onto an unchanged process and none of them stuck.
What we did
- Redesigned the sales research and outreach workflow around what models do well and where the rep adds judgment.
- Built evaluation so quality could be measured rather than assumed.
- Shipped into the real stack with adoption designed into the rollout.
The outcome
The team adopted a workflow that changed how the work was done, not just a faster version of the old one, and had a pattern to extend to adjacent motions.