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AI Consulting·Illustrative Client Scenario·B2B SaaS · 200-person sales org
Account research copilots for a 200-person sales team
Equipping a B2B sales organisation with research copilots that compressed pre-call prep from 45 minutes to under 10 — with measurable lift in conversion.
45 → 9 min
average pre-call research time
+19%
qualified meeting-to-opportunity conversion (illustrative)
92%
weekly active usage 90 days post-launch
Challenge
The situation
- Reps were spending 6–8 hours a week on account and stakeholder research, with quality varying widely by tenure.
- Sales leadership wanted AI leverage without compromising the personalised, research-led motion that differentiated the firm.
- Past tooling attempts had created shallow, generic outputs reps quietly stopped using within weeks.
Approach
How we engaged
01
Discover
Shadowed top performers to codify what 'great research' actually looked like in this specific market and ICP.
02
Design
Specified the copilot output template, sourcing rules, and the inspection workflow before any model was selected.
03
Deliver
Built a retrieval-grounded copilot producing structured account briefs, with explicit confidence and source links per claim.
04
Adopt
Trained reps on prompting patterns, integrated the brief into the deal-stage workflow, and tied usage to leading-indicator KPIs.
Solution
What we built and ran
- A structured account-brief template co-designed with top reps
- Retrieval over vetted internal and external sources with claim-level citations
- Manager review hooks for the first 30 days of rollout to catch quality drift
- Usage telemetry tied to opportunity creation and stage progression
Lessons learned
What we'd carry forward
- Copilots succeed when they encode what your best people already do — not when they reinvent the workflow.
- Confidence and citations matter more than length. Reps trust short, sourced briefs over long unsourced ones.
- If usage is below 70% at day 60, the problem is workflow integration, not the model.
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