From Insights to Action: How Proshort is Transforming High Velocity GTM Processes at Vitable Health

Precision and Accuracy: The Foundation for Success

"The Proshort analysis we get right out of the box relative to what we’ve seen in Gong is just much more accurate – it's much more precise and that's something we really value," noted Elias when reflecting on what initially got them interested in Proshort.  

That precision and accuracy was first reflected in simple things like the meeting notes Proshort generated from calls – even calls first recorded in Gong and later processed by Proshort during a pilot implementation.  Proshort took those same recordings and delivered better, more comprehensive analysis, which could then be easily pushed to their Hubspot CRM.  

That meant reps could spend more time focusing on their customers in their calls and less time worrying about taking their own notes and CRM updates.  This improved rep productivity, and improved the quality of information recorded in the system of record.

It also formed a foundation for the operational transformation Elias began to pursue…

Overcoming Human Bias in Forecasting

The Vitable team had a real need to improve forecast accuracy, but even with a new forecasting methodology and framework rolled out to the reps, human biases and fears were clouding the picture.  Plus, with the scaled nature of Vitable’s deal volume, it simply wasn’t possible for leadership to deeply interrogate every rep on every deal.  Thankfully, the Proshort platform made things easy…

Elias took the descriptions of Vitable’s forecasting methodology from the slide decks they used for team training and plugged them into Proshort’s Contextual AI Deal Agents.  The resulting agent, which was fondly dubbed “BrianGPT” (after their VP of Sales, Brian), looks across each and every call and email for a deal, applies their custom forecasting methodology, and writes the analysis and reasoning back to a field in Hubspot in a clear, consistent format.

“It’s solving multiple problems for us,” remarks Elias…  

“Number one, it's helping the AEs to make sure that they are consistent with their forecast methodology, and it's effectively giving them on demand coaching without having to seek out Brian or myself to help them out with that.”

“It's also improving our accuracy when it comes to forecasting because now we've got a version of the forecast that doesn't have any type of bias.  It’s looking at all the data, applying the methodology and saying black & white: I think this is going to be a commit deal and here's why.”

Better Customer Success Handoffs = Happier Customers

With progress already being made in forecasting, Elias turned his attention to post-sales.  

CSMs were having trouble knowing what expectations had been set along the way by the sales team, what the customer’s real pain points were, etc.  They would have to spend a lot of time combing through Hubspot for activity records, borderline meeting notes, etc.  It was time consuming, and easy to miss an important fact.

Elias realized, “Hey, we've got Proshort now!  Why don't we write an agent that says when a deal closes, use this template and reference back all of your call recordings, all of your emails and populate this template based on what you think is best to help the CSM. So that way when they have that onboarding kickoff call, they already basically know why they chose us, where's their pain? Who are the right people involved?  And it worked pretty well!”

This solved a “big pain point” in Vitable’s pipeline, given the nature of their deal flow with really fast cycles – as soon as an AE is done with one, they’re off to the next, so there’s hardly any time for a human to human handoff.  Proshort bridges that gap where human time is limited and customers get better onboarding and better continued service as a result.

Up Next: Lead Qualification, and Beyond

Vitable Health is now fully moving off of their legacy Gong deployment, and they continue to dream up new, transformational uses of Proshort’s Contextual AI Agents.  

“Our use case is more than just sales,” observes Elias. “It's all go to market essentially. It's knowing that we have the adaptability in the tool to be able to have it meet different needs for different customer sets.  It's helping Brian with forecasting, it's helping our CS leader with coaching for the CS team. I can build that communication model that's going to help that handoff process from sales to CS.”

So what’s up next for Elias and team?

“Now I'm working with the SDRs and we're going to build out some qualification agents!”