Case Study: 83% reduction in Token Spend evaluated across custom benchmarks for a Series B Enterprise SaaS
COMPANY PROFILE
Revenue: $280M ARR · 190 employees
SALES ORG
45 people across AEs, SDRs, deal desk, sales ops, and enablement
TECH STACK
Salesforce, Gong, DocuSign CLM, Slack, CPQ, Tableau
THE CHALLENGE
From off-the-shelf APIs to custom models, without pausing a single deal.
The sales org's agents started on third-party APIs, with ever transcript, security questionnaire, and contract billed by the token. We moved each workflow onto open-source models fine-tuned on the company's own deal data, cutting token spend by 80% while matching or beating the original accuracy.
THE AUDIT · 4 WEEKS
Engineers carried over prompts, context, tools, and evaluations from the existing agents, then ran the custom models in shadow mode alongside the API versions. Each workflow switched over only once its evals held.
THE ARCHITECTURE
An operating layer from workflow efficiency audits, seamless migration and convenient hosting.
Lead Management
Lead scoring agents enriched inbound leads with relevant intent data, then routed work to the right SDR based on territory, segment, and capacity.
Pipeline and CRM Intelligence
CRM enrichment agents updated Salesforce from recorded transcripts, emails, calendar events, and Slack conversations while pipeline hygiene agents flagged stale deals and missing fields.
Deal Orchestration
Deal routing agents monitored approval chains, escalated stalled decisions, and supported pricing and contract acceleration.
Security and Compliance
Security questionnaire agents matched requests against thousands of previous responses and auto-filled the standard material; RFP agents surfaced relevant case studies and certifications.
Enablement
Content recommendation agents surfaced relevant assets by deal context and win-loss analysis identified recurring patterns from recorded transcripts.
Comp and Operations
Commission calculation agents traced closed deals across Hubspot, DocuSign, and NetSuite attributing relevant comp to SDRs
IMPLEMENTATION · 4 MONTHS
A phased rollout built around existing AI workflows and additional possibilities opened up from deep cost savings.
01 · CRM Intelligence + Deal Desk — Auto-populated field acceptance reached 89%. Pipeline hygiene identified 34 stale opportunities, including 8 still viable. Deal routing accuracy reached 97% by week four.
02 · Security/RFP + Lead Scoring + Comp — Commission agents ran in parallel for three weeks. Forecasting launched in shadow mode alongside Clari. Pricing agents went live inside CPQ.
03 · Contract Acceleration + Customer Handoff — The first same-day customer-success handoff followed contract signature. Win-loss analysis began producing monthly pattern reports.
04 · Full Integration Pass — All agents were connected end-to-end. Forecasting moved from shadow mode to the primary workflow, with Clari retained as backup validation.
YEAR-ONE COST SAVINGS
$100k-300k
A conservative model based on cycle compression, selling time recovered, operations efficiency, security-response acceleration, and faster customer handoff.
CROSS-DEPARTMENT IMPACT
Sales agents fed closed-deal data into finance revenue recognition, eliminating a two-week lag. Finance margin data surfaced inside deal orchestration, while customer-handoff context fed back into win-loss analysis.