Connected agents run an IT services firm's closed-won pattern from trigger to meeting
The firm's wins followed a clear pattern that nobody had time to watch for. A Lead Gen AI Twin now runs research, replies and booking on it, with sellers at the handover gate.
- Challenge
A clear winning pattern, but too many portfolio companies to watch for it.
- Approach
Connected agents configured on the closed-won pattern, from research through replies to booking.
- Result
Sellers accept each handover; agents carry the account from trigger to booked meeting.
The situation
An IT services firm wins most often in PE-backed mid-market companies soon after an acquisition, entering through a cloud cost assessment sponsored by the VP Engineering. The pattern recurs across a shifting set of portfolio companies nobody watches continuously. Deals are noticed late, often after the new owner's operating partner has brought in a preferred provider. A generic AI outreach tool tried earlier ignored the pattern and mailed any firm with a cloud bill.
The question that mattered
Can agents work the winning pattern across every portfolio company, from deal announcement to booked meeting, with sellers keeping the judgement calls?
What we did
- 1
Model the closed-won pattern
Analyse won and lost deals to write the pattern down: PE-backed targets after an acquisition, a cloud cost assessment as entry, a VP Engineering as sponsor. Lost deals add exceptions, such as carve-outs still on the former parent's systems.
- 2
Configure the connected agents
Set up agents for deal monitoring, research, sequencing, reply handling and booking. They share an account record, so a reply about post-deal cloud spend reaches booking with its research attached.
- 3
Set the handover gate
Agree qualification rules with the head of sales. An account executive accepts each conversation before booking, a solutions architect joins when scope comes up, and pricing goes to the account executive.
- 4
Hold the twin to meetings, not activity
Report accepted and rejected handovers with reasons, not messages sent. New sequences need the head of sales' approval.
What we delivered
The evidence and working documents the team kept.
- Written closed-won pattern with its known exceptions
- Connected agents from deal monitoring to booking
- Handover and escalation rules agreed with the head of sales
- Handover report with acceptance and rejection reasons
The outcome
Account executives
accept or reject each handover, and their reasons refine the pattern
Replies
about integration plans or cloud spend reach booking with research attached
Solutions architects
join first meetings briefed on the acquisition and cloud estate
Commercial questions
go to an account executive, never an agent
First meetings open on the acquisition and the cost questions it raises, with the VP Engineering already named as sponsor.
What changed in the GTM motion
The closed-won pattern is now a written rule set that agents run and the head of sales revises at a quarterly review. Account executives work only handovers they accepted, and their rejection reasons drive each revision.
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