Case Study · Quantum Energy

Days of Account Research, Now 15 Minutes

How Quantum Energy's sales team turned account research it never had time to finish into a sourced account file in minutes.

“Days.”
Monty Hudson, CRO, Quantum Energy, on the time it saves in account prioritization

Before

Research That Never Got Finished

Like most B2B sales teams, Quantum Energy wins on timing. The right account, at the right moment, with the right person. Reach all three and the conversation moves. Miss one and the same pitch goes nowhere.

The information that answers those three questions exists. It is scattered across public records, company websites, news and LinkedIn, and the name on a record is often not the company that makes the decision. Putting it together meant a rep researching by hand, one account at a time.

No tool, CRM field or role owned that work, so it happened when someone had a free afternoon. Most of the time the research never got finished, and outreach went wider instead of sharper.

After

A Sourced Account File in 15 Minutes

Now a rep names an account in Slack. Ten to fifteen minutes later, one file lands in the team's shared folder with every opportunity under that account, where each one stands, and the most relevant person to talk to. Every claim links to its source.

“It's like a hit list. Go.”
Monty Hudson, Chief Revenue Officer, Quantum Energy
Research time
Days saved in account prioritization, in Monty's estimate.
Coverage
Every opportunity on an account is researched by default, not a sample.
Freshness
The file reruns on demand, so it stays current.
Onboarding
A new seller can run the research on day one.

In Practice

Conversations That Start With Specifics

The payoff is biggest inside accounts the team already knows. Without the research, the ask to a current customer is generic. “Do you know anyone else who might be able to use this?”

With the research in hand, the team has done its homework before the call. A rep knows where each of the customer's opportunities stands and what is slowing it down, which the person on the other end often does not. So instead of opening with a request, the rep opens with something useful, speaks to what the customer actually needs, and asks for one specific referral.

“It becomes a real meaningful conversation... a more investigative line of questioning than some generalized broad-based questioning. And that's always more effective.”
Monty Hudson

How It Works

Four Steps, a Source on Every Claim

Step 1. Map
Name an account in Slack. Every opportunity is found and tied to the company that decides.
Step 2. Prioritize
Each opportunity is tagged by where it stands, so the team knows which to call now.
Step 3. Identify
Each opportunity gets the most relevant named contact, with evidence for the title.
Step 4. Deliver
One enriched file per account lands in the shared folder the team already uses.

Three rules hold it together

Sourced
Every claim carries a clickable source or is marked unverified.
Spend with purpose
Money is spent only on data the team will put to use.
Diagnosable
Every failure logs its reason, so a quiet run can be diagnosed.

How We Built It

One Signal at a Time, Supervised First

The build shipped one signal at a time, each working before the next began. Every capability ran supervised first, and those runs became the training data for the autonomous version.

The output followed the team. Quantum's sellers wanted a spreadsheet they could work from, so version one's drafted email became one file per account in their own folder. The system was handed over with documentation, a runbook and a knowledge transfer session.

“You can work smarter or you can work harder. Our team now has the same amount of productivity making a hundred calls that used to take a thousand.”
Monty Hudson, Chief Revenue Officer, on what he would tell a fellow CRO

Built by RevWisely

AI workflows inside
your team's tools.

We build AI workflows inside your team's tools and train your people to run them.