Agentforce for Sales Acceleration & Pipeline Intelligence
Enterprise Software Company
Business Context
The organization and its strategic environment
A $1.2B enterprise software company with 450 account executives needed to accelerate deal velocity and improve forecast accuracy. Reps spent 35% of their time on administrative tasks — updating CRM, writing follow-up emails, researching accounts — instead of selling.
Technology Landscape
Systems and infrastructure before DGT
Salesforce Sales Cloud, Outreach for sequences, Gong for call intelligence, ZoomInfo for prospecting, and a custom Snowflake data warehouse for pipeline analytics.
The Challenge
What the client was facing
Despite having Sales Cloud, reps were not using it effectively. Data quality was poor (40% of opportunities had missing fields), forecasts were inaccurate (±35% variance), and managers had no visibility into deal health until it was too late. The CRO needed AI that would make CRM work FOR reps, not create more work.
The DGT Solution
How DGT addressed the challenge
DGT deployed Agentforce Sales Agents that automatically capture meeting notes, update opportunity fields, draft follow-up emails, research accounts, and score deal health. We integrated Gong call transcripts and Outreach engagement data into Agentforce's context, giving the AI agent full visibility into every deal.
DGT Accelerators Used
Delivery Approach
How DGT executed the engagement
'Seller-First' design: we shadowed 20 top-performing reps for 2 weeks to understand their workflows, then built Agentforce skills that automated their most time-consuming tasks. Pilot with top 50 reps, measured impact, then rolled out company-wide.
Governance Model
How the engagement was managed
Sales Operations as AI owner, weekly accuracy reviews on auto-generated forecasts, rep feedback surveys, and monthly ROI reporting to CRO.
Timeline & Phases
The execution roadmap
Seller Workflow Analysis
2 weeksShadow top reps, map time allocation, identify automation targets
Agentforce Configuration
6 weeks7 sales skills built: note capture, email drafting, account research, deal scoring, forecast, next-best-action, competitive intel
Integration Layer
4 weeksGong, Outreach, ZoomInfo connected via API Hub
Pilot & Measure
4 weeks50 reps, A/B test vs. control group
Full Rollout
4 weeks450 reps enabled, training, change management
Risks Addressed
Key risks DGT mitigated during the engagement
Why DGT Won
What set DGT apart in this engagement
Outcome Metrics
Measurable before-and-after results
| Metric | Before | After DGT |
|---|---|---|
| Win Rate | 22% | 28% |
| Average Sales Cycle | 94 days | 55 days |
| Forecast Accuracy | ±35% | ±8% |
| Rep Admin Time | 35% | 12% |
The Impact
Headline results delivered
"Our reps went from dreading CRM updates to relying on Agentforce as their AI co-pilot. Pipeline visibility went from a black box to real-time transparency. DGT delivered exactly what our CRO needed."
David Kim
VP Sales Operations, Enterprise Software Company