The Challenge
Wilshire Advisors' sales team was bogged down by the time-consuming process of starting from scratch with each new prospect, even when previous relationships existed within the firm. This inefficiency not only wasted valuable time but also resulted in missed opportunities to demonstrate relationship value to potential clients. As noted by their CTO, Hanna Valva: "If we already have a pre-existing relationship, we can cut out some of the initial grunt work and pick up where the last opportunity ended." The firm recognized the need to streamline their sales processes and leverage existing relationship data to improve operational efficiency and client engagement.
The Solution
Vantage Point Consulting was brought in to address these challenges. Following an initial consultation to identify the highest-value use case, the project was scoped and resources were allocated. Key stakeholders, including Wilshire's CTO, project leads Nancy Arias and Matt Williams, and selected sales pilot participants, were involved in the discovery and solution design phase. The implementation involved developing a custom AI prompt and integrating it with up to three Salesforce flows, all designed to enhance the sales process without requiring extensive custom code development. The solution was tested with sample data to ensure accuracy and relevance before being deployed to a pilot group of 3-5 sales professionals over a five-week period. The streamlined implementation approach focused on delivering immediate value while minimizing risk.
The Results
The implementation of Agentforce brought about numerous benefits for Wilshire Advisors. The sales team experienced improved efficiency by eliminating redundant discovery work, resulting in faster and more effective client engagement. The enhanced ability to demonstrate relationship value led to an improved client experience and accelerated sales cycles. Furthermore, the successful implementation established a foundation for broader AI adoption across the enterprise. As noted in project communications, the proof of concept (POC) was designed to deliver immediate value with minimal risk, setting the stage for future AI initiatives.
