--- title: "Consulting Firm Case Study: Faster Sales | Humantic AI" description: "A leading consulting firm built Humantic AI into its Sales 2.0 analytics platform; its Fortune 100 clients saw higher engagement and faster sales cycles." url: https://humantic.ai/library/case-studies/leading-consulting-firm --- > A leading consulting firm built Humantic AI into its Sales 2.0 analytics platform; its Fortune 100 clients saw higher engagement and faster sales cycles. # How A Leading Consulting Firm Built Humantic AI Into Its Analytics Platform To Accelerate Sales For Fortune 100 Clients Learn how Sales 2.0, a sales acceleration initiative by the legendary consulting firm, delights enterprise clients with valuable buyer insights using People Intelligence. **Industry** Management and business consulting **Founded** 1926 **Company size** 10,000+ employees Download the full PDF 1 year From 3 consultants on People Research Agent to a core part of the firm’s analytics platform ## Humantic AI Impact - Fortune 100 Clients whose deal teams get People Intelligence in the firm’s deliverables - API Integrated deeply into the analytics platform for the whole B2B Technology Services practice ## The Objective ### About the firm The firm's Sales 2.0 initiative focuses on enabling B2B growth for its clients via the use of next-gen analytics and technology. This unique bouquet of services is sought after by B2B enterprises across the board, and is of particular interest to some of the largest companies in the B2B Technology Services industry. The firm's objective is to enable client sales teams to revamp their sales motion by helping them leverage a data-driven approach based on analytics and intelligence. The firm's clients typically pursue large opportunities that could range from tens of millions in value to multiple billions. The firm does everything it can to enable them to get these deals to the finish line. It makes use of cutting-edge technology and next-generation analytics in order to ensure that its clients can stand out from their competition during deal pursuit. ## The Challenge The firm’s job is to increase the odds of their clients' success through the use of various levers: meticulous research, existing technology, discovery of gaps in the market, and deployment of tools and processes to fill those gaps. By the nature of its work, its Technology Sales consulting team has always had a vantage point that allows it to look ahead: a clear picture of the larger sales landscape, a close view of changes at play in the market, and an ability to spot trends earlier than most. Hence, early in 2020, as physical interactions stopped and sales suddenly went virtual, it realized a critical need for far more sophisticated Buyer Intelligence, much before the rest of the world. The firm realized that virtual selling was here to stay even in the post-COVID world, and the only way to help its clients replicate the trust, relationships and ‘human connection’ that is so vital to large dealmaking, was going to be through the use of advanced AI. It therefore turned to Humantic AI to bring next-generation buyer insights and People Intelligence capability to its clients, for whom the world had changed suddenly, and drastically. ## The Solution People Intelligence allows salespeople to understand their buyers at a deep, human level before they even meet them. It helps salespeople understand what motivates their buyers, what drives their decision-making and exactly what landmines must be avoided at all costs when dealing with multiple stakeholders who are part of a larger group. In late 2020, 3 of the firm's consultants, as part of the Sales 2.0 initiative, started using the Humantic People Research Agent assistant. They would look up their client’s potential buyers (or other relevant stakeholders) on LinkedIn, and then leverage the predictions by Humantic AI while crafting their recommended strategy. They would include personality profiles created by Humantic’s AI into client deliverables and present the full solution to their client to equip them to succeed during their deal pursuit. While Humantic AI started as a bolt-on to the firm’s core offering, it's now evolving into something a lot more central. Consultants from the firm realized that they were not just able to provide standalone insights about stakeholders, they were also able to use the insights to create playbooks for several steps of the sales process: discovery, demo, objection handling, even negotiation and closing. ![A prospect's Humantic AI personality profile including overview of 3 key attributes that describe them.](https://media.humantic.ai/img/prod_screenshot_1.jpg) The firm analyzed the personalities and buying traits of all relevant stakeholders while researching their clients' potential buyers. ![A prospect's Humantic AI personality profile that describe how to connect with them.](https://media.humantic.ai/img/prod_screenshot_2.jpg) The team at Sales 2.0 leveraged Humantic AI's suggestions to craft their recommended strategy. ![A prospect's Humantic AI personality profile that describes negotiating and deal planning tips with them.](https://media.humantic.ai/img/prod_screenshot_3.jpg) Soon, they were not just able to provide standalone insights about stakeholders; they were also able to use these insights to create playbooks for several steps of the sales process. ## Impact And Future Plans In early 2022, after having been a Humantic AI customer for a little more than a year, the firm moved to make personality intelligence a core part of its analytics platform. Integrated deeply via APIs and with a much larger footprint, Humantic AI powered People Intelligence is now available not just to the consultants part of the Sales 2.0 initiative, but to all consultants in the firm's B2B Technology Services practice as well as their clients who have direct access to the firm's analytics platform. - Since adding Humantic AI to its sales strategy consulting services, the firm has received significant positive feedback from its clients for including People Intelligence in its service offering. - The firm's clients observed higher levels of engagement and acceleration of the sales cycle (similar to other Humantic AI customers who saw a 36% improvement in ‘time to first engagement’). - They have also seen a visible increase in awareness of their deal pursuit teams towards establishing trust and building the human connection when interacting with external, very senior stakeholders, a factor that plays a pivotal role during dealmaking of large size. A global rollout is in the works as of June 2022 and is slated for Q4 of 2022. ## In Their Words **Jr. Manager, Go-to-Market Advisory** The firm > “We have tools and processes in place to discover a buyer's strategic priorities, and ways to identify the right stakeholders in order to pursue a deal. Essentially, the 'what' and 'who' are already answered. What Humantic AI does exceptionally well, is in answering the 'how' - which, for a long time, was a missing piece.” ## About Humantic AI Humantic AI is a Buyer Intelligence platform for sales, marketing and go-to-market teams of any size, so sellers know their buyer before they speak to them. **Account Intelligence** [Account Research Agent](https://humantic.ai/account-research-agent) **People Intelligence** [People Research Agent](https://humantic.ai/people-research-agent) **Visitor Intelligence** [Visitor ID](https://humantic.ai/visitor-id) **Intent Intelligence** [Intent Scoring](https://humantic.ai/intent-scoring) They work together with Buyer Signals, Data Streams, Context Enrich and the HumanMail Agent, in the web app, the API and the MCP. Customers report an average 109% increase in qualified pipeline, 16.2% higher closed revenue and 36% faster deal velocity. Humantic AI is a Gartner Cool Vendor in AI-Led Sales (2024). Download the full PDF [All case studies](https://humantic.ai/library/case-studies) ## More Customer Stories - [22.5% How Domo Closed 22.5% More Deals With Humantic AI Read the story](https://humantic.ai/library/case-studies/domo) - [$26M How A Fortune 50 Company Built $26M Additional Pipeline In 45 Days Read the story](https://humantic.ai/library/case-studies/fortune-50-company) - [$60M How A Fortune 20 Company Built A $60M Additional Pipeline In 30 Days Read the story](https://humantic.ai/library/case-studies/fortune-20-company) ## Related pages - [Account Research Agent](https://humantic.ai/account-research-agent) - [People Research Agent](https://humantic.ai/people-research-agent) - [Visitor ID](https://humantic.ai/visitor-id) - [Intent Scoring](https://humantic.ai/intent-scoring) - [All case studies](https://humantic.ai/library/case-studies) - [22.5% How Domo Closed 22.5% More Deals With Humantic AI Read the story](https://humantic.ai/library/case-studies/domo) - [$26M How A Fortune 50 Company Built $26M Additional Pipeline In 45 Days Read the story](https://humantic.ai/library/case-studies/fortune-50-company) - [$60M How A Fortune 20 Company Built A $60M Additional Pipeline In 30 Days Read the story](https://humantic.ai/library/case-studies/fortune-20-company)