# Poggio — Full Site Content ## Table of Contents 1. Home 2. Platform 3. Slack 4. Salesforce 5. Agents 6. Transform 7. Transform Assessment 8. About 9. Resources 10. Brand Kit 11. Brand Voice Guide 12. Docs: Overview (/docs) 13. Docs: The Poggio Enterprise Model 14. Docs: Gong Integration 15. Docs: Highspot Integration 16. Docs: Model Context Protocol (MCP) 17. Docs: Salesforce Packaged Integration 18. Docs: SSO Configuration Using SAML 2.0 19. Docs: Provision Users with SCIM 20. Docs: Poggio Slack App 21. Docs: Workspace Tailoring 22. Docs: Overview (api) 23. Docs: Extending Poggio with MCP Servers 24. Docs: Connecting to Poggio MCP 25. Docs: Poggio MCP Tools 26. Docs: Overview (api/v2) 27. Docs: Overview (api/well-known) 28. Docs: Oauth Authorization Server Metadata 29. Docs: Oauth Protected Resource Metadata 30. Docs: Create or Get Account 31. Docs: Recreate Account Pages 32. Docs: Get Account Digest 33. Docs: Register OAuth Client 34. Docs: Create OAuth Token 35. Docs: Fetch Context Item 36. Docs: Search Context 37. Docs: Chat 38. Docs: Create Third Party Registration 39. Docs: Delete Third Party Registration 40. Docs: Get Third Party Registration 41. Docs: List Third Party Registrations 42. Docs: Update Third Party Registration 43. Docs: Batch Create Or Refresh Salesforce Accounts 44. Docs: Batch Write Account Plan 45. Docs: Create Or Refresh Salesforce Account 46. Docs: Trigger Account Pages 47. Docs: Delete Salesforce Integration User 48. Docs: Get Salesforce Integration User 49. Docs: Register Salesforce Integration User 50. Docs: Update Salesforce Integration User 51. Docs: Write Account Plan 52. Docs: Get My Workspaces 53. Blog: Poggio intelligence in Slack, Salesforce, and Agentforce 54. Blog: New Poggio Home gives admins greater visibility and control 55. Blog: Enhanced chat with Poggio agents, now in Slack 56. Blog: Poggio recognized in The Cloud Awards' 2026 A.I. Awards 57. Blog: Our 7 favorite Poggio superpowers for sellers 58. Blog: Poggio superpowers for Slack 59. Blog: The 5 things the top 1% of B2B sellers do consistently well 60. Blog: New Poggio Pro Plan: $49/user/month 61. Blog: How AI-native is your revenue org? Take the self assessment 62. Blog: Poggio revenue agents now native in Slack, Salesforce, and Agentforce 63. Blog: Lenovo doubles down on client success, aligns GTM to deliver differentiated value with Poggio 64. Blog: Fortune Global 500 IT and business services leader transforms its GTM to better serve clients with Poggio 65. Blog: $70B tech leader doubles down on customer success, aligns GTM to deliver differentiated value with Poggio 66. Blog: Fortune 500 cybersecurity leader transforms GTM with Poggio 67. Blog: Introducing 'Poggio Home': Consolidated news + updates across your accounts 68. Blog: Poggio POVs + Highspot: Arming sellers and AI agents with the best sales plays 69. Blog: Poggio and Highspot Join to Arm Enterprise Sellers and AI Agents with Best Sales Plays—the Right Solution and Value Message to the Right Buyers—to Close More Deals 70. Blog: Traditional GTM planning is failing B2B revenue teams 71. Blog: Introducing Saved Views for your accounts 72. Blog: Poggio again named a High Performer in G2 Grid reports for sales intelligence and AI sales assistant software 73. Blog: Fixing intent signal selling: Moving from activity- to fit-based prioritization 74. Blog: OODA loops and the agentic revenue organization of the future 75. Blog: The RevOps revolution: how context engineering with MCP transforms customer engagement 76. Blog: Introducing Poggio custom attributes 77. Blog: Enterprise sales AI: why leading organizations buy vs. build 78. Blog: Poggio named High Performer in G2 Grid® reports for Sales Intelligence, Value Selling Tools, and AI Sales Assistant Software 79. Blog: State of POVs: seller behavior makes the case for AI-powered account intelligence 80. Blog: Thinking strategically about sales AI 81. Blog: Mitigating AI risk 82. Blog: Debunking sales AI myths 83. Blog: Why enterprise AI needs a cross-platform governance layer 84. Blog: POVs: Critical for people today, existential for agents tomorrow 85. Blog: Why I joined Poggio 86. Blog: General tools, general results 87. Blog: How Dialpad achieved 70% more revenue with 20% less pipeline 88. Blog: Poggio named a High Performer in G2 Grid® for AI Sales Assistant Software 89. Blog: More admin control with fine-grained user roles 90. Blog: Introducing Poggio Digest --- # Account plans that write themselves, in Slack and Salesforce Poggio puts actionable intelligence at the center of your revenue org, guiding sellers and agents with tailored POVs (Points of View), automated account plans, and next actions that move deals forward. ## Real-time intelligence delivered where sellers and agents work Poggio intelligence is proactively delivered to sellers and agents in existing workflows to drive the right next action with every opportunity, in Slack and Salesforce. ## Intelligence that drives action at every stage. ### Deeply understand customers Poggio combines intel from Salesforce, Gong, and thousands of external sources to deliver the most comprehensive POV on every customer, their needs, and how you solve them. ### Prioritize your best opportunities Poggio focuses your team where they'll win, stack-ranking accounts based on how well your solution solves customer challenges. ### Drive action Poggio guides your team with always up-to-date account plans, relationship maps, and next actions that move deals forward. > "Poggio’s Revenue AI platform and agents have revolutionized our GTM motion, positioning Lenovo sellers to show up as strategic partners that solve customer needs." > — Ed Soo Hoo, WW CTO of Global Accounts, Lenovo ## Insights that move deals forward, without ever leaving Slack Poggio Revenue agents proactively push account plans and next actions to sellers, answer seller questions to provide guidance on accounts, and deliver account updates as they happen, natively in Slack. ## Intelligence that drives action for every Salesforce opportunity Poggio Revenue agents proactively stack rank your best opportunities based on your solution’s strength in solving customer needs. Poggio agents then arm your sellers with tailored POVs, automated account plans, and next actions to close them, natively in Salesforce. ## Give every agent the context to take the right action Poggio delivers real-time intelligence and context to any agent, including Claude, Agentforce, custom agents, and internal automation. That way all agents operate from a unified view of the customer, take the right action, and deliver a world class experience every time, delivered through MCP, A2A, and REST API. ## Fast and easy to deploy, Poggio drives quick wins while unlocking competitive advantage ### Install the Poggio App Quick, secure setup of Poggio in Slack, with our managed package for Salesforce, and through MCP integration to any agent. ### Auto-populate insights Poggio auto-generates and pushes POVs, account plans, and next actions to Slack, Salesforce, and Agentforce, updating them when things change. ### Access everywhere Intelligence flows to Slack and Salesforce where sellers work. ## Enterprise-grade security and governance Production-grade agent architecture with schema-aware operations, citation enforcement, smart caching, and data validation, all engineered for reliability and scale. ### SOC2 Compliance Type I and Type II reports available to customers. ### Role-based Access Admins, user, and viewer workspace permissions. ### IdP integration Poggio supports SSO and IdP integration via SAML. ### Encryption Customer data is encrypted at rest and in transit. ### Penetration Testing Regular penetration testing keeps Poggio secure. ### Governed use of AI We never train or fine-tune AI with customer data. ## Ready to put our Revenue Superagent to work? Get started with Poggio and see the difference real-time intelligence makes. --- # Revenue agents that research, plan, and execute Poggio deploys specialized AI agents that work continuously in the background and handle complex tasks on demand, researching accounts, building plans, and orchestrating your revenue operations. ## Two specialized agents, one revenue engine Poggio combines continuous background research with on-demand task execution to power your entire revenue operation. ### Deep Research Agent *Always on, always learning* Works continuously in the background to build comprehensive account context. Monitors signals, discovers insights, and keeps your team armed with up-to-date intelligence on every account. - Revenue-optimized for identifying high-value opportunities - Synthesizes web intel, news, financials, and social signals - Automatically updates as your accounts evolve ### Revenue Superagent *On-demand task orchestration* Handles complex tasks by marshaling a vast array of tools, skills, and sub-agents. Works from user requests, responds to triggered actions, and executes operations in bulk. - Multi-domain intelligence: CRM, calls, contacts, web research - Schema-aware operations that adapt to your Salesforce instance - Compound reasoning across research, planning, and execution ## A unified context engine powers both agents The same Superagent orchestrates interactive queries, CRM-triggered workflows, seller nudges, and asset generation—all drawing from a comprehensive intelligence layer spanning web research, CRM data, calls, contacts, documents, data warehouses, and MCP integrations. ## Intelligence that works how you work Intelligence surfaces through proactive digests, conversational chat, and structured data pushed directly into your CRM where sellers and agents work. ## Agents work together to drive revenue Poggio's Deep Research Agent builds context continuously while the Superagent executes high-impact tasks triggered by CRM events, user requests, or bulk operations across an entire territory. ## Built for production revenue operations Production-grade agent architecture with schema-aware operations, citation enforcement, smart caching, and data validation, all engineered for reliability and scale. ## Enterprise-grade security and governance ## Ready to deploy AI agents for revenue? Put Poggio's research and Superagent to work building account intelligence, creating plans, and executing revenue operations at scale. --- # Arm sellers with real-time intelligence and account plans, natively in Slack Push Poggio intelligence direct to sellers while enabling sellers to engage with Poggio’s Superagent on demand to orchestrate and complete high-value work without ever leaving the conversation. ## Insights that drive action and move deals forward, natively in Slack Poggio Revenue agents proactively push account plans and next actions to sellers, answer seller questions to provide guidance on accounts, and deliver account updates as they happen natively in Slack. ## The Poggio Superagent: The revenue agent that supercharges seller performance Poggio’s Superagent operates autonomously to help revenue leaders automate workflows, such as creating a tailored POV or stack-ranking a new opportunity triggered by an inbound lead. ### Understand Poggio’s Superagent delivers real-time intelligence that helps sellers understand customers, their priorities and challenges, and how to best solve them. ### Act Poggio’s Superagent creates and maintains account plans, objectives, and next actions to guide sellers to move deals forward. ### Stay up-to-date Poggio’s Superagent provides proactive alerts on account changes and automatically updates plans so sellers always operate with the latest intel. ## Fast and easy to deploy, Poggio delivers quick wins while unlocking competitive advantage ### Deploy Poggio in Slack Connect @Poggio agents to your Slack workspace in minutes. ### Auto-populate insights Poggio auto-generates and pushes POVs, account plans, and next actions to sellers, alerting them when things change. ### Access everywhere Intelligence flows to Slack and Salesforce where sellers work. ## Ready to power seller success inside Slack with Poggio’s Revenue AI agents? Put Poggio’s Revenue agents to work to augment seller performance today, right in Slack. --- # Real-time account intelligence and account plans, natively in Salesforce Poggio’s managed package delivers real-time account intelligence and automated account plans natively in Salesforce, positioning all sellers to perform like the top 1%. ## Intelligence that drives action for every Salesforce opportunity Poggio Revenue agents proactively identify your best opportunities and arm your sellers with tailored POVs, automated account plans, and next actions to close them, natively in Salesforce. ## Transform your CRM from a system of record to a system of action Poggio unifies ‘inside out’ data from Salesforce, call recordings, and other tools with ‘outside in’ intel from thousands of external sources to drive the right next action with every opportunity. ### Deeply understand customers Arm sellers with a real-time point of view on every customer, their priorities and challenges, and how you solve them. ### Prioritize your best deals Focus sellers where they’ll win with Poggio stack-ranking accounts based on the strength of your solution in solving customer needs. ### Drive seller action Guide sellers with always up-to-date account plans and next actions that move deals forward. ## The Poggio Revenue AI platform Poggio’s managed package for Salesforce puts the power of Poggio revenue agents where sellers work, automating complex GTM tasks and optimizing workflows to augment seller success. ## Fast and easy to deploy, Poggio drives quick wins while unlocking competitive advantage ### Install the managed package Quick, secure setup with our Salesforce managed package. ### Auto-populate insights Poggio auto-generates and pushes POVs, account plans, and next actions into Salesforce, updating them when things change. ### Access everywhere Intelligence flows to Salesforce and Slack where sellers work. ## Ready to unlock your CRM investment with Poggio’s Revenue AI agents? Put Poggio’s Revenue agents to work powering seller success today, right inside Salesforce. --- # Give every agent the context to take the right action on every account Poggio delivers real-time intelligence and context to any agent, including Claude, Agentforce, custom agents, and internal automation, so all agents operate from a unified view of the customer, take the right action, and deliver a world class experience every time. ## Agents are only as good as the context that guides them Most agents work from thin, stale data, like a few CRM fields, a call transcript, maybe a news alert. They hallucinate, miss context, and take the wrong action. Poggio gives agents a continuously updated, deeply researched view of every account, combining CRM data, call transcripts, web research, contacts, and more to create a single context layer that guides agents to the right action. ## One intelligence layer, every agent surface Poggio puts deep account intelligence and context in the surfaces where agents operate through MCP and open APIs. Connect once and every agent in your stack operates from the same real-time customer context. ### Claude Connect Poggio to Claude via MCP to give Claude deep account intelligence for research, analysis, planning, and content generation. Sellers use Claude as a thought partner with full account context, no copy/pasting, or stale data. ### Agentforce Poggio’s MCP integration surfaces real-time intelligence directly in Agentforce, powering autonomous actions like account plan generation, opportunity prioritization, and next-next-action recommendations within Salesforce workflows. ### Custom-built agents Building your own agents? Poggio’s MCP server and REST APIs provide structured account intelligence, including POVs, account plans, research summaries, stakeholder maps, and more, to ensure agents make informed decisions. ### Any MCP-compatible platform Any platform that supports MCP can connect to Poggio. As the ecosystem of MCP-compatible agents and tools grows, Poggio’s intelligence and context extends with it with no custom integration work required. ## How Poggio powers your agents ### Connect via MCP Point your agent platform at Poggio’s MCP server. Standard protocol, no custom SDKs or proprietary connectors. ### Agents call Poggio tools Agents discover and invoke Poggio’s intelligence tools to search accounts, fetch research, retrieve plans, and access contact intelligence. ### Agents act with context With real-time customer context, agents generate better outputs, take smarter actions, and deliver results that sellers trust. ## What your agents get from Poggio ### Deep Account Research Deep company intel synthesized from web, news, financials, SEC filings, and social signals, and updated continuously. ### Automated Account Plans Structured plans with strategic objectives, next actions, and stakeholder engagement strategies, auto-generated and maintained. ### Stakeholder Intelligence Contact discovery, org mapping, and relationship tracking so agents know who matters and how to engage them. ### Call Insights Key themes, objections, commitments, and account changes extracted from call recording platforms and meeting transcripts. ### Tailored Points of View Tailored POVs that connect your solutions to solving a customer’s unique priorities and challenges, ready for agents to deliver or sellers to activate. ### Cited Intelligence Every insight backed by specific sources. No hallucinations with agents delivering verifiable, trustworthy outputs. ## Open by design MCP is Poggio’s primary agent connectivity protocol. It's an open standard and the default way agents discover and use tools. Poggio also supports REST APIs for teams that need direct programmatic access, or are building on platforms that haven’t adopted MCP yet. ### MCP (Model Context Protocol) The open standard for agent-to-tool connectivity. Poggio’s MCP server lets any compatible agent discover and invoke Poggio’s intelligence tools with zero custom integration. Works natively with Claude, Agentforce, and the growing ecosystem of MCP-compatible platforms. ### REST APIs Direct programmatic access to Poggio’s intelligence layer for custom integrations, internal tooling, and platforms that connect via standard HTTP APIs. Same intelligence, same structured outputs, different transport to meet your needs. ## Why Poggio for your agents Building a context layer takes months or longer, and requires maintaining dozens of data integrations, research pipelines, and synthesis models. Poggio gives your agents production-ready intelligence on day one. ### Continuously Updated Poggio’s Deep Research Agent runs in the background, so agents always operate with the latest intelligence and context, not stale snapshots. ### Revenue Optimized Built specifically for B2B revenue teams. Every signal, every synthesis, every recommendation is tuned to help GTM teams win. ### Production Ready Schema-aware, validated, cited. Poggio’s intelligence is engineered for agents that need to take real actions in production systems. ## Ready to give your agents that real-time context they need? Connect Poggio to your agents via MCP and put deep, real-time customer intelligence and context to work across every agent surface in your revenue stack. --- # The AI-Native Revenue Organization A ten-factor methodology for revenue organizations built around continuously updated intelligence, proactive agents, and compounding account memory. Revenue technology used to assume people did the work and software provided the framework. Intelligent agents break that assumption. The strategic layer moves to the system between CRM and execution: an intelligence layer that holds context, makes sense of change, and decides what should happen next. ## Introduction The arrival of infinitely scalable intelligent agents requires rethinking how an organization's resources, both human and agentic, are allocated. For three decades, revenue technology assumed people do the work and software provides the framework. As agents are capable of doing increasingly more work, this assumption is breaking. The strategic layer of the revenue stack is moving. It is not the CRM, which only records what happened, and it is not the individual agents, which execute tasks but do not decide which are worth doing. It is the system in between: an intelligence layer that holds context, makes sense of change in real time, and decides what should happen next. The AI-native revenue organization is built around this system. Agents work in the background continuously on every account, and human judgment is reserved for the moments that justify it. ## Background Until recently, strategic account understanding was expensive. A real point of view on a single enterprise account took hours of senior seller time. That time was scarce, so organizations rationed it. The entire revenue org chart was built around this scarcity. Territory models made rationing tractable. Named-account designation decided which accounts received the thinking. SDR orgs handled triage. Account planning was annual because doing it more often was too expensive. Forecasting ran on lagging indicators. Hiring more reps was, in effect, hiring more cognition. Both problems share the same root: cognition is scarce. That constraint is lifted with agents. Every account can now get the attention previously reserved for named accounts, and the naming decision itself moves from annual and binary to continuous and dynamic. ## The Ten Factors ### I. Connected Data Foundation The AI-native revenue organization runs on a continuously updated, unified view of every account. Internal data flows in from CRM, call transcripts, emails, Slack, documents, and meeting notes. External data flows in from news, funding announcements, hiring trends, leadership changes, technology adoption, and product launches. Today this data lives everywhere and connects nowhere. The rep is supposed to stitch it together by hand for every account, every time. Most of the time, they do not. You need both internal and external, and you need them fresh. Stale data is the same as no data. ### II. Event-Driven The AI-native revenue organization is connected to every system that holds account information. Internal data sources push updates in real time. External sources are monitored on a recurring basis. As anything changes, the system updates. A champion leaves. A competitor announces a partnership. A CFO changes. A deal stage advances. A call ends. Each is an event. Each updates downstream intelligence: points of view, account plans, signals, plays, and agent work queues. ### III. Living Points of View Every account has a tailored Point of View, always current, drawn from an entity-resolved account graph that includes an episodic memory of every interaction, signal, and outcome. The POV is the unit of account intelligence. It is what a strong rep would have written if they had infinite time and total recall: what the company does, who matters, what they care about, how you help, and what is changing. ### IV. Proactive Agents initiate work across every account, continuously. They research accounts, map stakeholders, draft and refresh POVs, watch for signals, and surface them when relevant. By the time a meeting is on the calendar, the prep work is already done. Human attention is the most expensive resource in the system, and it gets spent deliberately. ### V. Gradients of Inference and Autonomy Not every account warrants the same depth of work. Not every workflow warrants the same degree of autonomy. The AI-native revenue organization runs two gradients, both keyed to signal. The inference gradient allocates cost. Every account gets a baseline POV. When something flags as interesting, the system spends more inference on it: deeper research, stakeholder mapping, competitive analysis, drafted outreach, and queued plays. The autonomy gradient allocates trust. Early in deployment, humans review most agent work. As the system proves itself, autonomy expands workflow by workflow. ### VI. Tailored Every layer of the system is shaped to the specific business it serves: the POVs, the plans, the agents, the signals, and the plays. Your methodology is codified into the system: your stages, qualification framework, ICP, and sales motion. Generic best practices are not what wins enterprise deals. Your specific way of mapping customer state to your solutions is what wins. ### VII. Observable The state of every account, every decision the system makes, and every action it takes is visible to leadership in real time. The POV behind a next step, the signal that triggered an outreach, the play that was run, and the outcome that followed are all recorded and accessible. The old model ran on retrospective reviews. The AI-native revenue organization is continuously observable. ### VIII. Heterogeneous The AI-native revenue organization works with the systems it already runs on and trusts: CRM, call recording, productivity tools, messaging apps, and data warehouses. This heterogeneity is not neutrality. The architecture is opinionated: it assumes a central intelligence layer that synthesizes across systems and coordinates the agents and humans that act on them. ### IX. Compounding The intelligence the system produces is an organizational asset, not a personal one. The POV, the account graph, the memory of every interaction, and the record of which plays worked on which accounts belong to the company, not the rep. When a rep leaves an account, what they knew about it does not leave with them. Every interaction, signal, decision, and outcome adds to what the system knows. ### X. Goal-Oriented What the system produces is decisions: what to do next on this account, which stakeholder to engage, which play to run, and which signal to act on. Each decision cascades from organizational objectives down to a per-account next action, optimized against business outcomes. For three decades, revenue technology measured activity. Activity was a proxy for outcome because outcome was hard to measure in real time. In the AI-native revenue organization, the proxy is no longer required. ## The Path Ahead The new strategic primitive in revenue is a continuously updated, opinionated intelligence layer. The CRM ends up where it belongs: as a system of record. Agents become executors of the decisions made above them. The rep's role compresses to the moments that actually require human judgment. For revenue leaders, this is a new kind of instrument. Work that was previously opaque, distributed across hundreds of reps and thousands of accounts, becomes visible. Strategy can be changed in software rather than through quarterly retraining. Every decision and every outcome is auditable. --- # The AI-native Revenue Organization Self Assessment A ten-factor self-assessment for revenue leaders. Score your organization 1–5 on each of the ten defining factors of the AI-native revenue organization, choosing the maturity description that fits today. With equal weighting, the ten scores produce a single 1–5 composite that maps to a five-stage maturity tier. Rate your organization from 1 (just starting) to 5 (fully realized) on each factor. Be honest. The gaps are where the transformation begins. ## The ten factors ### I. Connected Data Foundation A continuously updated, unified view of every account. ### II. Event-Driven Every material account change updates downstream intelligence. ### III. Continuous Sense-Making The system maintains a coherent action thesis and related assets for core business objects. ### IV. Proactive Agents initiate work before a human asks. ### V. Gradients of Inference & Autonomy Intelligence and trust are spent where the signal justifies it. ### VI. Tailored Your methodology is encoded into the system. ### VII. Observable Every account state, decision, action, and outcome is visible. ### VIII. Interoperable The intelligence layer works across the tools you already run. ### IX. Compounding Account intelligence becomes an organizational asset. ### X. Goal-Oriented Decisions are optimized against business outcomes. ## The five stages - **Stage 1: Manual & Reactive** (composite 1.0–1.8): Pre-transformation. - **Stage 2: Connected Foundations** (composite 1.8–2.6): Building. - **Stage 3: Emerging Intelligence** (composite 2.6–3.4): In transition. - **Stage 4: Proactive & Observable** (composite 3.4–4.2): Scaling. - **Stage 5: AI-Native** (composite 4.2–5.0): Intelligence age. Based on [Architecting the AI-native revenue organization](/transform). --- *Our Mission* # Bringing revenue into the intelligence age Poggio is the pioneer and leader in AI-powered account intelligence and real-time customer context. We build intelligent systems that act on data to drive revenue at scale. ## The Poggio Point of View Markets are more dynamic than ever, yet breaking through has never been harder. Every sales methodology relies on a POV — how your solutions uniquely solve customer challenges. POVs take enormous effort to create, yet they're built one-off by everyone who touches the customer. The result: disjointed messaging that relegates your products to commodities and your people to vendors. And as AI agents engage your customers, half-baked POVs will destroy trust in an instant. We built Poggio to solve this with purpose-built AI for revenue organizations. Every part of your GTM — your people, systems, and agents — needs deep customer intelligence and tailored POVs aligned to your sales motion and value framework. Tailored POVs at scale enable you assess fit, intelligently prioritize accounts, and focus sellers and agents on the right opportunities. They also enable success, turning POV-driven insights into action, guiding your team to the right solution and value message for the right buyer. ## Our values Our passion and focus for customer success guides everything we do ### Control the race We set the pace and define the terms. We lead with conviction and intention. ### Solve the right problem We focus our energy on solutions that create real impact for our customers. ### Think 10X We deliver transformative solutions that fundamentally change what's possible. ### Make it real A demo is worth 1,000 meetings. ### People at the core Technology is for people. We build for the humans who use our products and the team that creates them. ## Backed by the best We're proud to be supported by world-class investors who share our vision. Spark Capital, Accel ## Join us on our journey We're a team of product builders and GTM professionals bringing revenue into the intelligence age alongside the best enterprise sales teams on the planet. [View Open Roles](https://ats.rippling.com/poggio/jobs) --- # La Gazzetta Perspectives, news, and insights on transformative AI for enterprise revenue organizations. - [Poggio intelligence in Slack, Salesforce, and Agentforce](https://poggio.io/post/poggio-intel-now-in-slack-salesforce) — New Slack app, managed package, and MCP integration put Poggio intelligence and agents natively in daily GTM workflows where sellers and agents work - [New Poggio Home gives admins greater visibility and control](https://poggio.io/post/new-home-gives-admins-control) — August 26, 2026 - [Enhanced chat with Poggio agents, now in Slack](https://poggio.io/post/enhanced-chat-poggio-in-slack) — August 26, 2026 - [Poggio recognized in The Cloud Awards' 2026 A.I. Awards ](https://poggio.io/post/poggio-recognized-in-ai-awards) — August 25, 2026 - [Our 7 favorite Poggio superpowers for sellers](https://poggio.io/post/our-7-favorite-poggio-superpowers-for-sellers) — There’s nothing we love more at Poggio than helping our customers succeed. With the launch of our self serve pro plan that gives B2B sellers instant access to Poggio’s real-time intel with a credit card, we thought we’d highlight a few of our favorite Poggio features that power seller success. - [Poggio superpowers for Slack](https://poggio.io/post/poggio-superpowers-for-slack) — Poggio is now MCP-enabled in Slack, bringing Poggio’s real-time intelligence to sellers where they work. - [The 5 things the top 1% of B2B sellers do consistently well](https://poggio.io/post/5-things-top-B2B-sellers-do-well) — From closing bigger deals faster to exceeding quota and earning a ticket to Sales Club, the best of the best B2B sellers regularly outperform their peers. Here are the 5 things the top 1% of B2B sellers do consistently well. - [New Poggio Pro Plan: $49/user/month](https://poggio.io/post/new-poggio-pro-plan) — Poggio's new Pro Plan gives you more options to scale Revenue AI predictably across your team, starting at just $49/user/month with a credit card. - [How AI-native is your revenue org? Take the self assessment](https://poggio.io/post/how-ai-native-is-your-revenue-org) — 5 min self assessment helps revenue leaders understand where their org is strong, where they have gaps, and what to address first on the journey to AI-native where agents augment human performance to drive efficiency and growth. - [Poggio revenue agents now native in Slack, Salesforce, and Agentforce](https://poggio.io/post/poggio-revenue-agents-launch-on-agentexchange) — New Slack app, managed package, and MCP integration put Poggio agents natively in daily GTM workflows, automating account research, prioritization, planning, next actions, and more to transform how revenue organizations drive growth - [Lenovo doubles down on client success, aligns GTM to deliver differentiated value with Poggio](https://poggio.io/post/lenovo-aligns-gtm-to-deliver-value-with-poggio) — Poggio AI agents identify Lenovo’s best deals, surface real-time client priorities, and map solutions to solving them, positioning sellers to drive customer success - [Fortune Global 500 IT and business services leader transforms its GTM to better serve clients with Poggio](https://poggio.io/post/fortune-global-500-it-and-business-services-leader-transforms-its-gtm-to-better-serve-clients-with-poggio) — Poggio’s AI agents operate as teammates to sellers, delivering always-current, always-relevant account plans, sales assets, coaching, and more to help sellers solve customer challenges. - [$70B tech leader doubles down on customer success, aligns GTM to deliver differentiated value with Poggio](https://poggio.io/post/70b-tech-leader-doubles-down-on-customer-success-aligns-gtm-to-deliver-differentiated-value-with-poggio) — Poggio AI agents identify the company’s best deals, surface real-time client priorities, and map solutions to solving them, positioning sellers to drive customer success. - [Fortune 500 cybersecurity leader transforms GTM with Poggio](https://poggio.io/post/fortune-500-cybersecurity-leader-transforms-gtm-with-poggio) — Poggio’s Revenue AI platform delivers deep customer intelligence to help revenue leaders standardize their value selling sales motion to position sellers to break into new accounts and accelerate deals. - [Introducing 'Poggio Home': Consolidated news + updates across your accounts](https://poggio.io/post/introducing-poggio-home-consolidated-news-updates-across-your-accounts) — Introducing 'Poggio Home': Consolidated news + updates across your accounts - [Poggio POVs + Highspot: Arming sellers and AI agents with the best sales plays](https://poggio.io/post/poggio-povs-highspot-arming-sellers-and-ai-agents-with-the-best-sales-plays) — Direct integration brings Highspot content into Poggio POVs to position sellers and agents to win with the right solution and value message tailored to the right stakeholder. - [Poggio and Highspot Join to Arm Enterprise Sellers and AI Agents with Best Sales Plays—the Right Solution and Value Message to the Right Buyers—to Close More Deals](https://poggio.io/post/poggio-and-highspot-join-to-arm-enterprise-sellers-and-ai-agents-with-best-sales-plays--the-right-solution-and-value-message-to-the-right-buyers--to-close-more-deals) — Direct integration brings Highspot content into Poggio POVs, further helping revenue leaders deeply understand customer challenges and position their sellers and AI agents to solve them. - [Traditional GTM planning is failing B2B revenue teams](https://poggio.io/post/traditional-gtm-planning-is-failing-b2b-revenue-teams) — The B2B GTM planning process is broken. With most enterprises on the cusp of Q4 planning, now's the time to switch to modern GTM orchestration—that’s both intelligent and continuous—to scale sales excellence and accelerate revenue growth. - [Introducing Saved Views for your accounts](https://poggio.io/post/introducing-saved-views-for-your-accounts) — Save the preferred setup of your Accounts table—filters, sorting, and column arrangement—to instantly jump to the accounts that matter most. - [Poggio again named a High Performer in G2 Grid reports for sales intelligence and AI sales assistant software](https://poggio.io/post/poggio-again-named-a-high-performer-in-g2-grid-r-reports-for-sales-intelligence-and-ai-sales-assistant-software) — Poggio receives high marks from G2 users for ease of use, ease of set up, performance and reliability, quality of support, and product direction, reinforcing Poggio’s value among enterprise revenue teams. - [Fixing intent signal selling: Moving from activity- to fit-based prioritization](https://poggio.io/post/fixing-intent-signal-selling-moving-from-activity-to-fit-based-prioritization) — The promise was simple: intent signals would revolutionize how we prioritize accounts and drive revenue. The reality? Most revenue teams are drowning in noise, chasing ghosts, and watching conversion rates flatline. It's time for a fundamental shift in how we think about account prioritization at scale, evolving from activity- to fit-based account prioritization. - [OODA loops and the agentic revenue organization of the future](https://poggio.io/post/ooda-loops-and-the-revenue-org) — From reactive processes to autonomous intelligence - [The RevOps revolution: how context engineering with MCP transforms customer engagement](https://poggio.io/post/revops-context-engineering-with-mcp) — Why the future of revenue operations lies in unifying your data ecosystem, and how AI agents are making it possible at scale - [Introducing Poggio custom attributes](https://poggio.io/post/introducing-poggio-custom-attributes) — AI-powered account prioritization, driven by your ideal point of view - [Enterprise sales AI: why leading organizations buy vs. build](https://poggio.io/post/enterprise-sales-ai-why-leading-organizations-buy-vs-build) — A roadmap for revenue leaders in the age of intelligence - [Poggio named High Performer in G2 Grid® reports for Sales Intelligence, Value Selling Tools, and AI Sales Assistant Software](https://poggio.io/post/poggio-named-high-performer-g2-summer-2025) — Poggio receives high marks for ease of use, ease of set up, quality of support, and product direction, reinforcing Poggio’s leadership in AI-powered account intelligence for revenue teams. - [State of POVs: seller behavior makes the case for AI-powered account intelligence](https://poggio.io/post/state-of-povs-seller-behavior-makes-the-case-for-ai-powered-account-intelligence) — As the pioneer and leader in AI-powered account intelligence, we have an inside view into the state of transformational AI’s use in Sales. That’s because every new user who creates a Poggio account also completes a survey that helps us understand where GTM teams are spending their time, statistics about their processes, and the state of their account intelligence prior to deploying Poggio. - [Thinking strategically about sales AI](https://poggio.io/post/thinking-strategically-about-sales-ai) — Strategic sales AI implementation requires a fundamental shift from tactical automation to transformational intelligence. Organizations must move beyond viewing AI as a collection of tools to embracing it as a comprehensive capability that reshapes how revenue teams understand customers, predict behaviors, and optimize outcomes. - [Mitigating AI risk](https://poggio.io/post/mitigating-ai-risk) — Successful AI implementation requires strategies that mitigate potential technical, operational, and strategic risks. Many enterprise organizations are already creating centralized AI committees or councils to guide their organization to the AI-first enterprise. These AI councils are working to mitigate risk across several key areas. - [Debunking sales AI myths](https://poggio.io/post/debunking-sales-ai-myths) — Revenue leaders are confronted with having to debunk common misconceptions that have created confusion and misunderstanding about AI among their peers and teams. These are the most common myths and their realities to equip CROs for these conversations. - [Why enterprise AI needs a cross-platform governance layer](https://poggio.io/post/why-enterprise-ai-needs-governance-layer) — The agent ecosystem awaits its Kubernetes moment. - [POVs: Critical for people today, existential for agents tomorrow](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) — Preparing for an agent-driven future. - [Why I joined Poggio](https://poggio.io/post/greg-perotto-why-i-joined-poggio) — The B2B fit trifecta: product, market, passion. - [General tools, general results](https://poggio.io/post/general-tools-general-results) — Why a ChatGPT subscription isn’t a sales transformation strategy. - [How Dialpad achieved 70% more revenue with 20% less pipeline](https://poggio.io/post/dialpad-success-story) — Poggio delivers the account intelligence Dialpad’s enterprise sellers need to understand each customer and confidently sell on value. - [Poggio named a High Performer in G2 Grid® for AI Sales Assistant Software](https://poggio.io/post/2025-poggio-high-performer-g2-grid) — Poggio receives high marks for ease of use, ease of set up, quality of support, and product direction, reinforcing Poggio’s leadership in AI-powered Account Intelligence for Sales. - [More admin control with fine-grained user roles](https://poggio.io/post/admin-user-roles) — New access tooling for RevOps teams and Poggio admins. - [Introducing Poggio Digest](https://poggio.io/post/introducing-poggio-digest) — Real-time account intelligence at your fingertips. --- # Poggio Brand Kit Guidelines and helpful instructions for proper use of Poggio brand assets. ## Logo ### Usage guidelines The Poggio name and logo are trademarks of Poggio Labs, Inc. You’re welcome to use them when referring to Poggio editorially or informationally. Just keep the following in mind: - Use only the official logo files provided on this page. - Don’t modify, recolor, distort, or add effects to the logo. - Don’t place the logo on busy backgrounds where it loses contrast. - Don’t incorporate the logo into other logos, product names, or trademarks. - Don’t use the logo in a way that implies endorsement or affiliation without permission. Questions? Reach out at hello@poggio.io. ### Wordmark The Poggio wordmark should be used in all references to Poggio as space allows. Monochrome usage is preferred with the primary brand colors. - Dark on white: [SVG](https://poggio.io/assets/poggio-wordmark.svg) - White on dark: [SVG](https://poggio.io/assets/poggio-wordmark-white.svg) Minimum screen size: 64px wide. Always maintain clear space equal to the lowercase letter height around the wordmark. ### Logomark For tight layouts or logo-only grids, the Poggio logomark is a concise way to refer to Poggio. ### Icon When referring to Poggio as a company, such as on social media, or where a "chip" design is required, use this stylized icon with an appropriate corner radius. ## Colors ### Primary colors Our primary palette is monochrome and neutral. Poggio indigo is our brand accent color, used sparingly to catch attention and highlight the most important elements in an interface. | Name | Hex | |------|-----| | White | #FFFFFF | | Stone 100 | #F5F5F4 | | Stone 200 | #E7E5E4 | | Stone 700 | #44403C | | Black | #000000 | | Indigo | #4F46E5 | | Indigo 800 | #3730A3 | ### Secondary colors Do not use secondary colors for text. Only use white or black text over secondary color backgrounds. | Name | Hex | Dark variant | |------|-----|--------------| | Amber | #F2CE49 | #EAA23B | | Emerald | #55B686 | #34765A | | Ocean | #51B4D0 | #33728E | | Sapphire | #2563EB | #1E40AF | | Amethyst | #723DE4 | #5325B0 | ## Typography ### Headlines and body text Calibre is Poggio's typeface for everything — headlines, headings, body, and small texts. Headlines are set in Medium; body copy in Regular. Created by the Klim Type Foundry, it is clean, modern, and highly legible across sizes. Weights: Regular, Regular Italic, Medium, Medium Italic, Semibold, Semibold Italic. ### Code and monospace texts Zed Mono Extended is the typeface for all code blocks, inline code, and technical content. It is a monospaced font designed by Zed Industries for readability in code editors and documentation. Weights: Regular, Regular Italic, Medium, Medium Italic, Bold, Bold Italic. ### Labels and overlines For section labels, chip badges, and overlines, use Calibre in uppercase with wide letter-spacing. Semibold weight in indigo is typical; stone-400 is used for quieter labels. ### Licensing notes Calibre is a commercial typeface from Klim Type Foundry (https://klim.co.nz). It requires a paid license for each use type (desktop, web, app). Poggio’s license covers Poggio properties only. If you plan to use it on non-Poggio assets, you must purchase your own license. Zed Mono Extended is open-source under the SIL Open Font License 1.1 (https://github.com/zed-industries/zed-fonts). It may be freely used, modified, and redistributed in any project, including commercial work, as long as the font is not sold on its own. ### Google Workspace alternatives Inter is the alternative for all headings, body, and paragraph texts. Use it when Poggio’s brand fonts are not available in Google Docs, Slides, etc. ## Graphical Elements ### Icons Icons are used across different brand touchpoints from marketing to product. They provide symbolism, conceptual clarity, and visual interest in simplistic shapes and forms. We leverage Google’s Material Symbols and Icons as a basis for any icon-based brand illustrations. [Browse Material Icons](https://fonts.google.com/icons) --- # Poggio Brand Voice Guide Professional and competent. We spend words wisely and respect the reader. ## Voice DNA Three cities shape our character. ### SF optimism We believe technology makes things better. Our conviction is earned by delivering working systems. ### NY ambition We're building something consequential. We think big and move fast. ### Chicago kindness We're warm without being soft. We meet people where they are and assume the best. ## Audience Good Poggio writing works for our target audience, whether they think primarily in terms of workflows, outcomes, or systems, without dumbing down for any of them. | Role | Cares about | Tone note | |------|-------------|-----------| | Revenue leaders | Outcomes, strategy, competitive advantage | Lead with business impact. Use technical detail as evidence, not the headline. | | Sales professionals | Workflow, efficiency, day-to-day wins | Be practical. Show the workflow, not the architecture. | | Technical RevOps leaders | Architecture, integration, reliability | Go deep. Be precise. Respect their expertise. | ## Principles Four principles guide every piece of Poggio writing, in priority order. 1. **Spend words wisely** — Earn attention through big ideas, clearly communicated. One idea per sentence. Cut the fluff. 2. **Respect the reader** — Our readers are busy and sharp. Give them the information they need to act with confidence. Never hide behind jargon. 3. **Be transparent** — Name trade-offs openly. If something is hard, say so. If we don't know yet, say that. Earn trust with each interaction. 4. **Make it real** — Support claims with concrete numbers, proven outcomes, real examples, and specific capabilities. ## Tone by Context Same voice, different tone depending on context. | Context | Tone | Example | |---------|------|---------| | Product marketing | Confident, concrete, specific | "Poggio agents handle research, outreach, and follow-up so your team can focus on closing." | | Thought leadership | Curious, analytical, opinionated | "The most valuable systems won't store records. They'll own intent." | | Documentation | Precise, helpful, zero-ego | "Pass agentId as a path parameter. The response body includes the agent's current state and task queue." | | Product error messages | Calm, direct, actionable | "Connection lost. Your work is saved locally. We'll sync when you're back online." | | Sales enablement | Respectful, grounded, specific | "Teams using Poggio reduce manual CRM updates by 6 hours per rep per week." | ## Language Rules Concrete patterns to avoid and prefer. ### Avoid **Em-dashes for parenthetical asides** Overused by LLMs and a signal of generated text. Fold the aside into the sentence or start a new one. - Don't: Our platform — which integrates with every major CRM — handles all of this automatically. - Do: Our platform integrates with every major CRM and handles all of this automatically. **Em-dashes for end-of-sentence emphasis** Overused by LLMs and a signal of generated text. Extremely common to land a thought after a comma separated list. A comma, concatenation, or a full stop sounds more polished. - Don't: Poggio delivers customer aligned POVs, account plans, and next actions — directly in Salesforce. - Do: Poggio delivers customer aligned POVs, account plans, and next actions directly in Salesforce. **The contrast construction ("It's not just X, it's Y")** A hallmark of LLM copy. The rhetorical flip adds words without adding insight. State what it is. - Don't: It's not just a tool, it's a transformation of how your team operates. - Do: Poggio changes how your team operates. **"Leverage," "utilize," "facilitate," "synergy"** Corporate filler. These words make sentences longer without making them clearer. - Don't: Leverage our platform to facilitate cross-functional synergy. - Do: Use Poggio to connect your teams. **Stacking adjectives before nouns** One strong noun beats three weak adjectives. - Don't: Our cutting-edge, AI-powered, enterprise-grade solution. - Do: Poggio. **"Revolutionize," "game-changing," "next-generation"** Hyperbole erodes trust. Show what it does. Let the reader decide what to call it. - Don't: A revolutionary approach that will transform your entire revenue operation. - Do: An approach to revenue operations that compounds over time. **"In today's rapidly evolving landscape"** The canonical LLM opener. If your first sentence could introduce any product in any industry, rewrite it. - Don't: In today's fast-paced business environment, organizations need agile solutions. - Do: Revenue teams waste 30% of their week on manual data entry. Poggio fixes that. **Rhetorical questions as transitions** "But what does this mean for your team?" is padding. Just tell them. - Don't: So what does this mean for revenue leaders? It means everything is about to change. - Do: Revenue leaders get real-time pipeline visibility without waiting for a weekly report. ### Prefer **Start with the concrete** A specific example, number, or scenario earns the right to generalize. Ground the reader before going abstract. - Do: A single agent booking a sales trip touches your CRM, HR system, finance software, and a dozen external services. No single platform governs all of that. **Use analogies from familiar domains** New concepts land when anchored to known ones. Pick an analogy the reader already has and build from there. - Do: Today's CRM records are maps: simplified representations of reality. Agents can navigate the territory itself. **Short sentence after a long one** Rhythm matters. Follow a long sentence with a short one for emphasis. - Do: Revenue teams spend hours each week updating CRM fields, formatting reports, and chasing context across tools. Poggio handles that. **Active voice, present tense** Passive voice hides the actor and adds words. Present tense creates immediacy. - Don't: Reports are generated by the system and can be reviewed by the team. - Do: The system generates reports. Your team reviews them in real time. **Name the actor** "It enables teams to..." is vague. Readers trust writing that names who does what. - Don't: It enables seamless collaboration across departments. - Do: Poggio connects your sales and revenue operations teams in one workspace. **End on your strongest sentence** Put the punchline last. Don't follow an insight with a weaker summary. - Do: Own the objects, own the workflow, own the ecosystem, own the value. **Oxford commas** We aren't neanderthals. - Do: Poggio is the best way to deeply understand your customers, prioritize your best deals, and drive action. ## On AI-assisted writing This guide applies to humans and AI. When prompting AI to write Poggio copy, include these rules. Rewrite and edit until it feels right. --- # Overview Poggio is an AI revenue intelligence platform built for enterprise sales teams. It combines two specialized AI agents: a **Deep Research Agent** that continuously monitors your accounts across web, news, financial filings, and social signals, and a **Revenue Superagent** that handles complex on-demand tasks like building account plans, preparing for meetings, and executing bulk operations across your book of business. Both agents draw on a **Unified Context Engine** that connects your CRM, call recordings, documents, contacts, and real-time web intelligence into a single reasoning layer. The result is always-current, deeply grounded account knowledge that updates itself and surfaces where your team already works. Intelligence flows into the tools sellers and leaders use every day: the **Poggio app** for deep exploration, **Salesforce** through a native managed package with Agentforce support, **Slack** for real-time alerts and conversational access, **email digests** for proactive cross-account summaries, and a **MCP server** and **REST API** for flexible integration. ## Guides - [Admins](https://poggio.io/docs/admin/enterprise-model): Configure workspaces, integrations, SSO, and user provisioning. - [Developers](https://poggio.io/docs/developer/extending-mcp): Connect to Poggio via MCP, extend its capabilities, and access the API programmatically. ## Reference - [MCP Server](https://poggio.io/docs/mcp): Browse the tools and resources exposed by Poggio's Model Context Protocol server. - [REST API](https://poggio.io/docs/api): Full endpoint reference for the Poggio API. --- # The Poggio Enterprise Model ## Overview The Poggio Enterprise model offers a hierarchical structure that enables advanced control and management for organizations using multiple workspaces. This model includes features like domain lock, SSO enforcement, and enterprise-wide admin controls, ensuring secure and streamlined access across the organization. ## Key Concepts ### Workspace Poggio users build account plans and collaborate in workspaces. The workspace contains a task library, page templates, companies, and custom configuration and content. No user data is shared across workspaces — the Poggio workspace is a hard data boundary within our multi-tenant platform. Users may be members of multiple workspaces, and can switch the workspace they are currently viewing from the settings page. User workspace memberships are associated with a role that grants certain capabilities. The available roles and capabilities are as follows: - **Admins** have access to all settings, including the ability to manage user invites and the role assignments of other users. - **Members** have access to workspace content, including companies, tasks, and templates. Members can also invite additional users to the workspace, unless this ability is disabled by a workspace admin. - **Viewers** can view, but not update, workspace content. ### Enterprise A Poggio Enterprise is an overarching scope that encompasses multiple workspaces. It allows administrators to manage global settings and enforce policies across all workspaces within the enterprise. This central control simplifies management and enhances security. Enterprise Admins in Poggio are granted special permissions to manage enterprise-wide settings. Key attributes of Enterprise Admins include: - Exemption from enterprise-level controls, allowing them to use alternative login methods even if SSO is enforced. - Ability to promote other members to Enterprise Admins, which automatically enrolls them in all enterprise-enabled workspaces. - Necessity of having at least one Enterprise Admin per enterprise, with the first admin being appointed by Poggio. ### Enterprise Controls Poggio provides two main enterprise controls: 1. **Enforce SSO Login:** This control ensures all members of enterprise-enabled workspaces use SSO for logging in, disallowing other login methods and preventing members from joining non-enterprise workspaces. Enabling this will clear external workspace memberships. 2. **Allow External Members:** This control allows external users (e.g., user@externaldomain.com) to join enterprise-enabled workspaces. Disabling this will remove all external members and enforce a hard block on external domains for invites. Domain lock settings will only be editable if this control is enabled. By default, "Enforce SSO Login" is off and "Allow External Members" is on, meaning an enterprise-enabled workspace operates similarly to a normal Poggio workspace, but with the added option of SSO login. ### Domain Lock Poggio workspaces feature a domain lock on invites by default. This means that shareable invitation links are restricted to the workspace domain. Workspace members can add additional allowed domains or enable full open access if needed. ### SSO (Single Sign-On) Poggio supports SAML 2.0 for SSO, providing a seamless and secure login experience. Key aspects of SSO in Poggio include: - SAML configurations must be associated with a verified domain, which is confirmed through a TXT DNS record. - Each SAML configuration is tied to a specific domain, and workspaces can have multiple SAML configurations. - Default Workspace: A default workspace is designated for each SAML configuration. New users signing up through SSO are automatically assigned to this default workspace. Multiple SAML configurations can share the same default workspace, allowing users from different email domains to join the same workspace. For detailed setup instructions, see the [SSO Configuration Using SAML 2.0](/docs/admin/saml) guide. To automate user provisioning alongside SSO, refer to the [Provision Users with SCIM](/docs/admin/scim) guide. ### Enterprise-Enabled Workspaces A workspace becomes enterprise-enabled when it is associated with a SAML configuration. These workspaces can support multiple SAML configurations and share default workspaces. ## Conclusion The Poggio Enterprise model is designed to provide robust and flexible management for organizations with multiple workspaces. With enterprise controls, SSO integration, and centralized admin privileges, enterprises can ensure secure and efficient operation across all their Poggio workspaces. --- # Gong Integration ## Overview The Gong integration lets Poggio use call intelligence when answering account questions and coaching reps. Once connected, Poggio can find recent calls, read Gong-generated call details, and retrieve transcripts for relevant calls. ## Prerequisites - Workspace admin access in Poggio. - Your Gong API base URL, for example `https://us-1234.api.gong.io`. - A Gong access key and access secret with access to the call data and transcripts you want Poggio to use. ## Setup 1. In Poggio, go to **Settings** > **Integrations**. 2. Select **Gong**. 3. Enter your **Base URL**, **Access key**, and **Access secret**. 4. Click **Create configuration**. After setup, the Gong integration appears as connected on the Integrations page. ## Updating or Removing Gong To rotate credentials or change the base URL, open the Gong settings page and click **Edit configuration**. Enter the new values and save the update. The access secret is redacted after saving, so enter a new secret whenever you update the configuration. To disconnect Gong, click **Delete configuration** on the Gong settings page. ## How Poggio Uses Gong When Gong is connected, Poggio can use Gong as a read-only source for: - Recent call metadata, including titles, dates, duration, and participants. - Gong-generated call details such as summaries, highlights, topics, trackers, and key questions. - Speaker-attributed transcripts for relevant calls. Poggio uses this context to enrich account answers, prep, follow-up, and coaching. Poggio does not create or update records in Gong. ## Troubleshooting | Issue | Resolution | | --- | --- | | Gong is not listed in Integrations | Contact Poggio support to enable the Gong integration for your workspace. | | Configuration will not save | Check that the base URL includes `https://` and the correct Gong tenant host. | | Poggio cannot find expected calls | Confirm the Gong credentials can access those calls and transcripts. Some call details are only available after Gong has processed the call. | | Updating credentials fails | Re-enter the access secret. The saved secret is redacted and cannot be reused automatically during an update. | For issues not resolved above, email [support@poggio.com](mailto:support@poggio.com) with your workspace name and a short description of the problem. --- # Highspot Integration ## Overview The Highspot integration enables Poggio to facilitate better account planning by bolstering external context we already gather with your team's internal value frameworks, case studies, battle cards, and other relevant content. The setup is rather straightforward and assumes you have Highspot API access. ## Setup ### Prerequisites 1. Click on "settings" in the top right corner of the Highspot user interface after logging into your Highspot account 2. Navigate to the "developer" section and click on "basics" 3. Ensure you see an API URL and credentials section and generate an API key and secret if not already present ### Step 1: Access Integration Settings 1. In your Poggio workspace, navigate to **Settings** using the side navigation menu 2. Select **Integrations** from the settings options 3. Locate the Highspot integration and click **Connect** 4. Enter your API URL, Highspot account email, and API credentials in the appropriate sections 5. Hit "create configuration" and you should see a "delete configuration" button once completed ### Step 2: Run Tasks 1. **Once your Highspot integration is configured, navigate to "tasks"** 2. Enter a new task prompt that explicitly requests use of Highspot content 3. You can also re-run existing tasks, especially those related to account planning, and see Highspot content referenced and integrated into the output ## Security Considerations ### Permissions and Access Control 1. Be aware of permissions controls on your Highspot account to ensure our agents are not pulling in sensitive or restricted content. The integration uses a "principal" email address that determines which content is accessible. Poggio will only retrieve content that this principal user has permission to view in Highspot. 2. Choose your principal user carefully. The principal email you configure determines the scope of content accessible to Poggio agents. We recommend using a service account or a user whose Highspot access aligns with what you want available to your team through Poggio—avoid using admin accounts with unrestricted access unless that level of visibility is intended. 3. Spot-level permissions apply. Content within Highspot spots (collections) respects Highspot's native permissions model. If certain spots are restricted to specific teams or roles, ensure your principal user's access reflects your intended content scope. ### Credential Management 1. Store API credentials securely. Your Highspot API key and secret are stored encrypted in Poggio's secure infrastructure. Only workspace administrators can view, create, update, or delete Highspot configurations. 2. Rotate credentials periodically. As a security best practice, consider rotating your Highspot API credentials on a regular schedule (e.g., quarterly). You can update credentials in Poggio Settings > Integrations > Highspot without disruption. 3. Limit API access in Highspot. When generating API credentials in Highspot, use the principle of least privilege. Only grant the permissions necessary for content retrieval. ### Content Visibility 1. Internal content flags are respected. Items marked as "internal" in Highspot will still be accessible if your principal user can view them. Audit your Highspot content to ensure sensitive materials are appropriately restricted at the source. 2. Audit content regularly. Periodically review which spots and items are being surfaced through Poggio to ensure alignment with your organization's content governance policies. ## Support ### Troubleshooting - Check integration status in Poggio Settings > Integrations to verify your Highspot connection is active. - Verify API credentials by regenerating them in Highspot's developer settings if authentication errors occur. - Contact your Highspot admin if you cannot see the "developer" section in your Highspot settings page or are unable to access the API. - Review principal permissions if expected content is not appearing. The principal user may not have access to certain spots. ### Common Issues | Issue | Resolution | | --- | --- | | "Access denied" errors | Verify the principal email has an active Highspot account with appropriate permissions | | No content found | Check that the principal user has access to the relevant spots in Highspot | | Authentication failures | Regenerate API credentials in Highspot and update in Poggio settings | | Rate limit errors | Wait a few minutes and retry; contact support if persistent | ### Contact Poggio Support For issues not resolved by the above steps, email [support@poggio.com](mailto:support@poggio.com), and include your workspace name and a description of the issue. --- # Model Context Protocol (MCP) ## Overview [Model Context Protocol (MCP)](https://modelcontextprotocol.io/) is an open standard that enables AI assistants to securely connect with external data sources and tools. Poggio's MCP integration creates a unified ecosystem where your AI agents can seamlessly access enterprise data while maintaining strict security controls. ## What is MCP? MCP standardizes how AI models interact with external systems, creating a secure bridge between AI assistants and your organization's tools, databases, and services. Think of it as a universal connector that allows AI to work with your existing infrastructure without compromising security or requiring complex custom integrations. ## Business value of MCP for enterprise organizations ### Enhanced AI Capabilities - **Contextual intelligence**: AI agents gain access to real-time business data, enabling more accurate and relevant responses - **Unified workflows**: Connect disparate systems through a single AI interface, reducing context switching for users - **Custom tool integration**: Extend AI capabilities with organization-specific tools and processes ### Security and governance - **Controlled access**: MCP provides granular permission controls, ensuring AI only accesses authorized data - **Audit trail**: Complete visibility into AI interactions with enterprise systems - **Data sovereignty**: Keep sensitive data within your security perimeter while enabling AI access ### Operational efficiency - **Reduced integration complexity**: Standardized protocol eliminates the need for custom API integrations - **Scalable architecture**: Add new data sources and tools without rebuilding AI workflows - **Developer productivity**: IT teams can quickly connect new systems using established MCP patterns ## Poggio's MCP implementation Poggio supports MCP in two powerful ways: 1. **MCP client**: Poggio connects to external MCP servers over the standard HTTP transport. Admins can register servers with URL and optional Bearer token, test connections to discover tools, and selectively enable tools for agents (default disabled). A workspace-wide limit of 64 enabled tools applies across all servers. 2. **MCP server**: Poggio exposes an MCP server at `mcp.poggio.io/mcp`. External clients authenticate via [OAuth or API tokens](/docs/mcp). This bidirectional approach creates a flexible AI ecosystem where Poggio serves as both a consumer of revenue data and a provider of account intelligence for downstream systems, complementing Poggio's bidirectional CRM sync to support flexible customer data integration for revenue operations teams. ## Use cases ### Connecting Poggio to internal data and applications - Access customer data from GTM SaaS applications during agent conversations - Query internal databases for real-time business metrics - Integrate with document management systems for contextual file access - Connect to monitoring tools for operational insights ### Leveraging Poggio intelligence to enhance external agents - Enable developers to build custom applications, programmatically adding accounts to Poggio and retrieving deep research and metadata - Integrate Poggio's MCP tools into existing AI workflows - Provide unified access to organizational knowledge across multiple AI interfaces ### Getting started Ready to enhance your AI infrastructure with MCP? Follow these journey guides: - [**Connecting to MCP servers**](/docs/developer/extending-mcp): Configure Poggio to use tools from external MCP servers - [**Connecting MCP clients**](/docs/mcp): Connect external clients to Poggio's MCP server --- # Salesforce Packaged Integration Install on AgentExchange ## Overview The Poggio Salesforce Package is a managed AgentExchange package that brings Poggio's account intelligence directly into Salesforce. It distributes Poggio-generated POVs, account plans, and deep research into the surfaces where revenue teams already work, without replacing any existing tools or workflows. The package connects Poggio's intelligence engine to Salesforce through native objects, flow actions, and Agentforce integrations, built on Salesforce's recommended [External Client Application](https://help.salesforce.com/s/articleView?id=xcloud.external_client_apps.htm) pattern. Once installed, your team gets access to tailored, real-time account insights inside Salesforce, powered by the same Superagent that drives Poggio's web app and Slack integration. **This package is a joint solution leveraging the best of Poggio and Salesforce as a distribution of intelligence to every surface where revenue work happens.** ### How it works At the core of the integration are **Salesforce Flows**. Every step in the diagram above is orchestrated through native Flow actions, which means IT and RevOps admins have complete control over the data flow, trigger conditions, frequency, and business logic. There is nothing proprietary or opaque about how the package operates. You configure it using the same Flow Builder your team already knows, and you can customize, extend, or replace any template to fit your process. It's a seamless fit into your existing Salesforce governance model: high value, low effort. The package supports two primary workflows: - **Account POV generation**: Automatically or manually trigger Poggio to build an external POV for any account, with results written back to a Poggio Account Intel record in Salesforce - **Account Plan creation**: Trigger Poggio to generate or update Account Plan records, along with Account Objectives and Contacts, based on current account state and POV data ## What it unlocks ### For sellers Everything about how you sell stays the same. You keep your CRM workflow, your pipeline, your process. What changes is that you now have Poggio's deep account intelligence available right on the Account record in Salesforce. No tab-switching, no separate login. - **POV summaries and top themes** visible directly on Account page layouts - **POV strength scoring** (low, medium, high) to help prioritize outreach - **Ask Poggio** via Agentforce to get real-time, grounded answers about any account - **Account plans** generated and kept up to date automatically - **Account objectives** maintained alongside each plan to keep strategy focused - **Contacts** populated with seniority, department, and labels so they appear in the Relationship Map ### For RevOps and IT You get full control over how Poggio intelligence flows into your Salesforce org. The package is built on standard Salesforce primitives (custom objects, invocable Apex actions, flow templates), so it fits into your existing automation and governance model. - **Setup Assistant** walks through installation in minutes, not hours - **Permission sets** for admins, integration users, agent users, and standard users - **Flow actions and templates** you can customize or extend with Flow Builder - **Package logging** with configurable log levels and retention limits - **System Connections** panel for managing the Poggio-Salesforce authentication ### For sales leadership Your team's existing reports, dashboards, and pipeline management stay exactly as they are. The package adds a layer of account intelligence that helps reps prioritize the right accounts and show up better prepared. - **POV fit scoring** across accounts for territory and pipeline prioritization - **Account plans, objectives, and relationship maps** that stay current as new information surfaces - **Consistent intelligence** across every surface: what a rep sees in Salesforce matches what they see in Poggio, Slack, and the Superagent ## Package contents The Poggio Salesforce integrated solution ships as two installable packages: a **Core Package** and an optional **Agentforce Extension Package**. ### Core package #### Custom objects | Object | Purpose | | --- | --- | | **Poggio Account Intel** | Stores the POV for each account. Includes POV summary, top themes, strength score, strength rationale, and a link back to the Poggio account. Linked to the standard Account object. | | **Account Objective** | Stores objectives tied to an Account Plan. Each objective captures a specific strategic goal for the account. | | **Contact** | Poggio creates and maintains Contact records with seniority, department, and labels so they populate within the Relationship Map on the Account record. | | **Poggio Sync Request** | Tracks each request sent to Poggio (create or refresh), including status, request type, and timestamps. Used for monitoring and troubleshooting. | | **Setup Data** | Stores configuration state for the package: system tokens, encryption keys, and logging preferences. | | **Package Log** | Stores debug and error log records created by the package. Viewable from a custom tab. | #### Flow actions The package includes invocable Apex actions that can be used in any Salesforce Flow: | Action | What it does | | --- | --- | | **Generate POV with Poggio** | Sends an Account ID to Poggio to initiate POV creation. Poggio researches the account asynchronously and writes results back to the Poggio Account Intel record via the Salesforce REST API. | | **Regenerate POV with Poggio** | Re-triggers POV generation for an account that already has a Poggio Account Intel record. Use this to refresh stale data or react to new information. | | **Create Account Plan with Poggio** | Sends account and plan metadata to Poggio to generate or update an Account Plan, its Account Objectives, and associated Contacts in your org. | #### Flow templates The package ships with three flow templates that you can activate as-is or clone and customize: | Template | Trigger | What it does | | --- | --- | --- | | **Generate POV** | Opportunity stage set to "Prospecting" (for example) | Finds the parent Account, checks for an existing Poggio Account Intel record, and triggers POV creation. Also includes a scheduled daily intelligence cache regeneration if older than 45 days. | | **Refresh Poggio Account Intel** | Scheduled or manual | Re-runs POV generation for stale Poggio Account Intel records to keep account intelligence current. | | **Generate Account Plan** | Poggio Account Intel status set to "Success" | Finds the related Account, checks for existing Account Plan records, and triggers creation or update of the Account Plan, Account Objectives, and Contacts via Poggio. | > **Note:** Flow templates are starting points. Clone and customize the trigger criteria, add conditions, or incorporate the flow actions into your own existing flows using Flow Builder. #### Setup Assistant A guided setup experience built into the package. After installation, the Setup Assistant walks admins through: - **Account Plan Object Configuration**: Select the Salesforce object your org uses to manage Account Plan records - **System Connections**: Configure the bidirectional authentication between Poggio and Salesforce, including Domain Settings, the Outbound Connection (Salesforce → Poggio), and the Inbound Connection (Poggio → Salesforce) with a dedicated Integration User and External Client App - **Agent Configuration**: Create the Agentforce agent and add the bundled Poggio subagent (requires the Agentforce Extension Package) - **Package Log Settings**: Enable or disable logging, choose log level (Errors Only or All Activity), set maximum log retention (1,000 / 5,000 / 10,000 records), and bulk-delete logs #### Permission sets The Core Package includes three permission sets. A fourth — the Integration User Permission Set — is created dynamically by the Setup Assistant and scoped to the objects you select. | Permission Set | Who it's for | | --- | --- | | **Poggio Setup User** | The admin user who installs and configures the package via the Setup Assistant | | **Poggio Standard User** | Non-system-admin users who need access to the Lightning component, custom objects, and metadata included in the package | | **Poggio Agent User** | Users who need agent access to the Poggio objects and Invocable actions | | **Integration User Permission Set** _(created during setup)_ | Assigned to the dedicated Salesforce Integration User that Poggio authenticates as for the Inbound Connection | ### Agentforce extension package The Agentforce Extension Package adds a dedicated Agentforce subagent and actions that let sellers interact with Poggio directly from Agentforce. #### Agentforce subagent **Poggio Account Intelligence Orchestration**: Enables end-to-end creation, regeneration, enrichment, and querying of Poggio-powered account intelligence directly from Salesforce. Added to an Agentforce Employee Agent via the Asset Library during setup. #### Agentforce actions | Action | What it does | | --- | --- | | **Create/Recreate Account POV in Poggio** | Creates or refreshes a POV for an account. The agent takes the Account ID from the page context, sends it to Poggio, and displays the request status to the seller. POV generation is asynchronous, and results are written back to Salesforce when complete. | | **Create Account Plan with Poggio** | Generates or updates an Account Plan along with Account Objectives and Contacts. The agent collects the relevant metadata and triggers plan generation via Poggio. | | **Ask Poggio Agent** | Lets users ask natural-language questions about an account. The action calls out to the Poggio agent, which responds with grounded, POV-informed answers directly in the Agentforce chat. | ## Installation and configuration This section walks you through installation in the default [Lightning Experience](https://help.salesforce.com/s/articleView?id=sf.lex_do_it_intro.htm&type=5) environment. You will be instructed to navigate through [Setup](https://help.salesforce.com/s/articleView?id=xcloud.basics_nav_setup.htm&type=5) repeatedly — click the gear in the upper right and select Setup, then use the Quick Find box to locate sections. ### Prerequisites Before installing, confirm the following are in place: - Salesforce **Enterprise Edition** or higher - **Lightning Experience** enabled - **System Administrator** role or equivalent permissions - A Poggio workspace with API access — your Poggio account team will provide the **package install URL**, **subdomain**, **Client ID**, and **Client Secret** The package depends on two Salesforce features that must be turned on before installation: - **Einstein Generative AI** — required so the package can access Salesforce's generative AI capabilities, which power the agent's ability to generate contextual, natural-language output. See [Setting up Einstein Generative AI](https://help.salesforce.com/s/articleView?id=ai.generative_ai_enable.htm&type=5). - **Agentforce** — required for the Agentforce Extension Package, which creates and configures custom agents that deliver content directly through the Agentforce interface. See [Enabling Agentforce](https://help.salesforce.com/s/articleView?id=ai.agent_setup_enable.htm&type=5). ### Step 1: Install the package 1. Paste the package install URL provided by your Poggio account team into your browser's address bar and press Enter. If you are not already logged into the target org, Salesforce will prompt you to log in. 2. Select **Install for Admins Only**. This is the recommended option — it lets you control access and permissions after the package has been installed. Click **Install**. For background, see Salesforce's [Application Installation Guide](https://developer.salesforce.com/docs/atlas.en-us.appExchangeInstallGuide.meta/appExchangeInstallGuide/appexchange_install_installation.htm). 3. When the **Approve Third-Party Access** modal appears, check **Yes, grant access to these third-party web sites** and click **Continue**. This allows data to flow between your Salesforce org and Poggio. ![Install for Admins Only and Approve Third-Party Access dialogs](/docs/images/sfdc-install-admins-third-party.png) If you are also using Agentforce, install the **Agentforce Extension Package** next using the same flow. ### Step 2: Assign permission sets Assign the packaged permission sets based on each user's role: - **Poggio Setup User** — for the admin who will run the Setup Assistant - **Poggio Standard User** — for sellers and managers who view Poggio data and use the flow actions - **Poggio Agent User** — for users who need agent access to Poggio objects and Invocables To assign: 1. Navigate to **Setup > Users > Permission Sets**. 2. Select the permission set, then click **Manage Assignments > Add Assignment**. 3. Check the box next to the users you want to grant access to and click **Next**. 4. Optionally set an expiration date, then click **Assign**. For background, see Salesforce's documentation on [Permission Sets](https://help.salesforce.com/s/articleView?id=sf.perm_sets_overview.htm&type=5). ### Step 3: Run the Setup Assistant The Setup Assistant connects your Salesforce org to your Poggio workspace. Navigate to the **App Launcher**, search for **Poggio**, open the app, and click **Configuration**. ![Open the Poggio app from the App Launcher and click Configuration](/docs/images/sfdc-app-launcher-configuration.png) > **Warning:** To avoid permission-related errors during setup, the admin running the Setup Assistant must have the following **system permissions** in addition to the Poggio Setup User permission set: > > - Author Apex > - Customize Application > - View Roles and Role Hierarchy > - View Setup and Configuration > - Manage Users (this also adds related permissions) > - View All Profiles #### Account Plan Object Configuration Poggio generates AI-powered account plans by analyzing your Salesforce account data alongside Poggio's unified intelligence. From the **Account Plan Selection** picklist, select the object your org uses to manage Account Plan records. #### System Connections Open **System Connections** from the left panel. There are three sub-sections to configure, in order. **Domain Settings.** Input the subdomain provided by your Poggio account team and click **Activate**. **Outbound Connection** (Salesforce → Poggio). Enter the **Client ID** and **Client Secret** provided by your Poggio team and click **Connect**. ![Outbound Connection panel with Client ID, Client Secret, and Connect button](/docs/images/sfdc-outbound-connection.png) **Inbound Connection** (Poggio → Salesforce). This step requires a dedicated [Salesforce Integration User](https://admin.salesforce.com/blog/2023/best-practices-for-configuring-your-integration-user). Using an API-only integration user improves security and auditability by separating automated access from human administrator accounts and limiting access to only what the integration needs. Salesforce provides 5 free integration user licenses for Enterprise Edition orgs and higher. Click **Connect** in the Inbound Connection panel to begin, then complete each of the following sub-steps: 1. **Set up the Integration User.** Choose either: - **Create New User** — populate the required fields (you can use the defaults or modify them) and click **Save & Next**. The new user will be created with the **Minimum Access - API Only Integrations** profile. - **Select Existing User** — pick an existing integration user from the picklist and click **Save & Next**. > **Note:** Only users with the **Minimum Access - API Only Integrations** profile or the **Salesforce API Integration** permission set license can be selected from the user picklist. 2. **Create & Assign the Integration User Permission Set.** Add any objects you want to grant the integration user access to (for example, **Account Plan**), then click **Save & Next**. The Setup Assistant creates a new permission set named after your integration user and assigns it. 3. **Configure the External Client App.** The package includes an [External Client App](https://help.salesforce.com/s/articleView?id=xcloud.external_client_apps.htm&type=5) (ECA) that facilitates secure communication between Poggio and your Salesforce org. Click **Open External Client App** in the modal. ![Configure External Client App modal listing the four sub-steps](/docs/images/sfdc-external-client-app-modal.png) In the ECA configuration page: 1. Under the **Policies** tab, click **Edit**. 2. Expand **OAuth Policies**. Set **Permitted Users** to **Admin approved users are pre-authorized** and click **OK** on the confirmation dialog. ![OAuth Policies expanded showing Permitted Users dropdown set to Admin approved users are pre-authorized](/docs/images/sfdc-eca-oauth-policies-dropdown.png) 3. Expand **App Policies**. Under **Select Permission Sets**, find the Integration User permission set you just created in the **Available Permission Sets** column and move it to **Selected Permission Sets**. ![App Policies expanded with the Integration User permission set moved to Selected Permission Sets](/docs/images/sfdc-eca-app-policies-permission-sets.png) 4. Click **Save** at the top of the page. 4. Return to the Poggio Setup Assistant and click **Connect** to finalize the inbound connection. #### Agent Configuration This step is visible once the Poggio Agentforce Extension Package has been installed. The extension package includes a pre-built Agentforce subagent called **Poggio Account Intelligence Orchestration** that you attach to an Agentforce Employee Agent. 1. Navigate to the **Agentforce Agent Setup** page and click **New Agent**. 2. Select an agent template — typically **Agentforce Employee Agent** — then click **Next**. 3. On **Select your agent's subagents**, deselect any included default actions you don't want, then click **Next**. 4. On **Customize your agent**, fill in the Name, API Name, Description, Role, and Company fields. Click **Create**. 5. On the Agent Builder page, open the **Subagents** panel, click **New > Add from Asset Library**. 6. Search for **Poggio Account Intelligence Orchestration**, select it, and click **Finish**. ![Agentforce subagent picker with Poggio Account Intelligence Orchestration selected](/docs/images/sfdc-agentforce-asset-library.png) 7. Click **Activate**, then **Ignore & Activate** on the confirmation dialog. Then grant profiles access to the new agent: 1. From the **Agentforce Agents** page, select your new agent and open the **Agent Access** tab. 2. Select **Profiles with Agent Access** and click **Add**. 3. Check the profiles that should have access to the agent and click **Add**. ![Profiles with Agent Access tab and the profile selection dialog](/docs/images/sfdc-agent-access-profiles.png) #### Package Log Settings Open **Package Log Settings** from the left panel. Package logs capture major events related to the execution of code in the package and assist with debugging. - **Enable Package Logging** is on by default. Toggle off to disable. - **Logs Captured** — choose **All Activity** or **Errors Only**. - **Max Log Records Retained** — choose 1,000 / 5,000 / 10,000. Older records are automatically removed when the limit is reached. - **Delete All Log Records** — clear all captured logs at any time. If you delete logs but keep logging enabled, the package will continue capturing new activity per your settings. ![Package Log Settings panel with toggle, log level, retention, and delete controls](/docs/images/sfdc-package-log-settings.png) Logs are stored on the **Package Log** custom object and viewable from the **Package Logs** tab in the Poggio app. ### Step 4: Add Poggio related lists to Account page layouts The Poggio Account Intel and Poggio Sync Request related lists are not added to Account page layouts automatically. To make POV data and sync status visible to sellers: 1. From Setup, open **Object Manager** and select **Account**. 2. Open **Page Layouts** and select the page layout you want to edit. 3. Select **Related Lists** in the layout palette. 4. Drag **Poggio Account Intels** and **Poggio Sync Requests** onto the layout. If **Account Plans** is not already on the layout, add it here as well. 5. Click **Save**. ![Account page layout editor with Poggio Account Intels and Poggio Sync Requests dragged into Related Lists](/docs/images/sfdc-page-layout-related-lists.png) For background, see [Create and Edit Page Layouts](https://help.salesforce.com/s/articleView?id=sf.customize_layoutcreate.htm&type=5) and [Customize Page Layouts with the Enhanced Page Layout Editor](https://help.salesforce.com/s/articleView?id=sf.customize_layoutcustomize_pd.htm&type=5). ### Step 5: Configure or activate flow templates The package includes three flow templates: **Generate POV**, **Refresh Poggio Account Intel**, and **Generate Account Plan**. You can activate them as-is or clone them to customize. 1. From Setup, search for **Flows**. The three Poggio flow templates appear with **Package State** set to **Managed-Installed**. ![Flows list with the three Poggio flow templates highlighted](/docs/images/sfdc-flow-templates.png) 2. Open a template (for example, **Generate Account Plan**) to review the trigger conditions and actions. 3. If you need to change the trigger criteria, conditions, or downstream actions, click **Save As New Flow** to create an editable copy, make your changes, and click **Activate**. 4. If no changes are needed, the template can simply be activated. For background, see [Flows and Processes](https://help.salesforce.com/s/articleView?id=sf.platform_connect_considerations_flow_process.htm&type=5) and the Trailhead module [Build Flows with Flow Builder](https://trailhead.salesforce.com/content/learn/trails/build-flows-with-flow-builder). ## Support If you encounter issues during installation or operation: 1. Check the **Package Logs** tab in Salesforce for error details. 2. Verify the **System Connections** section shows an authorized status. 3. Confirm permission sets are correctly assigned. 4. Contact support at [support@poggio.io](mailto:support@poggio.io) or through the support modal in your Poggio workspace. ## Resources Salesforce documentation referenced throughout this guide: - [Application Installation Guide: Installing Packages](https://developer.salesforce.com/docs/atlas.en-us.appExchangeInstallGuide.meta/appExchangeInstallGuide/appexchange_install_installation.htm) - [Salesforce Help: Installed Packages](https://help.salesforce.com/s/articleView?id=sf.distribution_installed_packages.htm&type=5) - [Salesforce Help: Permission Sets](https://help.salesforce.com/s/articleView?id=sf.perm_sets_overview.htm&type=5) - [Salesforce Help: External Client Apps](https://help.salesforce.com/s/articleView?id=xcloud.external_client_apps.htm&type=5) - [Salesforce Help: Activating Lightning Experience Record Pages](https://help.salesforce.com/articleView?id=sf.lightning_app_builder_customize_lex_pages_activate.htm&type=5) - [Salesforce Help: Quick Actions](https://help.salesforce.com/s/articleView?id=sf.actions_overview.htm&type=5) - [Salesforce Help: Create and Edit Page Layouts](https://help.salesforce.com/s/articleView?id=sf.customize_layoutcreate.htm&type=5) - [Salesforce Help: Customize Page Layouts with the Enhanced Page Layout Editor](https://help.salesforce.com/s/articleView?id=sf.customize_layoutcustomize_pd.htm&type=5) - [Salesforce Help: Create Custom Fields](https://help.salesforce.com/s/articleView?id=sf.adding_fields.htm&type=5) - [Salesforce Help: Flows and Processes](https://help.salesforce.com/s/articleView?id=sf.platform_connect_considerations_flow_process.htm&type=5) - [Trailhead: Build Flows with Flow Builder](https://trailhead.salesforce.com/content/learn/trails/build-flows-with-flow-builder) - [Salesforce Help: Agentforce and Einstein Generative AI](https://help.salesforce.com/s/articleView?id=ai.generative_ai.htm&type=5) - [Salesforce Help: Create an Agent from an Agentforce Employee Agent Template](https://help.salesforce.com/s/articleView?id=ai.agent_employee_agent_setup.htm&type=5) - [Salesforce Help: Manage Employee Agent Access](https://help.salesforce.com/s/articleView?id=ai.agent_manage_aea_access.htm&type=5) - [Trailhead: Create Employee Agents in Agentforce](https://trailhead.salesforce.com/content/learn/projects/quick-start-create-employee-agents-in-agentforce) --- # SSO Configuration Using SAML 2.0 ## Overview Welcome to our guide on configuring Single Sign-On (SSO) for your enterprise using SAML 2.0. This guide is designed to help enterprise administrators seamlessly integrate SSO with Poggio, enhancing security and simplifying the login process for your users. Follow this journey to get SSO up and running smoothly. ## Step 1: Preparation ### Understanding SAML 2.0 Before diving into the configuration, it's essential to understand what SAML 2.0 is. SAML (Security Assertion Markup Language) is a standard for exchanging authentication and authorization data between an identity provider (IdP) and a service provider (SP). In this setup, our SaaS product is the SP, and your enterprise's IdP will handle authentication. ### Understanding the Poggio Enterprise Model See [Poggio Enterprise Model](/docs/admin/enterprise-model) for more information on how Poggio offers advanced control and management for organizations using multiple workspaces. Poggio offers several global enterprise controls that affect member access to the application. It's recommend to begin with the default settings until the initial set of enterprise workspaces have been created. ### Gather Required Information and Ensure Access > **Note:** Ensure you have admin access to both your IdP and Poggio's admin settings for your workspace. > > You must contact Poggio support to assign an enterprise admin for your organization. The enterprise admin must already have a Poggio account, and should be someone with access to both IdP and DNS settings (e.g., an IT administrator.) ## Step 2: Accessing the Enterprise Settings 1. **Log in to Poggio** 2. **Navigate to Enterprise Settings:** - Click your workspace name in the top left of the sidebar - Select 'Settings' in the menu - Select the 'SSO' tab on the left under the 'enterprise' section. ## Step 3: Verifying Your Domain Poggio must verify ownership of every email domain bound to a SAML configuration. Poggio uses DNS TXT record lookups to verify domain ownership. Add your domain in the enterprise settings page to generate your unique TXT record, then add the required entry to your domain's DNS configuration. Poggio will automatically check for the record every 30 minutes until verified, though the enterprise admin may also trigger a verification check from the enterprise settings UI. ## Step 4: Configuring SAML 2.0 Settings Each SAML configuration is associated with exactly one verified domain, and one or more Poggio workspaces. The enterprise admin can add any Poggio workspace that they are a member of to their enterprise, and optionally assign each enterprise workspace a SAML configuration. Assigning a SAML configuration to an enterprise workspace enables SSO via SAML 2.0 for that workspace. Furthermore, it *requires* members to sign in with SSO if the "enforce SSO login" setting is enabled at the enterprise level. ### Adding Poggio as a Service Provider in Okta Only SP-initiated login is supported at this time. 1. Log in to Okta as an administrator, and go to the **Okta Admin Console**. 2. Go to the **Application** tab, select **Browse App Catalog** and search for **Poggio** in the Okta app catalog. 3. Select the **Poggio** app and click **Add integration**. 4. On the **General** view, review the settings and click **Next**. 5. On the **Sign On** view, click on **More details**. 6. Copy the **Issuer** value. This maps to the "Issuer URL" on the Poggio SAML form. 7. Copy the **Sign on URL**. This maps to the "Sign on URL" on the Poggio SAML form. 8. Download the certificate and copy the contents. This maps to the "Public certificate" on the Poggio SAML form. (We currently do not support the certificate format used by "Copy".) 9. Scroll to the bottom and click **Done**. ### Adding Poggio as a Service Provider in OneLogin 1. Search for "Poggio" under the Applications tab. ![OneLogin search](/docs/images/onelogin-search.png) 2. (Optional) Set the description to "Poggio helps sellers effectively and efficiently build deeply researched account plans, tailored to their unique value props and updated in real time." 3. Ensure the "Visible in portal" is unchecked. We do not support IDP initiated login at the moment. 4. Ensure the SAML2.0 radio is checked. ![OneLogin SAML settings](/docs/images/onelogin-saml-settings.png) 5. Save the application. 6. Go to the SSO tab on the Poggio application. 7. Copy the "SAML 2.0 Endpoint (HTTP)". This maps to the "Sign on URL" on the Poggio SAML form. 8. Copy the "Issuer URL". This maps to the "Issuer URL" on the Poggio SAML form. 9. Click "View Details" on the X.509 Certificate and copy the certificate (starts with `-----BEGIN CERTIFICATE-----`). This maps to the "Public certificate" value on the Poggio SAML form. ## Step 5: Adding Identity Provider Details to Poggio 1. **Select your verified domain.** This must match the email domain of your IdP users. 2. **In the 'Issuer URL' field, input the value provided by your IdP.** 3. **In the 'Sign on URL' field, input the SSO URL provided by your IdP.** This is where authentication requests will be sent. 4. **Paste the IdP Public Certificate.** This enables Poggio to verify authenticity of authentication redirects from your IdP. 5. **Select a default workspace for this SAML configuration.** New SSO users matching this domain will be automatically added to the selected workspace. ![SAML configuration modal in the Poggio enterprise settings page](/docs/images/saml-configuration-modal.png) ## Step 6: Testing the Configuration ### Initiate SSO Login 1. **Test SSO Login:** - From the Poggio sign in page, click on the 'Continue with SSO' button. - You will be redirected to your IdP's login page. 2. **Complete Authentication:** - Enter your credentials on the IdP login page and authenticate. 3. **Verify Access:** - After successful authentication, you should be redirected back to Poggio and granted access. ## Troubleshooting ### Common Issues 1. **Mismatched Entity IDs:** - Ensure that the IdP Entity ID and SP Entity ID match exactly between the configurations on both sides. 2. **Certificate Errors:** - Verify that the IdP certificate is correctly entered in the proper format (PEM). 3. **Incorrect URLs:** - Double-check the IdP SSO URL and ACS URL for any typographical errors. 4. **Attribute Mapping:** - Ensure that the necessary attributes (e.g., User ID, Email) are being correctly sent from the IdP. ## Conclusion Congratulations! You have successfully configured SSO using SAML 2.0 for Poggio Enterprise. This setup enhances security and provides a seamless login experience for your users. If you encounter any issues or have questions, our support team is here to help. For further assistance, contact Poggio [support](mailto:support@poggio.io). --- # Provision Users with SCIM You can provision and manage users on enterprise-enabled Poggio workspaces through System for Cross-domain Identity Management (SCIM) API standard. ## Feature Support Poggio supports the [SCIM 2.0 standard](https://scim.cloud) and the following operations: ### User provisioning and management - Create and remove members in your workspace. - Automatically provision and de-provision users to your Poggio enterprise. (Users are always provisioned to the default workspace of the SAML config in use.) - Sync users' names to Poggio. > **Note:** When creating users, ensure the "Application username format" is set to **email**. ### Not Supported - Group provisioning (Poggio currently does not have a concept of groups) - Importing users from Poggio - Password syncs ## Prerequisites - You must have a [Poggio enterprise](/docs/admin/enterprise-model). - Your IdP must support SAML 2.0. - [You have already configured SAML 2.0 on your IdP.](/docs/admin/saml) ## Step 1: Generate a SCIM API Key In the enterprise settings page, enterprise admins have the ability to generate a SCIM key. You can access this page via `Settings -> SSO (under the Enterprise section)`. Hit the `Create key` button to generate the API key. This key grants access to the Poggio SCIM endpoints for that enterprise. ## Step 2: Configure the IdP ### Okta 1. In the `Sign-on Options` view, select `Email` for the `Application username` format on the `Sign On application` tab. 2. Under the `Provisioning` tab, select `Configure API integration`, and click on the `Enable API integration` checkbox. 3. Enter the SCIM API token you copied in Step 1 into the `API Token` text box, and select `Save`. 4. Click `Edit` next to `Provisioning to App`, and enable your preferred features, then click `Save`. ## Attributes Poggio supports the following attribute mappings: ### User - `email`: this represents the email of the user. - `emailType`: this is always "work". - `userName`: this also represents the email of the user. - `displayName`: this is typically the users' full name. - Poggio also supports `name.formatted` for the same information if `displayName` is not present. ## Known Issues Poggio does not currently track names in piecemeal (e.g first and last names). Within Poggio `givenName` and `familyName` are always tracked together under `displayName`. --- # Poggio Slack App Add to Slack The Poggio Slack app gives you access to all the information about your account right in Slack. This includes our own deep research, CRM data, recent customer call recordings, and more. ## Getting started Use **Add to Slack** to start installing the app. Once the app is installed, just `@Poggio` with a question. You will be prompted to connect your Poggio workspace to Slack, then Poggio will respond in a thread. You can continue the conversation in the thread, just make sure to `@Poggio` so we know to respond. To start, try something like "What's the latest on [account]?" Or, "Who are the key stakeholders at [account]?" ## Linking accounts To get the most out of Poggio, you can link Poggio accounts to dedicated Slack channels. For example, in a channel like `#acct-salesforce`, run `/poggio link salesforce.com`. Once an account is linked, Poggio will research the account and proactively search relevant news. When Poggio finds important information, it will send a summary directly to the linked channel. This includes team changes, financial filings, and other important news stories. You also don't have to name the account in your questions. For example, you can say, "Prep me for my upcoming call" and Poggio will know which account you mean. ## Slash commands We support the following slash commands: - `/poggio digest` - Show the latest account news for this channel. - `/poggio info` - Show linked accounts in this channel. - `/poggio link ` - Link this channel to an account. - `/poggio unlink` - Unlink this channel from an account. - `/poggio connect` - Link your Poggio user account to Slack. - `/poggio disconnect` - Unlink your Poggio user account from Slack. - `/poggio help` - List all commands. ## Direct messages For private conversations, send a direct message to the Poggio user in Slack. No need to `@Poggio` in DMs; the agent will respond to every message. ## Poggio with Slackbot Poggio offers an [MCP server](/docs/mcp) that Slackbot can connect to, giving your Slackbot conversations and automations access to your Poggio account intelligence. Some of the most commonly used tools: - `ask_poggio` - Ask a complex question and let Poggio's AI assistant answer it using web search, Salesforce data, Gong call transcripts, and company intelligence. - `search` - Find account intelligence documents for a company. - `fetch` - Retrieve the full text of a specific intelligence document. - `create_account` - Add a new account to Poggio and kick off intelligence gathering. For connection and authentication details, see the [MCP server guide](/docs/mcp) and the [full tool reference](/docs/mcp/tool-specs) for every available tool. --- # Workspace Tailoring ## Overview Poggio customizes task output specifically to your company, giving sellers account planning insights that reflect your ICP, positioning, and unique value props. You can tune this customization further through a process called *tailoring*. Tailoring improves Poggio's knowledge about your company, helping sellers use Poggio to have more in-depth, strategic conversations with prospects. This guide will show you how to tailor your Poggio workspace. > **Note:** You must be an Admin user in Poggio to tailor your workspace. ## Step 1: Company Overview The first step in tailoring your workspace is to review and edit the **Overview** section. When you first create a new workspace, Poggio pulls in publicly available information about your company such as sector and target market. To edit this section to be more accurate or specific, start by logging in to Poggio and clicking the **Customize Poggio** option in the workspace menu. ![Customize Poggio menu](/docs/images/customize-poggio-menu.png) Then, you'll see the **Customize Poggio** options. In the **Overview** section, you can customize any of the content in the **Description** box to better reflect the high-level overview of your company. To see how your changes impact Poggio's task outputs, use the **Task Preview** feature on the right. Just select a target account and a task from your workspace, and hit **Run**. Once you're done editing, press **Save** to save your changes. ![Company overview tailoring](/docs/images/company-overview-tailoring.png) ## Step 2: Company Details The second part of tailoring a workspace is editing the **Company details** section. This includes your company's ideal customer and personas, top competitors, and details about your various products and services. Remember that Poggio learns from the knowledge you share when tailoring your workspace, so we suggest working with your enablement or product marketing teams to include the most up-to-date details. Once you've updated your company details, use the **Task preview** feature to see how your updates get turned into relevant insights for your team. The **Competitive dynamics** task is a great place to start. Don't forget to click **Save** once you're done. ![Company details tailoring](/docs/images/company-details-tailoring.png) ## Step 3: Enablement Materials The last piece of workspace tailoring is adding your **Enablement materials**. Poggio can read and understand your enablement materials, creating richer and more relevant task results. One-pagers, vertical messaging, and competitive briefs are great things to upload to Poggio. Head to the **Enablement materials** section to upload a PDF or text file of your content. Once your uploads are complete, try using **Task preview** to check the results of a task for a given company. Don't forget to press **Save** when you're done. ![Enablement materials tailoring](/docs/images/enablement-materials-tailoring.png) ## Conclusion Tailoring your workspace is one of the most powerful features of Poggio. If you'd like some help navigating the tailoring process, please reach out to a member of our team or reach us at [sales@poggiolabs.com](mailto:sales@poggiolabs.com). --- # Overview {/* This file was generated by generate-api-docs.ts. Do not edit directly. */} The Poggio REST API lets you programmatically manage accounts, integrations, and more within your organization. Authenticated endpoints require a Bearer token. See the [OAuth](/docs/api/v2/oauth/token) section for details. - [V2](https://poggio.io/docs/api/v2): The v2 API uses OAuth authentication with organization automatically inferred from the access token. - [Well-Known](https://poggio.io/docs/api/well-known): The well-known API includes discovery endpoints under /.well-known. --- # Extending Poggio with MCP Servers ## Overview This guide walks enterprise IT administrators through connecting Poggio to external MCP servers, enabling your AI agents to access tools and capabilities from third-party systems. By connecting MCP servers, your Poggio workspace gains access to specialized tools that can interact with databases, APIs, file systems, custom applications, and more. ## Business impact - **Extended AI capabilities**: AI agents gain access to specialized tools beyond Poggio's built-in functionality - **Streamlined workflows**: Users can access external systems through AI conversations without switching contexts - **Real-time data access**: Agents can query live data from connected systems during conversations - **Custom tool integration**: Connect organization-specific tools and services to your AI infrastructure ## Prerequisites ### System requirements - Poggio workspace with administrator privileges - Access to external MCP servers (URLs and authentication tokens) - Network connectivity between Poggio and MCP servers - MCP Client feature enabled for your workspace ### Access requirements - Poggio workspace administrator role - MCP server endpoints and credentials - Firewall permissions for outbound HTTPS connections to MCP servers ### Supported integration types - HTTP/HTTPS MCP servers using the MCP streamable HTTP transport - MCP servers that implement tool discovery - Servers requiring Bearer token authentication - Public and private MCP server instances ## Step 1: Access MCP client settings 1. Navigate to your Poggio workspace 2. Click on "Settings" in the left sidebar 3. Select "MCP Client" from the settings menu > **Note:** If you don't see the MCP Client option, this feature may not be enabled for your workspace. Contact your Poggio administrator or [support](mailto:support@poggio.io). ## Step 2: Add your first MCP server 1. On the MCP Client settings page, click "Add server" 2. The Add MCP Server dialog will open ## Step 3: Configure server connection In the Add MCP Server dialog, provide the following information: ### Required fields - **Name**: A descriptive name for your MCP server (e.g., "Company Database Tools", "Highspot Connector", etc.) - **URL**: The full endpoint URL for your MCP server, including the `/mcp` path (e.g., `https://mcp-server.example.com/mcp`) ### Optional fields - **Authentication token**: Bearer token for server authentication (if required by your MCP server) ### Validation rules 1. Server names must be unique within your workspace 2. URLs must be valid HTTPS endpoints and unique within your workspace Authentication tokens are securely stored and never displayed again after saving the configuration. ## Step 4: Test the server connection 1. After filling in the server details, click "Add" to save the configuration 2. The server will appear in your MCP servers list 3. Click "Test connection" to verify the server is accessible and discover available tools ### Connection test results - **Success**: Green checkmark with discovered tools listed - **Failure**: Red error indicator with error message details - **In progress**: Loading spinner during connection attempt ## Step 5: Enable and disable tools Once connection testing succeeds, you can manage which tools are available to your AI agents: 1. Expand the server entry to see discovered tools 2. Use the toggles next to each tool to enable or disable them 3. Only enabled tools will be available for AI agents to use ### Tool management - Tools are automatically discovered during connection testing - You can enable/disable individual tools without affecting others - Tool availability updates immediately for all workspace agents - On first discovery, tools are disabled by default; enable only what you need - A workspace-wide limit of 64 enabled MCP tools applies across all servers ## Step 6: Enable and disable MCP servers You can temporarily disable an entire MCP server without deleting the configuration: 1. Use the toggle switch next to the server name to enable/disable 2. When disabled, all tools from that server become unavailable to agents 3. Re-enabling the server restores tool availability ## Step 7: Verify agent access ### Test with the Poggio agent 1. Create a new task that requires the agent to use tools from your connected MCP server 2. The agent should automatically use available tools when appropriate Example test prompt: *"Use the \[tool name\] tool with these parameters: ..."* ## Managing MCP servers ### Edit server configuration 1. Click the "Edit" button (pencil icon) next to any server 2. Modify the name, URL, or authentication token as needed 3. Click "Save" to update the configuration ### Delete server configuration 1. Click the "Delete" button (trash icon) next to any server configuration 2. Confirm deletion in the confirmation dialog 3. All tools from that server will be immediately removed from agents ## Security best practices ### Network security - Always use HTTPS endpoints for MCP servers ### Authentication management - Use dedicated service accounts with minimal required permissions - Rotate authentication tokens regularly according to your security policy - Store tokens securely and never share them outside your organization - Monitor authentication token usage and set up alerts for unanticipated access patterns ### Access control - Limit MCP server configuration (and all Poggio workspace administration) to a trusted group of authorized users - Utilize Poggio's SSO and IdP integration with SCIM enabled to ensure consistent application of organizational access policy - Regularly review enabled tools and servers for continued business need - Implement audit logging for all MCP server configuration changes - Set up notifications for server connection failures or security events ## Troubleshooting common issues ### Connection failures - **Symptom**: "Unable to connect to MCP server" or timeout errors - **Solution**: - Verify the server URL is correct and accessible - Check network connectivity and firewall rules - Confirm the MCP server is running and responding - Test the URL independently using tools like curl or browser ### Authentication errors - **Symptom**: "Authentication failed" or 401/403 HTTP errors - **Solution**: - Verify the authentication token is correct and not expired - Check that the token has necessary permissions on the MCP server - Confirm the token format matches the server's expected format - Contact your MCP server administrator to verify account status ### No tools discovered - **Symptom**: Connection succeeds but no tools are found - **Solution**: - Verify the MCP server implements the tool discovery protocol correctly - Check server logs for any errors during tool enumeration - Confirm the authentication token has permissions to access tools - Contact the MCP server provider for support ### Tools not available to Poggio agent - **Symptom**: Agents don't use MCP tools despite successful connection - **Solution**: - Verify tools are enabled in the MCP server configuration - Check that the server is enabled (not disabled) - Test connection again to refresh tool cache - Try asking agents specifically to make use of available tools ## Next steps After successfully connecting MCP servers, consider: 1. **Expand tool coverage**: Connect additional MCP servers to provide more capabilities 2. **User training**: Educate team members on how to effectively use new MCP tools 3. **Performance monitoring**: Track tool usage and optimize server configurations 4. **Integration development**: Work with development teams to create custom MCP servers for internal tools For additional assistance, contact the [Poggio support team](mailto:support@poggio.io) or your account manager. --- # Connecting to Poggio MCP Connect to the Poggio MCP server to access account intelligence tools directly in your AI workflow. There are three ways to authenticate, depending on your use case. ## Server URL ``` https://mcp.poggio.io/mcp ``` All methods below use this same endpoint. --- ## OAuth with Dynamic Client Registration **Best for:** AI desktop clients like Claude Desktop, Cursor, Windsurf, and other MCP-aware applications that support the standard auth flow. This is the recommended method for end-user clients. Your client handles the entire OAuth handshake automatically — no manual token management required. ### Prerequisites - Your MCP client supports the [MCP server authorization design](https://modelcontextprotocol.io/specification/2025-03-26/basic/authorization) - Your client supports Dynamic Client Registration (DCR) ### Setup 1. Point your client to `https://mcp.poggio.io/mcp`. 2. Upon connecting, you will be redirected to the Poggio app to authorize the new client. ![Authorizing Claude as an MCP client](/docs/images/mcp-authorize-claude.png) --- ## OAuth Client **Best for:** Custom applications and backend services that need scoped access with token refresh or machine-to-machine credentials. Create an OAuth client from **[Settings > OAuth Clients](https://poggio.io/app/settings/oauth-clients)** in your Poggio workspace. Two grant types are available: ### Authorization Code with Refresh Token Use this when your application acts on behalf of a specific user. The standard OAuth2 authorization code flow issues an access token and a refresh token, so your app can maintain long-lived sessions without re-prompting the user. 1. Create an OAuth client in Settings and note the **client ID** and **client secret**. 2. Redirect the user to Poggio's authorization endpoint. 3. Exchange the authorization code for an access token and refresh token via the [token endpoint](/docs/api/oauth/token). 4. Use the access token as a Bearer token in MCP requests. Refresh it when it expires. ### Client Credentials Use this for server-to-server integrations where no user interaction is involved. The client authenticates directly with its own credentials. 1. Create an OAuth client in Settings with the **client credentials** grant type. 2. Request an access token directly from the [token endpoint](/docs/api/oauth/token) using your client ID and secret. 3. Use the access token as a Bearer token in MCP requests. --- ## Bearer Token **Best for:** Quick prototyping, simple scripts, and integrations where OAuth is unnecessary overhead. Generate an API token from **[Settings > MCP Server](https://poggio.io/app/settings/mcp-server)** in your Poggio workspace. 1. Click **"Generate token"** and provide a descriptive name. 2. Copy the token immediately — it is only displayed once. 3. Pass the token as a Bearer token in your client's request headers. ```python title="example.py" from mcp import ClientSession from mcp.client.streamable_http import streamablehttp_client url = "https://mcp.poggio.io/mcp" headers = {"Authorization": "Bearer YOUR_API_TOKEN_HERE"} async with streamablehttp_client(url=url, headers=headers) as (r, w, _): async with ClientSession(read_stream=r, write_stream=w) as session: await session.initialize() tools = await session.list_tools() print([t.name for t in tools.tools]) ``` > **Note:** The connection URL does not include a workspace identifier — workspace scoping is enforced via the token. --- ## Testing the Connection The [MCP Inspector](https://github.com/modelcontextprotocol/inspector) provides a friendly UI for connecting to remote MCP servers, exploring capabilities, and invoking tools directly. To launch it locally (requires Node v22+): ```bash npx @modelcontextprotocol/inspector \ --transport=http \ --server-url=https://mcp.poggio.io/mcp ``` Paste your Bearer token or OAuth access token into the token input, then click **Connect**. ## Security Best Practices - Generate separate credentials for each client or use case - Use descriptive names to track their purpose - Rotate tokens regularly and revoke any that are no longer needed - Monitor access patterns for unusual activity - Ensure client applications meet your organization's security standards ## Troubleshooting ### Connection failures - Verify the server URL is correct and accessible - Check that credentials are valid and not expired - Confirm network connectivity and firewall settings - Ensure MCP Server is enabled for your workspace ### Authentication errors - Verify tokens are copied correctly without extra whitespace - Check that the token or OAuth client has not been revoked - For OAuth clients, confirm the grant type matches your flow ### Performance issues - Monitor response codes, especially `429 Too Many Requests` - Consider caching strategies in client applications - Contact [Poggio support](mailto:support@poggio.io) to request higher API request quotas For additional assistance, contact [support@poggio.io](mailto:support@poggio.io) or your account manager. --- # Poggio MCP Tools Model Context Protocol server for Poggio account intelligence Version 1.0.0 | 5 tools ## search Returns a list of account intelligence documents for the supplied query. The query should be a domain name of the target company. **Parameters:** - `query`: string (required) — The domain name of the target company (e.g., 'example.com') **Example:** ```json { "method": "tools/call", "params": { "name": "search", "arguments": { "query": "..." } } } ``` ## fetch Returns the full text of the requested account intelligence document. **Parameters:** - `id`: string (required) — The document ID returned by the search tool **Example:** ```json { "method": "tools/call", "params": { "name": "fetch", "arguments": { "id": "..." } } } ``` ## create_account Creates an account in the connected Poggio workspace. Account intelligence will commence immediately, and will be available within minutes via the `search` and `fetch` Poggio tools. **Parameters:** - `account_domain`: string (required) — The domain name of the account to create (e.g., 'example.com') **Example:** ```json { "method": "tools/call", "params": { "name": "create_account", "arguments": { "account_domain": "..." } } } ``` ## recreate_account_pages Recreates all pages for an existing account using current default templates. This deletes ALL existing pages and creates fresh pages from current templates. The deep research process will regenerate all content from scratch, which takes several minutes to complete. Use the search tool to monitor progress. **Parameters:** - `account_domain`: string (required) — The domain name of the account to recreate pages for (e.g., 'example.com') **Example:** ```json { "method": "tools/call", "params": { "name": "recreate_account_pages", "arguments": { "account_domain": "..." } } } ``` ## ask_poggio Ask Poggio a question using the full power of Poggio's AI assistant. This tool sends your question to Poggio's superagent, which has access to web search, Salesforce data, Gong call transcripts, company intelligence, and more. Use this for complex research questions, account analysis, or any task that benefits from Poggio's full tool suite. **Parameters:** - `question`: string (required) — The question or request to send to Poggio's AI assistant. **Example:** ```json { "method": "tools/call", "params": { "name": "ask_poggio", "arguments": { "question": "..." } } } ``` --- # Overview {/* This file was generated by generate-api-docs.ts. Do not edit directly. */} The v2 API uses OAuth authentication with organization automatically inferred from the access token. - [Superagent](https://poggio.io/docs/api/v2/superagent/v2_chat): 1 endpoint - [Context](https://poggio.io/docs/api/v2/context/v2_context_fetch): 2 endpoints - [Digest](https://poggio.io/docs/api/v2/digest/v2_get_account_digest): 1 endpoint - [Users](https://poggio.io/docs/api/v2/users/v2_get_my_workspaces): 1 endpoint - [Accounts](https://poggio.io/docs/api/v2/accounts/v2_create_account): 2 endpoints - [OAuth](https://poggio.io/docs/api/v2/oauth/v2_register_client): 2 endpoints - [Salesforce](https://poggio.io/docs/api/v2/salesforce/batch_create_or_refresh_salesforce_accounts): 9 endpoints - [Third Party Registration](https://poggio.io/docs/api/v2/third_party_registration/v2_create_third_party_registration): 5 endpoints --- # Overview {/* This file was generated by generate-api-docs.ts. Do not edit directly. */} The well-known API includes discovery endpoints under /.well-known. - [Oauth Authorization Server Metadata](https://poggio.io/docs/api/well-known/oauth_authorization_server_metadata): Endpoint - [Oauth Protected Resource Metadata](https://poggio.io/docs/api/well-known/oauth_protected_resource_metadata): Endpoint --- # Oauth Authorization Server Metadata {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /.well-known/oauth-authorization-server` --- # Oauth Protected Resource Metadata {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /.well-known/oauth-protected-resource` --- # Create or Get Account {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/accounts` --- # Recreate Account Pages {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/accounts/{account_domain}/recreate-pages` --- # Get Account Digest {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /v2/accounts/{account_id}/digest` --- # Register OAuth Client {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/oauth/register` --- # Create OAuth Token {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/oauth/token` --- # Fetch Context Item {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /v2/context/fetch/{item_id}` --- # Search Context {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /v2/context/search` --- # Chat {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/superagent/chat` --- # Create Third Party Registration {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/third_party_registration` --- # Delete Third Party Registration {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `DELETE /v2/third_party_registration/{registration_id}` --- # Get Third Party Registration {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /v2/third_party_registration/{registration_id}` --- # List Third Party Registrations {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /v2/third_party_registration` --- # Update Third Party Registration {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `PUT /v2/third_party_registration/{registration_id}` --- # Batch Create Or Refresh Salesforce Accounts {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/salesforce/accounts/batch` --- # Batch Write Account Plan {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/super/salesforce/write_account_plan/batch` --- # Create Or Refresh Salesforce Account {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/salesforce/accounts` --- # Trigger Account Pages {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/salesforce/accounts/pages` --- # Delete Salesforce Integration User {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `DELETE /v2/third_party_registration/salesforce` --- # Get Salesforce Integration User {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /v2/third_party_registration/salesforce` --- # Register Salesforce Integration User {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/third_party_registration/salesforce` --- # Update Salesforce Integration User {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `PATCH /v2/third_party_registration/salesforce` --- # Write Account Plan {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `POST /v2/super/salesforce/write_account_plan` --- # Get My Workspaces {/* This file was generated by Fumadocs. Do not edit this file directly. Any changes should be made by running the generation command again. */} `GET /v2/users/me/workspaces` --- # Poggio intelligence in Slack, Salesforce, and Agentforce *By Team Poggio | April 14, 2026* New Slack app, managed package, and MCP integration put Poggio intelligence and agents natively in daily GTM workflows where sellers and agents work We’re excited to share that today we launched our new Slack app, Salesforce managed package, and MCP integration at TDX26, bringing Poggio’s real-time customer intelligence and revenue agents into the leading platforms where sellers and agents work. Our partnership with Salesforce puts Poggio intelligence at the center of the daily workflows of GTM teams to arm your sellers and agents to close more deals while driving deeper customer value. At TDX today, we showcased how our Revenue AI agents operate alongside sellers as teammates, working continuously in the background to automate complex GTM tasks and optimize workflows. Poggio agents create tailored Points of View (POVs) that help your team understand customers, their priorities and challenges, and how you best solve them. Poggio agents use those POVs to prioritize accounts, build and maintain account plans, and guide your sellers and agents to the right next action. Available on [AgentExchange](https://appexchange.salesforce.com/appxListingDetail?listingId=b5b4b305-c1b3-4597-8ea7-a238f3d07b3c) today, Poggio agents now operate natively in Slack, Salesforce, and Agentforce to power the success of your entire revenue organization. Tyler Carlson, SVP, Head of Product, AgentExchange & Ecosystem at Salesforce who presented at today’s #TDX26 Partner Summit showcased Poggio on stage, noting, “AgentExchange makes it easy for customers to find, try, and deploy the AI agents that will help them work smarter and grow faster. The Poggio Revenue AI platform automates GTM workflows inside Agentforce Sales and Slack to elevate seller and agent capabilities, and it’s a prime example of how the next generation of ISV partners are building natively on Salesforce to deliver even more value to customers.” ## Poggio + Salesforce: Even better together! Poggio builds on the Salesforce platform, helping your team complete more of their work inside the CRM. Poggio installs in minutes and immediately begins generating intelligence inside Slack and Agentforce Sales, including: - **Account planning:** Poggio agents build and maintain up-to-date account plans with actionable objectives and next actions inside Slack and Agentforce Sales, powered by Poggio’s real-time customer intelligence and context. - **Account research:** Poggio agents unify intel from Salesforce, call recordings, internal tools, and thousands of external sources to deliver the most current and comprehensive view of every customer. - **Tailored POVs:** Poggio agents deliver always-current Points of View (POVs) for every opportunity, helping your team understand customer priorities and challenges, and how your solutions solve them. - **Account prioritization: **Poggio agents stack-rank the best opportunities to pursue based on the strength of your solution in solving top customer priorities and challenges, enabling your RevOps team to drive continuous and intelligent coverage modeling and territory planning to maintain seller focus on the accounts they’ll win. Want to see Poggio’s Slack app, Salesforce managed package, and MCP integration in action? Watch the [demo](https://youtu.be/US4WiIBZufM), visit the Poggio booth at the [Agentforce NYC World Tour](https://www.salesforce.com/events/world-tour/nyc/) on April 28, or sign up for [free two-week trial of Poggio](https://poggio.io/app/sign-up) (no credit card required). --- # New Poggio Home gives admins greater visibility and control *By Team Poggio | August 26, 2026* We’ve launched a new Poggio Home for admins to give you more visibility and control in how you deliver real-time intelligence to your sellers in their flow of work. As your revenue organization scales, you can now see the value of Poggio scaling with it across Slack and Salesforce. This includes the number of account plans proactively being pushed to your sellers in Salesforce, the work Poggio agents are automating behind the scenes to enrich CRM fields and update records with real-time intelligence, the number of accounts linked in Slack, and more. The new consolidated view brings together usage metrics, configuration details, integrations, and updates into a single screen, making it easier to manage your Poggio deployment while ensuring your team gets the most value from Poggio. From the Admin Home you can complete configuration of your team’s Poggio workspace, including creating Poggio tasks and templates, as well as tailoring Poggio to your unique GTM motion, ICP, solutions, and value framework to scale best practices and proven sales plays. You can also add users, manage billing, and purchase additional credits for your sellers. And speaking of sellers, while most use Poggio in their flow of work in Slack and Salesforce, we've also streamlined the seller Workspace Home into a focused starting point for finding, adding, and jumping back into accounts, centered on account search and recent accounts. That way sellers who prefer using the Poggio app can quickly get to the deep account intel that helps them move deals forward. We look forward to seeing your success with the new Poggio Home, as well as your feedback on ways we can make Poggio even more valuable to your revenue organization. --- # Enhanced chat with Poggio agents, now in Slack *By Team Poggio | August 26, 2026* Poggio chat is now in Slack with an enhanced user experience. You can chat with Poggio agents right in your flow of work: Ask Poggio questions about an account, get guidance on the best sales plays, and prep for an upcoming sales call, all connected to your CRM, and inside Slack where you already work. Plus, Poggio’s Slack app lets you work across your accounts, collaborate with colleagues in shared channels, and get the full context of your interactions with Poggio agents without leaving the conversation. It’s like having a personal Sales AI assistant with you at every step of the way, from prospecting to closed/won. With this update, chat is no longer available in the Poggio app. To get the enhanced chat experience, [install Poggio in Slack](https://connect.poggio.io/v1/slack/install). Once you’ve installed the Poggio Slack app: - Connect to Poggio: Type @Poggio followed by a question or command (e.g. *@Poggio - Build an account plan for Salesforce*) in any Slack channel. You’ll be prompted to sign in to Poggio. - Link accounts to Slack channels (optional): Type */poggio link *, and Poggio will automatically post summaries of account news, financial filings, and team updates to the channel. --- # Poggio recognized in The Cloud Awards' 2026 A.I. Awards *By Team Poggio | August 25, 2026* We’re thrilled to share that Poggio has been named to the shortlist in The Cloud Awards’ [2026 A.I. Awards](https://www.cloud-awards.com/ai-awards/). The awards recognize the best in enterprise artificial intelligence, machine learning, deep learning, and agentic AI. Poggio has been recognized in two categories: *Best Use of AI in Sales and Marketing* and *Best Agentic AI Solution*. *The Best Use of AI in Sales and Marketing* category recognizes organizations that apply artificial intelligence to transform how businesses understand customers, engage audiences, and drive sustainable revenue growth. *The Best Agentic AI Solution* category recognizes outstanding solutions using agentic AI to act toward clearly defined goals, with meaningful ability to reason, decide, and adapt based on user input and other wider contexts. In both cases, Poggio’s Revenue AI platform and agents stand out for driving success among B2B sellers and agents. ### Powering the agentic enterprise and AI-native revenue organization Poggio agents operate alongside sellers as teammates, automating GTM workflows and completing tasks to supercharge their performance. Poggio creates and maintains tailored Points of View (POVs) for every account, helping revenue teams deeply understand customers, their priorities and challenges, and how they solve them. Poggio agents use those POVs to prioritize accounts by problem-solution fit to focus the entire GTM team on their best opportunities. Poggio then arms sellers with POVs, real-time stakeholder maps, automated account plans, and more to close deals in their flow of work inside [Slack](https://poggio.io/product/slack) and [Salesforce](https://poggio.io/product/salesforce). And Poggio gives every agent the context needed to take the right next action within every account, natively in [Agentforce](https://poggio.io/product/agents) via MCP, A2A, and open APIs. With Poggio, sellers and agents operate from the same unified intelligence to deliver a consistent, world class customer experience in every interaction, whether through humans or AI. “We’re both proud and humbled that Poggio has been recognized for the positive outcomes our Revenue AI platform and agents are driving for our customers,” noted Greg Perotto, VP of Marketing. “More importantly, we’re thrilled to be the driving force behind our customers’ revenue transformations as they become AI-native enterprises with Poggio.” See how Poggio can power your revenue transformation. Start a free trial of Poggio at [poggio.io/app/sign-up](http://poggio.io/app/sign-up). ### About the 2026 A.I. Awards and 2026 Cloud Awards First launched in 2024 and operated by global cloud computing awards body [The Cloud Awards](https://www.cloud-awards.com/), The A.I. Awards is one of the biggest programs in the Cloud Awards annual calendar. Nominees include organizations located all over the world, from household names and established technology giants to exciting new startups. The program recognizes outstanding AI-driven solutions, and excellence in AI platforms and infrastructure. Agentic solutions and AI assistants are new areas celebrated this year, joining established categories focused on automation, natural language processing, and AI governance. The program also recognizes AI solutions built to support specific business operations (such as sales and marketing) and industry use cases (like telecom and media). The Cloud Awards judges have completed their initial review of all nominations received, resulting in the publication of today’s shortlist. CEO of The Cloud Awards, James Williams, said: “We’re very proud to reveal the shortlist in The 2026 A.I. Awards. “This first phase of the awards is always extremely exciting, as we are privileged to read about and see for ourselves some of the outstanding work that is happening in the most dynamic area of cloud computing. Each year, nominees into The A.I. Awards continue to show how technological boundaries are being pushed, and new levels of business value are being unlocked through clever applications of AI. “Poggio is well deserving of their shortlist place, and we wish them luck in the next round of judging.” The 2026 A.I. Awards will now begin its second round of judging, where The Cloud Awards judges will select a group of finalists in each category to be revealed on September 22. Winners will be announced in October. --- # Our 7 favorite Poggio superpowers for sellers *By Team Poggio | August 11, 2026* There’s nothing we love more at Poggio than helping our customers succeed. With the launch of our self serve pro plan that gives B2B sellers instant access to Poggio’s real-time intel with a credit card, we thought we’d highlight a few of our favorite Poggio features that power seller success. There’s nothing we love more at Poggio than helping our customers succeed. With the launch of our [self serve pro plan](https://poggio.io/post/new-poggio-pro-plan) that gives B2B sellers instant access to Poggio’s real-time intel with a credit card, we thought we’d highlight a few of our favorite Poggio features that power seller success. From stack-ranking your best opportunities to account plans that write themselves, Poggio automates work while arming you to sell like the top 1%. Read on to see how our favorite Poggio features help you close bigger deals and hit quota faster. ### 1. Tailored POV creation Most sellers show up to a call and ask, “What keeps you up at night?” The best B2B sellers already know. They have a deeply-informed Point of View (POV) on the customer’s business, their priorities and challenges, and how their solutions solve them. Poggio agents build and maintain exec-level POVs for every account, giving you the most current and comprehensive view of each customer. Poggio synthesizes data from your CRM, Gong, Slack, and other tools with thousands of external sources (e.g. news, financial filings, and websites), then puts that in the context of your sales motion, solutions, and value framework. Poggio POVs help you break through the noise, show up smart to every customer conversation, and attach your solution’s value to solving the customer’s top priorities, so they buy, buy your solution, and buy it now. Workday AE Leo L. noted, “Poggio eliminates a part of the sales cycle that used to take hours. I show up to calls with $1B prospects confident in my POV and instantly earn their respect.” Similarly, Salesforce Mid-Commercial AE Matt B. shared, “Poggio's deep research capabilities are quick, efficient, and accurate. The unique POV it can develop for any customer allows you to better prepare for meetings and outreach.” Watch this [video](https://youtu.be/AIAH7czCgg4) to see how Poggio’s tailored POVs help you show up smarter than your competitors. ### 2. Real-time account prioritization Chasing the wrong deals can materially impact your month, quarter, and year. Top sellers don’t chase deals that will never close. Instead, they focus their time pursuing the opportunities they are best positioned to win. Poggio stack-ranks accounts across your territory by problem-solution fit, or POV strength. This helps you prioritize your time on your best deals, based on how well your solutions solve real customer priorities and challenges. Braze AE Madelyn A. noted how Poggio helps her prioritize deals: “With over 3,000 accounts, Poggio helps me focus on big bet accounts while pulling in relevant information for others, keeping track of where I am in my deal cycle.” Watch the brief [video](https://youtu.be/eWbrRtdUkQY) to see how Poggio’s real-time account prioritization ensures you’re pursuing the right deals. ### 3. Account plans that write themselves Every seller knows that creating strategic account plans takes time, skill, and expertise. Doing it for one account is hard, and can take days. Doing it for every account in a territory, and keeping them up-to-date, is a full time job on its own. Now, imagine never having to write another account plan again, and using that time to close deals instead. Poggio powers your success with account plans that write themselves. Poggio creates and maintains account plans for every opportunity, right in your flow of work inside Salesforce and Slack. Poggio agents monitor for changes in each account, your champion, their priorities, competitor moves, and more, alerting you on updates while ensuring your account plans stay current and relevant. Salesforce AE Jack B. noted, “Poggio has genuinely transformed how I manage my day-to-day. It takes complex account planning, and makes it intuitive, saving me valuable hours that I can now reallocate to more strategic tasks like direct customer engagement.” PDS Vision AE Keerthi B. shared, “Poggio helps me with account planning by doing all the discovery stages and providing the right information before reaching out to a customer.” Watch this brief [video](https://youtu.be/3NeanK3dTMw) to see how Poggio delivers account plans that write themselves, right in your flow of work. ### 4. Detailed stakeholder mapping Knowing who to contact, how to contact them, and what will resonate when you do is half the battle of outreach. Staying on top of contact changes can feel like the other half. Leading sellers are always two steps ahead on both. Poggio builds and maintains a live stakeholder map for every account, including names, titles, emails, phone numbers, links to LinkedIn profiles, their priorities, and more. Poggio proactively keeps it current while alerting you to any changes, so your outreach hits the right buyers, with the right message, every time. Palo Alto Networks Enterprise AE Patrick H. shared how Poggio helps him get in the door: “Poggio provides you with a stakeholder map that includes contact details. It is a massive time saver and equips you with the information needed to break into accounts.” Check out this [video](https://youtu.be/hhDKOS5PYa8) to see how Poggio maps out your key stakeholders to help you sell into your accounts. ### 5. Proactive account digests Champions leave. Stakeholder priorities shift. Budgets change. Competitors announce new solutions. Most reps find out too late, show up to customer calls uninformed, and erode their hard-earned stakeholder trust. Poggio proactively pushes the latest news and account updates to you in your flow of work, so your intel is always current. And Poggio provides source citations with each insight so you can dive deeper into topics of interest. You can use Poggio’s updates as triggers for timely outreach, driving continued urgency and relevancy to keep your solutions top of mind and deals moving forward. Udemy’s Wilson F. noted: “Poggio is an unbelievable tool for building credibility with your customers. It simplifies account research and keeps you up to date on current events, all in just a few minutes.” Incorta AE Larry B. said: “Poggio's weekly intel digest is more accurate and useful than ZoomInfo. That goes straight to spam, but Poggio is relevant and that's key.” See how Poggio’s real-time account digests help you stay relevant with your prospects in this [video](https://youtu.be/HNfqAHfpsX8). ### 6. AI-powered coaching and meeting prep Superb sellers prep differently. They show up smarter than competitors, as strategic advisors to prospects with solutions that solve their top priorities. Poggio gives sellers superpowers, so every rep sells like the top 1%. You can ask @Poggio questions about an account, get guidance on the best sales play, or prep for your next customer call, all in your flow of work in Slack. Whether that’s asking Poggio about a CEO’s top initiatives or for help in building out your value selling approach, Poggio draws from its deep research and real-time intelligence to give you the coaching and guidance to succeed. Snowflake AE Christina O. noted how Poggio helps her prep for customer meetings: “In a first call with a prospect they said I was 'spot on' with their business priorities, which I compiled with Poggio. Built a ton of credibility early and saved me hours of research.” Salesforce Strategic AE Angela G. shared how she uses Poggio to prep: “The ability to create my point of view, the three whys, a stakeholder map, and allow me to ask questions based on all of the data is incredible.” Watch this brief [video](https://youtu.be/Ua4zEdfhoGg) to see how Poggio operates as your AI teammate, providing coaching and helping you prep for customer meetings, right in Slack. ### 7. Personalized outreach The B2B sales space is more crowded than ever. Capturing a prospect’s attention and getting them to take a call has never been more challenging. Winning sellers show up with the right message, to the right stakeholder, at the right time to spark interest and book meetings. Poggio helps you break through the noise by using all of the intelligence behind our tailored POVs and account plans to draft personalized outreach to your stakeholders. From emails to LinkedIn messages, you can ask Poggio to help you craft messaging that stands out, connecting your solutions to your customer’s biggest priorities and challenges to drive relevancy and urgency in your outreach. ** Datadog AE Liv B. noted: “Insanely good. I use Poggio every single day. It's helped me break into multiple accounts.” Braze BDR Gina B. praised Poggio for helping craft relevant messaging for prospects: “It found leads that I would have never found and recent articles that were exactly what I needed in order to craft amazing messaging to break into an account.” Watch this brief [video](https://youtu.be/j0KYFYPvcuk) to see how Poggio helps you capture your prospect’s interest with highly relevant outreach. ### Get instant access to our 7 favorite Poggio superpowers for sellers with a free trial At Poggio, we are energized and inspired by your success. It’s why we built Poggio and why we continue to deliver new features to help you sell like the top 1%. Okta SMB AE Hunter G. summed up the impact of Poggio for B2B sellers best: “I've been able to focus more on high-impact conversations instead of admin tasks. Poggio has made my sales process more efficient, more strategic, and ultimately, more successful. If you're in B2B sales and want an AI tool that actually moves the needle, this is it.” Poggio helps you close bigger deals and hit quota faster with: 1. Tailored POVs, 2. Real-time account prioritization, 3. Account plans that write themselves, 4. Detailed stakeholder maps, 5. Proactive account digests, 6. Coaching and meeting prep, and 7. Personalized outreach. Start your free, two-week trial of Poggio today at [poggio.io/app/sign-up](http://poggio.io/app/sign-up) (no credit card required), or dive deeper into Poggio’s superpowers for B2B sellers at [poggio.io/sellers](http://poggio.io/sellers). --- # Poggio superpowers for Slack *By Team Poggio | July 21, 2026* Poggio is now MCP-enabled in Slack, bringing Poggio’s real-time intelligence to sellers where they work. At Poggio, we believe enterprise AI works best when it supports users proactively, directly in the places where they do their work day to day. That’s been our bet from day one: Poggio’s real-time intelligence proactively flowing to many surfaces, with one powerful platform underneath that’s purpose-built for revenue organizations. For B2B GTM leaders and their teams, that means delivering Poggio natively in Salesforce, Agentforce, and Slack: - Poggio offers a native [managed package for Salesforce](https://appexchange.salesforce.com/appxListingDetail?listingId=b5b4b305-c1b3-4597-8ea7-a238f3d07b3c) so real-time intelligence lives in the system of record. - Poggio exposes account context to any agent (Agentforce, Claude, custom-built agents, and internal automation) via MCP so they’re guides to take the right action in every account. Our [Agentforce Extension](https://appexchange.salesforce.com/appxListingDetail?listingId=57b0b61f-daf8-4768-9826-f5d80adeda6e) brings that same context natively into Agentforce. - Now, the [Poggio Slack App](https://slack.com/marketplace/A0ALAL9FW8P-poggio) integrates natively with Slackbot via MCP. With Poggio across surfaces, this opens up exciting new use cases that combine Poggio intelligence with everything else that's connected to Salesforce, Agentforce, and Slackbot via managed workflows and scheduled actions. It’s Poggio’s real-time intelligence extended across your stack and right into Slack, where sellers already work. ### Automating workflows and completing tasks in Slack to augment seller success Poggio’s Slack App enables revenue leaders to scale best practices and position every seller to perform like the top 1% by proactively pushing account intelligence, proven sales plays, enablement content, and more right in their flow of work. For example, when a new lead comes in, RevOps can use Poggio’s managed package and Slack App to launch an automated workflow across Salesforce and Slack to move the lead forward. First, Poggio kicks off deep research on the new opportunity, automatically creating an account plan in the Account Plan object of Salesforce. With Poggio connected to the Slack channel for the account, Poggio agents can deliver real-time account intelligence, like the account plan, direct to sellers in Slack. Poggio helps sellers target the right buyer within an account and understand what they care about with a detailed stakeholder map inside Salesforce and the account’s Slack canvas. Poggio also creates the Three Whys and relevant use cases for the account, enabling sellers with best practices and proven sales plays tailored to their GTM motion, ICP, solutions, and value framework. And Poggio agents proactively maintain the account plan, stakeholder map, and other intel in Salesforce and Slack so it’s always current and relevant. Poggio agents deliver alerts to sellers in Slack to notify them of account changes, like a new stakeholder, the departure of a champion, competitor announcements, and more. Poggio’s real-time account intelligence and customer context arms sellers to take the right next step in the account. Sellers can even engage in conversation with @Poggio in Slack to ask questions about an account, get guidance on the best sales play, or help them prep for an upcoming customer meeting. ### Activate Poggio superpowers across your stack With Poggio native in the surfaces where sellers and agents work, it’s like having Poggio superpowers across your stack. Proactively deliver real-time intelligence to power seller and agent success in Salesforce, Agentforce, and Slack today by installing Poggio’s: - [Managed package for Salesforce](https://appexchange.salesforce.com/appxListingDetail?listingId=b5b4b305-c1b3-4597-8ea7-a238f3d07b3c) - [Agentforce Extension](https://appexchange.salesforce.com/appxListingDetail?listingId=57b0b61f-daf8-4768-9826-f5d80adeda6e), and - [Slack app](https://poggio-labs.slack.com/oauth?client_id=1931286155654.10690689540295&scope=assistant%3Awrite%2Capp_mentions%3Aread%2Cbookmarks%3Aread%2Cbookmarks%3Awrite%2Ccanvases%3Aread%2Ccanvases%3Awrite%2Cchannels%3Aread%2Cchannels%3Ahistory%2Cchat%3Awrite%2Cgroups%3Ahistory%2Ccommands%2Cfiles%3Aread%2Cim%3Ahistory%2Cim%3Awrite%2Cusers%3Aread&user_scope=&redirect_uri=&state=&granular_bot_scope=1&single_channel=0&install_redirect=&tracked=1&user_default=0&team=&original_team=) Once the Poggio Slack app is installed: - **Connect to Poggio: **Type **@poggio** followed by a question or command (e.g. *"Build an account plan for Salesforce"*) in any Slack channel. You’ll be prompted to sign in to Poggio. - **Link accounts to channels (optional): **Type **/poggio link <[accountdomain.com](http://accountdomain.com)>**, and Poggio will automatically post summaries of important news, financial filings, team updates, and other account changes to the channel with deep research synced to canvases in those linked channels. More detail is available in the Poggio documentation for [Slack App Setup and Usage](https://poggio.io/docs/admin/slack-app), or contact us for help in getting Poggio added to your Slack workspace today. Andiamo! --- # The 5 things the top 1% of B2B sellers do consistently well *By Team Poggio | July 9, 2026* From closing bigger deals faster to exceeding quota and earning a ticket to Sales Club, the best of the best B2B sellers regularly outperform their peers. Here are the 5 things the top 1% of B2B sellers do consistently well. ### 1. Know the customer The best B2B sellers deeply understand the customer, their business, priorities, and challenges, and how their solutions solve them. They do the deep research required to be an expert on their customer’s business. They stay current on the latest news and changes in each account, the key stakeholders, their priorities and challenges, tech stack, and more. They keep tabs on competitors and stay ahead of innovations in their own solutions, GTM motion, and sales plays to ensure they operate with proven best practices. All of this keeps the best B2B sellers two steps ahead of their competitors. Doing this for one account is hard. Doing it across a book of accounts is near impossible. Keep reading to see how they do it. ### 2. Prioritize accounts The best B2B sellers don’t waste time on deals that will never convert. They know spinning cycles where they can’t or won’t win can materially impact their month, quarter, and year. Instead, top sellers focus on the deals they’re best positioned to win. They know from experience that intent signal selling is broken, and that prospect [activity ≠ intent ≠ fit](https://poggio.io/post/fixing-intent-signal-selling-moving-from-activity-to-fit-based-prioritization). Instead, they look for highly aligned problem-solution fit, and prioritize opportunities accordingly. They consistently pursue deals where they know they have an edge; where their solution directly solves the customer’s biggest priorities. As a result, the top 1% of B2B sellers close more deals, at a rate faster than their peers. ### 3. Show up with an exec-level POV The best B2B sellers show up to meetings already knowing what keeps their customer up at night, not asking. They have an exec-level [Point of View (POV)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) that is informed by everything they know about the customer and, specifically, how they solve that customer’s unique needs. With a tailored POV, they are able to break through the noise of other B2B sellers competing for mindshare to command both the attention and consideration of their C-Suite prospect. Consequently, the best B2B sellers earn client trust faster. ### 4. Act as a strategic advisor Exec buyers want to engage with salespeople on their same level, if not in title then in a strategic approach to their business and delivering outcomes. Once the best B2B sellers are in the door and have earned a seat at the table, they reinforce their place there by showing up as a strategic advisor to their customer. Whether as a challenger or following a solution selling model, they demonstrate their deep understanding of the customer, ask poignant questions, and then listen. They tailor and adjust their approach on the fly based on what they hear in order to present solutions that solve the customer’s most pressing challenges. Through the process, they not only proactively address their key stakeholder’s buying objections, they also equip them as an internal champion to remove potential challenges from other influencers in the deal. Because of this, leading B2B sellers capture more share of wallet with larger deal sizes than their peers. ### 5. Win with AI as a teammate The top 1% of B2B sellers have long known they can’t do everything themselves. They find ways to augment their skills, capabilities, and performance. In the modern era, that means leveraging AI as a teammate to automate manual work and supercharge their results. They tap into AI to do continuous deep research across all their accounts so they can stay focused on *actually* selling: building the customer relationships and trust that close deals. They use AI to help them prioritize their accounts, stack-ranking them based on problem-solution fit so they don’t spin cycles chasing bad-fit deals. They employ AI to build and maintain tailored POVs, detailed stakeholder maps, and automated account plans for every opportunity, while using AI to draft personalized outreach, first call decks, and follow ups, so they show up smart in every interaction. They utilize AI to deeply understand their customers, stay ahead of account changes, and deposition competitors, so that they can serve as a strategic advisor to their customers. They use their deep understanding of their customers to: - Speak in the customer’s language to build trust, - Lead with their solution’s unique value to create relevancy, and - Attach their solutions to solving the customer’s top priorities and challenges to create urgency. That way, their customers are motivated to *buy*, buy *their solution*, and buy *it now*. **The good news? **For those striving to be (or keep their place) among the top 1%, Poggio helps you excel in all five. Learn more about how Poggio positions [sellers](https://poggio.io/sellers) to perform at their best, then start your [free two-week trial of Poggio](https://poggio.io/app/sign-up) (no credit card required) to close bigger deals faster. --- # New Poggio Pro Plan: $49/user/month *By Team Poggio | June 18, 2026* Poggio's new Pro Plan gives you more options to scale Revenue AI predictably across your team, starting at just $49/user/month with a credit card. Poggio's new [Pro Plan](https://poggio.io/pricing) gives you more options to scale Revenue AI predictably across your team. Now, you can arm your sellers with Poggio’s tailored Points of View (POVs), detailed stakeholder maps, automated account plans, and next actions in Slack and Salesforce. Sellers get instant access with a credit card, starting at just $49 per user per month. Our new Pro Plan is particularly helpful to sales managers and sellers with a monthly AI stipend. You can sign up with a credit card and expense Poggio each month, so you never miss critical intelligence or real-time updates across your accounts. Start your [free two-week trial of Poggio](https://poggio.io/app/sign-up) to put real-time intelligence in your sellers' hands today. --- # How AI-native is your revenue org? Take the self assessment *By Team Poggio | June 10, 2026* 5 min self assessment helps revenue leaders understand where their org is strong, where they have gaps, and what to address first on the journey to AI-native where agents augment human performance to drive efficiency and growth. Enterprise leaders are expected to grow revenue while driving efficiency at levels that can only be achieved with AI. Yet most revenue orgs struggle to achieve full value from existing tools, let alone knowing where to start with AI. We outlined the [ten factors for the AI-native revenue organization](https://poggio.io/transform#ten-factors) to provide a framework for GTM leaders to drive revenue in the intelligence age. The ten factors guide you in putting real-time intelligence at the center of your revenue organization. Each factor offers a step-change in how GTM teams operate today, with agents augmenting human performance to drive efficiency and growth. Today we're publishing a self-assessment built directly on that framework. Ten questions. Each one maps to a factor. The result tells you where you’re strong, where the gaps are, and what to address first, all in less than 5 minutes. If you're a B2B revenue leader deciding where to invest this year, start [here](https://poggio.io/transform/score) to complete your own assessment. Then, connect with Poggio to help you build your proactive revenue organization for the intelligence age. We’ll assess your current processes, identify your top AI use cases, and then build and deploy agents natively in your environment for both quick wins and long-term competitive advantage. Andiamo! --- # Poggio revenue agents now native in Slack, Salesforce, and Agentforce *By Team Poggio | April 14, 2026* New Slack app, managed package, and MCP integration put Poggio agents natively in daily GTM workflows, automating account research, prioritization, planning, next actions, and more to transform how revenue organizations drive growth **SAN FRANCISCO–TDX 2026–April 15, 2026**–[Poggio](https://www.poggio.io), the Revenue AI platform that powers seller and agent success, debuted its Slack app, Salesforce managed package, and MCP integration on AgentExchange. Poggio showcased how its agents operate alongside sellers as teammates, putting Poggio customer intelligence at the center of the daily workflows of GTM teams to arm sellers and agents to close more deals and drive customer value. Poggio agents create tailored Points of View (POVs) that help revenue teams understand customers, their priorities and challenges, and how they solve them. Poggio agents use those POVs to prioritize accounts, build and maintain account plans, and guide seller and agent action. Available on [AgentExchange](https://appexchange.salesforce.com/appxListingDetail?listingId=b5b4b305-c1b3-4597-8ea7-a238f3d07b3c) today, Poggio agents now operate natively in Slack, Salesforce, and Agentforce. AgentExchange is Salesforce’s marketplace for the agentic era that brings together the rich ecosystems of AppExchange, Slack, and Agentforce into one experience—making it easy for customers to discover, buy, activate, and manage trusted solutions across Salesforce and Slack. AgentExchange provides a trusted ecosystem of nearly 14,000 vetted apps, agents, sub-agents, tools, MCP servers, integrations, and experts that help customers solve their unique business challenges faster. “We’re excited to partner with Salesforce to bring Poggio agents to the surfaces that revenue organizations already know and trust,” said Matt Slotnick, Co-founder & CEO at Poggio. “We built Poggio to augment revenue teams and power their transformation into the intelligence age as agentic enterprises, using AI to drive both seller and agent success.” “AgentExchange makes it easy for customers to find, try, and deploy the AI agents that will help them work smarter and grow faster,” said Tyler Carlson, SVP, Head of Product, AgentExchange & Ecosystem at Salesforce. “The Poggio Revenue AI platform automates GTM workflows inside Agentforce Sales and Slack to elevate seller and agent capabilities, and it’s a prime example of how the next generation of ISV partners are building natively on Salesforce to deliver even more value to customers.” **Poggio + Salesforce: Even better together** Poggio builds on the Salesforce platform, helping customers complete more of their work inside the CRM. Poggio installs in minutes and immediately begins generating intelligence inside Slack and Agentforce Sales, including: - **Account planning:** Poggio agents build and maintain up-to-date account plans with actionable objectives and next actions inside Slack and Agentforce Sales, powered by Poggio’s real-time customer intelligence and context. - **Account research:** Poggio agents unify intel from Salesforce, call recordings, internal tools, and thousands of external sources to deliver the most current and comprehensive view of every customer. - **Tailored POVs:** Poggio agents deliver always-current Points of View (POVs) for every opportunity, helping revenue organizations deeply understand customer priorities and challenges, and how their solutions best solve them. - **Account prioritization: **Poggio agents stack-rank the best opportunities for GTM teams to pursue based on the strength of their solution in solving top customer priorities and challenges, enabling RevOps to drive continuous and intelligent coverage modeling and territory planning to maintain seller focus on the accounts they’ll win. With Poggio intelligence persistent in Slack, Salesforce, and Agentforce, knowledge automatically transfers with territory and team changes, pre- to post-sales across Sales, Marketing, and Customer Success, and among people, systems, and agents. That helps GTM leaders accelerate ramp and quota achievement while aligning their teams around client success. **Poggio’s Superagent: The autonomous revenue agent that supercharges seller performance** Poggio’s Superagent operates autonomously in the background to help revenue leaders automate GTM workflows and tasks, like creating a POV and stack-ranking a new opportunity triggered by an inbound lead. With Poggio for Slack, revenue leaders and Salesforce admins can push real-time intelligence direct to sellers, while sellers engage with Poggio's Superagent on demand to orchestrate and complete high-value work without ever leaving the conversation, including: - **Stakeholder mapping and strategy:** Poggio’s Superagent helps sellers identify the right stakeholders, their relationships, and what they care about, then build engagement strategies to win over complex buying committees. - **Tailoring outreach:** Poggio’s Superagent drafts emails and outreach to help sellers best engage with prospects. - **Prepping for meetings:** Poggio’s Superagent helps sellers prepare for exec-level conversations with the right solution and value message tailored to the right stakeholder. - **Coaching: **Sellers can ask questions in a conversational exchange to get Superagent guidance for every opportunity. Revenue leaders interested in experiencing Poggio first hand can connect with Poggio at [TDX 2026](https://www.salesforce.com/tdx/?d=701ed00000nFqDjAAK&nc=701ed00000nHDT6AAO&utm_content=701ed00000nFqDjAAK&utm_source=google&utm_medium=paid_search&utm_campaign=23457152780&utm_adgroup=189355388617&utm_term=trailblazer%20dx%202026&utm_matchtype=e&gclsrc=aw.ds&gad_source=1&gad_campaignid=23457152780&gbraid=0AAAAAD4PnrOpPsI4YJg3OxCmOZpHRocjj&gclid=Cj0KCQjwj47OBhCmARIsAF5wUEGLNvNxsrUIeWL7MSs0JS4EtaHJj1fq1Q7D89CHzO7mWIwVO4SV3-AaAq4-EALw_wcB) through April 16, 2026, visit the Poggio booth at the [Agentforce NYC World Tour](https://www.salesforce.com/events/world-tour/nyc/) on April 28, 2026, or sign up for a [free two-week trial of Poggio](https://poggio.io/app/sign-up). **Additional Resources** - Follow Poggio on [LinkedIn](https://www.linkedin.com/company/poggio-labs) and [X](https://x.com/poggio_labs) - Poggio [demo video](https://youtu.be/US4WiIBZufM) - Poggio [product images](https://poggio.io/brand/press-kit) - Follow Salesforce on [LinkedIn](https://www.linkedin.com/company/salesforce/mycompany/verification/) and [X](https://twitter.com/salesforce) - Learn more about the new AgentExchange [here](https://agentexchange.salesforce.com/error?code=PAGE_NOT_FOUND) **Press Contacts** - Greg Perotto, VP of Global Marketing: [media@poggiolabs.com](mailto:media@poggiolabs.com) **About Poggio** Purpose-built for revenue organizations, Poggio is the Revenue AI platform that powers seller and agent success. Poggio unlocks the value of the revenue tech stack by enabling agentic automation of GTM workflows and tasks. Poggio’s agents operate alongside sellers as teammates, positioning every seller to perform like the top 1%. From finding the best deals to automating account plans and next actions to close them, Poggio’s Superagent unleashes a GTM team’s full potential with real-time customer intelligence and context that drives action—all where sellers and agents already work, inside Slack, Salesforce, and Agentforce. Backed by Accel Partners and Spark Capital, Poggio is trusted by large global enterprises to bring their revenue into the intelligence age. Learn more at [https://poggio.io](https://poggio.io). --- # Lenovo doubles down on client success, aligns GTM to deliver differentiated value with Poggio *By Team Poggio | April 13, 2026* Poggio AI agents identify Lenovo’s best deals, surface real-time client priorities, and map solutions to solving them, positioning sellers to drive customer success With a vision of *Smarter Technology for All*, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, ready, and optimized devices, infrastructure, software, solutions, and services. The $69B global tech powerhouse offers a complex portfolio of infrastructure, software, solutions, and services that came about through a mix of organic growth, acquisitions, and partner offerings. To add to the complexity, the company’s GTM motion targets enterprise customers in all industries and geographies around the world, with an elaborate overlay where sales cycles involve multiple sellers and partners with specific domain expertise. This was a blessing and a curse for its sellers who had an enviable breadth and depth of solutions available to them to solve client needs, but who often didn’t know where to start or how to tell the requisite exec-level story of unique value. The company turned to Poggio as a partner in its revenue transformation to help its sellers deeply understand client priorities and challenges, and showcase how their vast suite of offerings combined to power customer success. ### Lenovo’s unwavering focus on customer value With one of the most innovative hardware, software, and service offerings bolstered by even more partner solutions, Lenovo’s sellers enjoyed a wealth of opportunity, but struggled with mapping their vast offerings to client priorities. Revenue leaders sought to modernize their account planning process to center their GTM on solving key, exec-level challenges. They wanted to elevate customer conversations to focus on bigger, more transformational, and strategic priorities for clients, and in the process, unlock new growth opportunities beyond the company’s legacy solutions. Lenovo tapped Poggio’s Revenue AI platform to modernize its account planning and enable sellers to show up smart with tailored, ‘outside-in’ [Points of View (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for every client. With Poggio, customer engagements now start with client challenges and automatically surface how company and partner offerings combine to uniquely solve them. ### Poggio’s Revenue AI platform drives customer insight into action A fierce customer champion, Ed Soo Hoo, Worldwide CTO for Global Accounts, first discovered Poggio as he looked for ways to equip all Lenovo sellers to perform like the top 1% in supporting their clients. After a successful trial of Poggio, it became clear that expanding each sellers’ view of the customer led to richer conversations and deeper opportunities for value creation. In particular, Poggio surfaced strategic solutions and services not previously identified that helped Lenovo sellers engage customers with a more vital focus on their success. This included an $8M+ net new ARR opportunity with a leading aerospace manufacturer. Poggio was deployed more broadly in the company’s most strategic accounts where sellers work cross-functionally and with costly consultants to co-create robust account plans in deep dive sessions. There, Poggio AI agents are surfacing real-time customer needs, synthesizing those against the company’s GTM motion, positioning, and value framework, and then stack-ranking them by strength of the company’s offerings in solving client challenges. “Lenovo embedded Poggio’s Revenue AI agents as teammates alongside our sellers to boost their performance,” noted Soo Hoo. “Poggio agents help us stack rank our best accounts, uncover customer priorities and challenges, and map how Lenovo solves them to guide our sellers to the solutions that power the greatest customer success.” Poggio has bolstered Lenovo’s account planning process where Poggio AI agents have continued to identify untapped, multi-million dollar opportunities for the team to pursue without the reliance on expensive consultants. Among them: a top 5 global oil and gas company, a top 10 biopharmaceutical company, and others where always current, always relevant POVs and account plans are driving more compelling, exec-level conversations with clients. ### Deep alignment between Lenovo and Poggio made the choice clear When looking for AI solutions to help sellers deliver the greatest value to customers, Soo Hoo sought to reinforce a problem–solution–context–proof sales mindset, while making each step more robust and compelling for customers. The solution needed to both work within existing workflows while simultaneously improving them. The chosen solution’s AI agents needed to deliver the most comprehensive, current, and relevant insights as the foundation for powering actionable account plans and POVs that solve actual client problems. Real-time, ‘outside in’ customer intelligence was needed to clearly ensure Lenovo sellers understand the client’s most pressing challenges. Contextualizing that intelligence around Lenovo’s GTM motion, solutions, and value framework was critical to position sellers to present the right solutions across the company and its partners’ vast offerings. Similarly, surfacing and showcasing the proof behind its solutions, including relevant customer success stories had to be built in. And ensuring the process drove action by guiding sellers to the best sales play to bring it all together was critical. “Poggio’s AI agents snap into our existing processes so they’re easy and familiar while delivering immediate value to our sellers, helping them present the right Lenovo solution and value message to the right buyer,” noted Soo Hoo. Finally, Soo Hoo wanted the same relationship that clients get with Lenovo: a trusted expert and strategic partner. “The Poggio team has been a partner to Lenovo in every sense possible,” commented Soo Hoo. “From the initial pilot, to their leadership and engineers working side-by-side to ensure our success, there couldn’t be more clear alignment across our visions, values, and mutual success measures.” ### Setting the example for others to follow Lenovo is trusted for its solutions and expertise that combine to help customers solve complex business challenges and drive transformation. How Lenovo sellers show up is a reflection of their commitment to client success. “Lenovo is pioneering the use of AI to enhance our operations and help our customers transform to better serve their customers,” noted Soo Hoo. “Poggio’s revenue AI platform and agents have revolutionized our GTM motion, positioning Lenovo sellers to show up as strategic partners with comprehensive solutions that solve customer needs. The collaboration between Lenovo and Poggio will further amplify the success of our sellers and agents in unlocking even deeper value for our customers.” Next on Soo Hoo’s agenda is leveraging Poggio’s real-time customer intelligence and context to power Lenovo’s AI agents, ensuring that clients continue to get a world-class experience at every touch point, no matter whether they are interacting with the company’s sellers or agents. Start your [free two-week trial of Poggio](https://poggio.io/app/sign-up) (no credit card required) to enable your organization’s revenue transformation. --- # Fortune Global 500 IT and business services leader transforms its GTM to better serve clients with Poggio *By Team Poggio | January 6, 2026* Poggio’s AI agents operate as teammates to sellers, delivering always-current, always-relevant account plans, sales assets, coaching, and more to help sellers solve customer challenges. A Fortune Global 500 IT and business services leader chose Poggio as a strategic partner in its go to market transformation. With more than 100 solutions across its portfolio and thousands of partnerships, tech integrations, strategic alliances, and channel partners, the company’s revenue leaders wanted to make it both easier for sellers to deliver comprehensive solutions to solve customer needs, and for customers to buy them. The company deployed Poggio’s Revenue AI platform and its AI agents as teammates to sellers, helping streamline and accelerate GTM workflows. This enabled sellers to focus on higher value strategic work, like building customer relationships and earning client trust to close bigger deals faster. ## Simplifying a complex GTM to power seller success in unlocking client value The company’s sellers faced the overwhelming task of simultaneously understanding the needs of hundreds of clients, aligning their solution portfolio to solving them, and building and maintaining strategic account plans to engage them. All this while the market, customer priorities, partner offerings, and the company’s own solutions were constantly evolving, including through multiple acquisitions. With complicated overlays spanning across segments, industries, geographies, partners, and solutions, it was hard for sellers to keep up with the level of complexity and pace of change. The company’s revenue leaders sought to reduce GTM complexity and transform their sales motion to focus on delivering deep customer value. They needed to better position sellers to understand customer needs and then present solutions that enabled their success at every opportunity. To start, the company’s revenue leaders needed help identifying the best opportunities across accounts. With sellers focused on the right deals, they needed support uncovering client priorities and challenges, and then mapping their solutions to solving them. They sought to optimize account planning to improve seller expertise, arming sellers with deep problem–solution–context targeted to the right exec stakeholder in each account. Finally, they wanted to minimize reliance on large deals to hit quota, making revenue growth consistent and predictable throughout the year. ## Better together: Sellers + AI agents as teammates The company deployed Poggio to bring a rich, ‘outside in’ customer view to complement the ‘inside out’ view available to sellers in Salesforce, Highspot, and their internal solution library. Now, Poggio AI agents operate as teammates to sellers, stack-ranking accounts based on solution fit, and creating and maintaining real-time account plans based on deep customer insights. With the entire GTM focused on its best growth opportunities, Poggio’s AI agents guide sellers to the best sales play: the right solution and value message tailored to the right exec buyer—all focused on ensuring value realization. Poggio AI agents create assets on demand for sellers, like tailored emails and strategic pitch decks, that position them to win. The company’s revenue leaders wanted their sellers to see AI agents as teammates there to help them be successful. Poggio agents snap into their existing workflows to make them easy, familiar, and convenient for sellers. They help complete both the routine, mundane tasks, as well as those that aren’t humanly possible—like keeping hundreds of account plans always up to date—so sellers can focus on customers and enabling their success. Poggio AI agents are also coaching sellers to perform at their best. Sellers are able to chat with Poggio agents to deep dive into an account [POV (Point of View)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow), ask questions about the business, a stakeholder, their priorities, and more. The ability to chat with Poggio AI agents to get deeper insights on any topic about an account has been a game changer for the company’s sellers. Poggio agents are like having a thousand personal sales assistants at their sellers’ fingertips, whether accessed directly in the Poggio App, via Salesforce, or Slack. ## A trusted AI expert and strategic partner in agentic transformation As a global innovator known for its deep expertise in guiding customers through transformation, the company’s revenue leaders looked for the same in their Revenue AI partner. They sought a trusted leader with deep expertise in AI and broad experience in building and deploying AI agents with purpose. As an AI-native company, Poggio brought the requisite AI skills to the table. The Poggio team worked with the company’s revenue leaders to identify their most critical GTM workflows, advised on how AI agents could automate and streamline them, then built AI agents to solve their most transformational use cases. With agents that are delivering enterprise value today, the Poggio team helped bring the Fortune Global 500 leader and its revenue organization to the forefront of the AI revolution. ## Coming full circle: Transforming companies so they can transform the world Following success deploying Poggio agents as teammates to their sellers, the company’s revenue leaders are tapping the Poggio Agents SDK to build and deploy their own agents fueled by Poggio’s real-time customer intelligence. Poggio’s Revenue AI platform provides the critical customer context that powers agent action and makes their agents work. The company plans to leverage its strategic partnership with Poggio and its experience in building and deploying agents to help its own clients through their agentic transformations, adding to its already vast suite of innovative solutions for customers. Poggio has helped the company’s revenue leaders boost seller results and agentic revenue today, while paving the path to the AI-first enterprise to help the company set the example for and guide customers in their AI journeys. Start your [free two-week trial of Poggio](https://poggio.io/app/sign-up) (no credit card required) to enable your organization’s revenue transformation. --- # $70B tech leader doubles down on customer success, aligns GTM to deliver differentiated value with Poggio *By Team Poggio | December 17, 2025* Poggio AI agents identify the company’s best deals, surface real-time client priorities, and map solutions to solving them, positioning sellers to drive customer success. A Fortune 500 Global technology and services leader deployed Poggio’s Revenue AI platform and AI agents as part of a world-wide initiative to invest in its customers’ success and align its entire GTM to deliver differentiated value. The $70B global tech powerhouse offers a complex portfolio of infrastructure, software, solutions, and services that came about through a mix of organic growth, acquisitions, and partner offerings. To add to the complexity, the company’s GTM motion targets enterprise customers in all industries and geographies around the world, with an elaborate overlay where sales cycles involve multiple sellers and partners with specific domain expertise. This was a blessing and a curse for its sellers who had an enviable breadth and depth of solutions available to them to solve client needs, but who often didn’t know where to start or how to tell the requisite exec-level story of unique value. The company turned to Poggio as a partner in its revenue transformation to help its sellers deeply understand client priorities and challenges, and showcase how their vast suite of offerings combined to power customer success. ## A renewed focus on customer value With one of the most innovative hardware, software, and service offerings bolstered by even more partner solutions, the company’s sellers enjoyed a wealth of opportunity, but struggled with mapping their vast offerings to client value. Revenue leaders sought to modernize their account planning process to center their GTM on solving key, exec-level challenges. They wanted to elevate customer conversations to focus on bigger, more transformational, and strategic priorities for clients, and in the process, unlock new growth opportunities beyond the company’s legacy solutions. The company tapped Poggio’s Revenue AI platform to modernize its account planning and enable sellers to show up smart with tailored, ‘outside-in’ [Points of View (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for every client. With Poggio, customer engagements now start with client challenges and automatically surface how company and partner offerings combine to uniquely solve them. ## Poggio’s Revenue AI platform and agents drive insight into action One of the company’s top revenue leaders and a fierce customer champion first discovered Poggio as his team was looking for ways to equip all of their sellers to perform like the top 1% in selling to and supporting their clients. After a successful trial of Poggio, it became clear that expanding each sellers’ view of the customer led to richer conversations and deeper opportunities for value creation. In particular, Poggio surfaced strategic solutions and services not previously identified that helped sellers engage customers with a more vital focus on their success. This included an $8M+ net new ARR opportunity with a leading aerospace manufacturer. Poggio was deployed more broadly in the company’s most strategic accounts where sellers work cross-functionally and with costly consultants to co-create robust account plans in deep dive sessions. There, Poggio AI agents are surfacing real-time customer needs, synthesizing those against the company’s GTM motion, positioning, and value framework, and then stack-ranking them by strength of the company’s offerings in solving client challenges. Poggio has bolstered the company’s account planning process where Poggio AI agents have continued to identify untapped, multi-million dollar opportunities for the team to pursue without the reliance on expensive consultants. Among them: a top 5 global oil and gas company, a top 10 biopharmaceutical company, and others where always current, always relevant POVs and account plans are driving more compelling, exec-level conversations with clients. ## Deep alignment with Poggio’s AI vision made the choice clear When looking for AI solutions to help sellers deliver the greatest value to customers, the revenue leader sought to reinforce a problem–solution–context–proof sales mindset, while making each step more robust and compelling for customers. The solution needed to both work within existing workflows while simultaneously improving them. The chosen solution’s AI agents needed to deliver the most comprehensive, current, and relevant insights as the foundation for powering actionable account plans and POVs that solve actual client problems. Real-time, ‘outside in’ customer intelligence was needed to clearly ensure sellers understand the client’s most pressing problems. Contextualizing that intelligence around the company’s GTM motion, solutions, and value framework was critical to position sellers to present the right solutions across the company and its partners’ vast offerings. Similarly, surfacing and showcasing the proof behind its solutions, including relevant customer success stories had to be built in. And ensuring the process drove action by guiding sellers to the best sales play to bring it all together was critical. Finally, the revenue leader wanted the same relationship that clients would get in interacting with his company: a trusted expert and strategic partner. ## Setting the example for others to follow The company is trusted for its solutions and expertise that combine to help customers solve complex business challenges and drive transformation. How sellers show up is a reflection of their commitment to client success. With its deployment of Poggio, the company is pioneering the use of enterprise AI to enhance its operations and help its own customers transform to better serve their customers. Poggio’s Revenue AI platform and AI agents are helping sellers show up smart for their customers as strategic partners while the company models the way forward with AI. Next on the revenue leader’s agenda is leveraging Poggio’s real-time customer intelligence and context to power the company’s AI agents, ensuring that clients continue to get a world-class experience at every touch point, no matter whether they are interacting with the company’s sellers or agents. Start your [free two-week trial of Poggio](https://poggio.io/app/sign-up) (no credit card required) to enable your organization’s revenue transformation. --- # Fortune 500 cybersecurity leader transforms GTM with Poggio *By Team Poggio | December 15, 2025* Poggio’s Revenue AI platform delivers deep customer intelligence to help revenue leaders standardize their value selling sales motion to position sellers to break into new accounts and accelerate deals. A Fortune 500 cybersecurity leader partnered with Poggio to transform how their sales team shows up with clients. The company tapped Poggio to codify their value selling sales motion, leveraging its Revenue AI Platform and AI agents to help sellers deeply understand customer priorities and challenges, and position sellers to solve them. Poggio is delivering real-time customer intelligence and ‘outside in’ views for each account. This compliments ‘inside out’ data in Salesforce and DemandBase to give sellers actionable account plans for every opportunity. With Poggio, each seller’s territory is stack-ranked based on POV fit, reducing time wasted chasing bad-fit deals. Armed with deep insights on client priorities and challenges from Poggio, sellers now speak in the client’s language, lead with value, and attach to their top initiatives to drive relevancy, priority, and urgency in every client conversation. As a result, sellers are now spending more time with customers focused on solving their needs. The value selling approach enabled with Poggio is helping sellers build trust, revive stalled deals, and break into new accounts. With Poggio, sales leaders have uncovered new opportunities, boosted pipeline, and accelerated deal velocity to source and close net new logo revenue. “Poggio centralizes important data–like engagement history, product usage, and growth opportunities–so we can quickly identify trends, plan effectively, and have more informed conversations with customers,” noted one sales leader. “Poggio has become an essential platform for driving efficiency and pipeline growth.” ## Taking an ‘outside in’ approach to break through the noise The company faced several critical sales challenges prior to deploying Poggio. Sales reps were wasting days researching accounts and synthesizing the data to understand which opportunities to pursue based on each prospect’s needs and how they could help. Inconsistent intelligence quality across account plans was a challenge. Without a standardized approach to account research built around the company’s sales motion and ICP, the quality and depth of insights—along with seller results—varied widely. That led to sellers wasting time chasing bad-fit deals which were unlikely to ever convert. The team’s existing tool presented significant gaps in both customer and competitive intelligence. Revenue leaders found it lacking ‘outside in’ capabilities, missing the mark in putting sellers in their prospects’ shoes to truly understand their business, and how they could best drive customer value. It also fell short in identifying embedded competitors and building tailored Points of View (POVs) that enabled sellers to effectively de-position them. As a result, breaking through the noise to engage strategic accounts was a constant challenge. Without the insights to create compelling entry points, sellers struggled to penetrate high-value accounts that had ignored past outreach. The company needed a strategic partner who could deliver an enterprise-ready intelligence platform built around their sales motion to jumpstart their revenue transformation. They needed a purpose-built solution that was quick to deploy, easy to use, and didn’t require users to be prompt engineers to get its full value. They chose Poggio. ## Snapping into the existing sales motion and workflows Following a call with Sales leadership to align on their value framework and sales qualification criteria, the Poggio team configured its Revenue AI platform to the company’s needs. Poggio Revenue AI agents began arming sellers with tailored POVs with unprecedented speed, quality, and accuracy, incorporating the revenue leader’s must haves: #### Instant, tailored POV generation for every account - AI-powered analysis of executive priorities, needs, and business challenges - Real-time competitive landscape mapping, including details on embedded competitors - Strategic wedge identification for difficult-to-penetrate accounts #### Comprehensive ‘outside in’ customer intelligence and context synthesis - Integration of public company data, financial reports, and market intelligence - Key exec stakeholder mapping, quote mining, and priority identification - Growth opportunity analysis and trend identification to identify the best opportunities to pursue #### Scalable POV automation across the enterprise - Standardization of account research to enable a consistent, world-class sales motion across all sellers - Consistent, high-quality and fidelity outputs regardless of seller experience level - Pre-configured workspace setup for optimal results aligned to the company’s sales motion and methodology ## Revenue AI that works, today The company deployed Poggio’s proven Revenue AI platform and saw immediate value. Poggio drove quick sales wins, improved operational efficiency, and boosted seller confidence in leading with value across the company’s complex portfolio of cybersecurity solutions. This helped sellers revive stalled opportunities and break into new accounts to source and close net new logo revenue. Poggio’s POV best fit analysis helped revenue leaders identify the right opportunities for sellers to pursue based on the strength of the company’s solutions in solving identified customer challenges, focusing reps on deals they’ll win. And Poggio’s configuration to the company’s value selling sales motion has helped to make account intelligence a core competency across the sales team while standardizing solution selling focused on enabling customer success. "Poggio offers a wealth of helpful information at the speed of AI," noted one sales leader. "Poggio is incredibly useful for account planning, personalized outreach, and to ensure we are engaging the right stakeholder with relevant info." ## The path to the AI-native enterprise Next for the cybersecurity leader is powering agentic revenue with its AI agents leveraging the same ‘outside in’ account view to sell to and support customers alongside sellers. Poggio’s Revenue AI platform enables sellers and agents to work together, operating from shared, real-time customer intelligence and context to deliver a consistent, world-class experience at every touch point—whether with a human or AI. With Poggio enabling value selling across the entire GTM motion, the cybersecurity leader is well positioned to continue its revenue transformation. Start your [free two-week trial of Poggio](https://poggio.io/app/sign-up) (no credit card required) to enable your organization’s revenue transformation. --- # Introducing 'Poggio Home': Consolidated news + updates across your accounts *By Team Poggio | November 10, 2025* Introducing 'Poggio Home': Consolidated news + updates across your accounts We're excited to announce our latest innovation inside your Poggio workspace: Poggio Home. This new workspace landing page provides a consolidated view of the latest news, updates, and changes across all of the accounts you've viewed over the last 30 days, created, or saved. Poggio Home highlights the latest and highest ranking news stories and team changes across your accounts for the last 3 months. This includes the most recent financial filings, earnings transcripts, news stories, and stakeholder changes with citation links to dive deeper, putting real-time customer intel and context for all your accounts easily accessible on a single page. From Poggio Home, you can search for both new and existing accounts using the search bar at the top of the page, or leverage the left Navigation to view your Recent and Saved accounts as you normally would. Whereas the Account Digest page continues to provide updates specific to an individual account, Poggio Home surfaces the latest intelligence across all of your accounts. Click [here](https://www.loom.com/share/bacbb9dbeae94dddafb7f6d2127a90fb) for a demo of Poggio Home in action. --- # Poggio POVs + Highspot: Arming sellers and AI agents with the best sales plays *By Greg Perotto | October 14, 2025* Direct integration brings Highspot content into Poggio POVs to position sellers and agents to win with the right solution and value message tailored to the right stakeholder. The Poggio team was at Dreamforce ‘25 last week. We met with customers and partners to showcase how Poggio has become the customer context engine for the agentic enterprise, helping revenue leaders deeply understand their customers’ challenges and position their sellers and agents to solve them. In addition to our Salesforce integration that enables you to [stack-rank all of your accounts](https://poggio.io/post/introducing-poggio-custom-attributes) by POV fit based on the strength of your solution in solving identified customer needs (shown immediately below), we announced and showcased our new direct integration with [Highspot](https://www.highspot.com/). The integration further bolsters [Poggio Points of View (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) with Highspot content to arm sellers and agents with the best sales play to win—the right solution and value message tailored to the right stakeholder.  ## Drive process adherence and scale sales excellence across every seller + agent Poggio’s integration incorporates Highspot content directly into Poggio POVs, including your sales methodology, solution details, positioning, messaging, value framework, case studies, compete battle cards, and more (like the Agentforce Playbook shown below). This helps RevOps and sales enablement leaders ensure sellers and agents have the right content and context to showcase how their solutions uniquely solve customer priorities, needs, and challenges. The result is the ability to drive process adherence and scale sales excellence across every seller and agent to deliver a consistent customer experience at every touch point and accelerate revenue growth. ## Configured to your unique GTM motion and value framework Poggio has always been easily configurable to an organization’s unique GTM motion, Ideal Customer Profile (ICP), and value framework. This unique capability positions sellers and agents to speak in the customer’s language, confidently lead with value, and attach to the customer’s top priority so they *buy*, buy *your solution*, and buy it *now*. Poggio AI agents discover and synthesize everything there is to know about a customer, pairing ‘inside out’ and ‘outside in’ intelligence for the most complete view of every account and customer. Poggio then contextualizes the intelligence to your GTM motion, including leveraging your Highspot content that's relevant to solving the customer’s specific priorities, needs, and challenges. Poggio POVs drive insight to action, arming your sellers and agents with the best sales play (see image below)—including outputting to any value framework like MEDDIC, MEDDPICC, Command of the Message, 3 Whys, and others, as well as drafting tailored outreach to engage your prospects (see second image below for a tailored email). The Poggio workspace does the heavy lifting for sellers and agents, providing deep customer intelligence and context with citations and links to sources. This not only builds confidence among your sellers, but provides the ability to dive deeper into any topic—or content—of interest. ## Poggio + Highspot: Ease of config, admin, and use Set up of the integration between Poggio and Highspot is fast and easy. Admins, RevOps, and sales enablement leaders simply use their unique Highspot API URL, key, and secret available within Highspot [Settings >> Developer >> Basics] to connect Poggio directly to Highspot (see image below). A quick copy/paste of these Highspot API credentials into Poggio [Member settings >> Integrations >> Highspot in the left Nav] enables Poggio to access content from Highspot (see two images below). Once the Highspot API integration is configured in Poggio, admins can build Highspot content into their Workspace Tasks, or tap into their partnership with Poggio and our engineering expertise for access to our pre-built Tasks (see image below). The Poggio team is ready to help with your Highspot integration questions and needs! --- # Poggio and Highspot Join to Arm Enterprise Sellers and AI Agents with Best Sales Plays—the Right Solution and Value Message to the Right Buyers—to Close More Deals *By Greg Perotto | October 14, 2025* Direct integration brings Highspot content into Poggio POVs, further helping revenue leaders deeply understand customer challenges and position their sellers and AI agents to solve them. **SAN FRANCISCO**—**October 14, 2025—**[Poggio](https://www.poggio.io/), the customer context engine for agentic revenue, and [Highspot](https://www.highspot.com/), the leading agentic platform for go-to-market performance, announced an integration to bring Highspot content into Poggio [Points of View (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow). The integration further bolsters Poggio POVs to help enterprise revenue leaders deeply understand customer challenges and position their sellers and AI agents with the best sales play to solve them: driving insight to action with the right solution and value message to the right executive stakeholders. “Our integration with Highspot builds on Poggio’s extensibility to CRM solutions like Salesforce, the data warehouse, and other enterprise revenue platforms—both directly and through MCP (Model Context Protocol)—as the data foundation and customer context engine for agentic revenue,” said Connor Doyle, co-founder & CTO Poggio. “Poggio POVs power modern GTM orchestration at scale, enabling revenue leaders to drive process adherence, scale sales excellence, and accelerate growth across the entire GTM—all while powering the path to the AI-native enterprise.” “Highspot’s integration with Poggio puts the right content in the hands of sellers and agents so they have deep customer context and guidance to consistently lead with value in every opportunity,” said Chris Penner, VP of Business Development and Global Alliances, Highspot. “This latest integration continues to build on our approach of making AI a teammate that turns strategy into action for our customers.” Poggio is easily configurable to an organization’s unique GTM motion and value framework with POV fit analysis that stack-ranks accounts based on solution strength in solving real customer challenges. Poggio enables continuous account prioritization, coverage modeling, territory planning, and insight to action that aligns the entire GTM motion on the right deals and best sales plays. That way sellers, systems, and agents consistently speak in the customer’s language, lead with value, and attach to the customer’s top priority—so they buy, buy the solution, and buy it now. Set up of the integration between Poggio and Highspot is fast and easy. Revenue operations and sales enablement leaders use their Highspot API key to connect Poggio to Highspot so Poggio POVs proactively pull in solution details, positioning and messaging, value frameworks, case studies, compete battlecards, and other content relevant to solving the specific customer’s priorities, needs, and challenges. The Poggio workspace provides citations to the referenced Highspot content, providing both sellers and agents with deep context. To see how Poggio POVs are helping enterprise leaders drive business and revenue transformation with AI, visit [poggio.io](https://www.poggio.io/) or the Poggio booth at Dreamforce in the Sales Lodge of Lodge Village on the second floor of Moscone West from October 14-16, 2025. To learn more about Highspot, visit [highspot.com](http://highspot.com/). **Press Contacts** Greg Perotto, VP of Global Marketing: [media@poggiolabs.com](mailto:media@poggiolabs.com) Lucas Welch, VP of Global Corporate Marketing: [lucas.welch@highspot.com](mailto:lucas.welch@highspot.com) **About Poggio** Purpose-built for revenue organizations, [Poggio](https://poggio.io/) delivers comprehensive, real-time intelligence with tailored [Points of View (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for every account to help revenue leaders understand customer priorities and position sellers, systems, and agents to solve them. Poggio powers modern GTM orchestration at scale to drive process adherence, scale sales excellence, and accelerate growth. Poggio is easily configurable to map to an organization’s GTM motion with POV fit analysis that stack-ranks accounts based on solution strength in solving customer challenges. Poggio enables continuous account prioritization, coverage modeling, territory planning, and insight to action that aligns sellers, systems, and agents on the right deals and best sales plays—so they speak in the customer’s language, lead with value, and attach to the customer’s top priority. Poggio POVs are fully extensible via bidirectional integrations with CRM solutions, data warehouses, and other tools to serve as a unified system of intelligence with a real-time view of every customer. Backed by Accel Partners and Spark Capital, Poggio is trusted by global enterprises to power their digital transformation as the data foundation and context engine for agentic revenue. **About Highspot** Highspot is the leading agentic platform for go-to-market performance, powered by Nexus™, our AI and analytics engine. Highspot acts as an AI-powered extension of your team—transforming every signal, spoken, shared, or shown, into real-time actions tailored to each role. Highspot ensures your salespeople show up smarter. Your marketers double down on what performs. Your enablement team scales what works. Because when your people perform at their best, your business does too. --- # Traditional GTM planning is failing B2B revenue teams *By Greg Perotto | September 25, 2025* The B2B GTM planning process is broken. With most enterprises on the cusp of Q4 planning, now's the time to switch to modern GTM orchestration—that’s both intelligent and continuous—to scale sales excellence and accelerate revenue growth. The enterprise B2B Go To Market (GTM) planning process is broken. While revenue teams spend cycles building elaborate coverage models, territory maps, and account plans for the coming year, the world is moving at digital speed past them. By the time plans are finalized and deployed, the market has shifted, buyer priorities have changed, and countless opportunities have been won…by your competitors. Legacy approaches to sales planning take everyone involved away from the customer and the business of selling, losing weeks or months to a process whose output is stale the moment it’s created. These outdated planning approaches are not just inefficient—they’re sabotaging revenue growth with longer sales cycles, lower win rates, and smaller deal sizes that lead to sellers and organizations alike missing goal. With most enterprises on the cusp of Q4 planning, now is the time to switch to modern GTM orchestration—that’s both intelligent and continuous—to scale sales excellence and accelerate revenue growth in the coming year. ## The fatal flaws of legacy GTM planning Traditional B2B GTM planning follows a predictable, problematic pattern. Leaders spend Q4 analyzing historical data, building models, and assigning accounts for the coming year. Sellers then build their account plans, relying on the same historical data to determine how to sell to each account. This backward-looking approach creates critical vulnerabilities in planning that manifest as in challenges in execution. **Flawed data creates flawed plans** Legacy planning relies heavily on firmographic data, historical buying patterns recorded in your CRM, and an ‘inside out’ view of the customer. This data tells you the history of an account, missing the critical ‘outside in’ and forward-looking view of each customer, where they are trying to go, and how you help them get there. It doesn’t offer insights into their priorities now or what’s changed since the last time you talked to them, leading to strategic errors and miscalculations in the planning process. These challenges are exacerbated by the use of traditional intent signals which once promised to revolutionize our understanding of customers and how we prioritize accounts to accelerate growth. Instead, most GTM teams are drowning in noise, chasing ghosts, and watching conversion rates flatline because their [intent signals are based on activity, not fit](https://poggio.io/post/fixing-intent-signal-selling-moving-from-activity-to-fit-based-prioritization). The core problem is a fundamental misunderstanding of what constitutes real buying intent. Legacy approaches conflate activity with intent and intent with fit, creating a cascade of false positives that undermine entire GTM motions and leave sellers chasing deals that’ll never convert. **Static plans ignore market dynamics and real time opportunity** Annual planning assumes markets, competitors, buyers, their priorities, and even your own product and sales processes remain constant for twelve months. But changes are inevitable. Execution built off moment-in-time plans all but ensures sellers show up out of touch, eroding the valuable trust they’ve built with customers. What’s more, traditional coverage modeling often distributes accounts based on geography, company size, or industry. This is to keep sellers and customers in the same time zone and make each sale as step-and-repeat as possible. But it wrongly assumes customers of similar size, geography, or industry have the same priorities. They ignore the most critical factor to real-time coverage modeling: which accounts have the specific priorities and/or challenges your solution solves *right now*. These are the accounts your team should go after *today*. Instead, accounts are assigned based on arbitrary traits versus [attributes that actually indicate fit](https://poggio.io/post/introducing-poggio-custom-attributes). **Siloed sales teams and locked account intelligence** Typical legacy GTM planning has managers and sellers furiously building out their account plans, often in a vacuum, in advance of a trigger event, like the start of the fiscal year or SKO. As a result, the assumptions, intelligence, and insights are all decentralized, locked in the account plan—or worse—in the seller’s head. When accounts are handed off post-sale, as territories change, or when sellers get promoted or leave, what should be institutional knowledge is lost in the shuffle. New sellers start at zero and have to get up to speed on their own to understand each account, where to focus, and which sales plays to run. **Less time selling yields less closed/won deals** Finally, annual GTM planning pulls sellers and sales leaders away from customers and the business of selling. This reduces the amount of time sellers can spend building trust, understanding and confirming customer challenges, and showcasing how their solutions solve those challenges to close deals. Pulling sellers and sales leaders out of the game creates opportunity for competitors to advance and close deals in your absence. The consequences of legacy approaches to GTM planning can be devastating. Sales cycles lengthen as sellers pursue bad deals. Win rates and deal sizes decline when teams lack current intelligence about buyer priorities to attach their solutions to solving. Revenue predictability suffers when planning is based on assumptions rather than real-time intelligence. This puts sellers and organizations at risk of missing their goals. Fortunately, the days of GTM planning where sales leaders and sellers scramble to pull together their best guesses for deals over the coming year are quickly fading in the rear view. With them, the reliance on historical, ‘inside out’ data from your CRM—all in favor of intelligent, continuous planning and execution. ## The new era of GTM planning and execution: Intelligent + continuous Modern revenue organizations are turning to AI to solve the challenges of legacy GTM planning to gain competitive advantage in execution. They’re operating with a real-time view of customers—staying ahead of constant changes with AI-powered [deeply researched points of view (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for every account. These POVs enable intelligent planning with insights driving action across their people, systems, and AI agents. Here’s how: **Tailored POVs based on deep, comprehensive data and context** In this modern era, AI agents discover and synthesize data from thousands of sources—public and private, first and third party—to deliver a complete view of every customer, their priorities, and challenges. These agents combine ‘inside out’ historical data from the CRM with ‘outside in’, future-looking insights about the customer from all available sources, including 10-Ks, 10-Qs, earnings transcripts, news media, podcasts, and more. Those same agents then contextualize the intelligence based on your unique GTM motion, sales methodology, and value framework—including your ICP, positioning, messaging, compete battlecards, case studies, and other enablement content—to showcase how your solution uniquely solves each customer’s needs. The agents proactively assess each of your accounts based on the strength of your solution in solving *actual, current* customer priorities and challenges, rather than perceived buying intent. This AI-powered [‘POV best fit’ analysis](https://poggio.io/post/introducing-poggio-custom-attributes) enables RevOps to drive intelligent account prioritization, coverage modeling, and territory planning at scale that focuses their GTM motion on the right opportunities across their entire account universe. **Always current intelligence for every account** Account intelligence is most valuable when kept continuously up-to-date so as changes occur in the market, industry, account, competitors, or internally, your point of view on the customer evolves with it in real-time. Today’s AI agents continually update and refine account intelligence in the background, alerting sellers, systems, and other agents of changes so they all operate from an always current, always relevant view of every account and, in the case of the sellers in particular, can focus on selling, not change management. **Driving insight to action at scale** The best AI-powered solutions ensure that real-time account intelligence translates into insights that drive action across sellers, systems, and agents. This ensures they’re not only focused on the right deals, but armed with the best sales play, lead with the right solution and value narrative, and engage with the right exec buyers to advance deals forward. This aligns your entire GTM motion to speak in the customer’s language, lead with value, and attach to the customer’s top priority so they *buy*, buy *your solution*, and buy it *now*. **A unified system of intelligence across sellers, systems, and agents** Modern revenue leaders are ensuring their investments in AI-powered intelligence drive value across their GTM motion by delivering a persistent system of intelligence, available on-demand 24/7. This ensures account knowledge transfers pre- to post-sale, through territory and rep changes, and between sellers and agents. This helps to accelerate onboarding with deep knowledge on your customers, solutions, and sales processes readily available and proactively served to sellers via tailored POVs, narratives, and account plans. It also enables the agentic revenue organization, providing AI agents with the data and context needed to effectively sell to and support customers alongside your people. This opens up a world of possibility in terms of streamlining your GTM workflows where AI agents (1) identify and prioritize the right opportunities, (2) determine the best next sales play, and (3) serve this intelligence seamlessly to the seller, system, or agent executing the play for truly intelligent and continuous GTM planning and execution. Such a unified system of intelligence positions revenue leaders to scale sales excellence and accelerate revenue growth with the entire GTM motion focused on delivering a consistent, world-class experience that solves the customer’s biggest priorities and challenges. ## The modern revenue organization: Intelligent GTM orchestration at scale The revenue leaders whose organizations will win will be those who transform their GTM planning and execution from legacy approaches to become continuous and intelligent. Instead of relying on backward-looking data and making guesses about the future of an account, they are enabling modern GTM orchestration agentic transformation at scale informed by deep, real-time intelligence on their customers. Because in an era where everyone has access to the same prospects, victory will go to those who understand their customers the best, act on that understanding the fastest, and do so with the greatest relevance in demonstrating how their solutions uniquely solve each customer’s specific priorities and challenges. --- # Introducing Saved Views for your accounts *By Team Poggio | September 22, 2025* Save the preferred setup of your Accounts table—filters, sorting, and column arrangement—to instantly jump to the accounts that matter most. We’re made it easier to focus on your most important accounts. With Saved Views, you can save the preferred setup of your Accounts table—filters, sorting, and column arrangement—so you can instantly jump to the accounts that matter most. This new feature replaces the previous pinning functionality with a more robust and flexible solution for organizing your accounts. We’re already migrated your pinned accounts and folders for all users, now available as Saved Views with the same name. You can find your Saved Views at the top of the Accounts page in the sidenav. And to make sure you never miss an update, your email digest will now automatically track those same accounts from all of your Saved Views. --- # Poggio again named a High Performer in G2 Grid reports for sales intelligence and AI sales assistant software *By Greg Perotto | September 16, 2025* Poggio receives high marks from G2 users for ease of use, ease of set up, performance and reliability, quality of support, and product direction, reinforcing Poggio’s value among enterprise revenue teams. **SAN FRANCISCO**—**September 16, 2025—**[Poggio](https://www.poggio.io/), the context engine for agentic revenue, announced its platform was again named a High Performer in multiple G2 Grid® categories. Poggio earned high customer satisfaction scores for its AI-powered sales intelligence software which helps enterprise revenue organizations understand their customer’s challenges and position their sellers and AI agents to solve them. “It’s thrilling to see Poggio helping so many GTM teams deeply understand their customers, identify where their POV is a strong fit, and turn insight into action to align sellers, systems, and agents on the right deals and best sales plays,” said Matt Slotnick, co-founder & CEO at Poggio. “Even more exciting is seeing how quickly Poggio has become a partner and core ingredient for digital transformation as the data foundation and context engine for agentic revenue.” “Poggio delivers the kind of velocity and relevance that our organization needs in strategic partners,” noted one enterprise sales executive. “The Poggio platform is not only effective, it’s directly aligned to how modern, data-driven enterprise selling should operate.” Users again ranked Poggio as a High Performer in the [Grid for Sales Intelligence Software](https://www.g2.com/categories/sales-intelligence), Enterprise Grid for Sales Intelligence Software, [Grid for AI Sales Assistant Software](https://www.g2.com/categories/ai-sales-assistant), Enterprise Grid for AI Sales Assistant Software, Americas Grid for AI Sales Assistant Software, and Enterprise Americas Grid for AI Sales Assistant Software. Poggio earned high marks across G2 categories that matter to revenue leaders, RevOps, and sellers alike: - **Ease of use:** 9.8 out of 10 - **Ease of set up:** 9.9 out of 10 - **Quality of support:** 10 out of 10 - **Performance and reliability:** 9.7 out of 10 - **Product direction:** 10 out of 10 - **Meets requirements:** 9.5 out of 10 “Recognition like this from customers fuels our passion and focus on building innovative solutions that enable their enterprise-wide success with AI,” commented Connor Doyle, co-founder and CTO at Poggio. “We couldn’t be more proud to support our customers in their digital transformations and bringing their revenue into the intelligence age.” Purpose-built for revenue organizations, Poggio delivers comprehensive, real-time intelligence with tailored [Points of View (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for every account to help enterprise revenue leaders deeply understand customer priorities and position their teams to solve them. Poggio POVs power modern GTM orchestration at scale, enabling revenue leaders to drive process adherence, scale sales excellence, and accelerate growth—all while powering the path to the AI-native enterprise.  Poggio is easily configurable to an organization’s unique GTM motion and value framework with POV fit analysis that stack-ranks accounts based on solution strength in solving real customer challenges. Poggio enables continuous account prioritization, coverage modeling, territory planning, and insight to action that aligns the entire GTM motion on the right deals and best sales plays. That way sellers, systems, and agents consistently speak in the customer’s language, lead with value, and attach to their top priority—so they buy, buy the proposed solution, and buy it now. Poggio POVs are fully extensible through bidirectional integrations with CRM solutions, data warehouses, and other systems, both directly and through Model Context Protocol (MCP) to serve as a unified system of intelligence with a real-time view of every customer. For more information on how Poggio POVs are helping enterprise leaders drive business and revenue transformation with AI, visit [poggio.io](https://www.poggio.io/). For more information on G2, visit [G2.com.](https://www.g2.com/) [‍](https://www.g2.com/)**Contact** **‍**Greg Perotto VP of Marketing [media@poggiolabs.com](mailto:media@poggiolabs.com) **‍** **About G2**‍ G2 is the world's largest and most trusted software marketplace. More than 100 million people annually— including employees at all Fortune 500 companies—use G2 to make smarter software decisions based on authentic peer reviews. Thousands of software and services companies of all sizes partner with G2 to build their reputation and grow their business—including Salesforce, HubSpot, Zoom, and Adobe. To learn more about where you go for software, visit [G2.com](http://www.g2.com/)and follow G2 on [LinkedIn](https://www.linkedin.com/company/g2dotcom/). **About Poggio**‍ Purpose-built for revenue organizations, [Poggio](https://poggio.io/) delivers comprehensive, real-time intelligence with tailored [Points of View (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for every account to help revenue leaders understand customer priorities and position their teams to solve them. Poggio powers modern GTM orchestration at scale to drive process adherence, scale sales excellence, and accelerate growth. Poggio is easily configurable to map to an organization’s GTM motion with POV fit analysis that stack-ranks accounts based on solution strength in solving customer challenges. Poggio enables continuous account prioritization, coverage modeling, territory planning, and insight to action that aligns sellers, systems, and agents on the right deals and best sales plays—so they speak in the customer’s language, lead with value, and attach to the customer’s top priority. Poggio POVs are fully extensible via bidirectional integrations with CRM solutions, data warehouses, and other systems to serve as a unified system of intelligence with a real-time view of every customer. Backed by Accel Partners and Spark Capital, Poggio is trusted by global enterprises to power their digital transformation as the context engine for agentic revenue. --- # Fixing intent signal selling: Moving from activity- to fit-based prioritization *By Greg Perotto | August 8, 2025* The promise was simple: intent signals would revolutionize how we prioritize accounts and drive revenue. The reality? Most revenue teams are drowning in noise, chasing ghosts, and watching conversion rates flatline. It's time for a fundamental shift in how we think about account prioritization at scale, evolving from activity- to fit-based account prioritization. *The promise was simple: intent signals would revolutionize how we prioritize accounts and drive revenue. The reality? Most revenue teams are drowning in noise, chasing ghosts, and watching conversion rates flatline. For enterprise revenue orgs, time wasted on a bad deal can ruin a seller’s year and materially impact company ARR. It's time for a fundamental shift in how we think about account prioritization at scale, evolving from activity- to (much more effective) fit-based account prioritization.* ### The intent signal illusion Walk into any revenue organization today, and you'll hear the same story from leadership to the front lines. Intent signals were supposed to be the holy grail—the magic bullet that would tell us exactly which accounts to pursue, when to pursue them, and how to win. Instead, they've become one of the most frustrating aspects of modern GTM strategy. The general commentary from sellers is both more colorful and more pessimistic. **The promise:** Laser-focused account prioritization based on real buying “intent”.**‍** **The reality:** A deluge of false positives, generic signals based on activity not fit, and accounts that appear “hot” but go cold the moment sellers attempt contact. ### The view from the C-Suite: Revenue leaders speak out Revenue leaders are feeling the pain acutely. They've invested heavily in intent data platforms, only to see their teams spinning their wheels on accounts that never convert with no path to achieving the promised improvements to deal cycles, sizes, and closed/won status. Comments like "We get hundreds of intent signals per week" can be heard regularly at CRO meet ups. But they’re quickly followed by, "But when we dig deeper, most of these 'high-intent' accounts are early in their journey, doing their due diligence but planning to renew with a competitor, researching for academic purposes, or are otherwise false positives. Our reps are burning through leads, wasting time on deals that aren't real opportunities and it’s hurting our revenue goals and cost of sales." The metrics tell the story: conversion rates from intent-driven outreach often hover in the single digits, and the time from signal to closed-won stretches far longer than traditional pipeline metrics suggest it should. Revenue leaders are asking the hard questions: - Why are we investing six figures plus annually in intent data that doesn't translate to pipeline or revenue? - What's the actual ROI of our intent signal investments? - How do we differentiate between activity and fit to get at genuine buying intent? ### Drowning in data, starving for insights Revenue operations leaders have perhaps the most frustrating view of the intent signal landscape. They're tasked with operationalizing these signals, creating scoring models, and ensuring sales teams focus on the right accounts—all while working with fundamentally flawed data inputs. "Intent signals give us activity, not context," noted one seasoned RevOps leader in a recent call. "We can see that someone from Company X downloaded a whitepaper about our category, but we have no idea if they're the decision-maker, if they have budget, if there's an active project, or if they're just doing research for a board deck." The operational challenges compound quickly: - **Signal fatigue:** Teams become numb to alerts when most don't convert. - **Prioritization paralysis:** Every account looks equally "hot" based on generic activity. - ‍**Resource misallocation:** Top sellers chase false signals while real opportunities go untapped.**‍** - **Attribution nightmares:** Connecting intent signals to actual closed/won deals remains largely theoretical.**‍** - **Missed revenue targets:** Time wasted chasing the wrong deals can materially impact revenue. ### Fighting an uphill battle Sales enablement leaders are caught in the middle, trying to train teams to effectively use intent signals while questioning the limitations of the data. They're creating playbooks for intent-based outreach that often feel generic and templated because the underlying signals themselves are generic, lacking the specificity needed for truly personalized engagement. "We're teaching our reps to mention that a prospect downloaded a piece of content, say a research report or eBook, but that's not meaningful conversation," notes a VP of Sales Enablement. "It’s an ‘inside-out’ view that creates hollow personalization. Prospects see right through it, and it hurts our credibility because it isn’t focused on the customer, their priorities, or how we help, making us look like vendors selling commodities, not strategic partners offering solutions." The challenge extends to coaching and performance management. How do you coach a rep who's diligently following up on intent signals but seeing poor conversion rates? How do you distinguish between issues with seller execution versus data quality? ### The front lines: Sellers share their frustrations Business Development Reps, Sales Development Reps, and Account Executives alike are living with the day-to-day reality of intent-driven prospecting and selling. And they're frustrated. **BDRs and SDRs report:** - High activity requirements based on intent signals that rarely convert to qualified meetings - Difficulty crafting relevant outreach with generic signals that lack current customer state context - Prospects who are confused or annoyed by outreach referencing their "intent" signals rather than that which speaks to their actual priorities and how their solution can solve them **Account Executives experience:** - Meetings from “intent-qualified leads” that don't match their Ideal Customer Profile (ICP) who are showing up simply to get the incentive offered to entice them to take the meeting - Prospects in early research phases being passed on to AEs as "sales-ready" - Difficulty building POVs, value propositions, and narratives around generic intent activities "I got an intent alert that someone at a Fortune 500 company downloaded our ROI calculator," shared one AE. "When I finally connected with them, it was someone researching ideas for enhancing their own ROI tool." ### The fundamental flaw: Activity ≠ intent ≠ fit The core problem with traditional intent signals lies in a fundamental misunderstanding of what constitutes genuine buying intent. Current approaches conflate activity with intent and intent with fit, creating a cascade of false assumptions that undermine entire GTM motions. - Activity signals tell us what someone did, not why they did it. - Intent signals tell us someone might be interested, not whether we can solve their specific problems. - Fit signals tell us whether our solution aligns with solving their unique priorities, needs, and challenges. Most intent platforms stop at activity. Some attempt to infer intent. Almost none address fit—the most critical factor in determining whether an account represents a real opportunity for your specific solution. ### A better path forward: ‘POV best fit’ analysis At Poggio, we've been obsessing over this problem for a while. We've talked to thousands of revenue leaders, RevOps professionals, sales enablement leaders, sales managers, and sellers. We’ve studied what actually drives successful account prioritization. Our conclusion? The industry has been solving the wrong problem. Instead of trying to predict when someone might buy something, GTM teams should be identifying accounts where their unique point of view (POV) will best resonate: That is, where their unique solution can best solve that *individual *customer’s *specific* priorities, needs, and/or challenges.  That requires a deep understanding of each customer, that’s continually updated and refined lest it become out of date with a change in the market, industry, customer, their priorities, your ICP, product, sales process, the competition, or any of the million other things that can change from day-to-day and materially affect your POV. But once you are able to focus in on the current customer state and build a POV on how you can help, that’s gold. It drives intelligent account prioritization, smart coverage modeling, informed territory planning, personalized outbound motions, what plays to run in deal cycles—even retention and growth motions with existing customers. ### Custom account attributes: The new foundation of true fit Poggio’s new [custom account attributes](https://poggio.io/post/introducing-poggio-custom-attributes) goes beyond traditional firmographic and technographic data to understand the unique characteristics that make an account a perfect fit for your solution. We configure Poggio specific to your GTM motion, value framework, ICP, solution, competitive differentiators, and more to analyze the account attributes that combine to indicate actual fit between your prospect and your solution. It’s a 1:1 look that can then be stack ranked against all of your other accounts in order to prioritize opportunities across your TAM.  Poggio AI agents look at both first and third party sources, structured and unstructured data, historical ‘inside out’ views of your customer paired with forward-looking, ‘outside in’ intel to deliver deep account insights that drive action to deliver results. For example, POV best fit custom account attributes for a leading enterprise security provider might include: - Who is the executive buying decision maker and what are their business priorities, needs, and challenges? - How well does our solution uniquely solve the prospect’s priorities, needs, and challenges? - What is the prospect’s current tech stack? - What are the prospect’s integration requirements? - Has the prospect or one of their competitors had a recent data breach? - Have there been any data privacy, security, or compliance regulatory changes that affect their business? - Have they recently hired a new CISO? This isn't about broad demographic categories—it's about understanding the *specific* attributes that correlate with your most successful customer outcomes. Poggio’s ‘POV best fit’ analysis takes account prioritization to the next level by identifying accounts where your unique point of view (POV) creates the strongest value proposition. Instead of chasing generic intent signals, you can focus on accounts where your POV will resonate the most: 1. Your value proposition directly addresses their strategic priorities, needs, and challenges. 2. Your solution approach aligns with their tech infrastructure and operational requirements. 3. Your competitive positioning gives you the strongest advantage. The result is better conversion, faster deal cycles, higher win rates, and bigger deal sizes. ### The future of account prioritization must start now The intent signal era isn't over, but it is evolving. Today the fundamental flaws of intent signals affect your GTM motion through your people and their ability to meaningfully connect with, engage, and grow your customers (and revenue). But in the very near future, where AI agents are selling to and supporting your customers alongside your people, it has the potential to create the perfect storm of disadvantage, driving a broader and deeper layer of misalignment between you and your customers. The future belongs to revenue organizations that can identify not just who might be in market for *a solution*, but where they have the best chance to win with *their solution*. This requires a fundamental shift in intent signal selling, from activity- to fit-based insights that drive intelligent account prioritization. It means investing in understanding your unique value proposition and systematically identifying the accounts where that value proposition creates your strongest competitive advantage. ### What’s your intent? Are you ready to move beyond activity-based intent signals to fit? If you're tired of chasing intent ghosts and ready to focus your team on accounts where you can actually win, we'd love to show you how Poggio’s custom attributes and ‘POV best fit’ analysis can transform your GTM strategy, execution, and results. Start your [free two-week trial of Poggio](https://poggio.io/app/sign-up) (no credit card required) to stack-rank your organization’s accounts by problem-solution fit, and position your team to pursue deals they’ll win. --- # OODA loops and the agentic revenue organization of the future *By Connor Doyle | August 4, 2025* From reactive processes to autonomous intelligence Imagine a revenue organization that operates with the speed and precision of a Formula 1 pit crew. Customer needs are anticipated before they're expressed. Market shifts trigger real-time responses. Every touchpoint carries deep personalization, every interaction draws from comprehensive intelligence, and every decision reflects complete customer context. While today's agentic systems are evolving rapidly, this vision represents where our industry is going. The word "agentic" defies a universal definition, but it describes something fundamentally different from today's sales automation tools: AI systems that exhibit adaptive behavior, and operate for longer periods of time with minimal human oversight. Rather than executing predefined workflows, they observe, “reason,” make plans, and perform actions in response to changing conditions. The coming agent transformation promises organizations that are simultaneously more human and more efficient. More human because sellers will be able to focus on high-value relationship building rather than administrative work. More efficient because intelligent systems handle the complex orchestration of customer intelligence, planning, and execution at scale. How quickly can we prepare our organizations and build the technical foundations that makes this all possible? The answer lies in understanding how autonomous systems achieve reliable operation and applying those principles to revenue operations today. ### The OODA loop, a framework for autonomous operation The [OODA loop](https://thedecisionlab.com/reference-guide/computer-science/the-ooda-loop) (Observe, Orient, Decide, Act) was developed by military strategist John Boyd to describe how fighter pilots make split-second decisions in dynamic, high-stakes environments. The framework has since spread across domains from autonomous robotics to competitive strategy, wherever rapid, intelligent response to changing conditions is critical. In autonomous systems, such as robots, OODA provides a framework for structured decision-making under uncertainty. Sensors observe the environment. Processing systems orient raw data into meaningful contextual understanding. Planning algorithms decide on optimal actions. Actuators execute those decisions. The cycle repeats continuously, with each iteration informed by feedback from previous actions and their results. For revenue organizations, OODA offers a powerful framework for building modern autonomous systems of intelligent customer engagement. Instead of static account plans and periodic reviews, imagine revenue organizations that continuously observe customer signals, orient this information within strategic context, decide on optimal approaches, and act to strengthen relationships and advance opportunities. This continuous loop creates what we call "customer state awareness", complete, real-time, fact-based beliefs about where each account stands, where they want to go, and how your organization helps them get there. Let’s explore each phase of the OODA loop to unpack how things fit together from a revenue operations perspective. #### Observe: always-on intelligence Any agentic system starts with comprehensive observation. In the context of revenue organizations, this means establishing a means of always-on intelligence that proactively gathers information and detects novel changes across your customers and prospects. Traditional account research happens in discrete bursts. For example, before sales kick offs, to prep for quarterly business reviews, ahead of renewal discussions, or when pursuing new opportunities. Or the day before the deadline your boss set for account plan completion (this is the year we do it right!) The intelligent revenue organization of the future maintains continuous awareness and knowledge through systematic observation of a constellation of information sources and streams. This includes monitoring internal signals: product usage patterns, support ticket trends, stakeholder engagement levels, communication frequency. It also means tracking external developments: industry trends affecting their business, competitive pressures, organizational changes, strategic initiatives they've announced, new solutions they’ve launched. #### Orient: building contextual understanding Raw observation data becomes actionable intelligence only when properly oriented within your organization's strategic framework. This is where agentic systems transform information into insight by applying your unique GTM motion, sales methodology, and value framework to emerging customer situations. Orientation in revenue contexts means continuously building and updating your [Point of View (POV)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for each account. This isn't data aggregation—it's synthesizing ‘inside-out’ intelligence (what you know about their history with you) and ‘outside-in’ intelligence (what's happening in their world) into coherent narratives that inform engagement. **Meaningful customer intelligence emerges from intersecting data streams.** A decline in product usage becomes significant when combined with news of budget constraints. New stakeholder engagement takes on different meaning alongside a recent competitive win in their industry. Large language models excel at combining semi-structured data from multiple sources, but they must be applied judiciously and within well-engineered context engine systems. When this is done correctly, your organization benefits from coherent and compelling narratives that reflect your organizational perspective and priorities. Orientation requires deep alignment with your organization’s sales methodology, competitive positioning, offering mix, and value framework. The same customer signal might suggest different responses depending on whether your approach emphasizes transformation, optimization, or risk mitigation. The system must understand not just what's happening, but what it means given your unique go-to-market strategy. As my co-founder Matt wrote recently in [Data rules everything around me](https://poggio.io/post/data-rules-everything-around-me), AI finally allows us to utilize the rich, textured data that was previously discarded because it didn't fit into structured systems. This unstructured data doesn't just supplement the POV; it transforms the Orient phase by providing granular context that enables sophisticated understanding that resonates with customers. #### Decide: maintaining dynamic account plans With comprehensive observation and strategic orientation in place, systems of agents can maintain high-confidence, actionable plans and adapt them continuously to changing conditions. This represents a fundamental shift from periodic planning cycles, enabling a more agile and dynamic approach to strategy that evolves with your customers. Traditional account planning assumes relatively stable conditions over quarterly or annual timeframes. AI augmented planning recognizes that customer context changes rapidly, and strategies must adapt accordingly. This doesn't mean abandoning strategic thinking, it means leveraging AI to scale leadership’s perspective by developing and adjusting approaches in real-time. Dynamic planning systems need to comprehend your revenue leadership's growth strategies, apply the sales methodology consistently, and hew closely to your brand voice. They're not replacing human judgment, but augmenting it with the ability to maintain a very strong, sophisticated strategic starting point across every account simultaneously: a tailored POV. #### Act: orchestrating human and automated execution The final component of the agentic revenue loop is action—executing plans through a combination of human expertise and automated capability. This is where the escape velocity concept becomes critical. Escape velocity in agentic systems refers to crossing a quality threshold where agent outputs become reliable enough to operate with reduced human oversight. Below this threshold, every automated action requires significant human review, preventing scalable automation. Above it, agents handle many tasks independently, freeing humans to focus on high-value activities requiring emotional intelligence, creative problem-solving, and strategic relationship building. Actions in agentic revenue organizations span a spectrum of automation levels. Some activities—updating CRM records based on meeting outcomes or scheduling follow-up tasks based on customer signals—can be fully automated once quality thresholds are met. Others—crafting personalized outreach messages or developing custom value propositions—benefit from AI assistance but require human oversight and refinement. The most sophisticated actions involve supporting human decision-making with comprehensive context and recommendations. When sellers enter customer conversations, they arrive equipped with real-time intelligence about recent developments, suggested talking points aligned with their customer’s current initiatives, and strategic recommendations based on the latest account state. ### Why context engineering matters Achieving escape velocity in any component of the OODA loop requires sophisticated context engineering—the systematic approach to building and maintaining comprehensive customer intelligence that informs autonomous operation. Without proper foundational work in data integration, [context engineering](https://poggio.io/post/revops-context-engineering-with-mcp), and problem decomposition, agentic systems can produce unreliable outputs that at best require constant human correction and at worst can lead to a lost customer for life. This creates a vicious cycle where automation adds overhead rather than removing it, preventing organizations from achieving the scale and efficiency benefits that make agentic approaches worthwhile. The foundational work includes establishing comprehensive data connections across your revenue tech stack, building context engines that synthesize information into actionable intelligence, and decomposing complex revenue processes into components suitable for autonomous execution. This foundation enables the quality, observability, and interpretability necessary for autonomous operation. People can understand why systems made specific recommendations, track reasoning behind automated actions, and maintain confidence in the intelligence driving customer engagement. ### Building your hybrid revenue organization (people + systems + AI agents) Transitioning to agent-assisted revenue operations is about amplifying human expertise with systems that maintain sophisticated customer intelligence and supply strategic input at scale. Organizations that master this transformation will operate with unprecedented speed, precision, and customer centricity. The OODA framework provides a useful roadmap for this transformation. By building always-on observation capabilities, contextual orientation systems, dynamic planning processes, and reliable execution infrastructure, revenue organizations can achieve the escape velocity necessary for truly autonomous operation. The future belongs to organizations that combine human expertise with advanced intelligence systems. This isn't such a distant vision; it's an achievable reality for teams willing to invest in the foundational work that makes autonomous operation possible. Top talent will insist on intelligent automation, which attracts more top talent, with the real possibility of highly concentrated human capital *and* world class systems. What role will your organization play during the most exciting technology shift since the internet? For revenue leaders ready to begin this transformation, we've developed a comprehensive guide that outlines the structured path from current state to AI-first enterprise. Our [guide for revenue leaders](https://poggio.io/post/guide-the-path-to-the-ai-first-enterprise-for-revenue-leaders) provides the practical framework for building foundation capabilities, implementing pilot programs, and scaling to enterprise-wide deployment — creating the infrastructure that enables the OODA loop sophistication described here. The future of revenue is continuous, intelligent, and powered by comprehensive context. Let's discuss how to build it together at [sales@poggio.io](mailto:sales@poggio.io). --- # The RevOps revolution: how context engineering with MCP transforms customer engagement *By Connor Doyle | July 25, 2025* Why the future of revenue operations lies in unifying your data ecosystem, and how AI agents are making it possible at scale The most successful RevOps leaders share a common obsession: achieving a complete, accurate view of every customer relationship to ensure value realization that enables revenue growth. Yet despite investing millions in CRM systems, sales tech, marketing automation platforms, and analytics tools, most organizations still struggle with the same fundamental challenge: their customer intelligence remains fragmented, backward-looking, and disconnected from the real-time insights sellers need to win. *The problem isn't lack of data. It's lack of context.* ## The great divide: inside-out vs. outside-in intelligence Today's customer intelligence landscape is split into two distinct domains that rarely speak to each other. **The inside-out perspective** captures what has happened: - Purchase history and renewal patterns - Account health scores and risk indicators - Stakeholder relationships and contact engagement - Sales correspondence, call recordings, and meeting notes - Marketing qualification signals and campaign responses - Product adoption metrics and usage analytics **The outside-in perspective** points toward the future: - Industry trends and market dynamics affecting your prospects - Key personnel changes and organizational restructuring - Strategic initiatives and business priorities - Competitive landscape shifts - Regulatory changes and compliance requirements Individually, both perspectives have value. Your inside-out data tells you what worked before; your outside-in intelligence hints at what might work next. But without integration, you're essentially asking your sellers to solve a puzzle with half the pieces missing. This fragmentation also forces RevOps teams into an impossible choice: build brittle, expensive integrations, or accept that sellers will continue making critical decisions with incomplete information. ## The intelligence age unlocks mass customization at enterprise scale For the first time, organizations can automate high-judgment, contextual tasks that previously required expert human analysis, and do so at scale across their entire customer base. This isn't about replacing human insight; it's about augmenting it with AI that can synthesize vast amounts of structured and unstructured data into actionable intelligence. Consider the traditional approach to account planning. A skilled account executive spends hours researching a single high-value prospect, pulling data from a dozen different systems, reading industry reports, analyzing organizational charts, and crafting a customized approach for how best to sell to them. Now imagine that same level of analysis happening automatically for every account in your pipeline, updated continuously as new information becomes available. Additionally, [key structured insights that drive your sales motion](https://www.poggio.io/post/introducing-poggio-custom-attributes) are automatically populated and kept up-to-date. And all of this is synced back to the CRM. This transformation is possible because AI agents can now process both the narrative context and structured account data simultaneously. As shown in the diagram below, this creates a unified intelligence layer that serves people, systems, and other AI agents with contextually rich, actionable insights. | Manual account intelligence | Agentic account intelligence | | --- | --- | | Scarce | Abundant, scalable | | Expensive | Cost-effective | | Time and labor intensive | Always-on, easily accessible | This shift also represents a fundamentally different way to think about the relationship between revenue intelligence and change management. Change is a constant in every revenue organization. From market conditions to new offerings, personnel changes, value messaging, and territory re-assignments. Agentic account intelligence enables organizations to be much more agile in order to take these changes in stride, automatically incorporating these changes and updating customer intelligence in real time, while incurring much less overhead and lost productivity. This is the promise of context engineering—the systematic approach to building and maintaining comprehensive customer intelligence that informs every touchpoint in your revenue process. ## The MCP breakthrough: a new foundation for enterprise data strategy The challenge, until recently, has been implementation. How do you connect AI agents to your existing data infrastructure without creating a new layer of integration complexity? Enter the [Model Context Protocol (MCP)](https://modelcontextprotocol.io/), an open standard developed by Anthropic that's fundamentally changing how AI agents access enterprise data and tools. Think of MCP as a universal translator that enables AI agents to communicate with databases, APIs, and business applications using a standardized interface. For RevOps leaders, MCP represents far more than a technical specification. MCP is the foundation for a new enterprise data strategy that finally makes comprehensive customer intelligence practical and scalable. ### Why MCP matters for RevOps **Reduced Integration Complexity**: Instead of building and maintaining point-to-point connections between every system in your tech stack, MCP enables dynamic data access through a single, standardized protocol. Your AI agents can pull real-time information from Salesforce, HubSpot, Gong, Outreach, and dozens of other platforms without requiring custom integrations for each. **Enhanced Tool Utilization**: MCP transforms your existing data investments into AI-accessible resources. That competitive intelligence database you spent months building? That custom dashboard tracking product adoption metrics? Your carefully curated enablement library? All become immediately available to AI agents that can reason across these resources to generate insights. **Scalable Intelligence**: With MCP, the incremental cost of adding new data sources or expanding analysis to additional accounts approaches zero. Your AI agents can maintain deep, up-to-date intelligence on every prospect and customer in your database, not just your top 10% of accounts. **Future-Proof Architecture**: As new tools emerge and your tech stack evolves, MCP-compatible systems integrate seamlessly into your existing intelligence infrastructure. You're building future-proof capabilities through investments that compound over time, not accruing technical debt. ## Customer state: the holy grail of revenue operations The ultimate goal of all this technological sophistication is achieving what we call **customer state,** a complete, real-time understanding of where each account stands today, where they want to go, and how your solutions help them get there. Customer state answers the fundamental question every seller needs to address: *"What is really going on with this account?"* This isn't just about knowing their contract value or last interaction date. True customer state encompasses: - Strategic initiatives and business priorities driving their decision-making - Organizational dynamics and stakeholder relationships affecting the buying process - Competitive pressures and alternative solutions they're considering - Financial constraints and budget allocation patterns - Technical requirements and implementation considerations - Risk factors and potential obstacles to success In order to make sense of customer state at this level, it’s necessary to intelligently combine information from dozens of internal and external sources. And this is precisely the kind of complex, multi-dimensional analysis that AI agents excel at when properly equipped with comprehensive context sources. ## Accelerating context engineering with Poggio This is where Poggio's approach to customer context engineering becomes transformative. We've built first-class MCP support directly into our platform, enabling our AI agents to augment their intelligence with your organization's unique data assets while maintaining the security and governance standards enterprise teams require. Poggio proactively learns how to use novel tools, bypassing prompt and agent engineering that would normally be required in order to deliver the best possible synthesis of internal and external information sources. When Poggio builds account intelligence, our agents don't just pull data. They reason across your complete customer ecosystem to deliver [tailored points of view (POVs)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) that transform how your entire GTM team engages with prospects and customers. - **Historical Analysis**: Understanding relationship history, purchase patterns, and engagement trends from your CRM - **Behavioral Intelligence**: Identifying usage patterns, adoption signals, and expansion opportunities from your product analytics - **Competitive Positioning**: Synthesizing competitive intelligence and battle cards to position your solution effectively - **Market Context**: Incorporating industry trends, regulatory changes, and market dynamics that affect your prospects - **Stakeholder Mapping**: Analyzing organizational structures, decision-making processes, and champion relationships The result is executive-level account intelligence that enables your people, systems, and AI agents to speak your customer's language, lead with compelling value propositions, and show up as strategic partners rather than vendors. ### Your competitive advantage Organizations that master context engineering with MCP gain three critical advantages: **Speed to Insight**: While competitors manually research accounts or rely on surface-level CRM data, your GTM team operates with comprehensive, continuously updated intelligence on every prospect and customer—enabling them to spend more time with customers rather than researching them. **Consistency at Scale**: Your entire sales organization benefits from the same high-quality account intelligence and strategic thinking that was previously available only for your best-performing sellers on your most important deals. Every team member can confidently lead with compelling narratives and show up as a strategic partner. **Proactive Revenue Operations**: Instead of reacting to problems after they emerge, your team can identify opportunities and risks early, when there's still time to influence outcomes and close bigger deals faster. It’s worth noting that an IC seller with access to LLM chat is the new baseline. Forward thinking organizations are going much further with a systematic approach to achieve positive impact at the level of organizational functions and competencies. ## Building your context engineering strategy For RevOps leaders ready to embrace this transformation, the path forward involves three key components: **1. Organizational Data Strategy**: Expose your internal resources and services through MCP for consumption by AI agents and tools across your organization. As illustrated above, this creates a unified data layer that eliminates silos and maximizes the value of your existing investments. Whether your data lives in your CRM, specialized SaaS applications, data warehouses, or proprietary systems, MCP makes it all accessible through a single, standardized interface. **2. Context Engine Implementation**: Deploy domain-specific intelligence systems like Poggio that add persistence, background processing, and procedural expertise to raw data access. These systems both consume MCP services and provide enriched context to downstream applications—including your existing LLMs and AI agents. **3. Process Integration**: Align your revenue processes around continuous intelligence rather than periodic research. This means embedding context-aware tools into your existing workflows and training your team to leverage AI-generated insights effectively. ## Parting thought: the future is context-awareness at scale The organizations that will dominate the next decade of B2B sales are the ones that best understand their customers. Not just their needs and challenges, but their complete context: where they've been, where they're going, and how to help them get there. Context engineering with MCP makes this level of customer intelligence practical for the first time. It transforms customer data from a compliance requirement into a competitive weapon, and it turns your RevOps team into the strategic center of your go-to-market organization. The intelligence age is here. The question isn't whether AI will transform revenue operations, it's how you'll lead through that transformation. ‍ *Ready to see how deep context engineering can transform your revenue operations? The future of customer intelligence is comprehensive, real-time, and powered by the data assets you already own. Drop us a line at* [*sales@poggio.io*](mailto:sales@poggio.io) --- # Introducing Poggio custom attributes *By Team Poggio | July 9, 2025* AI-powered account prioritization, driven by your ideal point of view Building a compelling, executive-level point of view is table stakes to win the largest deals. That’s why the best enterprise sales teams go a step further, ruthlessly prioritizing accounts where their POV will best resonate with customers. Enter custom attributes in Poggio. Custom attributes break down the components of your POV into pieces of intelligence that best align with the strength of your solution in solving customer priorities, needs, and challenges. Think of it as AI-powered ‘POV best fit analysis’. With Poggio’s tailored POVs paired with our industry-first POV best fit analysis, revenue teams finally have the intel they need to know which accounts they are best positioned to win *and* how they are best positioned to win them. This positions RevOps teams to enable a proactive revenue organization at scale by prioritizing and focusing all sellers on their best opportunities. Custom attributes in Poggio. ### Real-time prioritization Custom attributes are built to mirror the foundational elements of your ideal POV. From intelligence like *“Does this account have an active AI initiative?”* or *“Has there been a security breach recently?”*, Poggio can surface each component as a custom attribute for every account in your workspace no matter how you define your ideal POV. Most importantly, attributes can arm your team with real-time prioritization based on where your point of view is the strongest, across tens of thousands of accounts. [Video](https://www.loom.com/share/596f7368f3dc45eab394b97e0fc8bb86?t=0) ### Total configurability Custom attributes are totally different from a data field in a lead enrichment tool–they’re an intelligent, configurable representation of your ideal POV. Individual attributes can be virtually any piece of intelligence that Poggio can access, from a target account’s tech stack to their strategic initiatives to recent M&A activity–whatever makes them a best fit for your unique solution. By configuring attributes to map to your specific sales motion and value framework, RepOps teams can drive account prioritization based on clearly defined attributes, not black box algorithms. Custom attributes are available now to all Poggio workspace admins. Email [sales@poggio.io](mailto:sales@poggio.io) to get started. --- # Enterprise sales AI: why leading organizations buy vs. build *By Connor Doyle | July 3, 2025* A roadmap for revenue leaders in the age of intelligence Revenue leaders face a critical decision today when it comes to their journey to the AI-first enterprise: Should they build their own AI tools in-house or invest in already-available solutions? The answer depends on five critical success factors, including strategic alignment, technical capabilities, risk, cost, and speed to market. These build vs. buy considerations often point to investing in already available, best-of-breed solutions as the smartest path forward for modern revenue teams. Here’s why: ## Strategic Alignment: Focus on the core business The fundamental question every enterprise leader facing a build vs. buy decision must ask is: “What business are we in?” Put another way, would building AI tools from scratch be in alignment with your strategic mission, or does it distract you from achieving it? For the vast majority of organizations, their core competency lies in their domain expertise paired with their product/market fit in helping *their* customers solve *their* problems. Even for organizations in tech or more narrowly in generative artificial intelligence (GenAI), their expertise in what they *solve for their customers* is unlikely to be the same as what they are trying to *solve for themselves*, otherwise they’d already be using their own tech to solve the challenge(s) at hand. Building a custom AI solution requires substantial strategic commitment that extends far beyond initial development. You're not just building software; you're entering the AI business, complete with recruiting and retaining specialized talent (often at premium salaries), ongoing infrastructure costs, ongoing research and development, security audit and compliance investments, algorithm optimization, and staying current with a rapidly evolving industry, AI models, and machine learning techniques. On the other hand, investing in a purpose-built platform allows enterprise leaders to maintain laser focus on achieving their mission while leveraging best-in-class AI capabilities to drive competitive advantage *beyond* their core competency. This helps ensure an organization's finite resources and attention are directed towards initiatives and activities that directly drive business results. Often that’s enough to tip the scales towards a buy decision.  ## Technical Capabilities: The Depth of Specialization Matters The technical complexity of modern AI solutions is staggering. These systems must seamlessly integrate natural language processing, predictive analytics, real-time data processing, and sophisticated machine learning models that can adapt to your specific industry, business, customer ICP, and use cases. When you build internally, you're starting from zero on technical challenges that best-of-breed AI solution providers have already solved. Your internal team will inevitably encounter the same obstacles, make the same mistakes, and require the same iterative learning process that established providers have already navigated. On the other hand, AI solution providers have invested years in developing their capabilities. They've solved the hard problems of data normalization across disparate sources, built robust models that can handle the nuances of B2B relationship mapping, developed multi-agent AI systems with dynamic tool orchestration, objective tracking, multi-step reasoning, and embedded domain expertise, and created algorithms that identify and act on patterns across millions of data points. In the case of AI-powered account intelligence platforms specifically, they require systems that enable deeply researched intelligence that’s always up-to-date and relevant, available to users on demand 24/7, with alignment to the organization’s GTM motion, selling methodology, value framework, positioning, and messaging. The intelligence has to be fully extensible with integrations to the tech and applications the revenue team uses every day to inform the actions of both people and AI agents operating on behalf of the organization—all while being delivered at scale to support thousands of customer-facing employees and agents supporting even more customers. **Table 1: AI-Powered Account Intelligence Platform requirements** | Requirement | Description | | --- | --- | | Deeply researched | Intelligence must be deeply researched with thousands of 1st and 3rd party sources and proprietary databases to uncover and synthesize data into intelligence. Sources include industry and company news, earnings call transcripts, 10-Ks, 10-Qs, compete intel, and more to deliver the most comprehensive view of every account. | | Always current | Intelligence must be constantly updated, self-refining, and available on demand 24/7, with proactive updates to assets like the narrative, business case, and account plan to position sellers to show up smart with an always current and relevant POV. The system must provide proactive alerts to users to highlight any changes since they last viewed the account. | | Aligned with your GTM motion | The solution must be easily configurable and optimized to your GTM motion and sales methodology, integrating enablement content like your positioning, messaging, value framework, case studies, battle cards, and more. This must be wrapped in the context of the customer's priorities, needs, and challenges, and how reps are best positioned to solve them. | | Extensible via integrations | Account intelligence must be extensible to your people, AI agents, and systems, with bi-directional integrations maintained with Salesforce, your data warehouse, and a host of other 1st and 3rd party systems where the POV serves as the trusted authority for the always current, always relevant view of every account to orchestrate client-facing actions across the GTM. | | Delivered at scale | The solution must be purpose-built to serve the needs of a global enterprise revenue team now and in the future, with uncompromising security, privacy, compliance, and identity management. The POV must be shared across people, AI agents, and systems to enable a consistent, world-class experience in every customer interaction. | To build an AI-powered account intelligence platform, it’s estimated the build scenario will require at least twelve technical roles dedicated to the project. These include two distributed systems engineers to execute real-time sync and CRDT implementation; two AI/ML engineers to build multi-agent systems and embed pipelines; two security engineers to incorporate SAML, SCIM, and enterprise authentication; two full stack engineers to build a React/Typescript frontend and drive API development; one DevOps/infrastructure engineer to drive multi-service deployment and monitoring; one data engineer for ETL pipelines and external API integrations; one product manager to oversee requirements, project management, and coordination; and one engineering manager to provide technical leadership. The technical depth required spans multiple disciplines: data science, machine learning engineering, software architecture, and security, not to mention domain expertise in the problem to be solved. It’s a combination that's extraordinarily difficult to assemble and retain internally, and which leads the vast majority of organizations towards buying versus building AI tech. ## Speed to Market: The Competitive Imperative In today's fast-moving business environment, speed to market often determines competitive advantage. While your team spends 18-24 months building an AI solution, your competitors are already leveraging purpose-built AI solutions to improve their GTM performance, enhance customer relationships, and widen their lead over peers encumbered with either the status quo or building their own solution in house from scratch. This time-to-value gap is particularly critical in AI applications, where the benefits compound over time. The sooner you can start collecting AI-generated insights, the sooner you can begin the iterative process of refining your approach (or your AI solution provider can begin refining their approach based on your feedback) to improve your outcomes. Every month spent in development is more than a month of lost competitive advantage. Time estimates for successfully building an AI-powered account intelligence platform optimistically range from three to five years, starting with planning and analysis, followed by requirements gathering. From there, there are three phases to development. The first phase focuses on core infrastructure with emphasis on developing the real-time collaborative editing system with CRDT implementation, followed by building a multi-database architecture with synchronization protocols, and a basic enterprise authentication and security framework. The second phase focuses on AI, data systems, and integrations. This includes designing a multi-agent orchestration system, building data enrichment pipelines with 10+ external API integrations, and developing observation processing and intelligence generating systems. The third phase incorporates enterprise-grade security while driving system refinement and polish. Following the three phases of software development, the focus shifts to launching the system and onboarding users with ongoing maintenance and enhancements from there. Best-of-breed, purpose-built platforms, on the other hand, offer immediate access to sophisticated capabilities that would take years to develop internally. They come with pre-built integrations, proven implementation methodologies, and the accumulated wisdom of multiple customer deployments. This means you can start generating business value immediately rather than waiting for your internal development project to mature. For example, structured two week trials of Poggio’s AI-powered account intelligence platform have proven the value of tailored points of view (POVs) with quick sales wins, measurable improvements in sales results and operational efficiency, and other organizational benefits. For one Fortune 500 global cyber security leader, this included saving 5+ hours per account in research and prep, advancing a stalled opportunity to stage 2, transforming a skeptical prospect into an engaged buyer in one call, and breaking into new accounts with AI-powered POVs—all while standardizing their GTM motion to make account intelligence a seller competency. And that was just in their structured two week trial of Poggio. ## Risk Mitigation: Avoiding the Innovation Tax Building AI systems internally introduces multiple layers of risk that enterprise leaders often underestimate. Technical risk is just the beginning—there's also timeline, execution, adoption, talent, and obsolescence risk, plus the substantial opportunity cost of diverting resources from core business activities that would have otherwise helped achieve your organization’s strategic mission. In addition to the technical capabilities noted previously, multi-agent orchestration requires deep AI expertise, and is difficult and costly to debug and optimize, introducing significant technical risk. AI solution providers have already overcome these challenges with platforms that work as designed, complimented by optimization efforts that are continually improving the AI’s capabilities, user experience, and resulting business impact. Launch delays and timeline risks are often inevitable as organizations building tech in-house—especially AI—have a tendency to underestimate the complexity of the work. Common challenges include encountering system integration issues and discovering emergency issues at scale that require rework. AI solution providers have already crossed these bridges over years of development with AI platforms that are already delivering enterprise value for customers today. The risk of building something that doesn't actually solve your business problem is often understated, yet significant. Most AI providers have refined their solutions through countless customer implementations, learning from real-world deployments across diverse industries and use cases to continually improve their platform. This practical experience is invaluable and not easily replicated in internal development which often faces these execution risks. Users may not adopt the internal solution at a high enough rate to drive the desired outcomes whereas AI solution providers have learned and innovated from customer deployments to optimize the experience and value achieved for users. Further, proof of value trials both demonstrate the AI solution’s impact and the technology’s usability and adoption rate with real users to further mitigate adoption risk. The competition for AI talent is fierce, and the specialized skills required are scarce, making talent risk a common roadblock. Even if you successfully recruit top talent, you're constantly at risk of personnel departures that can derail projects. AI solution providers have already assembled teams and have the organizational depth to ensure business continuity. AI innovation moves at breakneck speed, and what seems cutting-edge today may be outdated within months or even weeks, introducing costly obsolescence risk. Purpose-built platforms are designed to evolve continuously, with dedicated teams focused solely on staying ahead of both customer needs and technological curves. Internal builds, by contrast, often become legacy systems that are difficult and expensive to not only maintain, but modernize. The summation of all of these risks represents the substantial opportunity cost of diverting resources from core business activities to not only build the AI system, but mitigate these risks through the life of the software. When faced with the choice of focusing on the core business to enable customer and business success versus pursuing a custom-built AI solution, most organizations and their investors encourage staying true to the organization’s strategic mission and north star. ## Cost Considerations: The True Economics of AI Development While the upfront cost of purchasing AI solutions may represent a significant investment, the total cost of ownership for internal development is almost always higher—and often dramatically so. Internal development costs extend far beyond initial software development. Organizations must factor in recruiting and retaining specialized talent (often at premium salaries), ongoing infrastructure costs, scope creep, continuous research and development, security audits and compliance investments, documentation and training, performance optimization, bug fixes and technical debt, and ongoing support and maintenance. Moreover, internal builds typically require 2-3 times longer to reach production readiness than initially estimated. This means you'll be paying development costs for extended periods while receiving no business value. Meanwhile competitors have adopted best-of-breed, purpose-built AI solutions and are actively advancing their GTM motion, capturing market share, and generating ROI immediately. The subscription model of AI platforms also provides cost predictability and aligns expenses with business outcomes; particularly when pricing is aligned to customer value. In the case of Poggio’s pricing per account POV, you’re pay for the value you receive, get value across your entire GTM team without having to worry about who does and does not have access to critical AI capabilities for account intelligence, and are able to scale costs with your growth—all while avoiding the lumpy capital expenditures associated with internal development projects. Perhaps the most significant cost, however, is the impact to an organization’s core focus with multiple person-years of engineering time and effort not spent on core business differentiation. This is not only a significant risk as noted above, but also a substantial opportunity cost with your best technical resources diverted from achieving your strategic mission. ## Conclusion: The Path Forward The decision between buying and building AI capabilities ultimately comes down to strategic priorities and resource allocation. While building internally may seem to offer more control, the reality is that purpose-built, best-of-breed AI platforms offer superior capabilities, faster time-to-value, lower total cost of ownership, and reduced risk—all while allowing your organization to maintain focus on its strategic mission and core differentiation. The enterprises that will thrive in the AI era are those that understand when to build and when to buy. For AI account intelligence, the evidence overwhelmingly supports buying a best-of-breed solution to achieve immediate value. At Poggio, we've seen countless enterprises deploying our AI-powered account intelligence platform. They are bringing their revenue into the intelligence age to achieve GTM, sales, and business transformation. To see how Poggio can accelerate revenue growth, reduce costs, and power your path to the AI-first enterprise, [start your free trial today](https://poggio.typeform.com/to/Lgn3OIBg?typeform-source=poggio.io). --- # Poggio named High Performer in G2 Grid® reports for Sales Intelligence, Value Selling Tools, and AI Sales Assistant Software *By Greg Perotto | July 3, 2025* Poggio receives high marks for ease of use, ease of set up, quality of support, and product direction, reinforcing Poggio’s leadership in AI-powered account intelligence for revenue teams. **SAN FRANCISCO**—**July 3, 2025—**[Poggio](https://www.poggio.io/), the pioneer and leader in AI-powered account intelligence, announced its platform, which delivers tailored points of view (POVs) for enterprise sales, was again named a High Performer in multiple G2 Grid® categories for transformational sales AI, sales intelligence, and value selling software. Users ranked Poggio as a High Performer in the Summer 2025 [Grid for Sales Intelligence](https://www.g2.com/categories/sales-intelligence), Enterprise Grid for Sales Intelligence, [Grid for Value Selling Tools](https://www.g2.com/categories/value-selling-tools), [Grid for AI Sales Assistant](https://www.g2.com/categories/ai-sales-assistant), Enterprise Grid for AI Sales Assistant, Americas Regional Grid for AI Sales Assistant, and Enterprise Americas Regional Grid for AI Sales Assistant software. “The continued recognition of Poggio as a High Performer by our users reinforces the value enterprise revenue leaders and their teams are seeing everyday with Poggio,” said Matt Slotnick, co-founder & CEO at Poggio. “As we celebrate this award with our customers, we’re both proud and humbled to work with many of the world’s most highly regarded revenue teams, helping them to show up smarter than their competitors and win with Poggio POVs.” “Poggio delivers the kind of velocity and relevance that our organization needs in strategic partners,” noted one enterprise seller. “The Poggio platform is not only effective, it’s directly aligned to how modern, data-driven enterprise selling should operate.” “Poggio has genuinely transformed how I manage my day-to-day,” noted another enterprise seller. “Poggio takes complex account planning and makes it intuitive, saving me valuable hours that I can now reallocate to more strategic tasks like direct customer engagement.” According to G2 users, Poggio is “one of the most useful and intuitive AI sales products out there” and “the most user-friendly and versatile sales workspaces” that “delivers thorough account research in 60 seconds.” Poggio again earned high marks across a variety of G2 categories, including: - **Ease of use:** 9.8 out of 10 - **Ease of set up:** 9.9 out of 10 - **Quality of support:** 9.9 out of 10 - **Product direction:** 10 out of 10 - **Meets requirements:** 9.5 out of 10 Designed for enterprise sales, Poggio’s AI powered account intelligence platform delivers tailored POVs, compelling narratives, and actionable account plans that arm GTM teams with the deep insights they need to engage in meaningful exec-level conversations that close bigger deals faster. “I use Poggio for account research for POV creation,” noted an enterprise AE. “Poggio not only gives me a sharpened strategy going into current customers, it helps tremendously when breaking into a new account.” “Poggio is unlike anything I’ve ever used before,” noted another enterprise account executive. “The ability to create my point of view, the three whys, a stakeholder map, and allow me to ask questions based on all of the data is incredible.” Poggio’s AI agents discover, synthesize, and contextualize data from thousands of first and third party sources—including 10-Ks, 10-Qs, earnings call transcripts, exec quotes in media, data from LinkedIn, Salesforce, and more to deliver a concise view of everything to know about an account and how GTM teams are best positioned to sell into it. Poggio applies a company’s unique selling motion, messaging, customer proof, and more to deliver exec-level POVs that position sellers to speak in the customer’s language, confidently lead with value, and attach to the customer’s top priority—so their customers *buy*, buy *their solution*, and buy it *now*. Enterprise grade and delivered at scale, Poggio is trusted by large global revenue teams. Poggio’s platform is easily configurable to map to an organization’s unique GTM motion and value framework with uncompromising security, privacy, and compliance that meet the most rigorous enterprise requirements. “Recognition from users like that from G2 today continue to fuel our entire team’s passion and focus on helping our customers make account intelligence an org-wide core competency to unlock value selling at scale and accelerate their growth,” commented Connor Doyle, co-founder and CTO at Poggio. “We couldn’t be more proud to support our customers in their journeys to scale sales excellence and become AI-first enterprises.” According to G2, Artificial Intelligence (AI) has become one of the defining technologies of the twenty-first century and AI sales assistants are a prime example of this trend at work. A virtual sales assistant, such as those featured in this category, uses machine learning and natural language processing, along with other intelligent programming, to optimize the daily routines of sellers. Key benefits of AI sales assistant software include: - Identify hot leads and assist with closing deals - Drive higher conversion through timely follow-ups and intelligent seller recommendations - Increase customer engagement and loyalty - Increase productivity and efficiency throughout the sales cycle Sales intelligence software helps companies use internal and external data to increase sales and improve sales processes. Organizations use sales intelligence software to improve the quality and quantity of leads by using contact databases to find new opportunities and provide sellers with the information they need to seize them. Key benefits of sales intelligence software include: - Provide information and insights on prospects, which can be combined with internal business data - Include functionality to search company lists and identify potential customers based on custom criteria or alert salespeople with predictive insights on potential customers based on trigger events - Provide and source accurate contact information for potential customers, like phone number and email - Integrate with sales, marketing software, analytics, business intelligence, and data management software Value selling tools enable GTM teams to adapt value selling methodologies and frameworks by quantifying the business impact of their solutions and aligning value throughout the customer lifecycle. These solutions can be leveraged by multiple teams, including solution engineers, sellers, marketers, and customer success managers, to assist prospects and customers in understanding the value of solutions. Key benefits of value selling tools include: - The ability to develop business cases or ROI calculators to share with prospects and customers - Store value selling content, like business cases, in a central location for easy access - Enable non-technical users to edit business case templates at scale and tailor them to prospects’ needs to showcase value and business impact For more information on G2, visit [G2.com](https://www.g2.com/). For more information on the Poggio Account Intelligence platform and to bring your revenue into the intelligence age, visit [poggio.io](https://www.poggio.io/). **Contact** Greg Perotto VP of Marketing [media@poggiolabs.com](mailto:media@poggiolabs.com) **About G2** G2 is the world's largest and most trusted software marketplace. More than 100 million people annually— including employees at all Fortune 500 companies—use G2 to make smarter software decisions based on authentic peer reviews. Thousands of software and services companies of all sizes partner with G2 to build their reputation and grow their business—including Salesforce, HubSpot, Zoom, and Adobe. To learn more about where you go for software, visit [G2.com](http://www.g2.com/) and follow G2 on [LinkedIn](https://www.linkedin.com/company/g2dotcom/). **About Poggio** Designed for enterprise sales, Poggio is the pioneer and leader in AI-powered account intelligence. Poggio arms GTM teams—people + AI agents—with deeply researched tailored points of view (POVs) to show up smarter than competitors and win. Backed by Accel Partners and Spark Capital, Poggio makes account intelligence an org-wide core competency to unlock value selling at scale, accelerate growth, and power the path to the AI-first enterprise. Bring your revenue into the intelligence age at [poggio.io](http://poggio.io/). --- # State of POVs: seller behavior makes the case for AI-powered account intelligence *By Greg Perotto | June 9, 2025* As the pioneer and leader in AI-powered account intelligence, we have an inside view into the state of transformational AI’s use in Sales. That’s because every new user who creates a Poggio account also completes a survey that helps us understand where GTM teams are spending their time, statistics about their processes, and the state of their account intelligence prior to deploying Poggio. As the pioneer and leader in AI-powered account intelligence, we have an inside view into the state of transformational AI’s use in Sales. That’s because every new user who creates a Poggio account also completes a survey that helps us understand where GTM teams are spending their time, statistics about their processes, and the state of their account intelligence prior to deploying Poggio. This is a fully anonymized survey across thousands of enterprise revenue leaders and their GTM teams, including AEs, BDRs, SDRs, AMs, CSMs, and other customer-facing titles. Approximately 65% of these sellers are at public companies, and the remaining 35% are Pre-IPO or private equity owned. The survey results are pretty revealing in terms of both seller behaviors and the critical need for AI-powered account intelligence and [tailored POVs (points of view)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) at scale.  ## Value framework adherence & POV creation A stunning 2.9% of sellers admitted never following their company’s prescribed value selling framework while another 35.8% only sometimes follow it. That’s nearly 40% of sellers who never or only sometimes follow their company’s sales methodology; methodologies and value frameworks like Command of Message, MEDDPICC, value pyramids, and 3 Whys that were designed specifically to position GTM teams to best sell and support customers. The numbers are similar when looking at how often sellers come prepared to sales calls with an informed POV about the customer’s business to help differentiate their pitch from competitors. Here 2.6% of sellers admitted to never showing up with an informed POV while 25.3% indicated they only sometimes show up with an informed POV. That’s nearly 30% of sellers who show up to customer meetings some or all of the time without a tailored POV about their customer’s business—their priorities, needs, and challenges, and how they help uniquely solve them. It’s no wonder that prospects are ignoring emails, phone calls, and LinkedIn outreach. Without a tailored POV, sellers all sound alike, showing up as vendors selling commodities, not as strategic partners with solutions. ## Territory changes contribute to the deficiency When you look at the percentage of a seller’s territory that was new to them in the last 90 days, it’s not surprising that they aren’t showing up with tailored POVs. More than 58% of respondents noted that three quarters or more (75.7%) of their territory had changed in the last 90 days. The percentage reaches nearly 90% of respondents who have had at least 25% of their territory over that same period. That’s a lot of disruption to contend with, particularly without a trusted authority or system of record available to all sellers that continually maintains, auto-updates, and self-refines the account intelligence that underpins their POVs. Without always current, always relevant insights on each customer, it’s hard to create a POV that builds credibility, trust, relevancy, and urgency with customers. ## Time, skill, and expertise make POV creation really hard The reality is that rep coverage ranges from a few strategic accounts to hundreds. Researching just one can take days. Finding all relevant data across thousands of sources is *hard*. Turning that research into a winning point of view is *really hard*. Doing this across an entire book of business is *impossible*. The time, skill, and expertise involved typically results in account plans getting done once a year and, then quickly growing stale. When sellers leave or territories change, the process starts all over again. This complexity makes seller responses to our survey question on the amount of time it takes them to create a POV unsurprising, as well. While nearly 20% can create an informed POV in an hour or less, more than 70% take up to 8 hours, while nearly 10% take more than 8 hours. ## POV impact on deal cycles Perhaps then it’s also no surprise that 35.4% of revenue leaders in the same, pre-Poggio survey noted that less than 25% of their qualified leads make it beyond the discovery stage. A whopping 81.6% of revenue leaders noted that 50% or less of their qualified leads advance on. The good news? Leading CROs are already deploying AI and achieving enterprise value by building org-wide competency around account intelligence to unlock value selling at scale. These CROs are enabling their teams with deep knowledge about customers—their priorities, needs, and challenges, and how their platforms, products, and services uniquely solve them. This is helping sellers to ensure relevance at every stage of the customer lifecycle to drive both business and customer success. ## What matters in a POV, according to sellers When researching an account to create a winning POV, sellers noted the top 5 (+1) things they want to know about a customer before a call: 1. Business priorities and strategic initiatives 2. Current technology stack and infrastructure 3. Pain points and challenges 4. Company financial health and news 5. Key stakeholders and decision makers 6. Competitive landscape and incumbent solutions Fortunately, this is all customer intel that is delivered within an AI-powered account intelligence platform. When paired with the context of an organization’s GTM motion, value framework, positioning and messaging, case studies, compete battlecards, and other enablement content inside the platform, sellers show up smarter than competitors and win. That’s because they are positioned to speak in the customer’s language, confidently lead with their solution’s unique value, and attach to the customer’s top priority—so customers *buy*, buy *their solution*, and buy it *now*. ## Next steps Revenue leaders looking to ensure their GTM teams show up to every customer conversation with a tailored POV can [start a trial of Poggio](https://poggio.typeform.com/to/Lgn3OIBg?typeform-source=poggio.io) today. --- # Thinking strategically about sales AI *By Greg Perotto | June 7, 2025* Strategic sales AI implementation requires a fundamental shift from tactical automation to transformational intelligence. Organizations must move beyond viewing AI as a collection of tools to embracing it as a comprehensive capability that reshapes how revenue teams understand customers, predict behaviors, and optimize outcomes. Strategic sales AI implementation requires a fundamental shift from tactical automation to transformational intelligence. Organizations must move beyond viewing AI as a collection of tools to embracing it as a comprehensive capability that reshapes how revenue teams understand customers, predict behaviors, and optimize outcomes. The foundation of strategic AI thinking lies in recognizing that successful tech deployment requires alignment between AI capabilities and business objectives. Leading organizations identify specific business challenges and revenue goals, then catalog and prioritize AI solutions that directly address both. They evaluate buy vs. build, looking to see if there are out-of-the box solutions available that solve their needs to achieve quicker wins. They then pilot those solutions and gather feedback from users. They review the trial feedback and results to confirm the solution solves the stated business objectives and achieves the associated goals. With confirmation, they implement any learnings and course corrections, and scale the AI solution more broadly across the enterprise to achieve organization-wide value. The most successful GTM teams take a holistic approach across people, process, and technology to deepen customer relationships—and value—rather than simply accelerating transactions. They develop AI literacy across their revenue teams while simultaneously implementing the data infrastructure, governance frameworks, and measurement systems necessary to support AI at scale. Their data strategy forms the cornerstone of AI-first transformation, including establishing robust data collection, integration, and governance to provide people, AI systems, and agents with the high-quality information necessary for success. This includes not only traditional CRM data to provide the historical context of an account, but also driving to a single, trusted authority for an always current and relevant forward-looking view of those same accounts. Doing so provides a comprehensive understanding of every customer, where they’re trying to go, and how you can help them get there. It’s something that’s been missing until now, but achievable by enabling an [AI-ready CRM](https://poggio.io/post/is-your-crm-ai-ready-spoiler-alert-its-not). As C-Suite leaders look to uncover the most promising AI for their teams, critical to success will be considering both the immediate impact of deploying Sales AI today and the long term value that comes with AI-powered business, GTM, and customer experience (CX) transformation. While today’s AI focus is primarily on automating work to make people more efficient and effective while freeing up their time to focus on higher priority and strategic work, the world where AI agents are selling and supporting customers alongside an organization’s people is fast approaching if not already here. Organizations must be thinking not only about deploying transformational Sales AI in their businesses today, but also how, as part of that deployment, they build the foundation and pave the way for the AI agents of the future as a fast follow. Solving this for an organization’s human talent creates immediate competitive advantage while solving it for the modern AI era and coming influx of AI agents will prove existential to survival. ## Next steps Leading CROs are already deploying AI and achieving enterprise value, like to build org-wide competency around account intelligence to unlock value selling at scale. These CROs are enabling their teams with deep knowledge about customers—their priorities, needs, and challenges, and how they uniquely solve them—to ensure relevance at every stage of the customer lifecycle to drive both business and customer success today. With ubiquitous access to this AI-enabled [tailored point of view (POV)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for each customer, GTM teams show up smarter than competitors, speak in the customer’s language, confidently lead with value, and attach to their top priority—to win. And customers win, too, with a consistent, world-class experience focused on their success in every interaction. Revenue leaders looking to kickstart their organization’s journey to the AI-first enterprise can [start a trial of Poggio](https://poggio.typeform.com/to/Lgn3OIBg?typeform-source=poggio.io) to arm their GTM teams with tailored POVs to show up smarter than competitors and win. If you are earlier in your AI journey, read our [Guide: The Path to the AI-first Enterprise for Revenue Leaders](https://poggio.io/post/guide-the-path-to-the-ai-first-enterprise-for-revenue-leaders) to inform how you think about AI in your business—for your people today and for your people + AI agents in the near future. The Guide outlines use cases, benefits, myths, risks, and next steps—all to position CROs to seize the advantages of AI now while powering their journey to the AI-first enterprise. --- # Mitigating AI risk *By Greg Perotto | June 6, 2025* Successful AI implementation requires strategies that mitigate potential technical, operational, and strategic risks. Many enterprise organizations are already creating centralized AI committees or councils to guide their organization to the AI-first enterprise. These AI councils are working to mitigate risk across several key areas. Successful AI implementation requires strategies that mitigate potential technical, operational, and strategic risks. Many enterprise organizations are already creating centralized AI committees or councils to guide their organization to the AI-first enterprise. These groups are working to establish governance frameworks that ensure AI systems operate reliably, ethically, and in alignment with business objectives while maintaining appropriate human oversight and control. Like any tech deployment, without proper guardrails, AI will enable and amplify bad behaviors just as easily as it does good behaviors. As such, these AI councils are working to mitigate risk across several key areas. ### Data privacy and security Organizations should implement data protection measures, including encryption, access controls, and audit trails that demonstrate compliance with regulatory requirements—and put these same expectations on AI vendors with whom they partner. This includes establishing clear policies for data collection, usage, and retention that respect customer privacy while enabling AI system effectiveness. It also includes ensuring the right permissions, both for who has access to the AI tech and what the AI tech has access to in terms of data and systems. ### Model reliability and performance Organizations should establish performance baselines, implement continuous monitoring systems, and develop procedures for model retraining and updates to ensure AI systems deliver accurate insights and recommendations—and put these same expectations on AI vendors with whom they partner. This includes creating fallback processes that maintain business continuity when AI systems require maintenance or adjustment. ### Change management Selecting AI solutions that are purpose-built for GTM teams makes it easy for users to get quick and lasting value. Because these solutions are designed around how GTM teams work and what they need to be successful, they often map into existing motions, and both leverage and enhance existing frameworks and processes to make working with AI familiar to Sales users. Without this, implementations can require comprehensive training, clear communication about AI's role and limitations, and support systems that help team members adapt to AI-enhanced workflows. Organizations should also address concerns about job displacement while demonstrating how AI enhances, rather than threatens, career development. ### Vendor risk management Vendor risk management becomes critical as organizations increasingly rely on AI platforms and services provided by partners. This includes evaluating vendor financial stability, technical capabilities, security practices, and long-term roadmap alignment. Revenue leaders should look to work with vendors who engage as strategic partners, bringing both their technology and expertise to bear in helping their customers map (and achieve) their path to the AI-first enterprise. ### Regulatory and compliance risk Organizations must stay current with applicable regulations, industry standards, and best practices while implementing internal controls that demonstrate responsible AI usage—and put these same expectations on AI vendors with whom they partner. This includes maintaining documentation of AI decision-making processes and establishing procedures for addressing compliance inquiries or concerns. ### Authenticity Artificial intelligence is a relatively new area for most every organization, and building trust matters. Asking customers, partners, and employees for permission to do things with AI where it makes sense is a good best practice, as is telling them when AI is being used or that they are interacting with AI. This helps in earning the right to full automation by building trust in AI with all stakeholders at each step on the path to becoming an AI-first enterprise. ### Design AI for today and the future AI is delivering enterprise value today, but implementing it in a vacuum without thinking through the longer-term roadmap and journey to becoming an AI-first enterprise could cause missteps. Look for a partner with the technology *and* expertise to help map the path and bridge the gaps from current to desired state, implementing AI technologies that not only deliver enterprise value today but enable and advance your organization’s journey to the AI-first future. ### Pilots and proof of concepts Take advantage of trials and proof of concepts to ensure that an AI technology does what is being promised. When engaging in a pilot or proof of concept, look for how the AI vendor shows up. Are they operating as a strategic partner? Are they bringing insights and expertise to the table that are helping you think—or think differently—about your organization’s path forward? Does their product roadmap address future needs? These considerations help to ensure selection of both the right technology and partner for current and future AI needs. ## Next Steps Leading CROs are already deploying AI and achieving enterprise value, like to build org-wide competency around account intelligence to unlock value selling at scale. These CROs are enabling their teams with deep knowledge about customers—their priorities, needs, and challenges, and how they uniquely solve them—to ensure relevance at every stage of the customer lifecycle to drive both business and customer success today. With ubiquitous access to this AI-enabled [tailored point of view (POV)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for each customer, GTM teams show up smarter than competitors, speak in the customer’s language, confidently lead with value, and attach to their top priority—to win. And customers win, too, with a consistent, world-class experience focused on their success in every interaction. Revenue leaders looking to kickstart their organization’s journey to the AI-first enterprise can [start a trial of Poggio](https://poggio.typeform.com/to/Lgn3OIBg?typeform-source=poggio.io) to arm their GTM teams with tailored POVs to show up smarter than competitors and win. --- # Debunking sales AI myths *By Greg Perotto | June 6, 2025* Revenue leaders are confronted with having to debunk common misconceptions that have created confusion and misunderstanding about AI among their peers and teams. These are the most common myths and their realities to equip CROs for these conversations. On top of all of the noise in the market about AI, revenue leaders are confronted with having to debunk common misconceptions that have created confusion and misunderstanding about artificial intelligence among their peers and teams. Below are some of the most common myths and their realities to equip revenue leaders for these conversations. This will be critical as revenues lead the charge to the AI-first enterprise, reimagining how their GTM teams operate, engage customers, and drive growth in the modern AI era. ### Myth: AI will replace sales professionals entirely The convergence of advanced machine learning, natural language processing, and predictive analytics has created unprecedented ways for GTM teams to operate with precision, personalization, and scale previously unimaginable. AI shines, in particular, with challenges that could not have been solved at human scale. This is the case when thinking about creating a tailored POV for every account, and the amount of time, complexity, and skill required to gather intelligence across thousands of sources, synthesize into something relevant to the customer, and then contextualize it to your GTM motion and value framework. Doing this for one account is hard. Doing it across an entire book of business where every account POV is always current and relevant 24/7 is only possible with AI. In this way, AI augments human capability rather than replacing it. Successful Sales AI enhances relationship building, strategic thinking, and complex problem-solving abilities that remain uniquely human. While portions of work will get replaced by AI (e.g. manual, time-intensive, routine, and repetitive tasks), this type of automation frees up GTM team time to focus on higher value work that drives customer success and business results. ### Myth: AI must solve everything or it’s not valuable There is no AI panacea, and it’s unlikely there will be one. Because AI doesn’t have all of the context that a human has, asking it to do everything is a failing mission. Instead, the most impactful AI technologies are ones that are purpose-built to improve particular Sales motions and processes. With this in mind, Sales AI should be deployed to solve specific priorities or challenges to deliver specific outcomes, with guardrails to ensure focus, drive results, and minimize risk. ### Myth: AI implementation requires extensive technical expertise The best Sales AI platforms are easy to use and require little if any training on behalf of users. They offer intuitive user interfaces and pre-built integrations that minimize technical complexity for both users and administrators. ### Myth: GTM teams have to be prompt engineers to get value from AI While this is often true of large generalist AI tools and legacy tools where AI has been added as an afterthought, AI that is purpose-built for GTM teams makes it easy for users to get quick and lasting value. Because these solutions are designed around how GTM teams work and what they need to be successful, they map into existing GTM motions, and both leverage and enhance existing frameworks and processes to make working with AI familiar to Sales users. ### Myth: AI produces biased or unreliable results Well-designed AI systems with proper governance frameworks generally produce more consistent and objective results than purely human-driven processes. Modern AI platforms include bias detection and mitigation features, while human oversight ensures appropriate validation and adjustment of AI-generated insights and recommendations. The reliability of AI tech is dependent on the data it is programmed to access and the methods of that access and verification. Best of breed AI solutions deliver unmatched recency, quality, and scope of data sources to deliver always-current, relevant, and comprehensive insights. ### Myth: AI doesn’t deliver enterprise value today While this is true for many of the large generalist AI tools, AI solutions that are purpose-built to solve the challenges of a clearly defined ICP are delivering value to enterprise customers today. Reviewing customer case studies, talking to existing users, and trialing AI technology in your own environment can reveal and prove out the value of the AI to your business prior to committing to a commercial partnership. ## Next Steps Leading CROs are already deploying AI and achieving enterprise value, like to build org-wide competency around account intelligence to unlock value selling at scale. These CROs are enabling their teams with deep knowledge about customers—their priorities, needs, and challenges, and how they uniquely solve them—to ensure relevance at every stage of the customer lifecycle to drive both business and customer success today. With ubiquitous access to this AI-enabled [tailored point of view (POV)](https://poggio.io/post/povs-critical-for-people-today-existential-for-agents-tomorrow) for each customer, GTM teams show up smarter than competitors, speak in the customer’s language, confidently lead with value, and attach to their top priority—to win. And customers win, too, with a consistent, world-class experience focused on their success in every interaction. Revenue leaders looking to kickstart their organization’s journey to the AI-first enterprise can [start a trial of Poggio](https://poggio.typeform.com/to/Lgn3OIBg?typeform-source=poggio.io) to arm their GTM teams with tailored POVs to show up smarter than competitors and win. --- # Why enterprise AI needs a cross-platform governance layer *By Connor Doyle | May 31, 2025* The agent ecosystem awaits its Kubernetes moment. Agentic workflows are coming, and they are inherently horizontal. They don't live neatly within the four walls of your CRM, ERP, or collaboration suite. An agent booking a complex sales trip might need to touch your CRM for context, your HR system for travel policy, your finance software for expensing, and a dozen external services for flights and hotels. None of these systems of record are a natural home for agent interoperability and governance. This presents a foundational problem. Right now, every major SaaS player is building impressive agentic capabilities: Salesforce with Agentforce, Microsoft with Copilot Studio, ServiceNow with their AI agents. These platforms are solving real problems and delivering genuine value. But as enterprises adopt multiple agent platforms simultaneously, a new challenge emerges: how do you maintain consistent governance, security, and observability across this diverse ecosystem? The outcome I'm primarily concerned about is enterprises struggling with fragmented oversight. Great agents that excel within their domains, but limited visibility and control at the enterprise level. Another thing I’m thinking about is ecosystem diffusion and what happens when the “enterprise people” show up. H/T Elad Gil for making this diagram back in January: Instead of leading with a specific solution, let's engage in a thought exercise. If we were to design the ideal enterprise solution for this new agentic reality from first principles, using a vendor-agnostic and customer-centric lens, what would it look like? From experience as a core contributor to Kubernetes on multi-vendor/multi-cloud resource allocation and isolation and seeing first hand how the Kubernetes ecosystem facilitated solving similar orchestration and industry collaboration challenges (more on that below,) I believe there are five critical questions we need to answer. ## A Thought Exercise: Enterprise Agent Architecture from "1st Principles" If an enterprise is going to deploy not ten, but hundreds or thousands of agents, we need to answer some critical questions that existing SaaS platforms simply aren't architected to handle. ### 1. How do we govern what is essentially a new class of non-human identity? Agents act on behalf of people, and their actions must ultimately be attributable to a person who is accountable for the result. This is a core value that I personally believe in, and one that I've seen echoed by execs in many large enterprises. This means agent identity needs to be governed as carefully as human identity. We need seamless integration and centralized, fine-grained authorization policies. And every action must be observable and auditable in real-time (subject to kill-switches.) Without this foundation, the enterprise is left unable to answer basic questions like *"which agent authorized that $50K purchase order?"* or *"why did our marketing agent suddenly start accessing HR data?"* ### 2. How do we control the financial blast radius? Governance isn't just about access; it's about cost. Agents consume resources—API calls, compute cycles, and third-party services that all have real-world price tags. How do we prevent a single autonomous agent from draining a team's quarterly budget overnight? We need the ability to set and enforce budget caps on agent activities. More importantly, how do we attribute these costs? For this to scale, finance departments will demand clear chargeback mechanisms, ensuring that the cost of an agent's operations flows back to the business unit that benefits from its work — marketing, sales, or R&D. ### 3. How do we prevent a (fragmented) configuration state explosion? Today's model is brittle: every client manually configured to talk to specific servers or tools. When a new capability comes online, how do clients discover it? When a tool is deprecated, how do you revoke access cleanly? 1:1 config relationships make centralized access governance impossible and creates a sprawling, unmanageable web of connections. And in a classic fortunately/unfortunately situation these connections quickly become load-bearing for enterprise operations. Requiring a full-time operations or even an internal development team just to wrangle agent deployments, agent health monitoring, and security patches isn't a scalable answer. It's a sure sign that the architecture has not yet been properly factored. ### 4. How do we build a multi-agent system that is secure by design? For business-critical AI deployments, we need to guarantee a minimum compliance bar that allows enterprises to responsibly manage risk, regardless of the underlying agent frameworks they choose to deploy. The current standard for deploying many agentic tools involves running scripts that feel uncomfortably like `curl | bash`. This is a non-starter in an enterprise environment. Furthermore, many agent protocols are still maturing. We need a way to enforce robust, modern security standards (think complex OAuth flows) as a service, even when underlying tools only support simple bearer tokens and innovation continues to progress at the interoperability layer. More fundamentally, we need seamless integration with existing Identity Providers like Okta or Microsoft Entra to extend identity-aware access policies to agent actions. Administrators should be able to apply the same conditional access rules, risk-based authentication, and fine-grained permissions to agents that they already use for human users. The governance system itself should appear as an enterprise application within the IdP to bootstrap administrative access. ### 5. How do we manage stateful, multi-step workflows? Simple request-response interactions are table stakes. True agentic workflows are stateful and complex. A task might be initiated by one agent, handed off to another, and require data from multiple tools over hours or days. This demands persistent, stateful orchestration that can manage tasks, capabilities, and collaboration patterns. These agentic workflows can become extremely complex with compounding loss buckets across multiple systems and decision points, making full observability absolutely critical. A2A's stateful tasks are a step in the right direction, but in an ideal deployment there would be zero dark requests to MCPs or agents. This comprehensive visibility is required to assess what's working and what's not, what investments are panning out, and what opportunities exist for operational improvements across the business. These five challenges circumscribe the need for a unified governance layer that doesn't exist today. ## A Hypothetical Solution: The Agent Service Bus (ASB) Now, let's imagine a system that could elegantly meet this challenge. I like TLAs (Three Letter Acronyms) just as much as anyone else working in enterprise AI today so let's call it the Agent Service Bus, or ASB for short. **What it isn't:** the system I'm imagining isn't another agent. It not an alternative to A2A for agent interoperability (however the Jury is still out on whether A2A is “it”.) It's not an alternative to MCP for Agent::Resource interactions. **What it is:** ASB is the missing infrastructure governance layer that sits in between these. It's an open-source implementation of the A2A API server and persistent state, and it's a secure reverse MCP proxy and identity gateway that handles authentication, authorization, and secure communication for all agent traffic. It should implement good distributed systems patterns like circuit breakers, particularly for MCP server traffic. MCPs tend to be backed by APIs or internal resources that depend on specific config. APIs fail a lot. Misconfiguration is extremely common, in general. With a system that's changing frequently and comprised of hundreds to thousands of actors, the expected MTBF implies a need to operate in a partially degraded state basically all the time. I think this system should externalize unified logging, traces, and metrics using open standards like OpenTelemetry and Prometheus, giving operators the observability, auditing, and reporting they need using the tools they already have in place. This system should also be a central hub for financial governance, where policies for agent budget caps and chargebacks could be defined and enforced. Most of these capabilities could be designed as "batteries-included but swappable" interfaces, creating opportunities for vendors to innovate and differentiate without creating chaos and paralysis for the teams deploying and operating the agent infrastructure. Since I'm imagining the system I want to use, it's open source and it could be self-hosted or purchased from a cloud vendor as a fully managed solution. This is a two-way decision, since either deployment model conforms to a standard behavioral and API specification. To me, the beauty of this modularity is that agents can peer with enterprise resources at any of the protocol layers, with significant benefits over the alternative at each layer. **Layer 1:** Inference via an OpenAI API compatible proxy (similar to Salesforce's Models API) **Layer 2:** Consume enterprise-managed MCP servers in a compliant and fully observable manner. I’d expect to see policy proliferate to lock down MCP access and centralize traffic through a trusted layer. It’s a good idea and making implementation easier will help guide more organizations to adopt this pattern. **Layer 3:** Interact with other enterprise agents via A2A **Layer 4:** Integrate directly with ASB, useful for governance agents that need access to metadata about resource consumption, usage patterns, outcomes, and global optimization across the enterprise agent population. Enterprises get complete visibility and control over their production AI deployments. Complex authentication is handled centrally. Administrators can use familiar tools to manage access and financial policies. And you can mine the interaction patterns across the business for powerful insights about where to invest next. ## A Kubernetes Analogy Why should a system like this be an open-source project with broad industry participation? For the same reason Kubernetes became the standard for container orchestration. Before Kubernetes and the CNCF, every cloud provider had excellent but incompatible ways of managing compute resources. The breakthrough wasn't replacing these systems. It was creating a common governance layer that allowed enterprises to operate consistently across multiple platforms. Kubernetes created a shared foundation that made it easier for both vendors and customers to innovate. It was subsequently embraced and enhanced by every major vendor, creating tremendous value for the entire ecosystem. Another key benefit of the containerization wave also applies here. Containerization finally created a clean API and deployment abstraction that enabled platform teams and application development teams to move at their own pace, through self-serve lightweight platforms-as-a-service built on top of open source orchestrators. Right now there's a real problem in enterprise, where lines of business are ready to go ahead with deeper investments into the agents that deliver real ROI today, and centralized AI committees are left fielding requests from each business unit, put in the unenviable position of trying to set standards, stay compliant, allow innovation, uphold fiduciary responsibility, manage risk, prioritize the value of potential benefits, and deduplicate similar use cases across the business. Oh… and also understand the unique benefits of thousands of new vendors, and compare those against the capabilities and roadmap of their existing vendors. Mind you, this is often nobody's *only* job! We are at a similar inflection point with agentic AI. Companies like Salesforce, Microsoft, and ServiceNow are building powerful agent platforms that solve real problems. Those solutions are co-deployed with agents and AI-enabled applications from other vendors, low-code agents built on Zapier or Replit, and custom agents built in-house. What's missing is the shared governance layer that allows enterprises to operate these platforms together seamlessly. "A CNCF for agents" would enable the major platform vendors to focus on what they do best while providing enterprises with the unified oversight they need. It's a lot of work to coordinate agendas, ideas, and technical contributions from organizations that are partially-aligned at best, and sometimes in direct competition with each other. But this isn't about replacing existing agent platforms; it's about making them work better together, so that the pie gets larger faster. That’s great for vendors and consumers alike, and allows larger organizations to maintain a high pace of business transformation without abandoning their commitments to shareholders to do so in a principled and responsible way. --- # POVs: Critical for people today, existential for agents tomorrow *By Matt Slotnick | May 15, 2025* Preparing for an agent-driven future. The road to success in sales is paved with a Point of View (POV). It’s the reason that every sales framework begins with the creation of a POV that informs every step of the process, and is refined throughout. In an ideal world, the POV is used by everyone that touches an account to drive home a single unified message of value to the customer: a message that is powerful, consistent, and tailored to their unique situation. A message that shows them a path to a future worth investing in with both their time and money. From marketing to sales to post sales, the POV orchestrates the intricate symphony of a sales cycle from first touch to expansion. And in the age of AI, your POV becomes the critical piece of infrastructure that orchestrates the hundreds or thousands of agents working on your organization’s behalf. Without a unified POV, your people show up disjointed, and your offerings sound like commodities. Without a unified POV, your agents will only serve to magnify that challenge. In today’s world, POVs rarely exist in the form they should: because they’re challenging to create once, difficult to create at scale, and impossible to keep updated. The world moves fast, and the moment your POV is built, it’s likely out of date. To build and create deeply researched POVs for all of your accounts would take a seller more time than there is in a year. Solving POVs at scale for your people creates instant competitive advantage. Solving it for the AI era is existential to survival. This is why we built Poggio: the AI-powered Account Intelligence platform that arms GTM teams—people + AI agents—with always-current, always-relevant exec-level POVs so that you show up smarter than competitors & win. Drawing from thousands of sources, Poggio synthesizes data into intelligence, delivering a concise view of every customer, their priorities, and how you uniquely solve them. Poggio applies your frameworks and messaging to enable your entire team to speak in the customer’s language, lead with value, and attach to their top priority—so they buy your solution now. Infinitely extensible, Poggio’s intelligence and POVs flow wherever needed throughout the organization—to your people + agents working in sales, marketing, or post-sales, and to the systems where they’re needed: from Salesforce to your warehouse to your Agent Platform. Poggio POVs bring revenue into the intelligence age, aligning your people + agents to drive customer success and grow your business together. --- # Why I joined Poggio *By Greg Perotto | May 6, 2025* The B2B fit trifecta: product, market, passion. > *It's the perfect storm in this moment: nobody has this today, everybody needs it, and the shift to Al is both the enabling tech and the catalyst that amplifies the urgency for enterprises.* Whenever you start a new venture, everyone asks about it. What do they do? Why did you join? What are you doing? As I’ve answered these questions since joining [Poggio](https://www.poggio.io/) (“poe-jee-oh”), I’ve come to the realization that this is the first time in my career that I’ve felt such clear alignment of product, market, and personal fit. That’s not to say that the companies on my resume didn’t have exceptional product/market fit: DocuSign, TripActions (now Navan), and New Relic all come to mind in terms of the value of their solutions and how well each solves customer needs. That’s also not to say that I wasn’t passionate about all of the brands where I’ve worked, our customers, and their success. In fact, I rarely get involved in something I’m not deeply passionate about. (You should have seen the amount of magenta in my closet when I was a brand leader at T-Mobile.) But *Poggio is different*. I’ve spent half my marketing career working to understand customers—their priorities, needs, and challenges—and how we as an organization uniquely solve them. I’ve spent the other half bringing the resulting value propositions to life to create and disrupt categories, build brands, and drive growth. Throughout my career, I’ve strived to build world-class GTM organizations and achieve sales and marketing excellence in partnership with my peers by creating cultures focused on customer success with: - An inspiring vision and shared goals, - Strong collaboration and communication, - Well defined and scalable operations and processes, - Data-driven decision making, and - A commitment to enablement and continuous improvement. These, I believe, are the ingredients for the right environment to build, coach, and nurture a highly skilled GTM team with sellers who show up smarter than competitors, delight customers, and win. You know, the ones who consistently achieve President’s Club by earning customer trust, demonstrating a deep understanding of their customer’s business, ensuring relevance by speaking in the customer’s language, and attaching the sale to the customer’s biggest priority so customers *buy*, buy *their*solution, and buy it *now*? But ask any revenue leader and they’ll tell you this is far easier said than done—especially at scale. ## The Market Opportunity From my years of partnering with sales leaders and collaborating to enable our joint GTM teams for success, we always faced a shared challenge of unlocking value selling across the organization. Doing so in a way that aligned the enterprise—in particular Sales, CS, Support, and Marketing—so that the entire team consistently delivered a world-class customer experience, from first call to onboarding, QBR, renewal, and expansion. But the size and scale of enterprise business always made it a challenge. Rep coverage ranges from a few strategic accounts to hundreds of opportunities. Researching one can take days. Finding all relevant data across thousands of sources is *hard*. Turning that research into a winning point of view steeped in how you uniquely solve customer challenges is *really hard*. And doing this across an entire book of business is near *impossible*. That’s why account plans typically get done once a year during Sales Kick Off and quickly grow stale with reps relying on gut feel. And in the handoff from pre- to post-sale, or when territories or team members change, account intelligence gets lost. > *Now imagine this in the world that's fast approaching with thousands or tens of thousands of Al agents operating in partnership, in parallel, and increasingly independently of your human talent, each with their own POV on your customer.* The negative consequences are felt across the funnel and amplified at scale. Without an exec-level point of view (POV), GTM teams fail to break through the noise to secure meetings. Deals stall and pipeline dries up because sellers all sound the same and their solutions become commodities competing on price. Now imagine this in the world that’s fast approaching with thousands or tens of thousands of AI agents operating in partnership, in parallel, and increasingly independently of your human talent, *each with their own POV on your customer*. YIKES! Wouldn’t you rather your entire team—people + AI agents—show up as strategic partners and advisors to your customers, than as vendors? Of course, we all would. ## Spoiler Alert: Here’s the Product/Market Fit Bit Poggio solves this challenge for enterprise revenue leaders, making value selling an org-wide core competency by arming GTM teams with comprehensive account intelligence that delivers winning, exec-level POVs so they can best sell, support, and serve customers. > *Solving this for your human talent creates instant competitive advantage while solving this for the coming influx of Al agents not only extends competitive advantage, it's existential to survival.* It’s the perfect storm in this moment: nobody has this today, everybody needs it, and the shift to AI is both the enabling tech and the catalyst that amplifies the urgency. Solving this for your human talent creates instant competitive advantage while solving this for the coming influx of AI agents not only extends competitive advantage, it’s existential to survival. Poggio’s AI agents discover, synthesize and contextualize everything to know about an account from thousands of first and third party sources, doing the deep research so sellers can spend more time with customers. Poggio scours 10-Ks, 10-Qs, industry and company news, earnings transcripts, investor decks, news, podcasts, competitive data, LinkedIn, Gong, Salesforce, and more to deliver the most complete view of every customer. Poggio is easily configurable and optimized for an org’s unique GTM motion. It integrates enablement content—value frameworks like CoM and MEDDPICC, positioning & messaging, case studies, battlecards, and more—to deliver winning POVs, compelling narratives, powerful business cases, and actionable account plans on how you are best positioned to sell and support each customer. Poggio is infinitely extensible with its intel and POVs flowing anywhere directed—to your people in Sales, CS, Support, and Marketing; to Salesforce and your data warehouse; and to AI agents deployed across your business—to serve as *the* single source of truth with an always-current, always relevant view of every account. If you think about the sheer scale of aligning and enabling thousands of enterprise GTM team members serving even more customers, and the hours required to do the research on each, it’s no wonder it took so long to solve. It goes beyond human scale as a problem only solvable in the last few years with GenAI. So you can see why, with strong product/market fit solving a challenge I’ve faced throughout my career that’s only recently been truly solvable, I’m thrilled to be here now. Comments from Poggio customers—revenue leaders, heads of rev ops and enablement, and sellers alike—all share the same sentiment: “Poggio is more than just a sales accelerator; it’s a value prop enabler for every account.” “Poggio is a game changer.” “The easy button.” “Where POV creation starts.” “I am shocked at how much high value intel Poggio puts at my fingertips.” and “Where I see the biggest value of Poggio is the end of the deal by helping us attach to the client’s biggest pain, get prioritization of spend, and increase our deal size.” These wow and a-ha moments are exactly how I felt when I had my first demo of Poggio. I’m amazed and inspired by our Product Development & Engineering team and our GTM team, their passion, dedication, and intelligence in how they approach solving customer needs to enable their success is mind blowing. ‍ ## And speaking of passion… When I began my search for my next career opportunity, I was looking for some very specific and often rare attributes, particularly when combined together. I wanted to work with founders who had an inspiring vision and mission focused on customer success that I could passionately rally behind (check), a market opportunity—ideally in AI—that posed significant growth opportunities (check) and a leadership team with deep expertise, passion, and a unique blend of high IQ and high EQ that only comes from experience, continuous learning, and humble personalities (check, check, and check). I also deliberately sought out an environment that encouraged team members to bring their best, authentic selves to work every day. A place where passion for customer success translates to a willingness to roll up one’s sleeves to dive in as leaders and contributors to do something meaningful and important together. And lastly, I sought out an earlier stage company where I could have impact and influence over all of these things, and in Poggio’s case, on our journey of helping enterprise leaders bring their customer data and revenue into the intelligence age to achieve GTM, sales, and business transformation. The product/market/passion fit is almost as clear as the path forward to create, build, and lead the Account Intelligence category. As the cyclists facing the last hill climb in the Milano-Sanremo road race, and the company’s namesake, Poggio, might say, *“Andiamo!”* (Let’s go!) --- # General tools, general results *By Team Poggio | April 26, 2025* Why a ChatGPT subscription isn’t a sales transformation strategy. AI tools like ChatGPT and Gemini are force multipliers for individual productivity when put in the right hands. But despite the promise of large language models, they’re falling short of delivering transformation-scale outcomes for large and matrixed enterprise revenue teams. Fundamentally, enterprise software succeeds when it drives systemic behavior change. Salesforce is a $250B company because its products are purpose-built to help executives drive org-wide GTM transformation and deliver real enterprise value. Large language models (LLMs) alone, while useful products, won’t deliver transformation for the scaled revenue teams that need it most. Here’s why: ## LLMs weren’t designed for sales LLM tools are general-purpose products, built for anyone and everyone. Students writing book reports, couples planning a vacation, financial analysts running due diligence–everyone needs to find *something* useful for a product like ChatGPT to succeed. Despite training on massive datasets, LLMs aren’t built around the specific context, methodologies, and domain expertise of revenue leaders. They don’t understand your specific GTM motions, sales playbooks, competitive landscapes, or buyer personas. They lack the industry-specific knowledge and know-how that differentiates your top performers from average sellers. Sales success requires a deep understanding of customer challenges, along with how you uniquely solve them, all distilled into precision messaging aligned with specific buying processes. General LLMs can help craft emails or summarize calls, but they can't replicate the strategic frameworks developed by sales leadership or encode your company's unique value propositions to give your sellers an edge in the market. ## Scale matters Driving transformational change in the largest organizations is fundamentally about process, not just individual productivity. Without imposing process around AI tooling, you're left with inconsistent execution across sellers and fragmented knowledge across the organization. The core challenge is structural. General-purpose LLMs lack the connective tissue that enterprise transformation requires: - **No standardized workflows**: Each seller creates their own prompts, develops their own methodologies, and establishes their own best practices. This creates massive variance in output quality and approach across teams, leading to an inconsistent customer experience and sales results. - **Absent governance**: There's no central oversight of how AI tools are being used, what information is being shared with them, or whether outputs align with company value frameworks, positioning, and messaging. - **Isolated impact**: There's no mechanism to capture, validate, and distribute insights across the organization. Reps can wring useful information out of ChatGPT, but you can’t scale the impact of those insights when they sit in a single person’s browser window. Even more so, when territories change or there’s turnover, account intelligence gets lost in the shuffle. True enterprise transformation requires AI explicitly designed for collaborative selling environments—solutions purpose-built to standardize processes, capture institutional knowledge, and distribute intelligence org-wide. ## Models aren’t real-time LLMs alone are detached from current reality. Yes, ChatGPT and other tools can search the web. But LLMs with web search look more like content regurgitation than valuable enterprise software. Value for revenue orgs won’t come from finding the most search-optimized webpage, it comes from building a complete picture of the customer across all available data points. Think of all the changes that happen in a market or company within a week, let alone a year–new products, acquisitions, leadership changes, macroeconomic changes. How do they all connect, and how should that inform an account team’s approach to the opportunity? Understanding those critical events is the basis for an intelligent point of view on your customer’s business. Without that comprehensive view, account teams sound the same as everyone else using ChatGPT. ## Winning POVs for enterprise sales, delivered at scale We talk to a **lot** of revenue leaders, and AI is front of mind for nearly all of them. The current landscape offers more questions than answers, but forward-thinking companies like [Dialpad](https://poggio.io/post/dialpad-success-story) are choosing Poggio as the cornerstone of their AI strategy. They’re arming account teams with winning points of view to close bigger deals faster and are achieving real enterprise value today. Here’s why: - **Built for sales:** Poggio is built exclusively for revenue teams. Poggio is configurable to match your specific GTM motion, with account intelligence focused on bringing an executive-level POV to every conversation. - **Delivered at scale:** A single, exec-level point of view is a nice to have. High-quality POVs across your entire account universe, available for everyone that touches the account to access and collaborate from? That’s transformational. - **Always current:** Poggio’s AI agents are constantly scanning thousands of data sources for relevant, exec-level insights. This intel automatically updates each account POV, arming account teams with 24/7 intelligence available on demand so they stand out as a strategic partner in every conversation. Visit [poggio.io](http://poggio.io/product) to learn more. --- # How Dialpad achieved 70% more revenue with 20% less pipeline *By Greg Perotto | April 3, 2025* Poggio delivers the account intelligence Dialpad’s enterprise sellers need to understand each customer and confidently sell on value. Dialpad is on a tear. The AI-powered customer communications platform just raced past $300M in annual recurring revenue and has set its sights on a monumental goal: $1 billion in ARR. Dan Floyd and his team are at the tip of the spear. As VP of Strategic Accounts, Floyd is responsible for building Dialpad’s business with the company’s largest customers. Dialpad’s enterprise segment grew 70% this year with 20% less pipeline, setting the bar for the revenue org, and in particular how they use the Poggio Account Intelligence Platform to deeply understand their customers and tailor their conversations to what matters most in each customer’s business. “It all starts with customer empathy. Putting ourselves in our customers’ shoes and truly understanding their priorities and challenges,” said Floyd. “Poggio arms us with the intelligence to show up smarter than the competition by helping us create an elevated POV of our customer’s business and how Dialpad can uniquely help them achieve their goals.” > “Our early to mid-stage conversion rates increased dramatically this year. Using Poggio’s intelligence, we can create an elevated point of view that ties our champion’s work to the overall broader strategy that their CEO cares about.” **- Dan Floyd, VP of Strategic Accounts** ### Differentiating by selling value According to Floyd, Dialpad’s enterprise sales team has to do three things really well to be successful: 1. Identify the right accounts to pursue, 2. Execute with absolute precision with those target accounts, and 3. Deliver elite service at every step of the way. To start, Poggio helps Floyd and his team ensure their target customers have priorities and opportunities that Dialpad can best serve. Floyd notes how Dialpad sellers stand out compared to other players in the market: “So many legacy providers are stuck in this feature, function mindset. They think ‘If I check off more boxes, I can win the business.’ But they’re not adding any real value.” Poggio provides the Dialpad team with deep account intelligence, discovering, synthesizing, and contextualizing data from thousands of sources to deliver a concise view of everything they need to know about the customer—their priorities, challenges, and value drivers—to showcase how Dialpad truly adds value. “Account planning with Poggio is incredible. My team is doing an 8-hour task in 30 seconds and getting more intel than we’ve ever had,” says Floyd. Poggio’s AI Agents then apply Dialpad’s unique differentiation, positioning, messaging, case studies, battle cards, and more to deliver compelling narratives, informed POVs, and actionable account plans for Dialpad enterprise sellers to use—and win—with their customers. “Our early to mid-stage conversion rates increased dramatically this year,” notes Floyd. “Using Poggio’s intelligence, we can create an elevated point of view that ties our champion’s work to the overall broader strategy that their CEO cares about.” > “Poggio is purpose-built for account planning and scales so we have deep intelligence for every account across our entire enterprise.”**- Sarah Ichord, Senior Go-to-Market Tool Manager** ‍ ### The path to $1 billion starts with customer empathy When Dialpad evaluated Poggio, they found an AI solution that stood apart from the general-purpose tools available on the market. “Our sellers pick Poggio over alternatives every time because Poggio is purpose-built for account planning and scales so we have deep intelligence for every account across our entire enterprise,” says Sarah Ichord, Senior Go-to-Market Tool Manager. But it wasn’t just product innovation that helped Dialpad focus in on Poggio. "Our CEO always talks about customer empathy, so I’ll start with your empathy for us," says Floyd, reflecting on why Dialpad chose Poggio as their account intelligence platform. "You took time to understand our business. The biggest differentiator was the connection between the AI intelligence for the account and how it connected back to Dialpad's value. You showed the value your platform delivered in how you approached us and how well you understood our business." With Poggio delivering account intelligence at enterprise scale, Dialpad's enterprise sales team shows up prepared with an elevated point of view that resonates with executive-level decision-makers. "Poggio positions our sellers to show a deep understanding of our customers, their needs, priorities, and pain, paired with our unique differentiation," says Floyd. "That's how we drive hyper-relevance and engagement in every customer conversation and how we unlock value selling at scale to accelerate our revenue growth on the path to $1 billion." > “Poggio positions our sellers to show a deep understanding of our customers, their needs, priorities, and pain, paired with our unique differentiation. That's how we drive hyper-relevance and engagement in every customer conversation and how we unlock value selling at scale to accelerate our revenue growth on the path to $1 billion.” **- Dan Floyd, VP of Strategic Accounts** ## Next steps Revenue leaders looking to kickstart their organization’s journey to the AI-first enterprise can [start a trial of Poggio](https://poggio.typeform.com/to/Lgn3OIBg?typeform-source=poggio.io) to arm their GTM teams with tailored POVs to show up smarter than competitors and win. --- # Poggio named a High Performer in G2 Grid® for AI Sales Assistant Software *By Team Poggio | March 25, 2025* Poggio receives high marks for ease of use, ease of set up, quality of support, and product direction, reinforcing Poggio’s leadership in AI-powered Account Intelligence for Sales. **SAN FRANCISCO**—**March 25, 2025—**[Poggio](https://www.poggio.io/) (“poe-gee-oh”), the pioneer and leader in AI-powered account intelligence, announced that its platform which delivers winning points of view (POVs) for enterprise sales was named a High Performer in both the Spring 2025 G2 [Grid® for AI Sales Assistant](https://www.g2.com/categories/ai-sales-assistant) and Americas Regional Grid® for AI Sales Assistant software. The awards mark the debut of Poggio on G2, the world’s largest and most trusted software marketplace.  “Today’s recognition of Poggio as a high performer by G2 users is a testament to the value enterprise revenue leaders and their teams are achieving with Poggio’s AI-powered account intelligence platform,” noted Matt Slotnick, co-founder & CEO at Poggio. “We are both proud and humbled by the privilege of getting to work with some of the world’s largest and most highly regarded brands, delivering winning POVs to help their GTM teams close bigger deals faster.” “Poggio AI has been a game changer for me as an account executive,” wrote Hunter G., enterprise AE. “[Poggio] helps me prioritize high-value accounts, spot patterns in customer behavior, and make smarter, data-backed decisions–without spending hours digging through reports. Since using Poggio AI, I’ve been able to focus more on high-impact conversations instead of admin tasks.” According to G2 users, Poggio is “one of the most useful and intuitive AI sales products out there” and “the most user-friendly and versatile sales workspaces” that “delivers thorough account research in 60 seconds.” Poggio earned high marks across a variety of G2 categories, including: - **Ease of use:** 9.6 out of 10 - **Ease of set up:** 9.9 out of 10 - **Quality of support:** 9.9 out of 10 - **Product direction:** 10 out of 10 - **Meets requirements:** 9.6 out of 10 Designed for enterprise sales, Poggio delivers winning POVs for sales. Through comprehensive, AI-powered account intelligence, Poggio arms sellers with the deep insights they need to engage in compelling exec-level conversations to close bigger deals, faster. “Poggio is literally a life saver,” commented Ivette J., a new logo account executive at an enterprise organization. “[Poggio] literally saves me a TON of hours of research. I don’t know what I would do without it. I always come across being extremely prepared and knowledgeable thanks to Poggio.” Poggio’s AI agents discover, synthesize, and contextualize data from thousands of public and proprietary sources—including 10-Ks, 10-Qs, earnings call transcripts, exec quotes in media, data from LinkedIn, Salesforce, and more to deliver a concise view of everything to know about a customer and how you are best positioned to sell into it. Poggio applies a company’s unique selling motion, messaging, customer proof, and more to deliver exec-level POVs that position sellers to speak in the customer’s language, confidently lead with value, and attach to the customer’s biggest priority—so their customers *buy*, buy *their solution*, and buy it *now*. Enterprise grade and delivered at scale, Poggio is trusted by large global revenue teams. Poggio’s platform is easily configurable to map to an organization’s unique GTM motion and value framework with uncompromising security, privacy, and compliance that meet the most rigorous enterprise requirements. “While we are thrilled by today’s news, the real winners are our customers who are building winning points of view with Poggio to show up smarter than their competitors, confidently lead with value, and win,” commented Connor Doyle, co-founder and CTO at Poggio. “We couldn’t be more proud to support our customers in their journeys to making account intelligence an org-wide core competency that unlocks value selling at scale and accelerates their growth.” According to G2, Artificial Intelligence (AI) has become one of the defining technologies of the twenty-first century and AI sales assistants are a prime example of this groundbreaking trend at work. A virtual sales assistant, such as those featured in this category, uses machine learning and natural language processing, along with other intelligent programming, to optimize the daily routines of sales reps. Key benefits of AI Sales Assistant software include: - Identify hot leads and assist with closing deals - Drive higher conversion through timely follow-ups and intelligent seller recommendations - Increase customer engagement and loyalty - Increase productivity and efficiency throughout the sales cycle For more information on G2, visit [G2.com](https://www.g2.com/). For more information on the Poggio Account Intelligence platform and to bring your revenue into the intelligence age, visit [poggio.io](https://www.poggio.io/). **Contact** Greg Perotto[‍](mailto:media@poggiolabs.com) [media@poggiolabs.com](mailto:media@poggiolabs.com) **About G2** G2 is the world's largest and most trusted software marketplace. More than 100 million people annually— including employees at all Fortune 500 companies—use G2 to make smarter software decisions based on authentic peer reviews. Thousands of software and services companies of all sizes partner with G2 to build their reputation and grow their business—including Salesforce, HubSpot, Zoom, and Adobe. To learn more about where you go for software, visit [G2.com](http://www.g2.com/)and follow G2 on [LinkedIn](https://www.linkedin.com/company/g2dotcom/). **About Poggio** Designed for enterprise sales, Poggio is the pioneer and leader in AI-powered Account Intelligence. Poggio delivers deep account intelligence, arming revenue teams with winning POVs so their sellers show up smarter than competitors, confidently lead with value, and win. Backed by Accel Partners and Spark Capital, Poggio makes Account Intelligence an organization-wide competency, helping revenue leaders unlock value selling at scale and accelerate growth. Bring revenue into the intelligence age at [poggio.io](http://poggio.io/). --- # More admin control with fine-grained user roles *By Team Poggio | July 31, 2024* New access tooling for RevOps teams and Poggio admins. Access control matters, especially in the enterprise. That's why Poggio now supports three distinct user roles, giving you fine-grained control over access to your Poggio workspace. - **Admin** roles have full access to the workspace. They can add and remove users, edit the workspace, change user roles and more. - **Member** roles have standard Poggio access. They can edit the workspace and access other core features, but are restricted from admin-level tasks like making access changes. - **Viewer** roles are ideal for sharing visibility into your Poggio workspace. Viewers can see content but can't edit the workspace itself. With three distinct roles to choose from, RevOps teams and other Poggio admins can keep full control over their Poggio workspace. ### SSO support and SCIM user provisioning Poggio also supports several enterprise-specific features as part of the [Poggio Enterprise Model](https://docs.poggio.io/concepts/the-poggio-enterprise-model). This model includes features like SSO enforcement, enterprise-wide admin controls and more. Additionally, enterprises can integrate Poggio with an IdP through our SCIM user provisioning capability. --- # Introducing Poggio Digest *By Team Poggio | July 24, 2024* Real-time account intelligence at your fingertips. We’re excited to announce **Poggio Digest**, your new homepage for real-time account intelligence. Digest provides real-time account updates so you can connect with the right buyers with the right message at the right time. Team changes, major news, data breaches, and more - it’s all updated automatically and tailored specifically to your target buyers and value prop. Everything in Digest is designed to help you connect with buyers - using any piece of news as context, Poggio can help you write a compelling email or learn more by going directly to the source. Poggio tracks breaking news from across the web, so you'll be the first one to hear about changes in strategy, company initiatives and other current events. Poggio also indexes financial news like earnings calls and SEC filings, to help you position against executive priorities. Digest is availabe in-app and will land directly in your inbox with a weekly summary of updates at your target accounts, making sure you never miss an opportunity to stay top of mind with a prospect. Check out the video below for a look at how Digest works - we’re rolling it out to Poggio users over the next few weeks and would love to hear your feedback, just email us at [hello@poggiolabs.com](mailto:hello@poggiolabs.com) . [Video](https://youtu.be/uQsFKdYX7Vw)