Sales Enablement AI: 30‑day call summaries & follow‑ups

yaml
policy_id: se-trust-layer-v1.3
owners:
  revops: "maria.santos@company.com"
  sales_ops: "dan.nguyen@company.com"
  security: "ciso@company.com"
regions:
  - name: us-east-1
    residency: usa
  - name: eu-west-1
    residency: eu
llm:
  providers:
    - name: azure_openai
      model: gpt-4o-mini
      endpoint: https://aoai.contoso.net
      network: private_link
  default_temperature: 0.2
  max_tokens: 1200
rbac:
  roles:
    - role: AE
      permissions: [view_summary, approve_email, edit_prompt]
    - role: SDR
      permissions: [view_summary, edit_prompt]
    - role: Manager
      permissions: [view_summary, override_threshold, approve_email]
    - role: LegalReviewer
      permissions: [view_summary, view_logs]
follow_up:
  slos:
    smb: { target_minutes: 30, breach_alert_minutes: 60 }
    mm:  { target_minutes: 60, breach_alert_minutes: 120 }
    ent: { target_minutes: 120, breach_alert_minutes: 240 }
  confidence_thresholds:
    smb_auto_send: 0.90
    mm_auto_send: 0.85
    ent_auto_send: null   # ENT requires human approval
  approval_steps:
    ent:
      - role: AE
      - role: Manager
  sequence_mapping:
    webinar_followup: outreach/seq_4872
    discovery_recap: outreach/seq_2291
    champion_enablement: outreach/seq_5529
summary:
  templates:
    discovery: sales/discovery_v2.md
    demo: sales/demo_v1.md
  push_to_salesforce:
    objects: [Task, Event]
    fields:
      next_step: "Call > Next Step"
      meddicc_problem: "Opportunity__c.MEDICC_Problem__c"
      risk_flags: "Opportunity__c.Risk_Flags__c"
observability:
  store:
    warehouse: snowflake
    database: REVOPS_AI
    schema: TELEMETRY
  metrics:
    - name: summary_coverage_pct
      threshold: 0.95
    - name: avg_time_to_summary_min
      threshold: 30
    - name: auto_send_rate_smb
      threshold: 0.70
    - name: email_reply_rate_delta
      threshold: 0.05
  alerts:
    channel: slack://#revops-ai
    owners: ["maria.santos@company.com", "dan.nguyen@company.com"]
privacy_security:
  pii_redaction: [email, phone, address]
  prompt_logging: enabled
  retention_days: 365
  dpia_id: DPIA-2025-014
connectors:
  gong: enabled
  zoom: enabled
  teams: disabled
  outreach: enabled
  salesloft: disabled
  salesforce: enabled
change_control:
  rollout_waves:
    - name: ENT_US
      reps: 40
      start: 2025-01-10
    - name: MM_EMEA
      reps: 35
      start: 2025-01-24
  approval_ticket_system: jira/AI-ENBL-BOARD
  rollback:
    disable_auto_send_on_breach: true
    preserve_drafts: true

{
  "title": "Sales Enablement AI: 30‑day call summaries & follow‑ups",
  "published_date": "2025-12-06",
  "author": {
    "name": "Lisa Patel",
    "role": "Industry Solutions Lead",
    "entity": "DeepSpeed AI"
  },
  "core_concept": "Industry Transformations and Case Studies",
  "key_takeaways": [
    "Pipeline discipline rises when every call is summarized and follow-ups are drafted within minutes.",
    "RevOps can return ~40% of AE admin time while lifting mid-funnel conversion by 3–5 points.",
    "A governed trust layer—RBAC, prompt logging, data residency—unlocks legal approval and safe scale.",
    "The 30-day audit → pilot → scale motion de-risks rollout and proves ROI with telemetry."
  ],
  "faq": [
    {
      "question": "Will this force reps into a new tool?",
      "answer": "No. Reps stay in Salesforce and Outreach. Summaries appear as Tasks/Events; follow-ups land as Outreach drafts. Managers get a Slack daily brief with coverage and risks."
    },
    {
      "question": "How do we prevent off-brand emails?",
      "answer": "Templates, tone controls, and confidence thresholds are enforced by the trust layer. Enterprise accounts remain approve-to-send with manager override."
    },
    {
      "question": "What does the pilot measure?",
      "answer": "Coverage %, time-to-summary, follow-up latency, email reply rate delta, and Stage 2→3 conversion changes. All telemetry flows to Snowflake for weekly review."
    },
    {
      "question": "Where does the data live and who can see it?",
      "answer": "Data stays in your region (AWS/Azure/GCP). RBAC limits access by role, and every prompt/output is logged. We never train models on your data."
    }
  ],
  "business_impact_evidence": {
    "organization_profile": "Series D SaaS platform, 220 GTM employees across NA/EMEA using Salesforce, Gong, Zoom, Outreach, and Snowflake.",
    "before_state": "Inconsistent call notes; follow-ups delayed 12–24 hours; managers lacked coaching signal; Marketing escalated poor post-event follow-through.",
    "after_state": "96% of calls summarized in <20 minutes; follow-up latency 1.7 hours; Outreach drafts aligned to segment playbooks; Salesforce next steps always populated.",
    "metrics": [
      "40% of AE admin time returned to selling (time study across 38 reps)",
      "5-point Stage 2→3 conversion lift in enterprise segment",
      "Cycle time decreased by 2.3 days for MM deals",
      "Email reply rate +9% on webinar follow-ups"
    ],
    "governance": "Security and Legal approved due to RBAC, prompt logging with retention, PII redaction, regional data residency in AWS VPC, and a human-in-the-loop gate for enterprise auto-sends; no client data used for model training."
  },
  "summary": "RevOps: ship governed call summaries and auto-follow-ups in 30 days—return hours and lift conversion with Salesforce, Gong, and Outreach integrations."
}