Situation
The executive office overseeing commercial sales at a $300B+ hyperscaler held regular business performance reviews to surface critical issues blocking sales and bring them to corporate leaders for action.
But the process wasn’t keeping pace. Across a 35,000-person global sales organization, hundreds of issues had piled up, some sitting for months without updates. There was no consistent way to prioritize urgent sales blockers, assign ownership, or escalate issues requiring senior leadership intervention.
Follow-up was also highly manual, relying on emails to chase updates. As a result, critical issues could remain unresolved while deals were on the line – and leadership lacked a clear view of what was stuck and where to intervene.
Action
Keenan Reid built an agentic action-tracking system that created an AI-powered fast track from the field to commercial leadership – helping the organization surface, escalate, and resolve critical sales blockers faster.
As part of this work, we:
- Created a single system to capture, prioritize, assign, and track sales blockers through resolution.
- Established clear owners, timelines, and escalation rules for when leadership needed to step in.
- Introduced AI agents to triage issues, identify duplicates, monitor open actions, and automate follow-up.
- Used AI to identify patterns across hundreds of global business reviews, surfacing recurring issues getting in the way of sales.
- Automated leadership reporting to show what was resolved, what was stuck, and where intervention was needed.
Results
The backlog of hundreds of sales blockers was cut in half, while the rate of updates from action owners doubled.
Critical issues now had clear owners and expected close dates, helping teams resolve blockers faster while deals were still on the line.
The system also turned hundreds of individual issues into broader commercial intelligence. Leadership could identify patterns across global business reviews, revealing recurring barriers to sales and where the organization needed to act.
The organization closed the year with record results, with the company reporting a strong fourth quarter and revenue exceeding expectations.
