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In January 2025, Amazon Web Services (AWS) launched an innovative artificial intelligence tool called Account Plan Pulse, designed to optimize the account planning process within its sales team. As the company has grown, it has become clear that there is a need for more detailed analysis and better alignment among teams, which has increased operational complexity in planning.
Account Plan Pulse addresses these challenges by applying machine learning models that enhance the quality of account plans and significantly reduce the time required for their review and approval. Since its implementation, Pulse has achieved a 37% increase in plan quality compared to the previous year and a remarkable 52% decrease in the total time needed to complete these documents. The tool is based on Amazon Bedrock, a service that provides foundational artificial intelligence models, optimizing both models and generative applications.
The account planning process has faced multiple complications, including inconsistencies in the quality and format of plans, a time-consuming review process, and the existence of knowledge silos among different teams. Additionally, the evolution of customer relationships and the varied priorities of AWS teams based on the industries they serve have further complicated the situation. To tackle these issues, Pulse has been designed to seamlessly interact with existing sales workflows, thereby increasing efficiency in its use.
The workflow of Account Plan Pulse begins with extracting narrative content from account plans within AWS’s customer relationship management (CRM) system. This is followed by processing stages that include data structuring, content analysis through language models, and validation to ensure the quality and compliance of documents. The results are securely stored and presented in interactive visual reports that facilitate progress tracking.
The transition of Pulse from a prototype to a fully operational solution required a robust engineering framework that addressed the variability in outputs generated by language models, as well as the ongoing evolution of account plans. To ensure reliability in evaluations, statistical analysis was implemented to minimize variability in outputs and establish clear thresholds for manual review. This allows plans that meet certain criteria to be processed automatically, while those that do not are sent for review.
Account Plan Pulse has transformed the way AWS sales teams manage and optimize account plans, providing valuable intelligence that supports a more strategic and customer-centric approach. Looking ahead, it is anticipated that this tool will continue to evolve and improve, helping to identify new opportunities and linking strategic planning with concrete outcomes for customers.
Referrer: MiMub in Spanish