How 18% of Medallion's 2024 revenue was fueled by cold outbound using PG:AI's Three Whys

Medallion chose PG:AI to eliminate hundreds of hours spent on manual account research while ensuring consistent, high-quality customer engagement across their growing sales organisation.

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Since implementing PG:AI, they've achieved a 90% reduction in account research time and now use it for every opportunity from initial conversations through to preparing for executive meetings.

The company faced a significant challenge in meeting its aggressive growth targets and pivoting to enterprise sales. Sales teams were spending 2-3 hours on research per engagement, manually gathering insights from multiple sources. This process made it difficult to create compelling, data-driven points of view, especially in their niche market. With hundreds of opportunities in the pipeline, it became unsustainable to dedicate sufficient research time to each account, leading to inconsistent engagement and missed potential.

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Account Executives struggled to maintain high-quality interactions across a large customer base, as finding the right insights was extremely difficult. Previous solutions failed to provide the depth and relevance of intelligence needed, limiting their ability to drive impactful conversations. To meet their Tier 1 and Tier 2 account engagement goals, the company needed a solution that could surface critical insights quickly, allowing AEs to spend more time on strategic selling rather than manual research.

Medallion selected PG:AI for its ability to automate account research and provide deep insights into each prospect. This enabled them to demonstrate a detailed understanding of their prospects during customer meetings, quickly build trust and align with the prospects goals.

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During a POC, PG:AI was able to provide insights into late stage opportunities that were not previously known. Following this success, PG:AI was rolled out across the entire GTM team and is now actively used by 35+ new users, including new starters. With automated insights replacing manual research, Medallion’s sales teams can now focus on high-value engagement, improving efficiency and driving stronger results.

• 90% reduction in account research time, transforming a two-hour task into just 15 minutes of effort
• By leveraging PG:AI to develop three ‘Why’s’ tailored for the C-Suite, Medallion secured four first meetings that converted into closed deals, contributing to 18% of their total 2024 revenue
• PG:AI is now used for every Tier 1 and Tier 2 opportunity, from building an initial hypothesis for early-stage conversations to preparing for executive meetings in later-stage deals
• More strategic customer conversations, executing PG and meetings with a compelling POV 
• Consistent value messaging across teams
• Improved sales team confidence and satisfaction
• Better alignment between sales and marketing

In FY2025, PG:AI will be utilized across all Tier 1 and Tier 2 accounts to enhance sales efficiency and drive more strategic customer engagements. By integrating PG:AI into the workflow, teams will have faster access to critical insights, enabling them to craft compelling narratives, strengthen executive conversations, and maximize opportunities at scale.