WORK / 02 / 04
Selling smart-grid hardware with an AI-scored funnel.
Heimdall Power, a Norwegian smart-grid sensor company, sells power-line meters to utilities. I built the outbound and pipeline system that found the right buyers and showed sales which conversations were real.
CLIENT
Heimdall Power
SCOPE
Outbound · Pipeline
ROLE
Sales Operations
PILOTS LANDED
6
utility partners
PILOT LENGTH
3 → 6 mo
contract value 2x
VP SALES OUTPUT
+40%
calls per week
PIPELINE FORECAST
$300K
net-new tracked
THE PROBLEM
Heimdall sells highly technical hardware — sensors that measure how much power can safely flow through a transmission line — to a small global pool of utility buyers. Outbound was scattered, prospect signal was qualitative, and the VP of Sales was the bottleneck on every meaningful conversation.
WHAT I BUILT
An end-to-end outbound and scoring engine. Instantly handled sending and warm-up. Clay enriched and segmented utility prospects globally. Claude API personalized outreach by region and grid context. HubSpot held the source of truth. The novel layer: Fathom recorded every sales call, Claude API parsed the transcripts to score interest signal per prospect, and that score wrote back to HubSpot to drive pipeline ranking and follow-up sequencing. Auto-notes from each call landed in the right contact record without anyone retyping anything.
InstantlyClayClaude APIHubSpotFathomn8n
THE OUTCOME
6 utility pilots landed. Pilot length extended from 3 to 6 months, doubling contract value per deal. The VP of Sales made 40% more calls per week with auto-notes feeding HubSpot in the background, freeing him from admin. With clean pipeline data we forecasted $300K in net-new revenue with confidence — the first time the sales org could plan against numbers it trusted.
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