A recap of insights from our July 2025 webinar "How to Actually Use AI in RevOps", featuring Natalie Love, Senior Director of GTM Strategy and Operations at 15Five, and Apoorva Verma, COO and Co-Founder at Rattle.
If you have spent any time in a RevOps Slack community or LinkedIn thread lately, you know AI is a hot topic. You have probably heard it described as a game-changer, a job threat, or a shiny object that is not ready for prime time. You may have even felt like you are behind because everyone else seems to have figured it out.
That is exactly why we launched this webinar series, How to Actually Use AI in RevOps. Each session brings RevOps professionals together to share exactly what they are doing with AI and why. We leave vague predictions and hopes for the future aside, and focus on use cases that are working today.
In Episode 2, Natalie Love from 15Five shared how she is building and deploying AI in a company that is already AI-forward both in its product and internal operations. Apoorva Verma from Rattle brought the perspective of someone who talks to hundreds of operations leaders every year about what is actually working.
The conversation was split into two parts: a candid fireside chat on the current realities of AI in RevOps, followed by a deep dive into four specific AI use cases that Natalie’s team is using today.
Part 1: The Fireside Chat – Navigating AI in RevOps
AI advantage and the coordination challenge
Natalie described what it is like to work in a company where AI is everywhere. The benefit is that teams are eager to experiment, and there is already buy-in to explore new use cases. The challenge is making sure those experiments do not happen in isolation. Without coordination, different groups could train and use AI in inconsistent ways, leading to fragmented processes and unreliable outputs.
From skepticism to budgeted experimentation
Apoorva noted that at the start of 2024, most leaders were curious about AI but hesitant to invest without a clear return. Now, many companies are setting aside small “experimentation budgets” for AI and accepting that an 80-90 percent accurate workflow can still be valuable if it saves time and moves deals forward.
Budget realities in practice
Natalie confirmed that 15Five does not have a dedicated AI budget. New tools must either replace existing spend or solve a pressing problem. She shared how Rattle’s AI earned its place in their stack by solving process automation needs that Gong’s AI could not address.
Roadmaps, sure bets, and shots in the dark
On her AI roadmap, Natalie’s sure thing is automating account targeting by combining AI insights with human judgment. Her shot-in-the-dark projects include building an internal AI agent for Salesforce admins and using AI for outbound targeting that blends CRM data with intent tools like 6sense and ZoomInfo.
Stronger collaboration across Ops
At 15Five, Sales Ops, CS Ops, and Marketing Ops are already unified under one function, but AI adoption has brought them even closer. Governance is key, ensuring that everyone is training AI models on consistent data and pursuing aligned goals.
Managing change with GTM teams
When AI workflows affect sales teams directly, reactions vary. Some reps are excited, others are skeptical. Natalie’s rollout process starts with private Ops testing, moves to a pilot with one enthusiast and one skeptic, and then expands to the full team once trust is built. Apoorva agreed that starting small with low-risk, high-accuracy use cases is the fastest way to gain adoption, but cautions about moving too slowly because the value can be so great!
Part 2: Four Live Use Cases at 15Five
Natalie then walked through four of the most impactful AI workflows her team is running today, each designed to solve a specific operational problem.
1. Meeting Intelligence and Sentiment Analysis
Every meeting, whether with a prospect or a customer, is summarized by AI and posted into a Slack Deal Room. Summaries include a sentiment score based on a custom prompt designed to spot risk even when tone is polite. The AI also flags exact timestamps in the call where key points were made, making it easy for team members to listen back. Over time, these transcripts are analyzed to uncover themes for enablement content and marketing campaigns.
2. Gong and Rattle Playbook Automation
Gong’s AI detects whether certain process milestones, like a budget discussion, have happened. Rattle’s AI then validates that information and updates Salesforce automatically when reps have not entered it. This closes data hygiene gaps and ensures process adherence without the need for managers to chase updates manually.
3. Deal Viability AI Chart
Natalie’s team uses AI to score each opportunity on two dimensions: problem alignment (how well the prospect’s need matches 15Five’s solution) and buyer readiness (how ready they are to make a decision). These scores segment deals into categories such as Manage, Educate, Nurture, and Bad Fit, each with a corresponding playbook. The scores update continuously as new calls and emails are analyzed, helping improve forecast accuracy.
4. Executive Health Sentiment
AI reviews the past six months of interactions with executives at customer accounts and assigns a sentiment score. This data is fed into BI tools alongside product usage and renewal indicators. Positive sentiment can identify upsell opportunities, while negative sentiment can trigger proactive outreach from leadership to protect the account.
The Path Forward
Natalie’s approach echoes what we heard in Episode 1 from Kevin Hearly at DemandScience. The RevOps leaders who are getting results today are starting with specific use cases that solve real problems, building trust through reliable outputs, and then expanding from there.
If you want to see the full conversation and Natalie’s live demos, you can watch the on-demand recording here . If you missed Episode 1, you can read the recap with Kevin Hearly, VP of Revenue Operations at DemandScience, here: How RevOps Leaders Actually Use AI Today.
Interested in learning more about Rattle's AI features? Contact our team for a personalized demo or to discuss how these capabilities might integrate with your existing workflows.
