Meet Lauren, Director of Business Transformation at Kno2

🦸🏻‍♀️What’s your superpower at work?

I can take a big, messy, chaotic process and figure out how to streamline it, usually in a way that’s both more human-friendly and automation-ready. Since the release of Airtable’s Omni and Field Agents, I have been uncovering even more use cases for AI, designing systems that not only work for everyone today but can also evolve and get smarter over time.

🌱 What’s a small change that’s had a big impact on your workflow?

Building “decision-ready” views in Airtable. Instead of showing stakeholders everything, I curate it so the view answers one question or drives one decision. It saves hours of back-and-forth and basically removes the “I didn’t have the info” excuse.

🗯️ What advice would you give to someone just getting started with Airtable?

Start simple and build from there. Focus on solving one problem at a time, then let your base grow as your needs evolve. And don’t be afraid to experiment. Some of my best builds started with “I wonder if Airtable can…” moments. Spoiler: it could, and it did.

💡 Where do you go for inspiration or new ideas — inside or outside your industry?

I look for patterns in how different industries solve the same types of problems. In healthcare, it’s about getting the right information to the right person at the right time to make an informed decision. In SaaS, it’s about designing platforms that connect the dots between tools so workflows feel intuitive instead of pieced together. In staffing, it’s about making complex processes simple enough for anyone to navigate. When you layer those perspectives, you end up with solutions that are both technically solid and easy for people to adopt.

👩🏽‍💻 What’s the first thing you ever built with Airtable?

A CRM that quickly became so much more. It grew into a contract management, asset tracking, ticketing, financial management, service, travel, and compliance system, all in one place. I built it for a crypto kiosk operator to manage BTM placements and operations nationwide. That single Airtable build became the backbone of the business, driving a 900% growth in deployed BTMs in just 18 months. That’s when I knew Airtable wasn’t just a tool, it was an engine for growth.

A Unified Proof-of-Concept with Airtable Omni and Field Agents

For sales organizations, efficiency and intelligent decision-making are key to success. Disconnected systems for lead qualification, opportunity tracking, and contract management can often slow down sales cycles and hinder accurate forecasting.

Lauren Breland (@laurenb), Director of Business Transformation at Kno2, recognized there were common bottlenecks in the sales development lifecycle, and she envisioned a truly connected and intelligent revenue pipeline. To bring that vision to life, she developed a comprehensive RevOps proof of concept in Airtable that centralizes the entire sales development lifecycle within a single interface.

Field Agents handle the execution by automating manual work, streamlining tasks, and keeping sales workflows moving efficiently. Omni delivers strategy-level insights by recognizing patterns across the system and surfacing what actually matters. Together, they create an intelligent and scalable RevOps system.

Key features:

• Lead Auto-Evaluation: Field Agents automatically evaluate leads against an Ideal Customer Profile (ICP) and assign fit scores, aiming to ensure valuable time is spent on the most promising prospects.
• Personalized Pitch Angles: Field Agents suggest tailored pitch angles based on prospect data, making outreach more effective and personalized.
• Demo Call Summaries: Field Agents summarize demo calls, capturing key insights and freeing up sales reps from manual note-taking.
• Deal Closure Forecasting: The system forecasts deal closure probability with plain-language rationales, providing valuable insights for sales leadership and coaching.
• Strategic Insights: Omni identifies trends across deals and leads, answering questions like:
  • Where should we focus product development based on lead trends?
  • Where do high-fit leads stall or drop off?
  • What messaging works best by industry or persona?

The Impact: Envisioning Accelerated Revenue and Unified Teams

While this is a proof-of-concept, the potential impact is clear:

• Eliminated manual bottlenecks: The integrated, Omni-powered workflow aims to replace fragmented systems and manual processes.
• Unified Go-to-Market Engine: Sales, marketing, and operations could be aligned around real-time insights from a single source of truth.
• Accelerated Time-to-Revenue: More confident decision-making throughout the sales cycle could lead to faster conversions and increased revenue.
• Smarter decisions: Field Agents handle the day-to-day. Omni provides strategic clarity.

This Omni-powered RevOps workflow represents a powerful vision for how sales organizations can qualify leads, forecast pipeline, and manage contracts, driving higher conversion efficiency and empowering teams with intelligent decision support at every stage.

Copy & Paste AI Builder Prompt 

Prompt Strategy:

• I framed the AI as a sales strategist, which sets the tone for thoughtful, business-aligned responses.
• I asked it to analyze three core fields: Industry, Company Size, and Funding Stage, along with the Use Case field, to infer likely priorities.
• I embedded a constrained set of high-value priorities (e.g., cost savings, speed to market, operational efficiency, compliance, growth acceleration) to guide the model toward strategic alignment with our value props.
• I provided an output format that is short (1–2 sentences), clear, and directly usable in an email or sales call.
• I included an example pitch to anchor tone and structure.

Why It Worked:

By anchoring to a small set of strategic priorities and framing the AI as a messaging expert, the prompt produced pitch angles that were concise, tailored, and on-brand. The format made it easy for SDRs to drop directly into outbound messaging with minimal friction.

Prompt Strategy:

• I defined the AI’s role clearly as an evaluator of ICP fit, which narrowed its focus to strategic alignment rather than general lead description.
• I asked it to analyze five key fields: Industry, Company Size, Funding Stage, Product, Use Case, and Linked ICP Profile. This gave the model both objective attributes and contextual nuance.
• I constrained the output to a fixed set of options: High Fit, Medium Fit, or Low Fit, ensuring consistency across records.
• I required a one-line justification to support the classification, making it easier to audit or troubleshoot AI decisions later.
• I left out numeric scoring to prioritize clarity, filterability, and human readability.

Why It Worked:

The focused input fields and strict output structure reduced variability and made it easy to trust the AI’s classifications. Including the justification added transparency while keeping the workflow efficient for SDRs and RevOps.

Did this use case inspire you? Drop a comment below if you try any of Lauren’s prompts and share how you’re using Airtable to change the way you work for a chance to be our next Change Maker spotlight!