What initially drew Adthena to Fluint?
Honestly, it started with Josh advocating internally and our familiarity with Nate's methodology on LinkedIn. But the core problem we were trying to solve was being sold without being in the room. We needed our champions to be able to sell for us when we weren't there. Fluint came out of that concept — and everything else it's grown into really just enhances that foundation.
What was the team's process like before Olli?
One-to-ones used to be a bit of a fact-finding mission. Half the time was spent just trying to figure out where the gaps were in a deal — lots of questioning back and forth, no real data to lean on, or you'd have to listen back to a 45-minute call just to get what you needed. Now we can sit down with a rep, query Olli on whatever we need, and skip straight to actually solving the problem.
What does working with Olli actually look like day-to-day?
Simple things like 'tell me what's wrong with this deal' — that's a real query we run. We've trained Olli on our MEDDPICC framework, so we can ask it to assess the deal against our qualification criteria and it'll surface exactly where the gaps are. It removes a lot of the subjectiveness. A rep might be walking into a deal review with happy ears on, but Olli shows us where things really stand.
Have you seen measurable results since implementing Fluint?
In the second half of last year we saw noticeable upticks in close rates. And we're also qualifying out faster — reps are spending less time chasing deals that are never going to close. Rather than kicking the can down the road, we can actually query it and make a real decision: is it worth continuing or do we move on? That's a meaningful shift in how we're spending our time.
Adthena has expanded Fluint beyond sales — what's that looked like?
It's creating a seamless transition from pre-sale all the way through to onboarding and renewal. There's always been a disconnect between what was sold and what gets delivered — a lot of that comes from information being subjective or just missing at handoff. Now that the customer team is on Fluint too, all the success criteria, metrics, and deliverables live in one place. We've probably saved hours of conflicting internal back-and-forth.
What would you tell a sales leader considering Fluint?
I always say: do the basics brilliantly. In sales, the margins between winning and losing can be pretty small. Having Fluint just gives me and the team confidence that nothing will get missed. Whether you're early stage and need to build frameworks, or you're a mature org and your reps are going rogue on the playbook — Fluint creates the consistency and the common language that holds everything together.
