Capitole uses an AI assistant to help its sales team prepare client meetings. R&D engineer Emelian Gurei describes it in Capitole Lab’s public presentation . The application raises a concrete commercial question: what changes in the proposal the buyer receives because of that preparation.
The lab combines software, AI and product-design work. Sales assistance supplies a use close to its own consulting business: organising information before a conversation in which the customer must still specify what it needs and which outcome it can purchase.
Task assistance has a documented context in Spain. Among 100 IT and line-of-business leaders surveyed by Deloitte July–September 2024, 60% cited productivity applications and 31% code generation, according to Statista. These are different uses within a leadership sample; their presence does not measure proposal quality or the profitability of Capitole’s assistant.
Productivity and code are different AI uses
Use cases cited by 100 surveyed IT and line-of-business leaders in Spain, 2024.
Tap or hover for details. All values are also available in the data table.
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Deloitte: online survey July–September 2024, n=100 in Spain, within a global sample of 2,773 senior leaders. Participating organizations already used AI daily and had a generative AI pilot or a daily implementation. Uses overlap; they do not represent all Spanish companies or measure commercial outcomes.
Explore the data table
| Category | Respondents |
|---|---|
| Public language models | 62% |
| Productivity | 60% |
| Generative AI applications | 56% |
| Enterprise platforms | 49% |
| Code generation | 31% |
Prior information needs to become a useful question
Meeting preparation can include understanding a customer’s activities and distinguishing confirmed facts from questions still to ask. A tool can gather information quickly. The account owner retains the work of deciding what matters and which assumption requires the buyer’s confirmation.
The distinction matters in custom services. Capitole publishes a financial-services offering combining software development, data and security. Those are different capabilities. A conversation identifying the specific need can establish what is being contracted, which team participates and which responsibilities remain with the customer.
Preparation adds value when the first meeting moves beyond a generic presentation of every capability. The buyer needs to locate its decision: which task needs resolving, which dependency exists and which delivery it can accept. Prior information helps formulate that question; it does not justify attributing unconfirmed problems to the client.
The next document shows what the assistant produced
The closest commercial indicator is the subsequent proposal’s quality. A specific scope allows pricing and responsibilities to be discussed around the same subject. A proposal retaining essential unknowns can require more meetings and revisions even when initial preparation finished sooner.
The public assistant description does not publish a measured sales-cycle reduction or win rate. There is no need to turn the engineer’s statement into a financial result. Usefulness can be examined in the work that follows: questions resolved, requirements confirmed and an engagement both parties understand.
Precision has an additional audience: people approving a purchase without directly using the product. In Edelman and LinkedIn’s US study, 85% of that subgroup rated understanding business needs important and 68% strategic fit. For Capitole, the document following a meeting needs to help these stakeholders understand what will be delivered and why it merits the expense.
Proposals are also evaluated outside the user team
Stated importance when selecting a vendor in an RFP, United States, 2025.
Tap or hover for details. All values are also available in the data table.
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Edelman and LinkedIn surveyed 1,934 executives March 17–April 3, 2025. This chart covers the subgroup of internal decision-makers involved in buying without being expert users of the product; its size is not separately reported. Importance ratings, not contract win rates.
Explore the data table
| Category | Very or moderately important |
|---|---|
| Understand business needs | 85% |
| Understand industry | 76% |
| Relevant expertise | 74% |
| Strategic fit | 68% |
| Cultural fit | 56% |
| Safest choice | 41% |
Capitole belongs to Smart4 Engineering . An offering accessing several capabilities becomes stronger when sales preparation establishes which ones a particular account needs. A broad catalogue adds options; the conversation must select the work justifying their purchase.
The assistant’s commercial contribution is decided in that transition. Gathering more information can increase activity; a more precise proposal brings a buying decision closer. For Capitole, useful evidence arrives when customers recognise their need, accept the scope and understand the service they will receive for the discussed price.
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Marian Vasile
Marian Vasile is a MarTech and growth professional. His work spans product marketing, SEO, paid advertising and deep online tracking, including behavioral analytics and attribution.
