Working Smarter with Pursuit: How Accela turns Pursuit data into AI skills that go from signal to solution
A state CIO recently stood in front of a room full of vendors and said the discovery meeting is over. Everything the agency is working on is already public. Do the homework, then come back with a solution.
Nico Lameijer, Account Director at Accela, took that to heart. He covers many states, and reading every budget and council agenda himself isn't possible, so he built his own AI sales assistant, connected it to Pursuit, Salesforce and Gong, and wrote skills that turn a Pursuit signal into his next move: a scored opportunity with a recommended play, a prioritized brief for his BDR, a field guide for the next conference, and a drafted follow-up email.
Join Nico and Pursuit co-founder Mike Vichich for a working session on what he built, how it fits into his week, and how you can start building your own.
What to expect:
Why public information changes the first meeting: How reading an agency's budget before you meet turns discovery into a working session.
Pursuit as a research partner: How Nico wired Pursuit into the AI assistant he built, alongside Salesforce and Gong, so one request combines an agency's public plans with Accela's account history and call notes, and checks whether Accela is already part of the conversation at a council or board meeting.
The skills he built on Pursuit data: Qualify a Signal, Pursuit Search Conventions and Tune Pursuit Signals: saved instructions that return the same scored result every time, plus how to think about building your own.
How it fits into his week: An overnight sweep of Pursuit signals across his whole territory, qualified opportunities each morning and a brief before each meeting, so the research keeps running whether or not he remembers to look.
A live run, signal to follow-up: From a new Pursuit signal to a scored account and a drafted follow-up email, with a person reviewing before anything is sent.
Who should attend
Sales leaders, AEs, BDRs and RevOps teams who use Pursuit and want to get more out of it with Claude or another AI assistant. No coding required.
Speakers
Mike Vichich | Cofounder & CEO, Pursuit
Created, built, and sold Wisely for $187M. Son of two public school teachers, and grandson of a B-24 pilot. Driven by a life’s mission: ensuring every American can contribute their talents to building a more perfect union.
Nicolay (Nico) Lameijer | Account Director, Accela
Nico sells Accela's permitting, licensing and case management software to state and local agencies across a multi-state territory. He built the AI sales assistant his team uses to research accounts, qualify signals and prepare for meetings.
