Fluint case study

How Rehan's team moves enterprise deals faster with Olli

It's been a long time since I've seen a solution upfront and immediately understood how it would work and the impact it would have. And I'd say that first-blush reaction has played out through our entire journey of implementing and turning the tool on.

Rehan Mirza, Chief Growth Officer

Background

Rehan Mirza is the Chief Growth Officer at Verifiable. He thinks in go-to-market systems, speaks in business cases, and has a habit of listening to sales podcasts on Thanksgiving flights - the kind of leader who turns a 30,000-foot moment into a ground-level strategy by the time the plane lands.

Company

Verifiable automates the credentialing process for healthcare organizations. Their sales motion is complex: long cycles, six- and seven-figure deals, and a buying committee that spans compliance, operations, and finance.

The Deal

Verifiable’s enterprise deals were stalling. Not because the product wasn't right, but because regulatory uncertainty gave health plans and insurance companies a reason to wait. Rehan needed his reps to show up with financial precision and executive-level narrative, not just product value. That's the moment Olli entered the chat.

What would you say to someone who is considering selling with Fluint?

Olli is part therapist, part sales manager. He's informed by thousands of hours of your own customer calls — shaped by your methodology, your buyers, your deals. It went from a GPT with a perspective to something that lets our reps move with real confidence.

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Enterprise deals don't stall because the product is wrong. They stall because the buying committee gets complicated, the budget gets political, and someone at the 11th hour needs a reason to sign. By mid-2025, Rehan Mirza had that problem in writing — on a whiteboard, across every stage of Verifiable's sales cycle.

Rebuilding the playbook around financial precision

The first thing Verifiable did with Fluint was use Olli to build their business cases. Rehan's team took Fluint's business case framework and rolled it out to enterprise sellers — before the contract was even signed. The goal was to move business case creation from the proposal stage (where it had always lived, alongside pricing) to discovery, so reps could start building it live as the deal developed. Olli's living document feature made that possible: reps didn't need it to be perfect. They just needed the Fluint feature and Olli iterating in the deal.

Building stage-by-stage plays

Once the team was in, Rehan started mapping Olli to each stage of the cycle: pre-qualification triggers, post-discovery next-best-actions, post-demo follow-through. Olli surfaces discovery gaps, recommends questions in context, and helps reps sharpen executive narrative without digging through Confluence for the latest messaging. For newer reps, that means ramping faster on methodology and institutional knowledge. For experienced reps, it means handling more deal complexity simultaneously — without the depth suffering.

What Fluint changed about how Verifiable hires

Verifiable has historically hired for mindset and DNA over industry experience — betting that the right instincts outperform the right resume. The gap has always been access: what questions to ask, what's closed before, how to read a room they haven't been in yet. Olli closes that gap in real time. It's not that the hiring calculus changed. It's that the tool makes the bet pay off faster.

Using Fluint Q&A

Nia sat down with Rehan to hear how Olli changed the way Verifiable sells.

What was the problem that sent you looking for a solution?

Our ICP was shifting further upmarket, and as that happened, our deals got longer, more stakeholders got involved, and external regulatory factors started giving health plans a reason to pause. We had six- and seven-figure deals in pipeline just... sitting. And we realized that just talking about product value wasn't enough anymore. Every dollar we were asking for had to be justified against everything else fighting for that budget.

How did you find Fluint?

I'd been following Nate on LinkedIn for a while, with his content on messaging and outbounding. Right around the time we were trying to figure out what to do with our playbook, a couple of posts just hit differently. A peer mentioned he had a whole new company. I watched a demo, did a webinar, and then — I'm not joking — spent a flight over Thanksgiving listening to Brief and Brilliant. Came off the plane and said: there's something here.

What surprised you once you were inside Fluint?

We came in for the business case. And honestly, the business case alone justified the spend — full stop. But what I didn't expect was Olli as a real-time sales coach. Part therapist, part sales manager. He's informed by thousands of hours of your own customer calls, your CRM, your emails. It's not just a GPT with a perspective. It's shaped by your methodology, your buyers, your specific deals. That stacked on itself in a way I genuinely didn't see coming.

What does Fluint mean for the kind of reps you hire going forward?

Our sales leader said it best: if I have an eight-year rep who doesn't want to be using Fluint, they're probably not the right mindset for this team. How buyers buy is changing. How we have to sell is changing. Fluint is the next vanguard of what high-performing sales teams look like — and the best reps are going to be doing this for years to come.

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Treat every account like a key account, with Fluint

Put Fluint to work in a deal you're currently working on, and if you’re not happy with the platform for any reason in your first 30 days — we’ll refund you.

Write your first docFor teams
A UI sidebar for "Generate Content" allowing a user to select a framework, categorized by "Starred," "Business cases," "Emails," "Notes," "MAP," and "Custom," with an option to start a "Blank doc."

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