How Trellis scaled a lean revenue team with AI Call Analysis & HubSpot sync
Start-ups move fast, and Trellis Law is no different. Their small revenue team knows nothing kills speed like manual workload and disconnected tools. As Director of Revenue Operations, Marilynn Mannone felt that first hand. Triple Session unlocked them with automatic call scoring & analysis that updates HubSpot live.
From manual and scattered to automated and connected
“The more we can automate things, the more we can have our tools talk to each other really well — that helps our reps to move really fast. Triple Session has definitely been something that helps us speed things up. Everything's connected. I don't necessarily have to go into Triple Session to see the notes of a call — the call data and the insights are going to be in HubSpot, so it's much easier to live in that one ecosystem.”
Marilynn Mannone
Director of Revenue Operations @ Trellis Law
The Problem
As a start-up, Trellis needs to move fast. But manual work was a bottleneck.
Call analysis was so manual it rarely happened
Trellis was using a basic conversational AI tool for call reviews. It had a transcript feature, but they still had to listen to the call and fill it out by hand, and no one had time to do it. This meant Trellis would miss out on insights and coaching opportunities, relying on guesswork to try and improve the revenue team's performance.
Data was too scattered to find patterns in
The legacy conversation AI tool also didn't aggregate call data, so Trellis couldn't use their own material to make important business decisions. What were customers objecting to? Why were deals stalling? What did great calls actually look like? None of these questions had answers because there was no easier way than to find anything in it.
Tools did not integrate well, especially with HubSpot
HubSpot is the center of gravity at Trellis. If data didn't flow there automatically, it often didn't flow at all. With the legacy conversation AI tool, the only way to get call notes into HubSpot was manual work. Their options were either switching between where data lived and where they actually needed it, or simply not doing it.
“We were using a more basic call recording tool, and that's where we did all of our call review tool but it had to be very manual. There was a scorecard, but you had to go in and actually listen to the call and fill out the scorecard yourself. And, because everything was so manual, we just didn't do it.”
Marilynn Mannone
Director of Revenue Operations @ Trellis Law
“You had to copy notes or manually send information over to HubSpot. There wasn't many things that you could customize. Having to do things in a bunch of different systems all the time just slowed us down. It took a lot of time and it wasn't objective. We're a start-up and we're moving fast, so we need the tools to keep up.”
Marilynn Mannone
Director of Revenue Operations @ Trellis Law
The Solution
Automated data that sped up a small but mighty revenue team
Access unlocked to call data, no manual labor
With Triple Session's automatic call scoring and analysis, Trellis unlocked coaching conversations that were already available across calls, but impossible to access with their previous stack and bandwidth. Now Mari's team gets valuable performance insights at a speed that would be impossible without manual review.
AI insights on top of real data, no guesswork
Trellis' sales leader started using Triple Session's Global Insightsfeature to query across all calls. Instead of guessing at trends, he could ask the AI directly: what objections are coming up most? Why are we winning? “You're not making assumptions. These are literally the calls we're having day to day,” Mari said.
Everything lives in HubSpot, no tool switching
The integration with HubSpot was the deciding factor in adoption. Reps live in one ecosystem, and nothing gets lost in the handoff. When Trellis identified a specific gap — notes could only be pushed to deals, not companies — they flagged it to Triple Session's Product team. A few weeks later, it was fixed.
“We're able to aggregate all of our calls and answer what are the common themes of the common objections, or why are we winning or losing deals. You're not inferring anything, you're not making assumptions. So, these are the facts because these are literally the calls that we're having day to day.”
Marilynn Mannone
Director of Revenue Operations @ Trellis Law
“Triple Session is a true partner. It's not just ‘here's the tool, here's how you use it’ — it's ‘what are your pain points, how can we help you?’. You are one of our vendors that definitely gives us a ton of support, time and attention. And for a small but mighty team that needs to move fast, that makes all the difference.”
Marilynn Mannone
Director of Revenue Operations @ Trellis Law
Key differentiators that sealed the deal for Trellis
Support & Responsiveness
A vendor that feels like a partner
When something wasn't working, Triple Session listened to Trellis' feedback and worked quickly to fix it. Reps liked how their previous call recording tool formatted notes — Triple Session fixed it. Notes could only be pushed to deals in HubSpot, not company records — that got fixed quickly, too. That responsiveness keeps Mari's team happy and engaged.
The Perfect Balance
The right tool at the right price
When Trellis realized their legacy conversational AI tool wasn't cutting it, they considered Gong. But, while powerful, Gong came with a price tag and complexity that didn't fit a lean team. Triple Session landed as the perfect balance: powerful enough to automate scoring, surface insights, and connect their tech stack, but simple enough for one person to own.
About Trellis
Trellis is the largest legal research platform for state trial courts, with coverage spanning thousands of courts and millions of cases across the U.S. They aggregate and structure trial court filings, rulings, motions, and outcomes into a unified, searchable platform, combining large-scale data infrastructure with AI-powered analysis to extract, organize, and surface insights across that data.
Trellis' revenue team runs on a lean and effective tool stack — Aircall for calls, HubSpot as their central hub, and Triple Session connecting it all to make sure no data gets lost between systems.
Lean revenue teams get more done with Triple Session
Since adopting Triple Session, Trellis has completely changed the way its revenue team operates. From automated call scoring to real-time insights across every conversation, a lean team that once ran on manual work now has the data and the speed to keep up with a fast-moving business.
