Jocelyne (Joce) Mendez-Guzman is no stranger to the Zappy Awards. In 2025, she won our Operations Automator of the Year for a workflow that processed accounts receivable tickets 69% faster. With that win under her belt, she moved into BioRender's RevOps team, where her work now supports teammates across GTM.
This year, she’s back as the 2026 Sales AI Builder of the Year, helping those teams follow up on calls 85% faster.
Joce built a follow-up system her reps can trust, giving GTM teams speed without sacrificing accuracy.
The Zap workflow she built for her team runs after every logged call in five steps:
Capture: A Gong webhook sends the transcript and call metadata to Zapier.
Structure: JavaScript cleans Gong's hard-to-work-with output into key/value fields that the workflow can handle participant by participant.
Interpret: AI by Zapier uses that context to understand who said what, then extracts the account, recipient, key discussion points, and next steps.
Route: The workflow identifies each internal participant's role and the type of call, then selects the appropriate path: an intro or kickoff path, or a catch-all path. Six paths cover business development, account executive, and customer success.
Assemble: AI captures who promised what and the next steps, then code stitches those details into the appropriate role-specific template. The result reflects the actual conversation instead of giving every rep the same one-size-fits-all draft.
The completed draft is formatted for Gmail, logged in Google Sheets, and sent to the rep directly on Slack with a button to open in the sender's Gmail.Â
Joce rolled out the system in stages, starting with customer success, then business development, then account executives. Each rollout included demo videos, hands-on training, and enablement content.
Since launching in March, the workflow has generated many thousands of follow-up drafts. Drafting time has fallen from ~20 minutes to less than three, an estimated 85% reduction.
The time-saved metric matters, not on its own, but because of where that time can now go. At 20 minutes per draft, that’s thousands of hours returned to GTM. That’s time reps can now spend on what really matters, like researching prospects and customers, customizing QBR decks, finding power users, and preparing to show up as better partners.
