you2idea@video:~$ watch h8iy9bVxFfw [47:51]
// transcript — 1835 segments
0:01 So I know a lot of folks again going to the service company want to turn on an
0:05 AI SDR and have it magically create revenue. Another way is understand
0:09 calmly which [music] parts of your funnel, which parts of your go to market
0:14 process is not even happening. Is it even remotely optimized? Where are the
0:17 leads where it's just not like your team says they want to do them, but they
0:20 don't want to do the small leads. They want to do the the lowcored leads, you
0:25 know, and that's what that 15% is. And everyone like you're going to say they
0:29 don't do it. Every salesperson is managing their time. They're going to
0:31 they're going to force rank their leads in their head. They're going to put all
0:34 their effort into that one big deal that's going to close this quarter, a
0:38 little bit effort into the small ones, and nothing to the bottom. So, if you
0:42 can put AI into that scenario, or the ones that wasn't worth their time, 70%
0:46 open rate, even if you grow 15 [music] or 20% faster in 2026 because of AI,
0:58 Hey Sasser, imagine having agents for every support task. One that triages
1:02 tickets, [music] another that catches duplicates, one that spots churn risk.
1:06 That'd be pretty amazing, right? Happy Fox just made it real with autopilot.
1:08 [music] These pre-built AI agents deploy in about 60 seconds and run for as low as 2
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1:23 as one. Check them out at >> Hey everybody, Saster Annual will be
1:32 back May 2026, [music] the world's largest SAS and AI gathering
1:37 for executives. Just this last May, we hosted 10,000 attendees [music] with 68
1:42 VP level and above attendees, 36% CEOs and founders, [music] and 25% were AI
1:47 first professionals. It's the very best of STER attendees and decision makers
1:51 that [music] come to SAT annual and AI summit each and every year. But here's
1:55 the reality, folks. The longer you wait, the higher ticket prices get. They're
1:58 cheap [music] now. They're cheap. So just get them early. Lock in your spot
2:02 today. Use my code Jason 100 for exclusive [music] savings. Get your
2:06 tickets at podcast.sanual.com or just use code Jason100 when you check
2:10 out. See you there. Saster annual and All right, good morning everybody.
2:22 Thanks for coming back to Saster AI London 2025. We really appreciate it.
2:26 So, we have a full day, so we're just going to keep going. I know some folks
2:29 are going to stream in, so folks are going to have coffee. This first session we will go deep on
2:39 our agents our 20 agent in particular the core ones we use for outbound
2:45 inbound leftbound rightbound and sales and is going to drive this we will do
2:49 this for about 45 minutes with one thing I want to give folks context on we have
2:53 if you guys have followed us maybe you've even seen a version of this
2:56 content we're updating it all with all the latest data all the emails we've
2:59 sent all the performance everything that our AI SDRs and agents do. So you'll get
3:04 all the latest data that Amelia has aggregated. The one thing I want to
3:07 bring up because we've heard it online and then I've heard it at this event
3:10 already is a lot of folks are like, "Well, that's great. This stuff works
3:13 for SAS. It doesn't, but it won't work for me. I'm not as big. I don't have
3:16 your scale. I don't have your data. I don't have your history." Amelia will
3:21 dig in here. It's not true. All of this will work for you to some to some
3:26 degree. Why? All of you have data. All of you have leads. All of you have a
3:30 database. Very few people here at this event have zero in revenue. Very few
3:34 people here have zero customers and zero prospects. Those guys go to websummit.
3:40 Okay, this is Saster AI. You guys have customers and revenue. So agents will
3:44 work for you whether you have to train them or tune them differently. A millia
3:49 dig maybe. So maybe you don't have 10 years of data, but you don't need as
3:51 much data as you think and you don't need as much trailing data as you think
3:55 for agents to work. Here's the simple aha moment. And and I know a lot of you know this so it sounds
4:00 captain obvious then I will let Amelia drive this to simplify a lot of
4:05 complexity. The mistake that everyone made in AI SDRs and AI sales agents in
4:12 2024 into this year and even through today and even conversations we have
4:16 today but especially is they would buy a product do nothing and expected to get
4:20 you millions of revenue. It don't work that way. Ameilia will dive into it. It
4:25 didn't work that way before Cloud 4 when none of these products work. It didn't
4:28 work that way after Q1 this year when they started to get good and it don't
4:32 work that way today. The way an AI agent works for sales for GTM is you figure
4:38 out something that works with your team with humans. You figure out an email, an
4:42 outreach, a script, a set of objections that you overcome, a set of questions.
4:46 You you nail it yourself just like it has always been a disaster since the
4:50 beginning. humans figure it out and then you take what worked and you give it to
4:54 the agent and you train it for a month and then every day after and you take
4:58 what worked and you do it at scale. That's all these products do. Like
5:01 listen, there's a lot of AI, there's a lot of LM, a lot of sophistication,
5:04 you're going to learn about it all day. But at the end of the day, if you want
5:07 to simplify cuz all these products are good, take what humans have nailed,
5:11 document it, and then train an agent with what works. If you're expecting an
5:16 agent to sell when you can't sell, that's never worked. You got to go back
5:20 to the old days of founder sales, but instead of giving it to that first human
5:24 you hired, you give it to the first agent you hired, but basically the same
5:28 thing. So with that, Ailia, we'll we'll dive into our data. >> Okay. Well, let's do it. Well, I wanted
5:33 to focus today just for some of you that have been to like our podcast for swap
5:37 Wednesday. I aggregated a lot of our data. I put in some new data and I'm
5:41 going to focus a lot on hyper customizing at scale. If you haven't
5:47 seen this yet, these are our 20 plus agents. we've deployed. You can go to
5:51 saster.ai/agents. A lot of these agents I'm going to talk about today because this whole guide is
5:57 up. I'm not going to mention too many of the vendors cuz I aggregated a lot of
6:01 the data. I'll talk about some of them, but they're all in depth here. So,
6:09 A lot of them are third party. Some are ones that we vibe coded. Some of these
6:13 agents have sub agents, which I'll talk about in a little bit. But these are our
6:17 20 plus agents that we have currently right now at Saster. We do also have
6:23 more agents than humans. So I literally just saw someone we know yesterday and
6:27 was like, "Oh, Sask in London looks so great. This is my first time here. How
6:32 many SAS employees did this?" I was like, "Well, there's two on this stage
6:38 there. One more full-time employee. We've got a few contractors trusted that
6:41 we brought here to London. And then we have all of our agents. So we have more
6:47 agents than humans. But on today's topic of hype for customizing GTM at scale. So
6:53 this is just in the last 6ish months. So after SAS in May so basically post
6:58 annual for us we really started going deep on this AI journey deploying our
7:02 agents and we wanted to see what would work in different use cases is as we did
7:08 that we deployed more agents and more use cases more sub agents and that's how
7:13 we ended up with this hyper customized AI emails and messages at scale in the
7:20 last 6 months so our just to give you context our personalized outbound 6
7:24 months ago when we still had people before all the agents. The average SDR we had here as a human
7:33 would send you know on the low end maybe 75 emails a month per rep and at the
7:40 high end maybe somewhere like two 280s 300s right per rep per month. So if you
7:45 look at this total over the last six months almost, you know, 60,000. So
7:51 let's say 10k a month, that's 32x the max output that those human SDRs
7:57 were doing in a very short amount of time. I'll talk about the ramp time of
8:00 these agents, which was a little bit different than humans. But if you think
8:04 about this, that means we were also only doing about 3% hyperpersonalized emails
8:10 at scale before this. Because the other thing I'll show you right now is the
8:13 consistency between our customization of our agents versus on humans, very hit or
8:17 miss, right? You have one SDR that's maybe really good. They send really good
8:21 high-quality emails. You get another SDR, they're just not getting it. And
8:25 the email's terrible. Like you wouldn't buy from them. You're embarrassed that
8:29 they sent this email and you wish you could unend it. So this is how you can
8:35 get hyper customized at scale. And a majority of these target accounts are
8:39 receiving, you know, highly customized messages and reply on the first send. So
8:43 that's something I think that is also a big learning is if you do this right and
8:47 train the agents the right way, not only is it different from a human AI like a
8:52 human SDR, but I think on most human sequences it takes a few messages
8:56 whereas on ours because it's so custom usually on the first email or first
9:01 message we get a reply. So a lot of change to encapsulate here.
9:04 >> This is really good. Do they first of all these the timing
9:07 here is really interesting. Maybe we're going to get to it. But this if I see
9:12 this so these are three >> these are our three main >> artisan qualified agent force.
9:16 >> Correct. >> And if I'm looking at and that's the the
9:22 sequent that's the we artisan first then qualified then agent force. Right.
9:25 >> Correct. So in the sequence of time we did artisan first and qualified than
9:28 Asian force but actually qualified's done more because it's on the website so
9:33 it's cheating a little and then artisans in the middle and then agent forces our
9:36 newest at the bottom. >> Got it. >> Okay. I thought it's a good chart. I
9:40 thought some of the things you're saying is by the time you get to your third
9:44 agent you can also roll it out more quickly. Maybe I wasn't reading that
9:45 into the chart but >> you can. Yeah. >> The other other thing and then and keep
9:51 going. The other thing and Millie will show you examples of the emails and
9:56 communications our agents are selling. Another sort of criticism that I hear
10:02 from folks criticism in air quotes is oh those emails are only pretty good. Like
10:05 you talk about hyper customization but this isn't going back to the 1980s when
10:10 you bought this and you did this. Like they're good but they're not the bar.
10:14 This is important when folks say oh I can't do this. The bar is as good or
10:19 better than like your average human SDR. Yep. So you will see these emails are
10:22 customized depending on we do them. We we have more data to pull from. If you
10:26 were s three years ago, we know about you. They get better, but but your jaw
10:29 is not going to fall on the floor when you see these emails. You're going to
10:32 see they're pretty good. They get as good or a higher or equivalent response
10:36 rate to humans. Correct. >> But they're not the most that the
10:40 customization on a scale of 1, I'd say, varies from a three to a six.
10:43 >> Yeah. And I'll actually show you all >> it's not in a 12. This isn't an email
10:46 that someone spent equivalent to spending a month of deep clawed research
10:51 crafting. >> They're just like here's it. They're just pretty good.
10:56 >> But the average human and then and a lot of folks on the internet are like well I
11:00 could do better than this if I hired 30 top tier SDRs. Maybe we're going to find
11:07 30 top tier Oxford graduated SDRs that want to carefully craft an email each
11:11 day. And if they're that good, they want to be promoted at AE in like 3 months.
11:14 So, they're going to cycle out a lead. So, the real bar is better than the
11:19 average human with 247 consistency. And that's what squint and that's what
11:22 you're going to see in these emails. Like pretty good with not a lot of
11:26 errors. That's that's good enough to to crush it. >> Yeah. The 24/7 thing I'll get to and
11:31 it's part of why it works. So at scale you'll see in those in that chart I just
11:35 showed. So I'll break it out a little bit. Artisan overall and we're live
11:39 streaming by the way guys. So if you want the slides and all the data you can
11:43 also go on our live stream but you can also keep taking photos. Then for
11:48 artisan that one has it actually went up. It's about a 6% overall response
11:53 right now. You know average for normal STR is 2 to four. Qualified has inbound.
11:59 So that's about the same at 6%. And then Asian Force, we've said this has a
12:03 higher open rate. I'll tell you why. It's our newest agent. It's also people
12:08 we ghosted. So it kind of makes sense that they were like, "You finally
12:12 followed up with me." I'm like, "Sorry, my human wouldn't, but my AI agent
12:16 would." So also more importantly, I feel like I see people getting this wrong, is not
12:23 empowering their agents to sell. Especially if you have something that is
12:28 a low ASP, something like a ticket to SAS for London is a great example. between our
12:35 two agents that I empowered to sell, they sold 15% of the ticket revenue for
12:40 this event, which is kind of crazy cuz in the past when we've had human SDRs
12:45 try and sell tickets, I think they sold like literally I could count on one
12:48 hand. So at that volume and at that scale, I see people getting this wrong a lot,
12:53 which I'll get into. But why does this work, right? It's because all of these
12:57 different platforms have different things that they're using to
13:00 contextualize to add value back to the prospect. So instead of making it too
13:05 much about SAS, we really try and tune up our agents and train them so that all
13:09 the value is about their company, what they're doing, and why they should be at
13:13 something like a SAS. I think that's also important as you're training your
13:16 agents or thinking about rolling this out is that it should be about adding
13:20 value, right? I don't I feel like somehow that got lost in all the
13:24 outbound madness, but that should have always been the case and it's definitely
13:28 the case with AI. AI will also know your product a lot better than most entry level a like SVRs
13:35 and so whatever you tell it about the product it will contextualize for them
13:41 and add value. So AI does this in a way you know obviously 60,000 messages we
13:46 couldn't do ourselves beforehand. So it's really crazy to see which we'll
13:49 dive into. And maybe one thing to add on that data. I I I wrote a sastaster post
13:54 on this recently, but the agent force 70% open rate, which on
13:58 its surface is jaw-droppingly high, right? Let me dig into that for just one
14:01 second. And the 15% of revenue from London, this is a theme I call having
14:05 agents do the work humans don't want to do or unwilling to do. Okay. So, the 15%
14:11 of ticket revenue folks coming here, we for 6 years on and off, we tried to get our
14:18 human SDRs to help us reach out to return attendees to get them to come to
14:22 SAS London. They just wouldn't do it. It wasn't worth their time. They wanted to
14:25 hunt a six-f figureure sponsorship. So, we'd ask them, we'd give them
14:29 incentives. We'd give them Starbucks cards. We'd beg them. They wouldn't do
14:33 it. And they said they'd do it. And then finally, we would use tools like
14:35 momentum and attentive. And we see they didn't actually do it. and they lied.
14:40 Okay, so that 15% here's the point. It's a lift. A lift. Without the Asian we
14:45 wouldn't have gotten. Yes. >> So I know a lot of folks again going to
14:48 the service that want to turn on an AI SDR and have it magically create
14:52 revenue. Another way is understand calmly which parts of your funnel, which
14:57 parts of your go to market process is not even happening. Is it even remotely
15:01 optimized? Were the leads where it's just not like your team says they want
15:04 to do them, but they don't want to do the small leads. They want to do the the
15:08 lowcored leads, you know, and that's what that 15% is. The agent force one,
15:13 if if you didn't read this or catch it, that why this is a amazing and a tragedy
15:19 at the same time. These are folks who reached out to us and said they wanted
15:23 to sponsor SAS for five or six figure tickets and we did not respond to them
15:28 as our human team. Not because we didn't like round robin it. Not because crying.
15:35 It's just cuz our STRs just said >> it wasn't worth their time.
15:39 >> They they mentally and everyone like you're going to say they don't do it.
15:42 Every salesperson is managing their time. They're going to they're going to
15:45 they're going to they're going to force rank their leads in their head. They're
15:48 going to put all their effort into that one big deal that's going to close this
15:52 quarter. A little bit of effort into the small ones and nothing to the bottom. I
15:55 mean, literally, while we're here in London about 5 days ago, I wrote this on
15:59 Twitter yesterday. I reached out to a vendor for a $10,000 product and I said,
16:03 "I want to buy it while we're here. I don't have a lot of time. We're here at
16:06 Saster London. I have two questions." I didn't hear back till yesterday
16:10 afternoon. I was handed to another rep because it wasn't worth the first rep's
16:14 time for $10,000. And that rep said, "Let's get on the phone and talk about
16:19 your questions." 5day response. Get on. I mean, you lost the deal, right? So, if
16:23 you can put AI into that scenario or the ones that wasn't worth their time, 70%
16:29 open rate, even if you grow 15 or 20% faster in 2026 because of AI, it's a
16:35 gift from heaven, right? And that's what a lot of this is. Figure out, you know,
16:40 it's not it's it's not all magic, but it is magical if you can get a lift out of
16:45 the folks that just aren't being touched in your funnel. And and I'll keep going.
16:48 I don't want to take all your time, but don't assume if you're not deep on your
16:52 funnel. Don't assume every lead is being touched optimally. Don't assume every
16:56 lead I have an old sister post that every lead should be treated like a
17:00 queen or king. Every lead is precious. I reached out that $10,000 is a lot of
17:03 money to me. Okay, maybe it's not a lot of money to be that would be a Neil and
17:07 I basically spend it out of her own pocket. That's not nothing. Okay, even
1:47 first professionals. It's the very best of STER attendees and decision makers
1:51 that [music] come to SAT annual and AI summit each and every year. But here's
1:55 the reality, folks. The longer you wait, the higher ticket prices get. They're
1:58 cheap [music] now. They're cheap. So just get them early. Lock in your spot
2:02 today. Use my code Jason 100 for exclusive [music] savings. Get your
2:06 tickets at podcast.sanual.com or just use code Jason100 when you check
2:10 out. See you there. Saster annual and All right, good morning everybody.
2:22 Thanks for coming back to Saster AI London 2025. We really appreciate it.
2:26 So, we have a full day, so we're just going to keep going. I know some folks
2:29 are going to stream in, so folks are going to have coffee. This first session we will go deep on
2:39 our agents our 20 agent in particular the core ones we use for outbound
2:45 inbound leftbound rightbound and sales and is going to drive this we will do
2:49 this for about 45 minutes with one thing I want to give folks context on we have
2:53 if you guys have followed us maybe you've even seen a version of this
2:56 content we're updating it all with all the latest data all the emails we've
2:59 sent all the performance everything that our AI SDRs and agents do. So you'll get
3:04 all the latest data that Amelia has aggregated. The one thing I want to
3:07 bring up because we've heard it online and then I've heard it at this event
3:10 already is a lot of folks are like, "Well, that's great. This stuff works
3:13 for SAS. It doesn't, but it won't work for me. I'm not as big. I don't have
3:16 your scale. I don't have your data. I don't have your history." Amelia will
3:21 dig in here. It's not true. All of this will work for you to some to some
3:26 degree. Why? All of you have data. All of you have leads. All of you have a
3:30 database. Very few people here at this event have zero in revenue. Very few
3:34 people here have zero customers and zero prospects. Those guys go to websummit.
3:40 Okay, this is Saster AI. You guys have customers and revenue. So agents will
3:44 work for you whether you have to train them or tune them differently. A millia
3:49 dig maybe. So maybe you don't have 10 years of data, but you don't need as
3:51 much data as you think and you don't need as much trailing data as you think
3:55 for agents to work. Here's the simple aha moment. And and I know a lot of you know this so it sounds
4:00 captain obvious then I will let Amelia drive this to simplify a lot of
4:05 complexity. The mistake that everyone made in AI SDRs and AI sales agents in
4:12 2024 into this year and even through today and even conversations we have
4:16 today but especially is they would buy a product do nothing and expected to get
4:20 you millions of revenue. It don't work that way. Ameilia will dive into it. It
4:25 didn't work that way before Cloud 4 when none of these products work. It didn't
4:28 work that way after Q1 this year when they started to get good and it don't
4:32 work that way today. The way an AI agent works for sales for GTM is you figure
4:38 out something that works with your team with humans. You figure out an email, an
4:42 outreach, a script, a set of objections that you overcome, a set of questions.
4:46 You you nail it yourself just like it has always been a disaster since the
4:50 beginning. humans figure it out and then you take what worked and you give it to
4:54 the agent and you train it for a month and then every day after and you take
4:58 what worked and you do it at scale. That's all these products do. Like
5:01 listen, there's a lot of AI, there's a lot of LM, a lot of sophistication,
5:04 you're going to learn about it all day. But at the end of the day, if you want
5:07 to simplify cuz all these products are good, take what humans have nailed,
5:11 document it, and then train an agent with what works. If you're expecting an
5:16 agent to sell when you can't sell, that's never worked. You got to go back
5:20 to the old days of founder sales, but instead of giving it to that first human
5:24 you hired, you give it to the first agent you hired, but basically the same
5:28 thing. So with that, Ailia, we'll we'll dive into our data. >> Okay. Well, let's do it. Well, I wanted
5:33 to focus today just for some of you that have been to like our podcast for swap
5:37 Wednesday. I aggregated a lot of our data. I put in some new data and I'm
5:41 going to focus a lot on hyper customizing at scale. If you haven't
5:47 seen this yet, these are our 20 plus agents. we've deployed. You can go to
5:51 saster.ai/agents. A lot of these agents I'm going to talk about today because this whole guide is
5:57 up. I'm not going to mention too many of the vendors cuz I aggregated a lot of
6:01 the data. I'll talk about some of them, but they're all in depth here. So,
6:09 A lot of them are third party. Some are ones that we vibe coded. Some of these
6:13 agents have sub agents, which I'll talk about in a little bit. But these are our
6:17 20 plus agents that we have currently right now at Saster. We do also have
6:23 more agents than humans. So I literally just saw someone we know yesterday and
6:27 was like, "Oh, Sask in London looks so great. This is my first time here. How
6:32 many SAS employees did this?" I was like, "Well, there's two on this stage
6:38 there. One more full-time employee. We've got a few contractors trusted that
6:41 we brought here to London. And then we have all of our agents. So we have more
6:47 agents than humans. But on today's topic of hype for customizing GTM at scale. So
6:53 this is just in the last 6ish months. So after SAS in May so basically post
6:58 annual for us we really started going deep on this AI journey deploying our
7:02 agents and we wanted to see what would work in different use cases is as we did
7:08 that we deployed more agents and more use cases more sub agents and that's how
7:13 we ended up with this hyper customized AI emails and messages at scale in the
7:20 last 6 months so our just to give you context our personalized outbound 6
7:24 months ago when we still had people before all the agents. The average SDR we had here as a human
7:33 would send you know on the low end maybe 75 emails a month per rep and at the
7:40 high end maybe somewhere like two 280s 300s right per rep per month. So if you
7:45 look at this total over the last six months almost, you know, 60,000. So
7:51 let's say 10k a month, that's 32x the max output that those human SDRs
7:57 were doing in a very short amount of time. I'll talk about the ramp time of
8:00 these agents, which was a little bit different than humans. But if you think
8:04 about this, that means we were also only doing about 3% hyperpersonalized emails
8:10 at scale before this. Because the other thing I'll show you right now is the
8:13 consistency between our customization of our agents versus on humans, very hit or
8:17 miss, right? You have one SDR that's maybe really good. They send really good
8:21 high-quality emails. You get another SDR, they're just not getting it. And
8:25 the email's terrible. Like you wouldn't buy from them. You're embarrassed that
8:29 they sent this email and you wish you could unend it. So this is how you can
8:35 get hyper customized at scale. And a majority of these target accounts are
8:39 receiving, you know, highly customized messages and reply on the first send. So
8:43 that's something I think that is also a big learning is if you do this right and
8:47 train the agents the right way, not only is it different from a human AI like a
8:52 human SDR, but I think on most human sequences it takes a few messages
8:56 whereas on ours because it's so custom usually on the first email or first
9:01 message we get a reply. So a lot of change to encapsulate here.
9:04 >> This is really good. Do they first of all these the timing
9:07 here is really interesting. Maybe we're going to get to it. But this if I see
9:12 this so these are three >> these are our three main >> artisan qualified agent force.
9:16 >> Correct. >> And if I'm looking at and that's the the
9:22 sequent that's the we artisan first then qualified then agent force. Right.
9:25 >> Correct. So in the sequence of time we did artisan first and qualified than
9:28 Asian force but actually qualified's done more because it's on the website so
9:33 it's cheating a little and then artisans in the middle and then agent forces our
9:36 newest at the bottom. >> Got it. >> Okay. I thought it's a good chart. I
9:40 thought some of the things you're saying is by the time you get to your third
9:44 agent you can also roll it out more quickly. Maybe I wasn't reading that
9:45 into the chart but >> you can. Yeah. >> The other other thing and then and keep
9:51 going. The other thing and Millie will show you examples of the emails and
9:56 communications our agents are selling. Another sort of criticism that I hear
10:02 from folks criticism in air quotes is oh those emails are only pretty good. Like
10:05 you talk about hyper customization but this isn't going back to the 1980s when
10:10 you bought this and you did this. Like they're good but they're not the bar.
10:14 This is important when folks say oh I can't do this. The bar is as good or
10:19 better than like your average human SDR. Yep. So you will see these emails are
10:22 customized depending on we do them. We we have more data to pull from. If you
10:26 were s three years ago, we know about you. They get better, but but your jaw
10:29 is not going to fall on the floor when you see these emails. You're going to
10:32 see they're pretty good. They get as good or a higher or equivalent response
10:36 rate to humans. Correct. >> But they're not the most that the
10:40 customization on a scale of 1, I'd say, varies from a three to a six.
10:43 >> Yeah. And I'll actually show you all >> it's not in a 12. This isn't an email
10:46 that someone spent equivalent to spending a month of deep clawed research
10:51 crafting. >> They're just like here's it. They're just pretty good.
10:56 >> But the average human and then and a lot of folks on the internet are like well I
11:00 could do better than this if I hired 30 top tier SDRs. Maybe we're going to find
11:07 30 top tier Oxford graduated SDRs that want to carefully craft an email each
11:11 day. And if they're that good, they want to be promoted at AE in like 3 months.
11:14 So, they're going to cycle out a lead. So, the real bar is better than the
11:19 average human with 247 consistency. And that's what squint and that's what
11:22 you're going to see in these emails. Like pretty good with not a lot of
11:26 errors. That's that's good enough to to crush it. >> Yeah. The 24/7 thing I'll get to and
11:31 it's part of why it works. So at scale you'll see in those in that chart I just
11:35 showed. So I'll break it out a little bit. Artisan overall and we're live
11:39 streaming by the way guys. So if you want the slides and all the data you can
11:43 also go on our live stream but you can also keep taking photos. Then for
11:48 artisan that one has it actually went up. It's about a 6% overall response
11:53 right now. You know average for normal STR is 2 to four. Qualified has inbound.
11:59 So that's about the same at 6%. And then Asian Force, we've said this has a
12:03 higher open rate. I'll tell you why. It's our newest agent. It's also people
12:08 we ghosted. So it kind of makes sense that they were like, "You finally
12:12 followed up with me." I'm like, "Sorry, my human wouldn't, but my AI agent
12:16 would." So also more importantly, I feel like I see people getting this wrong, is not
12:23 empowering their agents to sell. Especially if you have something that is
12:28 a low ASP, something like a ticket to SAS for London is a great example. between our
12:35 two agents that I empowered to sell, they sold 15% of the ticket revenue for
12:40 this event, which is kind of crazy cuz in the past when we've had human SDRs
12:45 try and sell tickets, I think they sold like literally I could count on one
12:48 hand. So at that volume and at that scale, I see people getting this wrong a lot,
12:53 which I'll get into. But why does this work, right? It's because all of these
12:57 different platforms have different things that they're using to
13:00 contextualize to add value back to the prospect. So instead of making it too
13:05 much about SAS, we really try and tune up our agents and train them so that all
13:09 the value is about their company, what they're doing, and why they should be at
13:13 something like a SAS. I think that's also important as you're training your
13:16 agents or thinking about rolling this out is that it should be about adding
13:20 value, right? I don't I feel like somehow that got lost in all the
13:24 outbound madness, but that should have always been the case and it's definitely
13:28 the case with AI. AI will also know your product a lot better than most entry level a like SVRs
13:35 and so whatever you tell it about the product it will contextualize for them
13:41 and add value. So AI does this in a way you know obviously 60,000 messages we
13:46 couldn't do ourselves beforehand. So it's really crazy to see which we'll
13:49 dive into. And maybe one thing to add on that data. I I I wrote a sastaster post
13:54 on this recently, but the agent force 70% open rate, which on
13:58 its surface is jaw-droppingly high, right? Let me dig into that for just one
14:01 second. And the 15% of revenue from London, this is a theme I call having
14:05 agents do the work humans don't want to do or unwilling to do. Okay. So, the 15%
14:11 of ticket revenue folks coming here, we for 6 years on and off, we tried to get our
14:18 human SDRs to help us reach out to return attendees to get them to come to
14:22 SAS London. They just wouldn't do it. It wasn't worth their time. They wanted to
14:25 hunt a six-f figureure sponsorship. So, we'd ask them, we'd give them
14:29 incentives. We'd give them Starbucks cards. We'd beg them. They wouldn't do
14:33 it. And they said they'd do it. And then finally, we would use tools like
14:35 momentum and attentive. And we see they didn't actually do it. and they lied.
14:40 Okay, so that 15% here's the point. It's a lift. A lift. Without the Asian we
14:45 wouldn't have gotten. Yes. >> So I know a lot of folks again going to
14:48 the service that want to turn on an AI SDR and have it magically create
14:52 revenue. Another way is understand calmly which parts of your funnel, which
14:57 parts of your go to market process is not even happening. Is it even remotely
15:01 optimized? Were the leads where it's just not like your team says they want
15:04 to do them, but they don't want to do the small leads. They want to do the the
15:08 lowcored leads, you know, and that's what that 15% is. The agent force one,
15:13 if if you didn't read this or catch it, that why this is a amazing and a tragedy
15:19 at the same time. These are folks who reached out to us and said they wanted
15:23 to sponsor SAS for five or six figure tickets and we did not respond to them
15:28 as our human team. Not because we didn't like round robin it. Not because crying.
15:35 It's just cuz our STRs just said >> it wasn't worth their time.
15:39 >> They they mentally and everyone like you're going to say they don't do it.
15:42 Every salesperson is managing their time. They're going to they're going to
15:45 they're going to they're going to force rank their leads in their head. They're
15:48 going to put all their effort into that one big deal that's going to close this
15:52 quarter. A little bit of effort into the small ones and nothing to the bottom. I
15:55 mean, literally, while we're here in London about 5 days ago, I wrote this on
15:59 Twitter yesterday. I reached out to a vendor for a $10,000 product and I said,
16:03 "I want to buy it while we're here. I don't have a lot of time. We're here at
16:06 Saster London. I have two questions." I didn't hear back till yesterday
16:10 afternoon. I was handed to another rep because it wasn't worth the first rep's
16:14 time for $10,000. And that rep said, "Let's get on the phone and talk about
16:19 your questions." 5day response. Get on. I mean, you lost the deal, right? So, if
16:23 you can put AI into that scenario or the ones that wasn't worth their time, 70%
16:29 open rate, even if you grow 15 or 20% faster in 2026 because of AI, it's a
16:35 gift from heaven, right? And that's what a lot of this is. Figure out, you know,
16:40 it's not it's it's not all magic, but it is magical if you can get a lift out of
16:45 the folks that just aren't being touched in your funnel. And and I'll keep going.
16:48 I don't want to take all your time, but don't assume if you're not deep on your
16:52 funnel. Don't assume every lead is being touched optimally. Don't assume every
16:56 lead I have an old sister post that every lead should be treated like a
17:00 queen or king. Every lead is precious. I reached out that $10,000 is a lot of
17:03 money to me. Okay, maybe it's not a lot of money to be that would be a Neil and
17:07 I basically spend it out of her own pocket. That's not nothing. Okay, even
17:11 in London like 10,000 you can get buy something nice for 10. That's like a lot
17:15 of what's the steak place? >> Flat irons. We got a lot of flat irons
17:20 for $10,000. Okay. It wasn't even worth their time to get back to us. It's
17:23 always worth the AI's time to get back to them. It's always worth and your
17:27 leads deserve it. So, keep going. But that's why there's some of this magical
17:29 raid is because humans wouldn't do the work. >> Yeah. But your AI isn't picky. So, just
17:34 on that on that point, why is this so great? Right. Like why were human STRs when we
17:41 had them only 3% doing of what we did now? Part of that is what you're talking
17:46 about, right? There's downtime, there's holidays, okay? You know, you have
17:51 planned time off. Sure. But then somehow when it comes to STRs, there's always a
17:56 lot of unplanned downtime for all the humans. And so I think
18:01 that's something where since the AI works 24/7, I was actually just talking
18:05 to Phipe who's presenting later. We were saying once you get a few
18:08 agents, actually your problem becomes not having agents. Your problem is
18:11 keeping up with your agents. So we'll talk about that a little bit later when
18:14 you guys come back for his noon session. But because it works 24/7, this is now
18:20 our biggest issue is actually keeping up with our agents. Like I get constant
18:24 slacks, notifications, your AI is doing this, your AI is doing that. And we try
18:29 and watch it all, right? Like we want to make sure our AI is saying the right
18:33 things, treating people properly. So many people yesterday were coming into
18:36 disaster saying like, "Oh, hey Amelia, thanks for your help." I was like, "Did
18:41 I help you? Oh, Ameilia AI helped me or Jason AI helped me." I'm like,
18:46 "Fantastic. This is real Amelia. And I'm glad my AI agent could be there. When I
18:50 was either sleeping or walking my dog, so it's it is it's you'll enter a new
18:55 world quickly where you have to learn to actually keep up with your agents once
18:59 you get the hang of them. But it is also part of why it works so
19:04 well. I put an example here. Think of which one's this from. It doesn't even
19:08 matter. But you'll see here, this is an example of like a highly customized
19:12 email. Again, it's tying back value to the person versus it being too much
19:16 about disaster. I think in this case, it's using some website authorization of
19:20 what they were looking at and tied it back to them and what they were posting
19:23 about. And then this one had a meetings link as well. So, there's a few things I
19:28 want to get into. I want to get into this one because a few folks have asked
19:32 us on our previous webinars to create like a a mind map, which I didn't have
19:38 previously, so I made one for this. A lot of people ask me like how did you
19:42 think about like the roll out right of AI SDRs? I'm like well we had SAS annual
19:49 we had a few human SDRs and after SAS reanual they quit and so instead of
19:55 replacing them with another human I replaced them with AI. So this is how I
20:02 started to do that. I split up basically the lowest hanging fruit right. So I
20:08 took into our cuz it had just been SAS or annual. So you can take something
20:11 equivalent for your company. Maybe you've just done a new product release.
20:15 The new year is coming up. You can do something that adds value and say okay
20:19 I've got all these contacts. So let's say I want to follow up with them in my
20:23 agent. I'm going to train my agent on these specific contacts. So it should be
20:27 a subset. You should never just unleash an AI agent on your entire entire
20:33 database. Like do not do that. It will not be customized. It's not going to
20:37 work like this. Like you do need to train either sub agents depending on
20:41 what platform you use or do like sub campaigns, however they call it. But
20:44 basically, you want to make sure that each like thing you're deploying in your
20:50 AISDR is specifically trained and tuned for that persona that you're going to go
20:54 after. So, you're going to make little sub personas, right, of your target
20:58 buyers. Is it a CRO? Has the CRO done something with us? Is it a CMO? Is it
21:02 have they been to our website? have they churned or do I feel like their usage is
21:06 down and they're about to churn? Like you can also use this for CS use cases
21:10 and marketing. Like all of this starts to converge. But basically all of these
21:13 things are things you can put into different sub aents, train it, make it
21:18 personalized to those leads. I usually keep it in batches of like 800 to a,000.
21:24 I don't try and do more than that. I try and get that hyper customized on who I'm
21:29 targeting with each of our sub aents. And then I'll pick which in our case we
21:34 have more than one outbound AISR. And so I'll pick which agent I think is the
21:38 best one for that. I'll pop it into that agent, train it, fire it up, and then
21:42 give it the sequence that I want of, okay, I want you to maybe I want this
21:45 one to book a meeting. I want this one to sell a ticket. I want this one to
21:48 follow up with a lead we never followed up with. I want this one to book a
21:51 meeting. And so I'll also give a different goals for each of those
21:54 personas. So that's how I kind of start to map it out. Important to know though,
21:58 I did not start with all of these, right? I actually have more than this,
22:02 but it's important to stair step it, right? So, start with one. Like a really
22:07 good one is people you might have ghosted or didn't know that you could
22:11 ghost it. Another one is if you're getting really good inbound, but you're
22:14 not able to completely follow up or maybe you can't follow up after the
22:17 first meeting. That's a good use case. Like, don't start with something mission
22:20 critical. Like, you're going to be disappointed if you can't get it to work
22:24 really quickly. A lot of these have ramp time, which I think is on the next
22:27 slide. So don't start with something that's too mission critical because then you might
22:32 set yourself up for failure. >> A who would who do you think
22:39 can implement something like this? >> That's a good question. I have that
22:41 later. >> Oh, you do. All right. Keep going. Yeah. >> All right. These are a few more
22:47 examples. The other thing I'll say too, and the reason why I put these examples,
22:50 hopefully you guys can see. So the first one, this one's an example from Artisan.
22:55 I think this person came here, but literally the top is to Jason's point. I
22:59 was like it's it's an okay like is it the greatest email on planet earth? It's
23:03 pretty good. Would I have written this? Maybe I'll give myself a 50/50. This
23:08 one's inviting them to come to SAS annual. And literally this says on the
23:13 bottom, hey, I'm a fan. I'm going to see if I can come attend. Did your AISDR
23:17 write this because it got my attention versus trash. Which just real Ameilia
23:21 answered. So I was like it's a mystery for you. on the next sample. Let me try and go
23:30 ahead. Okay, then there's another example where like just because it's an
23:34 AISDR and you're going to have all these hyperpersonalized emails, don't expect
23:39 that every response will be positive. Like most of the time I get like a
23:44 response like the last one. Sometimes I get a response that's like this that's
23:47 like very nice, but I'm not going to be there. And I'm like cool, I'm going to
23:50 follow up with this guy later. Like not everything is going to be an instant
23:54 yes. Like I think that's another fallacy of like the AISDRs is like if you're
23:58 trying to get into book meetings, sell something, it may not do that on the
24:03 first action almost like that was true before the AISDR with regular SDRs. So
24:09 all those things you know to be true are still true even with the AMA.
24:14 >> Okay, I want to talk about this one. You know, just on those examples,
24:21 >> one, you know, a lot of folks ask us, >> do they know it's an AI? Do they mind
24:26 that it's an AI? I think even just in these two examples, you'll see a
24:30 spectrum here. You'll see, is it an AI was the question. So, I guess we're not
24:34 always clear whether it is or isn't. >> I think the biggest, but a big takeaway
24:38 is as long as the communication is reasonably good, adds some value, right?
24:43 And even just a discount is value, okay? and a little bit of connection. What you
24:47 can see from the three emails you've already seen is people don't mind.
24:49 >> They don't mind. >> They don't mind. And and they don't they
24:53 what they want is help. And I really think especially in 2026, we're all
24:57 going to work in these heterogeneous worlds where we mix AIs and humans. And
25:02 imagining that I somehow mind talking to a great AI is backwards. A great AI is
25:06 often going to add more value than a mediocre human. So like don't I think my
25:11 my metal learning it's a learning. Don't worry about that. Don't worry about
25:15 people talking to an AI. Worry about if it's good. >> Yep.
25:18 >> And adds value. And people are h they don't mind. In fact, they don't mind
25:21 talking back to the AI. Forget about chat even by email. They're happy to do
25:25 it, right? You might be happy to do it, too. It might be a relief to talk to an
25:29 AI rather than the human that took 5 days to get back to me this week. Like,
25:32 it's not a negative. >> I don't think it's a negative. To that
25:37 point, we did hyperchange our inbound flow because of AI as well. So, that was
25:42 mostly out. For inbound, we use a tool called qualified on our website. Our old
25:46 flow six months ago used to be you have to fill out a form on our website, but a
25:49 lot of people still have that flow today. Then we would get alerted via
25:53 email and then I would manually route it to whoever I thought was the best AE
25:58 based on like the company size. We don't really do territory company
26:03 size, category of company, like okay, do they rep any competitors, things like
26:07 that. So we would route it and then the AE depending on who it was would take
26:12 about two or 24 hours to get back to them and it'd always be like you know oh
26:16 hey it's so and so from saw you were interested let's book a meeting like the
26:21 simplest maybe worst email response to no fury to those inbound leads and now this is a
26:28 screenshot of Ameilia AI if you want to try it it's on sastasterennon.com
26:34 you can talk to sheme and you can instantly talk to Amelia. You can book a meeting with her. So, she
26:40 instantly books meetings for our team. Honestly, a lot of the time she books
26:43 meetings while I'm asleep. So, I'll wake up and I'll be like, "Okay." And the
26:48 meetings booked are I'll just go through all the meetings that have been booked
26:51 overnight instantly. I didn't have to worry about waking up in the morning,
26:55 routing any leads I might have missed or whoever's in charge of your routing
26:58 might have missed and then follow up with them and then hope that the AE then
27:02 also follows up with them to book the meeting. So now what I do instead, it's
27:06 already pre-booked. I wake up in the morning, I talk to Dave and our sales
27:09 team. I'm like, "Hey, these people booked. Here's the context of the
27:12 conversation. Here's what we already know about them. Now you can have a
27:15 better meeting with this person." You can literally skip like steps one
27:20 through five and just go to meeting like just pass go. >> Yeah. If you if you and there's a lot of
27:25 vendors that can do this pretty well today. If this if this is already well
27:28 understood to you and you've already implemented this, great. Okay. But if in
27:33 2026 you're still having humans qualify a lot of your prospects and wait,
27:37 there's no need with AI. You and and Millie will talk about training. You are
27:40 going to have to pick a vendor and you're going to have to train it for 30
27:43 days with your data. But there's no reason a prospect shouldn't be able to
27:48 interact fluidly with an AI, not even know they're being qualified. Okay? Not
27:52 in this yucky, objectionable, dated way of whether you're worth someone that
27:56 just graduated from college's time, which was which has always been kind of
28:00 gross and uncomfortable if you've been through it on the other side.
28:03 >> The agent should do it elegantly. Great to hear from you. Glad you're
28:07 interested. Tell me about your team. Tell me about what your goals are. Talk
28:12 in English through video, audio, typing. Great. You know who would be perfect for
28:15 you? Let me set something up with David. He's free tomorrow at 11. Does it work
28:19 for you right now at night when you're ready? If you don't have that on your
28:24 website, implement it this like maybe before the end of the year. This is
28:28 lowhanging fruit. The products with AI after after the fours, after Claude 4
28:33 and open and and Chetchi before, they've all gotten really good. They can all do
28:37 this. Callum Lee on steroids in instantly qualified. It all works today.
28:42 There's no excuse to not do this. And there's no excuse to have yucky
28:45 qualification. like there may maybe if you have a seven figure product and
28:49 there's a lot of but even there the AI can qualify a seven figure product what
28:52 department are you in what are you trying to get going >> who's on the buying committee
28:56 >> there's just no excuse to have yucky qualification just eliminate it and I
29:01 really think most SDRs will die next year but the me and I know we we throw
29:05 around these terms differently the BDR that sort of smarmy qualifies you that
29:10 that that's going to die like we just there's no need for that with these
29:13 tools so this is low hanging fruit to implement and you If you if a prospect can have a
29:17 wonderful time, get their questions answered for real without a used car
29:21 salesman, and book a meeting in real time, you're going to close more,
29:25 whether it's 1% more or 20% more, it's much better. >> Yeah. The other thing I'll say real
29:30 quick on that point, too, is that these folks actually like that they got to
29:34 book instantly. Like to your point of like beforehand, right, we'd had to
29:37 round robin it and then do all this other thing and route it and then
29:39 finally book the meeting, connect the Zoom. Sometimes the Zoom doesn't work.
29:43 Like it's so instant. It's not like we're getting messages like, "Okay, AI,
29:47 like you didn't really answer my questions and so I had to book a
29:50 meeting." They're like, it it's literally like qualifying them. That's
29:54 why it's in the name of this one, but it's literally qualifying them while
29:57 they're on the site. So, to your point, it does all that for you. Obviously, you
30:03 have to train it and are qualified. Um, maybe it's on this slide.
30:06 >> That was 130 meetings booked that you had, right? >> 100. Yes. 130 meetings booked in we've
30:12 had qualified since August >> and going up right >> yeah and going up so August was our
30:16 first month so you can see we rolled out at the end of the months before
30:21 Dreamforce and then September October November there was a lot of in November
30:25 honestly I was like I don't think between David and myself is our AE I was
30:30 like I don't think we would have booked we definitely wouldn't have booked this
30:33 many without the AI cuz we would have missed them and they were high followed
30:36 we were like okay we can see what they said to a million AI we can have a
30:40 better meeting and like now we have a lot of pipe in December Jan because of
30:43 it. So >> one other thing on that chart is a lot of folks ask us and and it's all over
30:51 social media. This is the age of voice. Is voice better? Is chat better? Is
30:54 video agents better? >> People can pick. >> Yeah, they can pick. Don't try to answer
30:59 this question. You're going to find everyone is different and and different
31:04 types of prospects are different. I I I like to chat, you know. I like to clack.
31:10 Other folks really like to talk. I I can tell you on our on our first agent deli
31:15 where we've done like 150,000 chats, the ratio is about 8020 80 maybe it's 8515.
31:22 85% people like to chat. 15% like voice, but there may be different buyers. You
31:25 may have more traditional buyers that want to pick up the phone. Chat
31:30 obviously is the easiest to implement. Voice is so easy. It it takes the most
31:35 work. Okay. video is a lot of work >> and we've just launched it. We actually
31:39 don't know how well it will perform yet, I don't think. Right.
31:43 >> But some people metric. Yeah. Some people like it. >> They they like that it's part of why we
31:49 made it video was cuz so many people used our inbound agent and it does a
31:54 little bit of outbound that I wanted to start it to ramp to literally ramp our
31:58 AI like a human to be able to start to sell more. So that's why we added the
32:02 video because I was like, "Okay, I need it to add a layer of trust where I feel
32:07 like on a chat. I I wouldn't I wouldn't buy something on a chat necessarily."
32:10 >> It might add a layer of trust for some people. >> But yeah, it might add a layer of trust
32:13 of like this is literally me. I went to qualified for a whole day and filmed
32:16 this. I think the video is dropping later today. So you can see how I did
32:19 this. It was a whole day. >> Yeah. >> I had to like look at the camera like
32:24 blink slowly and like say weird words. But it was like it was fun for me. But
32:29 like this is why I like this obviously too. But I was like okay like it's a AI
32:34 some people know me from SAS or like the pod and like it just builds trust where
32:38 I was like okay if I want her to try to qualify people even more for our
32:42 meetings I feel like the video will add an extra layer where they're like oh I
32:45 know Amelia. She spends a lot of time with her AI. I might trust that to like
32:50 get me maybe even further down the funnel. >> But you don't have for for if you're
32:53 deploying you haven't done it yet or you're in the midst of it. You don't
32:56 have to overanalyze this like on social media. Okay, just do it. Like just do
33:02 it. Like the whole theme of this is pick an agent at some level. It doesn't
33:05 matter which one as long as it's a wellrusted vendor for your use case and
33:10 train it. And then don't over analyze is voice better, video or chat or is this
33:15 creepy or good or weird? Just do it. And you're probably going to find chat's the
33:18 easiest to do first because it it's the like it just works out of the box. voice
33:23 really I mean literally for the openers for this event and nearly did it on 11
33:26 labs in about 5 minutes in the green room yesterday voice is not a lot of
33:29 work to train on your voice it's a little bit of work and video is two
33:33 orders of magnitude more work so just sequence them in >> y
33:36 >> don't overanalyze a lot of the stuff just a leader train and go and then sequence
33:41 they all they all work >> yes I will say though it does take a lot
33:45 of time I would not leave your agents to their own devices so I'm going to get
33:49 into our top learnings here because this ties into a lot of what we have here.
33:54 So, just this last week, I was talking to a goto market company in the SAS
33:58 community. We all know it if I said it, but they're at a billion in revenue, not
34:03 in valuation, revenue. And I was talking to their head of go to market, who's now
34:08 also their head of AI, and their head of sales. And they were like, "Oh, you
34:12 know, we're we're looking at all these different AI SDRs. We want to roll it
34:19 out. We want to pair it with each human Str on this sales team. I said,
34:25 "Godspeed. I don't think that will work. I don't think you should just unleash an
34:30 AI you do not know how to use." They were literally calling me to ask me how
34:33 we do all this. I was like, "Okay, so let me get this straight. You don't know
3:13 for SAS. It doesn't, but it won't work for me. I'm not as big. I don't have
3:16 your scale. I don't have your data. I don't have your history." Amelia will
3:21 dig in here. It's not true. All of this will work for you to some to some
3:26 degree. Why? All of you have data. All of you have leads. All of you have a
3:30 database. Very few people here at this event have zero in revenue. Very few
3:34 people here have zero customers and zero prospects. Those guys go to websummit.
3:40 Okay, this is Saster AI. You guys have customers and revenue. So agents will
3:44 work for you whether you have to train them or tune them differently. A millia
3:49 dig maybe. So maybe you don't have 10 years of data, but you don't need as
3:51 much data as you think and you don't need as much trailing data as you think
3:55 for agents to work. Here's the simple aha moment. And and I know a lot of you know this so it sounds
4:00 captain obvious then I will let Amelia drive this to simplify a lot of
4:05 complexity. The mistake that everyone made in AI SDRs and AI sales agents in
4:12 2024 into this year and even through today and even conversations we have
4:16 today but especially is they would buy a product do nothing and expected to get
4:20 you millions of revenue. It don't work that way. Ameilia will dive into it. It
4:25 didn't work that way before Cloud 4 when none of these products work. It didn't
4:28 work that way after Q1 this year when they started to get good and it don't
4:32 work that way today. The way an AI agent works for sales for GTM is you figure
4:38 out something that works with your team with humans. You figure out an email, an
4:42 outreach, a script, a set of objections that you overcome, a set of questions.
4:46 You you nail it yourself just like it has always been a disaster since the
4:50 beginning. humans figure it out and then you take what worked and you give it to
4:54 the agent and you train it for a month and then every day after and you take
4:58 what worked and you do it at scale. That's all these products do. Like
5:01 listen, there's a lot of AI, there's a lot of LM, a lot of sophistication,
5:04 you're going to learn about it all day. But at the end of the day, if you want
5:07 to simplify cuz all these products are good, take what humans have nailed,
5:11 document it, and then train an agent with what works. If you're expecting an
5:16 agent to sell when you can't sell, that's never worked. You got to go back
5:20 to the old days of founder sales, but instead of giving it to that first human
5:24 you hired, you give it to the first agent you hired, but basically the same
5:28 thing. So with that, Ailia, we'll we'll dive into our data. >> Okay. Well, let's do it. Well, I wanted
5:33 to focus today just for some of you that have been to like our podcast for swap
5:37 Wednesday. I aggregated a lot of our data. I put in some new data and I'm
5:41 going to focus a lot on hyper customizing at scale. If you haven't
5:47 seen this yet, these are our 20 plus agents. we've deployed. You can go to
5:51 saster.ai/agents. A lot of these agents I'm going to talk about today because this whole guide is
5:57 up. I'm not going to mention too many of the vendors cuz I aggregated a lot of
6:01 the data. I'll talk about some of them, but they're all in depth here. So,
6:09 A lot of them are third party. Some are ones that we vibe coded. Some of these
6:13 agents have sub agents, which I'll talk about in a little bit. But these are our
6:17 20 plus agents that we have currently right now at Saster. We do also have
6:23 more agents than humans. So I literally just saw someone we know yesterday and
6:27 was like, "Oh, Sask in London looks so great. This is my first time here. How
6:32 many SAS employees did this?" I was like, "Well, there's two on this stage
6:38 there. One more full-time employee. We've got a few contractors trusted that
6:41 we brought here to London. And then we have all of our agents. So we have more
6:47 agents than humans. But on today's topic of hype for customizing GTM at scale. So
6:53 this is just in the last 6ish months. So after SAS in May so basically post
6:58 annual for us we really started going deep on this AI journey deploying our
7:02 agents and we wanted to see what would work in different use cases is as we did
7:08 that we deployed more agents and more use cases more sub agents and that's how
7:13 we ended up with this hyper customized AI emails and messages at scale in the
7:20 last 6 months so our just to give you context our personalized outbound 6
7:24 months ago when we still had people before all the agents. The average SDR we had here as a human
7:33 would send you know on the low end maybe 75 emails a month per rep and at the
7:40 high end maybe somewhere like two 280s 300s right per rep per month. So if you
7:45 look at this total over the last six months almost, you know, 60,000. So
7:51 let's say 10k a month, that's 32x the max output that those human SDRs
7:57 were doing in a very short amount of time. I'll talk about the ramp time of
8:00 these agents, which was a little bit different than humans. But if you think
8:04 about this, that means we were also only doing about 3% hyperpersonalized emails
8:10 at scale before this. Because the other thing I'll show you right now is the
8:13 consistency between our customization of our agents versus on humans, very hit or
8:17 miss, right? You have one SDR that's maybe really good. They send really good
8:21 high-quality emails. You get another SDR, they're just not getting it. And
8:25 the email's terrible. Like you wouldn't buy from them. You're embarrassed that
8:29 they sent this email and you wish you could unend it. So this is how you can
8:35 get hyper customized at scale. And a majority of these target accounts are
8:39 receiving, you know, highly customized messages and reply on the first send. So
8:43 that's something I think that is also a big learning is if you do this right and
8:47 train the agents the right way, not only is it different from a human AI like a
8:52 human SDR, but I think on most human sequences it takes a few messages
8:56 whereas on ours because it's so custom usually on the first email or first
9:01 message we get a reply. So a lot of change to encapsulate here.
9:04 >> This is really good. Do they first of all these the timing
9:07 here is really interesting. Maybe we're going to get to it. But this if I see
9:12 this so these are three >> these are our three main >> artisan qualified agent force.
9:16 >> Correct. >> And if I'm looking at and that's the the
9:22 sequent that's the we artisan first then qualified then agent force. Right.
9:25 >> Correct. So in the sequence of time we did artisan first and qualified than
9:28 Asian force but actually qualified's done more because it's on the website so
9:33 it's cheating a little and then artisans in the middle and then agent forces our
9:36 newest at the bottom. >> Got it. >> Okay. I thought it's a good chart. I
9:40 thought some of the things you're saying is by the time you get to your third
9:44 agent you can also roll it out more quickly. Maybe I wasn't reading that
9:45 into the chart but >> you can. Yeah. >> The other other thing and then and keep
9:51 going. The other thing and Millie will show you examples of the emails and
9:56 communications our agents are selling. Another sort of criticism that I hear
10:02 from folks criticism in air quotes is oh those emails are only pretty good. Like
10:05 you talk about hyper customization but this isn't going back to the 1980s when
10:10 you bought this and you did this. Like they're good but they're not the bar.
10:14 This is important when folks say oh I can't do this. The bar is as good or
10:19 better than like your average human SDR. Yep. So you will see these emails are
10:22 customized depending on we do them. We we have more data to pull from. If you
10:26 were s three years ago, we know about you. They get better, but but your jaw
10:29 is not going to fall on the floor when you see these emails. You're going to
10:32 see they're pretty good. They get as good or a higher or equivalent response
10:36 rate to humans. Correct. >> But they're not the most that the
10:40 customization on a scale of 1, I'd say, varies from a three to a six.
10:43 >> Yeah. And I'll actually show you all >> it's not in a 12. This isn't an email
10:46 that someone spent equivalent to spending a month of deep clawed research
10:51 crafting. >> They're just like here's it. They're just pretty good.
10:56 >> But the average human and then and a lot of folks on the internet are like well I
11:00 could do better than this if I hired 30 top tier SDRs. Maybe we're going to find
11:07 30 top tier Oxford graduated SDRs that want to carefully craft an email each
11:11 day. And if they're that good, they want to be promoted at AE in like 3 months.
11:14 So, they're going to cycle out a lead. So, the real bar is better than the
11:19 average human with 247 consistency. And that's what squint and that's what
11:22 you're going to see in these emails. Like pretty good with not a lot of
11:26 errors. That's that's good enough to to crush it. >> Yeah. The 24/7 thing I'll get to and
11:31 it's part of why it works. So at scale you'll see in those in that chart I just
11:35 showed. So I'll break it out a little bit. Artisan overall and we're live
11:39 streaming by the way guys. So if you want the slides and all the data you can
11:43 also go on our live stream but you can also keep taking photos. Then for
11:48 artisan that one has it actually went up. It's about a 6% overall response
11:53 right now. You know average for normal STR is 2 to four. Qualified has inbound.
11:59 So that's about the same at 6%. And then Asian Force, we've said this has a
12:03 higher open rate. I'll tell you why. It's our newest agent. It's also people
12:08 we ghosted. So it kind of makes sense that they were like, "You finally
12:12 followed up with me." I'm like, "Sorry, my human wouldn't, but my AI agent
12:16 would." So also more importantly, I feel like I see people getting this wrong, is not
12:23 empowering their agents to sell. Especially if you have something that is
12:28 a low ASP, something like a ticket to SAS for London is a great example. between our
12:35 two agents that I empowered to sell, they sold 15% of the ticket revenue for
12:40 this event, which is kind of crazy cuz in the past when we've had human SDRs
12:45 try and sell tickets, I think they sold like literally I could count on one
12:48 hand. So at that volume and at that scale, I see people getting this wrong a lot,
12:53 which I'll get into. But why does this work, right? It's because all of these
12:57 different platforms have different things that they're using to
13:00 contextualize to add value back to the prospect. So instead of making it too
13:05 much about SAS, we really try and tune up our agents and train them so that all
13:09 the value is about their company, what they're doing, and why they should be at
13:13 something like a SAS. I think that's also important as you're training your
13:16 agents or thinking about rolling this out is that it should be about adding
13:20 value, right? I don't I feel like somehow that got lost in all the
13:24 outbound madness, but that should have always been the case and it's definitely
13:28 the case with AI. AI will also know your product a lot better than most entry level a like SVRs
13:35 and so whatever you tell it about the product it will contextualize for them
13:41 and add value. So AI does this in a way you know obviously 60,000 messages we
13:46 couldn't do ourselves beforehand. So it's really crazy to see which we'll
13:49 dive into. And maybe one thing to add on that data. I I I wrote a sastaster post
13:54 on this recently, but the agent force 70% open rate, which on
13:58 its surface is jaw-droppingly high, right? Let me dig into that for just one
14:01 second. And the 15% of revenue from London, this is a theme I call having
14:05 agents do the work humans don't want to do or unwilling to do. Okay. So, the 15%
14:11 of ticket revenue folks coming here, we for 6 years on and off, we tried to get our
14:18 human SDRs to help us reach out to return attendees to get them to come to
14:22 SAS London. They just wouldn't do it. It wasn't worth their time. They wanted to
14:25 hunt a six-f figureure sponsorship. So, we'd ask them, we'd give them
14:29 incentives. We'd give them Starbucks cards. We'd beg them. They wouldn't do
14:33 it. And they said they'd do it. And then finally, we would use tools like
14:35 momentum and attentive. And we see they didn't actually do it. and they lied.
14:40 Okay, so that 15% here's the point. It's a lift. A lift. Without the Asian we
14:45 wouldn't have gotten. Yes. >> So I know a lot of folks again going to
14:48 the service that want to turn on an AI SDR and have it magically create
14:52 revenue. Another way is understand calmly which parts of your funnel, which
14:57 parts of your go to market process is not even happening. Is it even remotely
15:01 optimized? Were the leads where it's just not like your team says they want
15:04 to do them, but they don't want to do the small leads. They want to do the the
15:08 lowcored leads, you know, and that's what that 15% is. The agent force one,
15:13 if if you didn't read this or catch it, that why this is a amazing and a tragedy
15:19 at the same time. These are folks who reached out to us and said they wanted
15:23 to sponsor SAS for five or six figure tickets and we did not respond to them
15:28 as our human team. Not because we didn't like round robin it. Not because crying.
15:35 It's just cuz our STRs just said >> it wasn't worth their time.
15:39 >> They they mentally and everyone like you're going to say they don't do it.
15:42 Every salesperson is managing their time. They're going to they're going to
15:45 they're going to they're going to force rank their leads in their head. They're
15:48 going to put all their effort into that one big deal that's going to close this
15:52 quarter. A little bit of effort into the small ones and nothing to the bottom. I
15:55 mean, literally, while we're here in London about 5 days ago, I wrote this on
15:59 Twitter yesterday. I reached out to a vendor for a $10,000 product and I said,
16:03 "I want to buy it while we're here. I don't have a lot of time. We're here at
16:06 Saster London. I have two questions." I didn't hear back till yesterday
16:10 afternoon. I was handed to another rep because it wasn't worth the first rep's
16:14 time for $10,000. And that rep said, "Let's get on the phone and talk about
16:19 your questions." 5day response. Get on. I mean, you lost the deal, right? So, if
16:23 you can put AI into that scenario or the ones that wasn't worth their time, 70%
16:29 open rate, even if you grow 15 or 20% faster in 2026 because of AI, it's a
16:35 gift from heaven, right? And that's what a lot of this is. Figure out, you know,
16:40 it's not it's it's not all magic, but it is magical if you can get a lift out of
16:45 the folks that just aren't being touched in your funnel. And and I'll keep going.
16:48 I don't want to take all your time, but don't assume if you're not deep on your
16:52 funnel. Don't assume every lead is being touched optimally. Don't assume every
16:56 lead I have an old sister post that every lead should be treated like a
17:00 queen or king. Every lead is precious. I reached out that $10,000 is a lot of
17:03 money to me. Okay, maybe it's not a lot of money to be that would be a Neil and
17:07 I basically spend it out of her own pocket. That's not nothing. Okay, even
17:11 in London like 10,000 you can get buy something nice for 10. That's like a lot
17:15 of what's the steak place? >> Flat irons. We got a lot of flat irons
17:20 for $10,000. Okay. It wasn't even worth their time to get back to us. It's
17:23 always worth the AI's time to get back to them. It's always worth and your
17:27 leads deserve it. So, keep going. But that's why there's some of this magical
17:29 raid is because humans wouldn't do the work. >> Yeah. But your AI isn't picky. So, just
17:34 on that on that point, why is this so great? Right. Like why were human STRs when we
17:41 had them only 3% doing of what we did now? Part of that is what you're talking
17:46 about, right? There's downtime, there's holidays, okay? You know, you have
17:51 planned time off. Sure. But then somehow when it comes to STRs, there's always a
17:56 lot of unplanned downtime for all the humans. And so I think
18:01 that's something where since the AI works 24/7, I was actually just talking
18:05 to Phipe who's presenting later. We were saying once you get a few
18:08 agents, actually your problem becomes not having agents. Your problem is
18:11 keeping up with your agents. So we'll talk about that a little bit later when
18:14 you guys come back for his noon session. But because it works 24/7, this is now
18:20 our biggest issue is actually keeping up with our agents. Like I get constant
18:24 slacks, notifications, your AI is doing this, your AI is doing that. And we try
18:29 and watch it all, right? Like we want to make sure our AI is saying the right
18:33 things, treating people properly. So many people yesterday were coming into
18:36 disaster saying like, "Oh, hey Amelia, thanks for your help." I was like, "Did
18:41 I help you? Oh, Ameilia AI helped me or Jason AI helped me." I'm like,
18:46 "Fantastic. This is real Amelia. And I'm glad my AI agent could be there. When I
18:50 was either sleeping or walking my dog, so it's it is it's you'll enter a new
18:55 world quickly where you have to learn to actually keep up with your agents once
18:59 you get the hang of them. But it is also part of why it works so
19:04 well. I put an example here. Think of which one's this from. It doesn't even
19:08 matter. But you'll see here, this is an example of like a highly customized
19:12 email. Again, it's tying back value to the person versus it being too much
19:16 about disaster. I think in this case, it's using some website authorization of
19:20 what they were looking at and tied it back to them and what they were posting
19:23 about. And then this one had a meetings link as well. So, there's a few things I
19:28 want to get into. I want to get into this one because a few folks have asked
19:32 us on our previous webinars to create like a a mind map, which I didn't have
19:38 previously, so I made one for this. A lot of people ask me like how did you
19:42 think about like the roll out right of AI SDRs? I'm like well we had SAS annual
19:49 we had a few human SDRs and after SAS reanual they quit and so instead of
19:55 replacing them with another human I replaced them with AI. So this is how I
20:02 started to do that. I split up basically the lowest hanging fruit right. So I
20:08 took into our cuz it had just been SAS or annual. So you can take something
20:11 equivalent for your company. Maybe you've just done a new product release.
20:15 The new year is coming up. You can do something that adds value and say okay
20:19 I've got all these contacts. So let's say I want to follow up with them in my
20:23 agent. I'm going to train my agent on these specific contacts. So it should be
20:27 a subset. You should never just unleash an AI agent on your entire entire
20:33 database. Like do not do that. It will not be customized. It's not going to
20:37 work like this. Like you do need to train either sub agents depending on
20:41 what platform you use or do like sub campaigns, however they call it. But
20:44 basically, you want to make sure that each like thing you're deploying in your
20:50 AISDR is specifically trained and tuned for that persona that you're going to go
20:54 after. So, you're going to make little sub personas, right, of your target
20:58 buyers. Is it a CRO? Has the CRO done something with us? Is it a CMO? Is it
21:02 have they been to our website? have they churned or do I feel like their usage is
21:06 down and they're about to churn? Like you can also use this for CS use cases
21:10 and marketing. Like all of this starts to converge. But basically all of these
21:13 things are things you can put into different sub aents, train it, make it
21:18 personalized to those leads. I usually keep it in batches of like 800 to a,000.
21:24 I don't try and do more than that. I try and get that hyper customized on who I'm
21:29 targeting with each of our sub aents. And then I'll pick which in our case we
21:34 have more than one outbound AISR. And so I'll pick which agent I think is the
21:38 best one for that. I'll pop it into that agent, train it, fire it up, and then
21:42 give it the sequence that I want of, okay, I want you to maybe I want this
21:45 one to book a meeting. I want this one to sell a ticket. I want this one to
21:48 follow up with a lead we never followed up with. I want this one to book a
21:51 meeting. And so I'll also give a different goals for each of those
21:54 personas. So that's how I kind of start to map it out. Important to know though,
21:58 I did not start with all of these, right? I actually have more than this,
22:02 but it's important to stair step it, right? So, start with one. Like a really
22:07 good one is people you might have ghosted or didn't know that you could
22:11 ghost it. Another one is if you're getting really good inbound, but you're
22:14 not able to completely follow up or maybe you can't follow up after the
22:17 first meeting. That's a good use case. Like, don't start with something mission
22:20 critical. Like, you're going to be disappointed if you can't get it to work
22:24 really quickly. A lot of these have ramp time, which I think is on the next
22:27 slide. So don't start with something that's too mission critical because then you might
22:32 set yourself up for failure. >> A who would who do you think
22:39 can implement something like this? >> That's a good question. I have that
22:41 later. >> Oh, you do. All right. Keep going. Yeah. >> All right. These are a few more
22:47 examples. The other thing I'll say too, and the reason why I put these examples,
22:50 hopefully you guys can see. So the first one, this one's an example from Artisan.
22:55 I think this person came here, but literally the top is to Jason's point. I
22:59 was like it's it's an okay like is it the greatest email on planet earth? It's
23:03 pretty good. Would I have written this? Maybe I'll give myself a 50/50. This
23:08 one's inviting them to come to SAS annual. And literally this says on the
23:13 bottom, hey, I'm a fan. I'm going to see if I can come attend. Did your AISDR
23:17 write this because it got my attention versus trash. Which just real Ameilia
23:21 answered. So I was like it's a mystery for you. on the next sample. Let me try and go
23:30 ahead. Okay, then there's another example where like just because it's an
23:34 AISDR and you're going to have all these hyperpersonalized emails, don't expect
23:39 that every response will be positive. Like most of the time I get like a
23:44 response like the last one. Sometimes I get a response that's like this that's
23:47 like very nice, but I'm not going to be there. And I'm like cool, I'm going to
23:50 follow up with this guy later. Like not everything is going to be an instant
23:54 yes. Like I think that's another fallacy of like the AISDRs is like if you're
23:58 trying to get into book meetings, sell something, it may not do that on the
24:03 first action almost like that was true before the AISDR with regular SDRs. So
24:09 all those things you know to be true are still true even with the AMA.
24:14 >> Okay, I want to talk about this one. You know, just on those examples,
24:21 >> one, you know, a lot of folks ask us, >> do they know it's an AI? Do they mind
24:26 that it's an AI? I think even just in these two examples, you'll see a
24:30 spectrum here. You'll see, is it an AI was the question. So, I guess we're not
24:34 always clear whether it is or isn't. >> I think the biggest, but a big takeaway
24:38 is as long as the communication is reasonably good, adds some value, right?
24:43 And even just a discount is value, okay? and a little bit of connection. What you
24:47 can see from the three emails you've already seen is people don't mind.
24:49 >> They don't mind. >> They don't mind. And and they don't they
24:53 what they want is help. And I really think especially in 2026, we're all
24:57 going to work in these heterogeneous worlds where we mix AIs and humans. And
25:02 imagining that I somehow mind talking to a great AI is backwards. A great AI is
25:06 often going to add more value than a mediocre human. So like don't I think my
25:11 my metal learning it's a learning. Don't worry about that. Don't worry about
25:15 people talking to an AI. Worry about if it's good. >> Yep.
25:18 >> And adds value. And people are h they don't mind. In fact, they don't mind
25:21 talking back to the AI. Forget about chat even by email. They're happy to do
25:25 it, right? You might be happy to do it, too. It might be a relief to talk to an
25:29 AI rather than the human that took 5 days to get back to me this week. Like,
25:32 it's not a negative. >> I don't think it's a negative. To that
25:37 point, we did hyperchange our inbound flow because of AI as well. So, that was
25:42 mostly out. For inbound, we use a tool called qualified on our website. Our old
25:46 flow six months ago used to be you have to fill out a form on our website, but a
25:49 lot of people still have that flow today. Then we would get alerted via
25:53 email and then I would manually route it to whoever I thought was the best AE
25:58 based on like the company size. We don't really do territory company
26:03 size, category of company, like okay, do they rep any competitors, things like
26:07 that. So we would route it and then the AE depending on who it was would take
26:12 about two or 24 hours to get back to them and it'd always be like you know oh
26:16 hey it's so and so from saw you were interested let's book a meeting like the
26:21 simplest maybe worst email response to no fury to those inbound leads and now this is a
26:28 screenshot of Ameilia AI if you want to try it it's on sastasterennon.com
26:34 you can talk to sheme and you can instantly talk to Amelia. You can book a meeting with her. So, she
26:40 instantly books meetings for our team. Honestly, a lot of the time she books
26:43 meetings while I'm asleep. So, I'll wake up and I'll be like, "Okay." And the
26:48 meetings booked are I'll just go through all the meetings that have been booked
26:51 overnight instantly. I didn't have to worry about waking up in the morning,
26:55 routing any leads I might have missed or whoever's in charge of your routing
26:58 might have missed and then follow up with them and then hope that the AE then
27:02 also follows up with them to book the meeting. So now what I do instead, it's
27:06 already pre-booked. I wake up in the morning, I talk to Dave and our sales
27:09 team. I'm like, "Hey, these people booked. Here's the context of the
27:12 conversation. Here's what we already know about them. Now you can have a
27:15 better meeting with this person." You can literally skip like steps one
27:20 through five and just go to meeting like just pass go. >> Yeah. If you if you and there's a lot of
27:25 vendors that can do this pretty well today. If this if this is already well
27:28 understood to you and you've already implemented this, great. Okay. But if in
27:33 2026 you're still having humans qualify a lot of your prospects and wait,
27:37 there's no need with AI. You and and Millie will talk about training. You are
27:40 going to have to pick a vendor and you're going to have to train it for 30
27:43 days with your data. But there's no reason a prospect shouldn't be able to
27:48 interact fluidly with an AI, not even know they're being qualified. Okay? Not
27:52 in this yucky, objectionable, dated way of whether you're worth someone that
27:56 just graduated from college's time, which was which has always been kind of
28:00 gross and uncomfortable if you've been through it on the other side.
28:03 >> The agent should do it elegantly. Great to hear from you. Glad you're
28:07 interested. Tell me about your team. Tell me about what your goals are. Talk
28:12 in English through video, audio, typing. Great. You know who would be perfect for
28:15 you? Let me set something up with David. He's free tomorrow at 11. Does it work
28:19 for you right now at night when you're ready? If you don't have that on your
28:24 website, implement it this like maybe before the end of the year. This is
28:28 lowhanging fruit. The products with AI after after the fours, after Claude 4
28:33 and open and and Chetchi before, they've all gotten really good. They can all do
28:37 this. Callum Lee on steroids in instantly qualified. It all works today.
28:42 There's no excuse to not do this. And there's no excuse to have yucky
28:45 qualification. like there may maybe if you have a seven figure product and
28:49 there's a lot of but even there the AI can qualify a seven figure product what
28:52 department are you in what are you trying to get going >> who's on the buying committee
28:56 >> there's just no excuse to have yucky qualification just eliminate it and I
29:01 really think most SDRs will die next year but the me and I know we we throw
29:05 around these terms differently the BDR that sort of smarmy qualifies you that
29:10 that that's going to die like we just there's no need for that with these
29:13 tools so this is low hanging fruit to implement and you If you if a prospect can have a
29:17 wonderful time, get their questions answered for real without a used car
29:21 salesman, and book a meeting in real time, you're going to close more,
29:25 whether it's 1% more or 20% more, it's much better. >> Yeah. The other thing I'll say real
29:30 quick on that point, too, is that these folks actually like that they got to
29:34 book instantly. Like to your point of like beforehand, right, we'd had to
29:37 round robin it and then do all this other thing and route it and then
29:39 finally book the meeting, connect the Zoom. Sometimes the Zoom doesn't work.
29:43 Like it's so instant. It's not like we're getting messages like, "Okay, AI,
29:47 like you didn't really answer my questions and so I had to book a
29:50 meeting." They're like, it it's literally like qualifying them. That's
29:54 why it's in the name of this one, but it's literally qualifying them while
29:57 they're on the site. So, to your point, it does all that for you. Obviously, you
30:03 have to train it and are qualified. Um, maybe it's on this slide.
30:06 >> That was 130 meetings booked that you had, right? >> 100. Yes. 130 meetings booked in we've
30:12 had qualified since August >> and going up right >> yeah and going up so August was our
30:16 first month so you can see we rolled out at the end of the months before
30:21 Dreamforce and then September October November there was a lot of in November
30:25 honestly I was like I don't think between David and myself is our AE I was
30:30 like I don't think we would have booked we definitely wouldn't have booked this
30:33 many without the AI cuz we would have missed them and they were high followed
30:36 we were like okay we can see what they said to a million AI we can have a
30:40 better meeting and like now we have a lot of pipe in December Jan because of
30:43 it. So >> one other thing on that chart is a lot of folks ask us and and it's all over
30:51 social media. This is the age of voice. Is voice better? Is chat better? Is
30:54 video agents better? >> People can pick. >> Yeah, they can pick. Don't try to answer
30:59 this question. You're going to find everyone is different and and different
31:04 types of prospects are different. I I I like to chat, you know. I like to clack.
31:10 Other folks really like to talk. I I can tell you on our on our first agent deli
31:15 where we've done like 150,000 chats, the ratio is about 8020 80 maybe it's 8515.
31:22 85% people like to chat. 15% like voice, but there may be different buyers. You
31:25 may have more traditional buyers that want to pick up the phone. Chat
31:30 obviously is the easiest to implement. Voice is so easy. It it takes the most
31:35 work. Okay. video is a lot of work >> and we've just launched it. We actually
31:39 don't know how well it will perform yet, I don't think. Right.
31:43 >> But some people metric. Yeah. Some people like it. >> They they like that it's part of why we
31:49 made it video was cuz so many people used our inbound agent and it does a
31:54 little bit of outbound that I wanted to start it to ramp to literally ramp our
31:58 AI like a human to be able to start to sell more. So that's why we added the
32:02 video because I was like, "Okay, I need it to add a layer of trust where I feel
32:07 like on a chat. I I wouldn't I wouldn't buy something on a chat necessarily."
32:10 >> It might add a layer of trust for some people. >> But yeah, it might add a layer of trust
32:13 of like this is literally me. I went to qualified for a whole day and filmed
32:16 this. I think the video is dropping later today. So you can see how I did
32:19 this. It was a whole day. >> Yeah. >> I had to like look at the camera like
32:24 blink slowly and like say weird words. But it was like it was fun for me. But
32:29 like this is why I like this obviously too. But I was like okay like it's a AI
32:34 some people know me from SAS or like the pod and like it just builds trust where
32:38 I was like okay if I want her to try to qualify people even more for our
32:42 meetings I feel like the video will add an extra layer where they're like oh I
32:45 know Amelia. She spends a lot of time with her AI. I might trust that to like
32:50 get me maybe even further down the funnel. >> But you don't have for for if you're
32:53 deploying you haven't done it yet or you're in the midst of it. You don't
32:56 have to overanalyze this like on social media. Okay, just do it. Like just do
33:02 it. Like the whole theme of this is pick an agent at some level. It doesn't
33:05 matter which one as long as it's a wellrusted vendor for your use case and
33:10 train it. And then don't over analyze is voice better, video or chat or is this
33:15 creepy or good or weird? Just do it. And you're probably going to find chat's the
33:18 easiest to do first because it it's the like it just works out of the box. voice
33:23 really I mean literally for the openers for this event and nearly did it on 11
33:26 labs in about 5 minutes in the green room yesterday voice is not a lot of
33:29 work to train on your voice it's a little bit of work and video is two
33:33 orders of magnitude more work so just sequence them in >> y
33:36 >> don't overanalyze a lot of the stuff just a leader train and go and then sequence
33:41 they all they all work >> yes I will say though it does take a lot
33:45 of time I would not leave your agents to their own devices so I'm going to get
33:49 into our top learnings here because this ties into a lot of what we have here.
33:54 So, just this last week, I was talking to a goto market company in the SAS
33:58 community. We all know it if I said it, but they're at a billion in revenue, not
34:03 in valuation, revenue. And I was talking to their head of go to market, who's now
34:08 also their head of AI, and their head of sales. And they were like, "Oh, you
34:12 know, we're we're looking at all these different AI SDRs. We want to roll it
34:19 out. We want to pair it with each human Str on this sales team. I said,
34:25 "Godspeed. I don't think that will work. I don't think you should just unleash an
34:30 AI you do not know how to use." They were literally calling me to ask me how
34:33 we do all this. I was like, "Okay, so let me get this straight. You don't know
34:37 how to use it." No. You know, we're learning. We're like figuring this out.
34:40 I was like, "Valid, but also if you don't know how to use it, why do you
34:46 expect that your brand new BDRs and SDRs that you literally just hired in the
34:52 last 0 to 3 months will know how to use the AI version." >> In all fairness, it sounds silly to us,
35:00 okay? But if we think preai in the old days, you might buy outreach or sales
35:05 loft and you should and you should put processes in place and you should build
35:08 templates for your team, but a lot of small would just hand it to their SDR
35:12 teams. Pick your pick the tool. In fact, a lot of them would even give them
35:15 budget. Pick the tool you like. Pick the mix or outreach and sales loft,
35:19 whichever one you like. Write your own kind of crummy cadences and set them
35:23 loose. It doesn't work in AI. >> It doesn't work. And so their idea, this
35:27 was a a very strong, wellrespected billion-dollar AI B2B company. They
35:31 wanted to do the same here. They wanted to just hand the tool to their brand new
35:35 SDRs, let them train it and figure it out, do all that segmentation and
35:38 sequencing a millad and figured it would just magically work. It's if you compare
35:42 it to like the old days, it's not that silly. Actually, >> it's not silly at all. And I actually I
35:46 tal like when I walked them through why they shouldn't do that, they were like,
35:49 "Oh, you're totally right." Like they're like, "Okay, we like now we're almost a
35:52 little embarrassed. We thought we wouldn't just unleash it on all of our a
35:57 like bs and SDRs that were humans cuz now it makes sense. So like we need to
36:01 feed it like we need to figure out pick who's going to feed it contacts. Is it
36:06 sales, marketing, CS? Okay, which contacts? Okay, once it gets a response,
36:11 who does that go to? And they were like, oh, we haven't thought about these
36:14 things yet. I was like, okay, think about those things first. Maybe do like
36:18 a little map of how you're going to use the contacts and then roll it out. like
36:23 roll it out with contacts right now that no one's touching. I'm like whatever AI
36:28 agent SDR thing you're looking at and just buy one. Like you're looking at
36:32 three. Just pick one. Just pick the best one you think. Yeah.
36:35 >> And like roll out one where you're like, "Okay." They were like, "No, no, no. We
36:39 literally have this set of everyone has this set of leads no one is touching."
36:44 >> I was like, "All right, do that first." And then when that works and you've got
36:47 it figured out and you've got it tuned in like you know six weeks then you can
36:52 start to roll it out to like the leads and then the you know stair step it go
36:56 from there. Also why this worked is we have a single source of truth. And
37:00 that's what I told this company as well. I go you need to have one single source
37:05 of truth of which agents get which contacts what follow-up are they
37:09 getting? What CTA are they getting? What do we do with them when they close? you
37:13 know, the AI doesn't really ask for a lot of commissions, so you got to figure
37:17 that part out. Who handles the renewals if the AI closes the entire thing by
37:21 itself, right? And these are all things you should think about as you're
37:25 deploying it. So, that's part of why ours worked so well. I don't really like
37:29 to say orchestrating, but it is true. We do orchestrate all of our agents through
37:33 the two people on this stage here and decide which contacts go to which people
37:37 on the amount of time it takes to get these set up. So each of these took
37:42 about 2 weeks except for the video thing I just showed you. And that's on
37:47 purpose. Like if you get frustrated in a cycle cuz you're like, "Oh, all these AI
37:51 companies are like, "You need two weeks. You need a month. You need six weeks."
37:55 I'm like, "It takes time." Like literally people give you out like, "Oh,
37:58 can I set it up in a day and it'll just work. I'm too busy." I'm like, "You got
38:01 to make the time. Otherwise, it's not going to work. Otherwise, it's not going to work." Each
38:08 of them require maybe different things for you to do while you're warming up
38:12 and tuning the different AIs. But again, a lot of this is also on you to see,
38:16 okay, like in the early days, like we read every single message, every little
38:22 thing that our AI was saying, we would read. Now, I spot check and I have like
38:26 flags in play. Like basically, it'll like throw a flag on the field if it
38:30 needs me. And a lot of the times if it again, if it books a meeting, it's
38:33 automatic. I don't need to read it. So you can start to build trust with your
38:39 agents the more you get into it. I mentioned this a little bit earlier,
38:42 but I think for self-s served models or things that have a lower ASP, I think
38:46 it's a big oversight that I see a lot of companies, they roll out things like a
38:50 qualified even or like an artisan and they don't let it sell. They're like,
38:53 "Oh, you know, I'm going to I'm going to book a meeting for every $500 thing cuz
38:57 I don't trust the AI." I'm like, "Have you tried to trust the AI? Have you
39:02 tried to give your agent something where it can sell within like certain bounds
39:06 like ours has? I was like it works pretty good. Like if you give it certain
39:11 guard rails and you let it sell, it's actually a pretty good seller.
39:15 >> There's two things to to I know you get >> Who do you need to I know you're going
39:23 to get to next one. So let me summarize it quick and then this last point on
39:27 lower ASPs. Who do you need to have success? I know you're going to get to
39:31 it. I think you need two people to make this success. One, you need someone
39:36 >> generally speaking at the vendor to help you deploy it. A forward deployed
39:41 engineer, solution architect, they go by different names. Everyone on social
39:46 media, everyone is for startups is talking about forward deployed
39:49 engineers. And what that term can mean a lot of things. It probably doesn't mean
39:53 for you what it mean meant to palunteer where they invented it, but it means
39:56 someone that can work with you in your training and get it into production.
39:59 >> Yep. >> That's why a lot of these tool That's
40:02 why self-s serve doesn't work that well. And that's why a lot of one reason some
40:05 of these tools are relatively more expensive. >> Yes. >> Is because you need a human helping you
40:12 onboard your product. Okay. You need one. And Ameilia will touch on that. If
40:16 you can't get that help, don't buy the vendor. >> Don't buy it.
40:19 >> Don't buy the vendor. No matter how slick the salesperson is, AI or human,
40:24 if you're not going to get the help to train and deploy, I'd rather have a
40:29 worse vendor that will give me the help day and night >> and I trust.
40:32 >> Okay. And then the second point is, okay then then and then on your side, this is
40:37 Well, we're running out of time to talk about it today. We'll talk about it
40:38 more. Yeah. >> One way or another, you need a GTM engineer in house.
40:42 >> Yeah. >> Now, is is are there a million of these
40:46 folks running around that you can hire on Craigslist? No. Okay. And does that
40:50 mean different things? I mean, we'll have Clay here later with Anilia. For
40:54 them, GTM engineering is kind of an onboarding sales role. That's different.
40:58 In-house, you need a nerd. You need an AI nerd. Okay. They they could come out
41:02 of marketing because, you know, obviously a lot of this is an overlap
41:06 between marketing, sales. So, you have a technical marketer. If you have someone
41:10 with a little bit of BTOC background or a a HubSpot nerd or someone like that,
41:13 they can probably do this. Yep. >> Anyone that's built mult complex
41:17 campaigns can do this. Anyone in the market that's senior enough, they just
41:20 built a lot of campaigns. This is basically a lot of campaigns with AI.
41:26 Okay. Can someone on RevOps do this? If they're techy, can your average RevOps
41:31 person do this? No. Can almost anyone on your sales team that is not in RevOps do
41:36 this? No. Okay. So, slow it down. Try to find the one like GTM nerd on your team.
41:42 Promote them and have them own this. But you need it needs to be that nerdy
41:46 person that can implement software. It's not new, but you need that. You need the
41:50 vendor to help you and one person in house. Yes. And the last one on selfs
41:54 serve. Look, a lot of the vendors that are out here and will be at annual and
41:57 that they're they're they're rolling out more self-s serve, but it's early
42:00 because of training. >> It's for early. And I just did I did a I
42:07 did a with G2 maybe three or four weeks ago. It's on G2's website. I did a deep
42:12 dive with the co of Zenesk. And Zenesk has obviously a lot of AI and they do
42:16 have a low-end self-s serve version. This is interesting. You said with our
42:20 top customers at Zenesk, we can automate 60 to 80% of support and related
4:28 work that way after Q1 this year when they started to get good and it don't
4:32 work that way today. The way an AI agent works for sales for GTM is you figure
4:38 out something that works with your team with humans. You figure out an email, an
4:42 outreach, a script, a set of objections that you overcome, a set of questions.
4:46 You you nail it yourself just like it has always been a disaster since the
4:50 beginning. humans figure it out and then you take what worked and you give it to
4:54 the agent and you train it for a month and then every day after and you take
4:58 what worked and you do it at scale. That's all these products do. Like
5:01 listen, there's a lot of AI, there's a lot of LM, a lot of sophistication,
5:04 you're going to learn about it all day. But at the end of the day, if you want
5:07 to simplify cuz all these products are good, take what humans have nailed,
5:11 document it, and then train an agent with what works. If you're expecting an
5:16 agent to sell when you can't sell, that's never worked. You got to go back
5:20 to the old days of founder sales, but instead of giving it to that first human
5:24 you hired, you give it to the first agent you hired, but basically the same
5:28 thing. So with that, Ailia, we'll we'll dive into our data. >> Okay. Well, let's do it. Well, I wanted
5:33 to focus today just for some of you that have been to like our podcast for swap
5:37 Wednesday. I aggregated a lot of our data. I put in some new data and I'm
5:41 going to focus a lot on hyper customizing at scale. If you haven't
5:47 seen this yet, these are our 20 plus agents. we've deployed. You can go to
5:51 saster.ai/agents. A lot of these agents I'm going to talk about today because this whole guide is
5:57 up. I'm not going to mention too many of the vendors cuz I aggregated a lot of
6:01 the data. I'll talk about some of them, but they're all in depth here. So,
6:09 A lot of them are third party. Some are ones that we vibe coded. Some of these
6:13 agents have sub agents, which I'll talk about in a little bit. But these are our
6:17 20 plus agents that we have currently right now at Saster. We do also have
6:23 more agents than humans. So I literally just saw someone we know yesterday and
6:27 was like, "Oh, Sask in London looks so great. This is my first time here. How
6:32 many SAS employees did this?" I was like, "Well, there's two on this stage
6:38 there. One more full-time employee. We've got a few contractors trusted that
6:41 we brought here to London. And then we have all of our agents. So we have more
6:47 agents than humans. But on today's topic of hype for customizing GTM at scale. So
6:53 this is just in the last 6ish months. So after SAS in May so basically post
6:58 annual for us we really started going deep on this AI journey deploying our
7:02 agents and we wanted to see what would work in different use cases is as we did
7:08 that we deployed more agents and more use cases more sub agents and that's how
7:13 we ended up with this hyper customized AI emails and messages at scale in the
7:20 last 6 months so our just to give you context our personalized outbound 6
7:24 months ago when we still had people before all the agents. The average SDR we had here as a human
7:33 would send you know on the low end maybe 75 emails a month per rep and at the
7:40 high end maybe somewhere like two 280s 300s right per rep per month. So if you
7:45 look at this total over the last six months almost, you know, 60,000. So
7:51 let's say 10k a month, that's 32x the max output that those human SDRs
7:57 were doing in a very short amount of time. I'll talk about the ramp time of
8:00 these agents, which was a little bit different than humans. But if you think
8:04 about this, that means we were also only doing about 3% hyperpersonalized emails
8:10 at scale before this. Because the other thing I'll show you right now is the
8:13 consistency between our customization of our agents versus on humans, very hit or
8:17 miss, right? You have one SDR that's maybe really good. They send really good
8:21 high-quality emails. You get another SDR, they're just not getting it. And
8:25 the email's terrible. Like you wouldn't buy from them. You're embarrassed that
8:29 they sent this email and you wish you could unend it. So this is how you can
8:35 get hyper customized at scale. And a majority of these target accounts are
8:39 receiving, you know, highly customized messages and reply on the first send. So
8:43 that's something I think that is also a big learning is if you do this right and
8:47 train the agents the right way, not only is it different from a human AI like a
8:52 human SDR, but I think on most human sequences it takes a few messages
8:56 whereas on ours because it's so custom usually on the first email or first
9:01 message we get a reply. So a lot of change to encapsulate here.
9:04 >> This is really good. Do they first of all these the timing
9:07 here is really interesting. Maybe we're going to get to it. But this if I see
9:12 this so these are three >> these are our three main >> artisan qualified agent force.
9:16 >> Correct. >> And if I'm looking at and that's the the
9:22 sequent that's the we artisan first then qualified then agent force. Right.
9:25 >> Correct. So in the sequence of time we did artisan first and qualified than
9:28 Asian force but actually qualified's done more because it's on the website so
9:33 it's cheating a little and then artisans in the middle and then agent forces our
9:36 newest at the bottom. >> Got it. >> Okay. I thought it's a good chart. I
9:40 thought some of the things you're saying is by the time you get to your third
9:44 agent you can also roll it out more quickly. Maybe I wasn't reading that
9:45 into the chart but >> you can. Yeah. >> The other other thing and then and keep
9:51 going. The other thing and Millie will show you examples of the emails and
9:56 communications our agents are selling. Another sort of criticism that I hear
10:02 from folks criticism in air quotes is oh those emails are only pretty good. Like
10:05 you talk about hyper customization but this isn't going back to the 1980s when
10:10 you bought this and you did this. Like they're good but they're not the bar.
10:14 This is important when folks say oh I can't do this. The bar is as good or
10:19 better than like your average human SDR. Yep. So you will see these emails are
10:22 customized depending on we do them. We we have more data to pull from. If you
10:26 were s three years ago, we know about you. They get better, but but your jaw
10:29 is not going to fall on the floor when you see these emails. You're going to
10:32 see they're pretty good. They get as good or a higher or equivalent response
10:36 rate to humans. Correct. >> But they're not the most that the
10:40 customization on a scale of 1, I'd say, varies from a three to a six.
10:43 >> Yeah. And I'll actually show you all >> it's not in a 12. This isn't an email
10:46 that someone spent equivalent to spending a month of deep clawed research
10:51 crafting. >> They're just like here's it. They're just pretty good.
10:56 >> But the average human and then and a lot of folks on the internet are like well I
11:00 could do better than this if I hired 30 top tier SDRs. Maybe we're going to find
11:07 30 top tier Oxford graduated SDRs that want to carefully craft an email each
11:11 day. And if they're that good, they want to be promoted at AE in like 3 months.
11:14 So, they're going to cycle out a lead. So, the real bar is better than the
11:19 average human with 247 consistency. And that's what squint and that's what
11:22 you're going to see in these emails. Like pretty good with not a lot of
11:26 errors. That's that's good enough to to crush it. >> Yeah. The 24/7 thing I'll get to and
11:31 it's part of why it works. So at scale you'll see in those in that chart I just
11:35 showed. So I'll break it out a little bit. Artisan overall and we're live
11:39 streaming by the way guys. So if you want the slides and all the data you can
11:43 also go on our live stream but you can also keep taking photos. Then for
11:48 artisan that one has it actually went up. It's about a 6% overall response
11:53 right now. You know average for normal STR is 2 to four. Qualified has inbound.
11:59 So that's about the same at 6%. And then Asian Force, we've said this has a
12:03 higher open rate. I'll tell you why. It's our newest agent. It's also people
12:08 we ghosted. So it kind of makes sense that they were like, "You finally
12:12 followed up with me." I'm like, "Sorry, my human wouldn't, but my AI agent
12:16 would." So also more importantly, I feel like I see people getting this wrong, is not
12:23 empowering their agents to sell. Especially if you have something that is
12:28 a low ASP, something like a ticket to SAS for London is a great example. between our
12:35 two agents that I empowered to sell, they sold 15% of the ticket revenue for
12:40 this event, which is kind of crazy cuz in the past when we've had human SDRs
12:45 try and sell tickets, I think they sold like literally I could count on one
12:48 hand. So at that volume and at that scale, I see people getting this wrong a lot,
12:53 which I'll get into. But why does this work, right? It's because all of these
12:57 different platforms have different things that they're using to
13:00 contextualize to add value back to the prospect. So instead of making it too
13:05 much about SAS, we really try and tune up our agents and train them so that all
13:09 the value is about their company, what they're doing, and why they should be at
13:13 something like a SAS. I think that's also important as you're training your
13:16 agents or thinking about rolling this out is that it should be about adding
13:20 value, right? I don't I feel like somehow that got lost in all the
13:24 outbound madness, but that should have always been the case and it's definitely
13:28 the case with AI. AI will also know your product a lot better than most entry level a like SVRs
13:35 and so whatever you tell it about the product it will contextualize for them
13:41 and add value. So AI does this in a way you know obviously 60,000 messages we
13:46 couldn't do ourselves beforehand. So it's really crazy to see which we'll
13:49 dive into. And maybe one thing to add on that data. I I I wrote a sastaster post
13:54 on this recently, but the agent force 70% open rate, which on
13:58 its surface is jaw-droppingly high, right? Let me dig into that for just one
14:01 second. And the 15% of revenue from London, this is a theme I call having
14:05 agents do the work humans don't want to do or unwilling to do. Okay. So, the 15%
14:11 of ticket revenue folks coming here, we for 6 years on and off, we tried to get our
14:18 human SDRs to help us reach out to return attendees to get them to come to
14:22 SAS London. They just wouldn't do it. It wasn't worth their time. They wanted to
14:25 hunt a six-f figureure sponsorship. So, we'd ask them, we'd give them
14:29 incentives. We'd give them Starbucks cards. We'd beg them. They wouldn't do
14:33 it. And they said they'd do it. And then finally, we would use tools like
14:35 momentum and attentive. And we see they didn't actually do it. and they lied.
14:40 Okay, so that 15% here's the point. It's a lift. A lift. Without the Asian we
14:45 wouldn't have gotten. Yes. >> So I know a lot of folks again going to
14:48 the service that want to turn on an AI SDR and have it magically create
14:52 revenue. Another way is understand calmly which parts of your funnel, which
14:57 parts of your go to market process is not even happening. Is it even remotely
15:01 optimized? Were the leads where it's just not like your team says they want
15:04 to do them, but they don't want to do the small leads. They want to do the the
15:08 lowcored leads, you know, and that's what that 15% is. The agent force one,
15:13 if if you didn't read this or catch it, that why this is a amazing and a tragedy
15:19 at the same time. These are folks who reached out to us and said they wanted
15:23 to sponsor SAS for five or six figure tickets and we did not respond to them
15:28 as our human team. Not because we didn't like round robin it. Not because crying.
15:35 It's just cuz our STRs just said >> it wasn't worth their time.
15:39 >> They they mentally and everyone like you're going to say they don't do it.
15:42 Every salesperson is managing their time. They're going to they're going to
15:45 they're going to they're going to force rank their leads in their head. They're
15:48 going to put all their effort into that one big deal that's going to close this
15:52 quarter. A little bit of effort into the small ones and nothing to the bottom. I
15:55 mean, literally, while we're here in London about 5 days ago, I wrote this on
15:59 Twitter yesterday. I reached out to a vendor for a $10,000 product and I said,
16:03 "I want to buy it while we're here. I don't have a lot of time. We're here at
16:06 Saster London. I have two questions." I didn't hear back till yesterday
16:10 afternoon. I was handed to another rep because it wasn't worth the first rep's
16:14 time for $10,000. And that rep said, "Let's get on the phone and talk about
16:19 your questions." 5day response. Get on. I mean, you lost the deal, right? So, if
16:23 you can put AI into that scenario or the ones that wasn't worth their time, 70%
16:29 open rate, even if you grow 15 or 20% faster in 2026 because of AI, it's a
16:35 gift from heaven, right? And that's what a lot of this is. Figure out, you know,
16:40 it's not it's it's not all magic, but it is magical if you can get a lift out of
16:45 the folks that just aren't being touched in your funnel. And and I'll keep going.
16:48 I don't want to take all your time, but don't assume if you're not deep on your
16:52 funnel. Don't assume every lead is being touched optimally. Don't assume every
16:56 lead I have an old sister post that every lead should be treated like a
17:00 queen or king. Every lead is precious. I reached out that $10,000 is a lot of
17:03 money to me. Okay, maybe it's not a lot of money to be that would be a Neil and
17:07 I basically spend it out of her own pocket. That's not nothing. Okay, even
17:11 in London like 10,000 you can get buy something nice for 10. That's like a lot
17:15 of what's the steak place? >> Flat irons. We got a lot of flat irons
17:20 for $10,000. Okay. It wasn't even worth their time to get back to us. It's
17:23 always worth the AI's time to get back to them. It's always worth and your
17:27 leads deserve it. So, keep going. But that's why there's some of this magical
17:29 raid is because humans wouldn't do the work. >> Yeah. But your AI isn't picky. So, just
17:34 on that on that point, why is this so great? Right. Like why were human STRs when we
17:41 had them only 3% doing of what we did now? Part of that is what you're talking
17:46 about, right? There's downtime, there's holidays, okay? You know, you have
17:51 planned time off. Sure. But then somehow when it comes to STRs, there's always a
17:56 lot of unplanned downtime for all the humans. And so I think
18:01 that's something where since the AI works 24/7, I was actually just talking
18:05 to Phipe who's presenting later. We were saying once you get a few
18:08 agents, actually your problem becomes not having agents. Your problem is
18:11 keeping up with your agents. So we'll talk about that a little bit later when
18:14 you guys come back for his noon session. But because it works 24/7, this is now
18:20 our biggest issue is actually keeping up with our agents. Like I get constant
18:24 slacks, notifications, your AI is doing this, your AI is doing that. And we try
18:29 and watch it all, right? Like we want to make sure our AI is saying the right
18:33 things, treating people properly. So many people yesterday were coming into
18:36 disaster saying like, "Oh, hey Amelia, thanks for your help." I was like, "Did
18:41 I help you? Oh, Ameilia AI helped me or Jason AI helped me." I'm like,
18:46 "Fantastic. This is real Amelia. And I'm glad my AI agent could be there. When I
18:50 was either sleeping or walking my dog, so it's it is it's you'll enter a new
18:55 world quickly where you have to learn to actually keep up with your agents once
18:59 you get the hang of them. But it is also part of why it works so
19:04 well. I put an example here. Think of which one's this from. It doesn't even
19:08 matter. But you'll see here, this is an example of like a highly customized
19:12 email. Again, it's tying back value to the person versus it being too much
19:16 about disaster. I think in this case, it's using some website authorization of
19:20 what they were looking at and tied it back to them and what they were posting
19:23 about. And then this one had a meetings link as well. So, there's a few things I
19:28 want to get into. I want to get into this one because a few folks have asked
19:32 us on our previous webinars to create like a a mind map, which I didn't have
19:38 previously, so I made one for this. A lot of people ask me like how did you
19:42 think about like the roll out right of AI SDRs? I'm like well we had SAS annual
19:49 we had a few human SDRs and after SAS reanual they quit and so instead of
19:55 replacing them with another human I replaced them with AI. So this is how I
20:02 started to do that. I split up basically the lowest hanging fruit right. So I
20:08 took into our cuz it had just been SAS or annual. So you can take something
20:11 equivalent for your company. Maybe you've just done a new product release.
20:15 The new year is coming up. You can do something that adds value and say okay
20:19 I've got all these contacts. So let's say I want to follow up with them in my
20:23 agent. I'm going to train my agent on these specific contacts. So it should be
20:27 a subset. You should never just unleash an AI agent on your entire entire
20:33 database. Like do not do that. It will not be customized. It's not going to
20:37 work like this. Like you do need to train either sub agents depending on
20:41 what platform you use or do like sub campaigns, however they call it. But
20:44 basically, you want to make sure that each like thing you're deploying in your
20:50 AISDR is specifically trained and tuned for that persona that you're going to go
20:54 after. So, you're going to make little sub personas, right, of your target
20:58 buyers. Is it a CRO? Has the CRO done something with us? Is it a CMO? Is it
21:02 have they been to our website? have they churned or do I feel like their usage is
21:06 down and they're about to churn? Like you can also use this for CS use cases
21:10 and marketing. Like all of this starts to converge. But basically all of these
21:13 things are things you can put into different sub aents, train it, make it
21:18 personalized to those leads. I usually keep it in batches of like 800 to a,000.
21:24 I don't try and do more than that. I try and get that hyper customized on who I'm
21:29 targeting with each of our sub aents. And then I'll pick which in our case we
21:34 have more than one outbound AISR. And so I'll pick which agent I think is the
21:38 best one for that. I'll pop it into that agent, train it, fire it up, and then
21:42 give it the sequence that I want of, okay, I want you to maybe I want this
21:45 one to book a meeting. I want this one to sell a ticket. I want this one to
21:48 follow up with a lead we never followed up with. I want this one to book a
21:51 meeting. And so I'll also give a different goals for each of those
21:54 personas. So that's how I kind of start to map it out. Important to know though,
21:58 I did not start with all of these, right? I actually have more than this,
22:02 but it's important to stair step it, right? So, start with one. Like a really
22:07 good one is people you might have ghosted or didn't know that you could
22:11 ghost it. Another one is if you're getting really good inbound, but you're
22:14 not able to completely follow up or maybe you can't follow up after the
22:17 first meeting. That's a good use case. Like, don't start with something mission
22:20 critical. Like, you're going to be disappointed if you can't get it to work
22:24 really quickly. A lot of these have ramp time, which I think is on the next
22:27 slide. So don't start with something that's too mission critical because then you might
22:32 set yourself up for failure. >> A who would who do you think
22:39 can implement something like this? >> That's a good question. I have that
22:41 later. >> Oh, you do. All right. Keep going. Yeah. >> All right. These are a few more
22:47 examples. The other thing I'll say too, and the reason why I put these examples,
22:50 hopefully you guys can see. So the first one, this one's an example from Artisan.
22:55 I think this person came here, but literally the top is to Jason's point. I
22:59 was like it's it's an okay like is it the greatest email on planet earth? It's
23:03 pretty good. Would I have written this? Maybe I'll give myself a 50/50. This
23:08 one's inviting them to come to SAS annual. And literally this says on the
23:13 bottom, hey, I'm a fan. I'm going to see if I can come attend. Did your AISDR
23:17 write this because it got my attention versus trash. Which just real Ameilia
23:21 answered. So I was like it's a mystery for you. on the next sample. Let me try and go
23:30 ahead. Okay, then there's another example where like just because it's an
23:34 AISDR and you're going to have all these hyperpersonalized emails, don't expect
23:39 that every response will be positive. Like most of the time I get like a
23:44 response like the last one. Sometimes I get a response that's like this that's
23:47 like very nice, but I'm not going to be there. And I'm like cool, I'm going to
23:50 follow up with this guy later. Like not everything is going to be an instant
23:54 yes. Like I think that's another fallacy of like the AISDRs is like if you're
23:58 trying to get into book meetings, sell something, it may not do that on the
24:03 first action almost like that was true before the AISDR with regular SDRs. So
24:09 all those things you know to be true are still true even with the AMA.
24:14 >> Okay, I want to talk about this one. You know, just on those examples,
24:21 >> one, you know, a lot of folks ask us, >> do they know it's an AI? Do they mind
24:26 that it's an AI? I think even just in these two examples, you'll see a
24:30 spectrum here. You'll see, is it an AI was the question. So, I guess we're not
24:34 always clear whether it is or isn't. >> I think the biggest, but a big takeaway
24:38 is as long as the communication is reasonably good, adds some value, right?
24:43 And even just a discount is value, okay? and a little bit of connection. What you
24:47 can see from the three emails you've already seen is people don't mind.
24:49 >> They don't mind. >> They don't mind. And and they don't they
24:53 what they want is help. And I really think especially in 2026, we're all
24:57 going to work in these heterogeneous worlds where we mix AIs and humans. And
25:02 imagining that I somehow mind talking to a great AI is backwards. A great AI is
25:06 often going to add more value than a mediocre human. So like don't I think my
25:11 my metal learning it's a learning. Don't worry about that. Don't worry about
25:15 people talking to an AI. Worry about if it's good. >> Yep.
25:18 >> And adds value. And people are h they don't mind. In fact, they don't mind
25:21 talking back to the AI. Forget about chat even by email. They're happy to do
25:25 it, right? You might be happy to do it, too. It might be a relief to talk to an
25:29 AI rather than the human that took 5 days to get back to me this week. Like,
25:32 it's not a negative. >> I don't think it's a negative. To that
25:37 point, we did hyperchange our inbound flow because of AI as well. So, that was
25:42 mostly out. For inbound, we use a tool called qualified on our website. Our old
25:46 flow six months ago used to be you have to fill out a form on our website, but a
25:49 lot of people still have that flow today. Then we would get alerted via
25:53 email and then I would manually route it to whoever I thought was the best AE
25:58 based on like the company size. We don't really do territory company
26:03 size, category of company, like okay, do they rep any competitors, things like
26:07 that. So we would route it and then the AE depending on who it was would take
26:12 about two or 24 hours to get back to them and it'd always be like you know oh
26:16 hey it's so and so from saw you were interested let's book a meeting like the
26:21 simplest maybe worst email response to no fury to those inbound leads and now this is a
26:28 screenshot of Ameilia AI if you want to try it it's on sastasterennon.com
26:34 you can talk to sheme and you can instantly talk to Amelia. You can book a meeting with her. So, she
26:40 instantly books meetings for our team. Honestly, a lot of the time she books
26:43 meetings while I'm asleep. So, I'll wake up and I'll be like, "Okay." And the
26:48 meetings booked are I'll just go through all the meetings that have been booked
26:51 overnight instantly. I didn't have to worry about waking up in the morning,
26:55 routing any leads I might have missed or whoever's in charge of your routing
26:58 might have missed and then follow up with them and then hope that the AE then
27:02 also follows up with them to book the meeting. So now what I do instead, it's
27:06 already pre-booked. I wake up in the morning, I talk to Dave and our sales
27:09 team. I'm like, "Hey, these people booked. Here's the context of the
27:12 conversation. Here's what we already know about them. Now you can have a
27:15 better meeting with this person." You can literally skip like steps one
27:20 through five and just go to meeting like just pass go. >> Yeah. If you if you and there's a lot of
27:25 vendors that can do this pretty well today. If this if this is already well
27:28 understood to you and you've already implemented this, great. Okay. But if in
27:33 2026 you're still having humans qualify a lot of your prospects and wait,
27:37 there's no need with AI. You and and Millie will talk about training. You are
27:40 going to have to pick a vendor and you're going to have to train it for 30
27:43 days with your data. But there's no reason a prospect shouldn't be able to
27:48 interact fluidly with an AI, not even know they're being qualified. Okay? Not
27:52 in this yucky, objectionable, dated way of whether you're worth someone that
27:56 just graduated from college's time, which was which has always been kind of
28:00 gross and uncomfortable if you've been through it on the other side.
28:03 >> The agent should do it elegantly. Great to hear from you. Glad you're
28:07 interested. Tell me about your team. Tell me about what your goals are. Talk
28:12 in English through video, audio, typing. Great. You know who would be perfect for
28:15 you? Let me set something up with David. He's free tomorrow at 11. Does it work
28:19 for you right now at night when you're ready? If you don't have that on your
28:24 website, implement it this like maybe before the end of the year. This is
28:28 lowhanging fruit. The products with AI after after the fours, after Claude 4
28:33 and open and and Chetchi before, they've all gotten really good. They can all do
28:37 this. Callum Lee on steroids in instantly qualified. It all works today.
28:42 There's no excuse to not do this. And there's no excuse to have yucky
28:45 qualification. like there may maybe if you have a seven figure product and
28:49 there's a lot of but even there the AI can qualify a seven figure product what
28:52 department are you in what are you trying to get going >> who's on the buying committee
28:56 >> there's just no excuse to have yucky qualification just eliminate it and I
29:01 really think most SDRs will die next year but the me and I know we we throw
29:05 around these terms differently the BDR that sort of smarmy qualifies you that
29:10 that that's going to die like we just there's no need for that with these
29:13 tools so this is low hanging fruit to implement and you If you if a prospect can have a
29:17 wonderful time, get their questions answered for real without a used car
29:21 salesman, and book a meeting in real time, you're going to close more,
29:25 whether it's 1% more or 20% more, it's much better. >> Yeah. The other thing I'll say real
29:30 quick on that point, too, is that these folks actually like that they got to
29:34 book instantly. Like to your point of like beforehand, right, we'd had to
29:37 round robin it and then do all this other thing and route it and then
29:39 finally book the meeting, connect the Zoom. Sometimes the Zoom doesn't work.
29:43 Like it's so instant. It's not like we're getting messages like, "Okay, AI,
29:47 like you didn't really answer my questions and so I had to book a
29:50 meeting." They're like, it it's literally like qualifying them. That's
29:54 why it's in the name of this one, but it's literally qualifying them while
29:57 they're on the site. So, to your point, it does all that for you. Obviously, you
30:03 have to train it and are qualified. Um, maybe it's on this slide.
30:06 >> That was 130 meetings booked that you had, right? >> 100. Yes. 130 meetings booked in we've
30:12 had qualified since August >> and going up right >> yeah and going up so August was our
30:16 first month so you can see we rolled out at the end of the months before
30:21 Dreamforce and then September October November there was a lot of in November
30:25 honestly I was like I don't think between David and myself is our AE I was
30:30 like I don't think we would have booked we definitely wouldn't have booked this
30:33 many without the AI cuz we would have missed them and they were high followed
30:36 we were like okay we can see what they said to a million AI we can have a
30:40 better meeting and like now we have a lot of pipe in December Jan because of
30:43 it. So >> one other thing on that chart is a lot of folks ask us and and it's all over
30:51 social media. This is the age of voice. Is voice better? Is chat better? Is
30:54 video agents better? >> People can pick. >> Yeah, they can pick. Don't try to answer
30:59 this question. You're going to find everyone is different and and different
31:04 types of prospects are different. I I I like to chat, you know. I like to clack.
31:10 Other folks really like to talk. I I can tell you on our on our first agent deli
31:15 where we've done like 150,000 chats, the ratio is about 8020 80 maybe it's 8515.
31:22 85% people like to chat. 15% like voice, but there may be different buyers. You
31:25 may have more traditional buyers that want to pick up the phone. Chat
31:30 obviously is the easiest to implement. Voice is so easy. It it takes the most
31:35 work. Okay. video is a lot of work >> and we've just launched it. We actually
31:39 don't know how well it will perform yet, I don't think. Right.
31:43 >> But some people metric. Yeah. Some people like it. >> They they like that it's part of why we
31:49 made it video was cuz so many people used our inbound agent and it does a
31:54 little bit of outbound that I wanted to start it to ramp to literally ramp our
31:58 AI like a human to be able to start to sell more. So that's why we added the
32:02 video because I was like, "Okay, I need it to add a layer of trust where I feel
32:07 like on a chat. I I wouldn't I wouldn't buy something on a chat necessarily."
32:10 >> It might add a layer of trust for some people. >> But yeah, it might add a layer of trust
32:13 of like this is literally me. I went to qualified for a whole day and filmed
32:16 this. I think the video is dropping later today. So you can see how I did
32:19 this. It was a whole day. >> Yeah. >> I had to like look at the camera like
32:24 blink slowly and like say weird words. But it was like it was fun for me. But
32:29 like this is why I like this obviously too. But I was like okay like it's a AI
32:34 some people know me from SAS or like the pod and like it just builds trust where
32:38 I was like okay if I want her to try to qualify people even more for our
32:42 meetings I feel like the video will add an extra layer where they're like oh I
32:45 know Amelia. She spends a lot of time with her AI. I might trust that to like
32:50 get me maybe even further down the funnel. >> But you don't have for for if you're
32:53 deploying you haven't done it yet or you're in the midst of it. You don't
32:56 have to overanalyze this like on social media. Okay, just do it. Like just do
33:02 it. Like the whole theme of this is pick an agent at some level. It doesn't
33:05 matter which one as long as it's a wellrusted vendor for your use case and
33:10 train it. And then don't over analyze is voice better, video or chat or is this
33:15 creepy or good or weird? Just do it. And you're probably going to find chat's the
33:18 easiest to do first because it it's the like it just works out of the box. voice
33:23 really I mean literally for the openers for this event and nearly did it on 11
33:26 labs in about 5 minutes in the green room yesterday voice is not a lot of
33:29 work to train on your voice it's a little bit of work and video is two
33:33 orders of magnitude more work so just sequence them in >> y
33:36 >> don't overanalyze a lot of the stuff just a leader train and go and then sequence
33:41 they all they all work >> yes I will say though it does take a lot
33:45 of time I would not leave your agents to their own devices so I'm going to get
33:49 into our top learnings here because this ties into a lot of what we have here.
33:54 So, just this last week, I was talking to a goto market company in the SAS
33:58 community. We all know it if I said it, but they're at a billion in revenue, not
34:03 in valuation, revenue. And I was talking to their head of go to market, who's now
34:08 also their head of AI, and their head of sales. And they were like, "Oh, you
34:12 know, we're we're looking at all these different AI SDRs. We want to roll it
34:19 out. We want to pair it with each human Str on this sales team. I said,
34:25 "Godspeed. I don't think that will work. I don't think you should just unleash an
34:30 AI you do not know how to use." They were literally calling me to ask me how
34:33 we do all this. I was like, "Okay, so let me get this straight. You don't know
34:37 how to use it." No. You know, we're learning. We're like figuring this out.
34:40 I was like, "Valid, but also if you don't know how to use it, why do you
34:46 expect that your brand new BDRs and SDRs that you literally just hired in the
34:52 last 0 to 3 months will know how to use the AI version." >> In all fairness, it sounds silly to us,
35:00 okay? But if we think preai in the old days, you might buy outreach or sales
35:05 loft and you should and you should put processes in place and you should build
35:08 templates for your team, but a lot of small would just hand it to their SDR
35:12 teams. Pick your pick the tool. In fact, a lot of them would even give them
35:15 budget. Pick the tool you like. Pick the mix or outreach and sales loft,
35:19 whichever one you like. Write your own kind of crummy cadences and set them
35:23 loose. It doesn't work in AI. >> It doesn't work. And so their idea, this
35:27 was a a very strong, wellrespected billion-dollar AI B2B company. They
35:31 wanted to do the same here. They wanted to just hand the tool to their brand new
35:35 SDRs, let them train it and figure it out, do all that segmentation and
35:38 sequencing a millad and figured it would just magically work. It's if you compare
35:42 it to like the old days, it's not that silly. Actually, >> it's not silly at all. And I actually I
35:46 tal like when I walked them through why they shouldn't do that, they were like,
35:49 "Oh, you're totally right." Like they're like, "Okay, we like now we're almost a
35:52 little embarrassed. We thought we wouldn't just unleash it on all of our a
35:57 like bs and SDRs that were humans cuz now it makes sense. So like we need to
36:01 feed it like we need to figure out pick who's going to feed it contacts. Is it
36:06 sales, marketing, CS? Okay, which contacts? Okay, once it gets a response,
36:11 who does that go to? And they were like, oh, we haven't thought about these
36:14 things yet. I was like, okay, think about those things first. Maybe do like
36:18 a little map of how you're going to use the contacts and then roll it out. like
36:23 roll it out with contacts right now that no one's touching. I'm like whatever AI
36:28 agent SDR thing you're looking at and just buy one. Like you're looking at
36:32 three. Just pick one. Just pick the best one you think. Yeah.
36:35 >> And like roll out one where you're like, "Okay." They were like, "No, no, no. We
36:39 literally have this set of everyone has this set of leads no one is touching."
36:44 >> I was like, "All right, do that first." And then when that works and you've got
36:47 it figured out and you've got it tuned in like you know six weeks then you can
36:52 start to roll it out to like the leads and then the you know stair step it go
36:56 from there. Also why this worked is we have a single source of truth. And
37:00 that's what I told this company as well. I go you need to have one single source
37:05 of truth of which agents get which contacts what follow-up are they
37:09 getting? What CTA are they getting? What do we do with them when they close? you
37:13 know, the AI doesn't really ask for a lot of commissions, so you got to figure
37:17 that part out. Who handles the renewals if the AI closes the entire thing by
37:21 itself, right? And these are all things you should think about as you're
37:25 deploying it. So, that's part of why ours worked so well. I don't really like
37:29 to say orchestrating, but it is true. We do orchestrate all of our agents through
37:33 the two people on this stage here and decide which contacts go to which people
37:37 on the amount of time it takes to get these set up. So each of these took
37:42 about 2 weeks except for the video thing I just showed you. And that's on
37:47 purpose. Like if you get frustrated in a cycle cuz you're like, "Oh, all these AI
37:51 companies are like, "You need two weeks. You need a month. You need six weeks."
37:55 I'm like, "It takes time." Like literally people give you out like, "Oh,
37:58 can I set it up in a day and it'll just work. I'm too busy." I'm like, "You got
38:01 to make the time. Otherwise, it's not going to work. Otherwise, it's not going to work." Each
38:08 of them require maybe different things for you to do while you're warming up
38:12 and tuning the different AIs. But again, a lot of this is also on you to see,
38:16 okay, like in the early days, like we read every single message, every little
38:22 thing that our AI was saying, we would read. Now, I spot check and I have like
38:26 flags in play. Like basically, it'll like throw a flag on the field if it
38:30 needs me. And a lot of the times if it again, if it books a meeting, it's
38:33 automatic. I don't need to read it. So you can start to build trust with your
38:39 agents the more you get into it. I mentioned this a little bit earlier,
38:42 but I think for self-s served models or things that have a lower ASP, I think
38:46 it's a big oversight that I see a lot of companies, they roll out things like a
38:50 qualified even or like an artisan and they don't let it sell. They're like,
38:53 "Oh, you know, I'm going to I'm going to book a meeting for every $500 thing cuz
38:57 I don't trust the AI." I'm like, "Have you tried to trust the AI? Have you
39:02 tried to give your agent something where it can sell within like certain bounds
39:06 like ours has? I was like it works pretty good. Like if you give it certain
39:11 guard rails and you let it sell, it's actually a pretty good seller.
39:15 >> There's two things to to I know you get >> Who do you need to I know you're going
39:23 to get to next one. So let me summarize it quick and then this last point on
39:27 lower ASPs. Who do you need to have success? I know you're going to get to
39:31 it. I think you need two people to make this success. One, you need someone
39:36 >> generally speaking at the vendor to help you deploy it. A forward deployed
39:41 engineer, solution architect, they go by different names. Everyone on social
39:46 media, everyone is for startups is talking about forward deployed
39:49 engineers. And what that term can mean a lot of things. It probably doesn't mean
39:53 for you what it mean meant to palunteer where they invented it, but it means
39:56 someone that can work with you in your training and get it into production.
39:59 >> Yep. >> That's why a lot of these tool That's
40:02 why self-s serve doesn't work that well. And that's why a lot of one reason some
40:05 of these tools are relatively more expensive. >> Yes. >> Is because you need a human helping you
40:12 onboard your product. Okay. You need one. And Ameilia will touch on that. If
40:16 you can't get that help, don't buy the vendor. >> Don't buy it.
40:19 >> Don't buy the vendor. No matter how slick the salesperson is, AI or human,
40:24 if you're not going to get the help to train and deploy, I'd rather have a
40:29 worse vendor that will give me the help day and night >> and I trust.
40:32 >> Okay. And then the second point is, okay then then and then on your side, this is
40:37 Well, we're running out of time to talk about it today. We'll talk about it
40:38 more. Yeah. >> One way or another, you need a GTM engineer in house.
40:42 >> Yeah. >> Now, is is are there a million of these
40:46 folks running around that you can hire on Craigslist? No. Okay. And does that
40:50 mean different things? I mean, we'll have Clay here later with Anilia. For
40:54 them, GTM engineering is kind of an onboarding sales role. That's different.
40:58 In-house, you need a nerd. You need an AI nerd. Okay. They they could come out
41:02 of marketing because, you know, obviously a lot of this is an overlap
41:06 between marketing, sales. So, you have a technical marketer. If you have someone
41:10 with a little bit of BTOC background or a a HubSpot nerd or someone like that,
41:13 they can probably do this. Yep. >> Anyone that's built mult complex
41:17 campaigns can do this. Anyone in the market that's senior enough, they just
41:20 built a lot of campaigns. This is basically a lot of campaigns with AI.
41:26 Okay. Can someone on RevOps do this? If they're techy, can your average RevOps
41:31 person do this? No. Can almost anyone on your sales team that is not in RevOps do
41:36 this? No. Okay. So, slow it down. Try to find the one like GTM nerd on your team.
41:42 Promote them and have them own this. But you need it needs to be that nerdy
41:46 person that can implement software. It's not new, but you need that. You need the
41:50 vendor to help you and one person in house. Yes. And the last one on selfs
41:54 serve. Look, a lot of the vendors that are out here and will be at annual and
41:57 that they're they're they're rolling out more self-s serve, but it's early
42:00 because of training. >> It's for early. And I just did I did a I
42:07 did a with G2 maybe three or four weeks ago. It's on G2's website. I did a deep
42:12 dive with the co of Zenesk. And Zenesk has obviously a lot of AI and they do
42:16 have a low-end self-s serve version. This is interesting. You said with our
42:20 top customers at Zenesk, we can automate 60 to 80% of support and related
42:25 interactions. Okay, makes sense. They train them for sometimes for months at
42:29 Zenes for their big customers. For our self-s serve AI, it's 20%. 20. Now, 20%
42:35 is still meaningful, right? But 20% probably isn't enough for an outbound
42:38 sales tool. You need to go further. So this is just bear in mind this is going
42:43 to come but training iterating on autopilot with no human it's not there
42:48 yet it's not it's not quite there as we record right so don't expect don't
42:53 expect that folks are going to >> they're getting there I think in 12
42:56 months it will be exciting but we're not we're you need humans on both sides yes
43:01 >> to make the AI work you need two humans >> you need two humans my point on that too
43:05 actually ties into learning number two actually is do it to humans you think
43:11 will stay at your company because literally I was talking dojo I was
43:18 talking to a CMO maybe 6 weeks ago but there were 50 million ARR they're like
43:21 he's like oh I'm going to bake off with like 10 different AISDRs I was like
43:27 first mistake don't do 10 bake offs too many like if you're going to bake off a
43:33 few AISDRs maybe pick like three at most I was like that's mistake number I was
43:38 like this guy's already doomed But guess what? I went to go look this
43:49 if you was it, if it was true before AI, it's probably still true now. So
43:54 turnover in GTM was high for AI, it's still high now. It actually might be
43:58 higher if you believe all the LinkedIn hype. So don't stake if you're a founder
44:04 here, don't stake your entire like AI go to market strategy on one person like
44:10 your CMO or CRO if you even sniff or hint that they might leave January 1,
44:15 which is not hor like you're going to spend the next four weeks arguing.
44:17 >> Yeah. >> And they're just going to leave on Janu.
44:23 So, so just make sure if you're going to stake your AI or if you're going to
44:27 build clones or frown, you know, AI agents that you deploy around clones of
44:31 your team that you're damn sure they're going to stick around and they have a
44:34 real stake in the company and a real reason to do so because otherwise you're
44:37 going to be left retraining all these agents over again when that person
44:41 leaves. And then to my last point because yeah, we got to we got to go. My
44:46 last point to yours on picking a vendor, don't too many bagos. As I just said,
44:50 when it comes to our budget, we've already touched on this, but yeah, some
44:53 of these tools are like, you know, 40 to 100K a yearish, but we replace
44:56 headcount, but some of the marketing side, which we didn't get time to today,
45:00 but we have a YouTube session about like our whole marketing go to market stack.
45:06 Some of those are $20. So, like don't fall into the trap with the
45:10 vendors who don't help you. So, this is me at Salesforce Tower before like
45:15 before I got on the plane. Here they have this giant Christmas tree. That's
45:18 me. This should be everyone's sales team now. So, it's me, my FDE,
45:23 which I didn't have, you know, a couple weeks ago. So, I now have a forward
45:27 deploy to engineer, my account manager, and my sales rep. And I'm like, that is
45:31 the nucleus now. That is the new nucleus of everyone who's on our primary account
45:35 team. It should be these three people, right? You have somebody to escalate to
45:39 as a CSM. You've got your normal sales rep, and you have your FD. And like I
45:43 know, like I literally text with all these people now. Like, I've gotten to
45:46 know them. I trust them. I trust them with our data. I mean, in this case,
45:49 it's Salesforce, so they've always had our data and they use it in agent force.
45:53 But if folks say they don't want to help you or they can't help you, I wouldn't
45:59 be too eager to give all your data to them for the AI agents. Like, just pick
46:04 folks you trust. Talk to them. Talk to the humans. Ask them for customer
46:08 references. Like, I do references for all of these folks all the time. Like,
46:12 all day long, I do like either short references, long references. Like I talk
46:16 to these people all the time to do references for some of these products
46:19 that we've mentioned. So like ask them for one. I think too often now again in
46:23 the age of AI people skip this step which is maybe now more important than
46:27 ever. Like just ask for a really good solid customer reference a logo that you
46:32 might know. See if they give you one. They don't give you one go to the next
46:36 vendor. Pick somebody you trust. And then on that since we didn't get to
46:39 all the questions. >> Yeah. >> Oh yeah. We I think we're out. We'll
46:43 we're going to take a break here and flip the room. They'll be we'll do more
46:47 on this at 10 and at 10. >> So, yeah. So, literally, we're just
46:49 going to do like a little movie >> for folks with questions. Two things.
46:52 We're going to do a follow-up session on Zoom in like two weeks. So, bring all
46:56 your questions and come live and we'll also vibe code a little thing when we
46:59 get back where you can type your questions into. We'll answer them either
47:03 in text but every it's a lot of people in this room but we will answer every single
47:08 person's question on all this when we're back and we'll do a followup or maybe
47:12 even two live for folks in [music] this room. >> Hopefully this is helpful.
47:14 >> Thanks everybody. >> Thanks guys. >> Hey Sasser, imagine having agents for
47:24 every support tech. One that triages [music] tickets, another that catches
47:28 duplicates, one that spots churn rrist. That'd be pretty amazing, right? Happy
47:32 Clash just made it real with Autopilot. These pre-built AI agents [music] deploy
47:36 in about 60 seconds and run for as low as 2 cents per successful action. All of
47:41 it sits inside [music] the Happy Fox omni channel AI first support stack,
47:46 chatbot, co-pilot, and autopilot working as one. Check them out at
$

How to Use AI to Hyper-Customize Go-To-Market at Scale with SaaStr's CEO and Chief AI Officer

@SaaStr 47:51 18 chapters
[AI agents and automation][e-commerce and conversion optimization][revenue model and pricing strategy][marketing and growth hacking][productivity and workflows]
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In this episode from SaaStr AI London 2025,  SaaStr CEO and Founder Jason Lemkin and SaaStr's Chief AI Officer, Amelia Lerutte, discuss the implementation and optimization of AI SDRs within various business contexts. They focus on key AI agents used for sales processes, data aggregation, and the customization of outbound and inbound messages. Real-world results, like increased email response rates, are highlighted along with practical steps for setting up and training AI SDRs. They also offer

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