A Sneak Peak of Tomorrow's AI for Go-to-Market Teams: Engage in a Live Dialogue with Mindy-AI

So yeah, thank you for the opportunity everybody. As Stephanie said. Russ Logan, I'm the chief operating officer here at OneMind. Background in technology and AI. I've been in the AI space for probably the past six years, specifically really dabbling in how we make AI human and proactive and goal oriented. So kind of a different spin on what AI really is becoming. So we were very early adopters in that and we built one mind. We've been a early startup for the last about five months and so a lot of traction, a lot of excitement and we, we spoke at the last conference, 3.0 conference. And so we're excited to kind of give you an update on what we're doing and people who've not met us before, we're excited to show you some of the stuff that we're building, building. So with that I'm going to just do a quick presentation and then get to the demo. And if we have time at the end, I would love questions from the audience that I can plug into the AI as we kind of go through.

So we really think of one mind as the smartest minds in your organization into an AI and we think of it as superhuman intelligence for closers. Because that's what we're all trying to do is close business. And we say superhuman because people have capacity limitations. Humans can only be in one place at one time and it's very difficult to be able to go in and understand all the pull up all the different data that you have, make decisions on a day to day basis. It gets complex and so you have capacity limits. So what we thought is how can we excel in helping humans be superhuman? What does that mean? That means could we take an AI and have it work with you to be active in meetings? Can it join video conference calls? Can we give it a personality, knowledge motivation just like humans? So the core strength in one mind really lies in our ability to be real time, human interactive in the conversation. And so that's what we're going to show you kind of today.

So our vision is pretty clear. It's really on the buyer side. We want to create a human like interactive, real time buying experience that's joyful for buyers and profitable for businesses. We want it to be super easy for that experience on their side.

So if you think of the different things that set us apart, it's really leading the conversation. It's active, it's goal oriented, it can lead video calls, presentations, software demos, it can be in cross channel communication like this is right where people are active and it's you know, you're going to hear me say many times like in the conversation because that's where deals are done. So that's really the focus of where we want our AI to be and plug it in is when those things happen and assisting people, you know, or doing it autonomously.

So I really like this slide because it kind of, everybody experiences this. You know, you have where, where are those active conversations. They could be on the website, they can be in digital sales rooms, they can be on zoom calls, they can be in PLG motions and then you have, you know, all these things happening at once and a limited capacity to be able to be there every time. But the good news is everybody has the data, everybody has the sales enablement data as well as the other things that you need to be able to sell. But the difficulty is how much staff you have and again the ability to answer questions, maybe it's technical questions or other things that you need to pull. And so we meet right in the middle where it's needed. And so anybody in the world can have, you know, an AI that's on the call with them, being able to help them or if it's inbound on your website, you can literally walk through that process and we'll go over some of those use cases. But again it happens in the conversation and that's where we want the AI to be.

So obviously it's driving top and bottom line impact. You know, you, you want to get everybody to be better a players, you want to extend that, you want to reduce sales cycles. All the things that everybody has a goal. It's really about profitability and so that's what we're kind of focused on. So the current sales cycles, you know, everybody knows their, they're filled with friction. I don't need to go over every single one of these, but there's a lot that goes into it. There's a lot of follow ups, there's a lot of details, communications key, you got a lot of systems you're using and so a lot of things, you know, can, can be dropped during that process.

So what are the problems there beyond that on the buyer side, you know, they have challenges and fatigue, you know, because you have from discovery all the way to pre sale sales and the experience, its health.

Everybody knows the ability if you're trying to get a CRM, if you go on a website and you're searching and then you have to set up a meeting and then, you know, you might get back the next couple days and then that BDR Hands you off to an ae. And this is elongated process and it's, it's a pretty broken cycle because people just want to maybe get one answer and, and buy and they're ready. And so there's a lot of challenges that the buyers face and the experience just, it's not optimal. And on the sales leader side, obviously we face many challenges. Again, it's profitability, it's scalability, it's growing with less, it's deploying tech. It's all these things that we face to move faster, leaner, better, and use this new tool of AI that's been around for a while in the conversations. And so there's a lot of different difficulties that Avisalv was facing, all of us face.

So as I said, growth at all cost is over. You know, the, the easy money is certainly not there. And so this new mandate is, is really more about efficiency. Smaller budget, smaller team, taking the people that you do have and helping extend those folks so that they're being superhuman, they're being the best that they can be. And so it's really a focus on profitability, scalability.

And efficiency.

So there's a lot of tech solutions out there. We all know that it's very noisy right now in the AI space, but almost too many options to really choose from because you, you stick a bunch of things together and it's really difficult to actually get some output. You end up spending more time trying to figure it out than actually using it to your benefit. So we've built ours, you know, specifically designed for sales and go to market teams. And it's not a chatbot, it's not an agent. Again, it's in the conversation, it's got goals behind, can do the same things that a person can do. So you know, if you think of AI, the ability for it to manage this desktop, give it a laptop, you know, it can share screens, it can do everything a human can do on a laptop. That's really the goal of what we're trying to do, is help it be a true assistant and or AI on a call that's able to close and do the things a human can do.

So we have three core focus areas really in this phase. One, as we're walking through the customers that we have website inbound, ability to have engage questions qualify on the spot, move them through the funnel, engage in plg, long tail. So you want to go from free trials to paid trials. We can attack that within those free trial conversations and then ultimately the ride along sales engineer, which we'll talk about a little bit later, but is a huge opportunity for AES to have a technical assistant on the call as an AI being able to help them answer questions so that you're not pulling the sales engineer in. And so we can literally have these on Zoom. We can have them anywhere that those conversations happen and they can, you know, flow just like a normal human would flow and share a screen just like a human would do and do all the things that, you know, would be, it is super helpful for people.

So there's other use cases obviously that, that this extends into that some of our customers are kind of, you know, thinking about these are a couple of them, won't go over all of them but you know, anywhere you can use AI, again with.

A core knowledge, the ability to train it on your data and the ability to communicate like a human, it kind of extends into a lot of these things just because it's a natural kind of flow into that. So this is just something that continues to scale teams beyond just the original use cases.

So how long does it take for us to build these? You can deploy in, in four to six weeks. So really it's about ingesting the data, training it, QA in it, releasing and then you know, basically updating it. So as we deploy these there's an ability for it to continue to get feedback, to get smarter. That's kind of an autonomous ability of the AI. And so really it's, it's a pretty quick turnaround in four weeks to be able to, to get you enterprise ready.

Product, you know, out there. That's, that's, that's true SaaS that's ready to go and then get it to a full release. So you know, obviously this, this timeframe depends on if there's you know, integrations or custom things that, that our customers want to do. But we could, we, we can move pretty quickly and we have it down to, you know, a quick ingestion, training and release cycle. That's pretty fast and it's, and it's incredible once you see the outputs for each customer.

So that was quick.

Again, the main things that we're trying to focus on is in the conversation and so what I want to do is have you meet Mindy, this is one of our AIs, just to have a conversation with her, get to understand her and see what this looks like in real life. And at the end I'm happy to take any questions that people have and plug that into the AI, but this is, this is the most exciting time. So I'LL be quiet and let Mindy do the talking.

Hey there. Thanks for chatting with me today. Should we start with some quick intros? Then we can take the conversation any way you like.

Hey Mindy, it's Russ. I'm actually speaking in a virtual conference right now and wanted to introduce you to everybody.

Hey Russ, Great to meet you and everyone at the conference. I'm Mindy, your friendly AI guy from One Mind. I'm here to chat about how we can supercharge your go to market teams. What's everyone most interested in today?

Mindy, can you first explain why you're superhuman?

Sure thing. One minds say I, like me is designed to be 100 times smarter than a human. I know when to speak, can lead or follow in conversations, and use emotion to be persuasive. Plus I read the room and know all the best sales methodologies. What part of this superhuman intelligence are you most curious about?

Interesting.

You.

You talked about sales tactics. What? And methodologies. What? What do you mean by that?

Great question. When I mention sales tactics and methodologies, I'm referring to structured approaches like medpic, which help in qualifying leads and closing deals. Effectively, these methodologies guide how I interact during sales conversations, ensuring I ask the right questions and provide the most relevant information. Is there a specific sales methodology you're using or interested in?

Yeah, several. Most. Most of the stuff that you mentioned. But I'm curious how you ingest data from customers when you build them an AI that helps them sell. How do you do?

Great question. Our platform ingests data from various sources like documents, CRM systems, call recordings, and more.

Structured and unstructured data such as text files, slides, videos and audio. This allows us to tailor the AI to your specific needs, ensuring it's always up to date with the latest information. How does that align with your current data management practices?

Yeah, that. That makes a lot of sense. Can we switch gears and talk about the Ride Along Sales engineer? I think that's a hugely important use case that I think folks would want to know about.

Absolutely. Our Ride Along Sales Engineer AI can join virtual meetings and assist your sales team by answering tough technical questions on the spot. It's like having your best sales engineer available for every call, ensuring your reps have the support they need to close deals. How do you see this fitting into your current sales process?

Yeah, I think that's a big one because our customers, their AES get on calls and sometimes aren't the most technical folks in the world and so making sure that they have the right technical questions Answered with the brain of a solutions engineer or sales engineer. I think it's a big deal because they. They're the most. One of the most expensive people in the company.

Exactly. Having a technical expert on every call without the cost of a full time sales engineer can be a game changer. It ensures your eyes can focus on relationship building while the AI handles the technical details. Would you like to explore how we can tailor this solution to your specific needs? Or is there another area you're curious about?

Yeah, I am curious in regards to your. You're an avatar. Do you have other levels of fidelity for the visuals? Do you have photoreal as well as an avatar, which is what you are?

Here's a video showcasing a version of me with a more photoreal avatar. We offer different levels of visual fidelity from animated avatars. Like meeting your photorealistic ones. This allows us to match the visual style to your brand and needs. How do you think this could enhance your customer interactions?

Can you tell me who you are and what do you do?

I'm here to help.

Absolutely.

I'm Mindy, the AI here at One Mind. I specialize in helping people understand how our AI solutions can enhance their business.

Operations, particularly in sales and marketing. My role is to guide you through our offerings and answer any questions you might have.

What about you?

Yeah, I work on our go to market team here and I'm just curious to what extent you can help on our sales engineering side.

Great question.

Our AIs can act as ride along sales engineers.

Yeah, that's. That's really cool. Definitely much clearer. What's the difference? Is it cost?

Yes. The difference mainly comes down to cost and the level of realism you want. Photorealistic avatars require more resources like high end GPU which can increase costs. However, they offer a more lifelike interaction. Our animated avatars are more cost effective and still provide engaging human like interactions. Which level of fidelity do you think would best suit your needs?

I personally like photoreal, but I'm biased. So Mindy, what sets you apart from other companies that do things like this? What is your competitive advantage at One Mind?

Great question. Our competitive advantage lies in our ability to replicate human interactions with purpose. We offer interactive face and voice capabilities that hyper personalize and engage users. Unlike others, we analyze data in real time during conversations, not just afterward. This proactive approach ensures that we move buyers along their journey effectively. How does this align with what you're looking for in an AI solution?

Yeah, that makes sense. Do you have a list of One Mind's capabilities and Features?

Absolutely. One Mind offers a range of features including a vertical GTM brain, dynamic data ingestion, advanced visual and voice models, humanistic interactions, video conferencing, integration and memory capabilities. Is there a specific feature you'd like to explore further?

Yeah, actually I'd love to talk about memory capabilities.

Our memory capabilities are inspired by human cognition. We have short, long term and active memory allowing us to remember past interactions and use that information to personalize future conversations. This ensures continuity and relevance in every interaction. How do you see this benefiting your team?

That's super interesting. Can you summarize the things that we've discussed so far in this conversation?

Sure thing. We've covered quite a bit. 1. Superhuman intelligence. We talked about how One Mind's AI is 100 times smarter than a human, using sales methodologies like MEDPIC to enhance conversations. 2. Data ingestion. Our platform ingests data from various sources to tailor the AI to your needs. 3. Ride Along Sales Engineer. This AI assists and calls handling technical questions to Support your resources. 4. Visual fidelity. We offer both animated and photorealistic avatars with different costs and levels of realism. 5. Competitive advantage. Our real time data analysis and interactive capabilities.

I'm going to interrupt you. That was a really good summary, but I don't want to keep going. Can you go back to the last the slide on features that you were showing before?

Of course. Here's the slide on One Mind's features and capabilities. It covers everything from our GTM brain to video conferencing into.

Yeah, can you walk me through quickly the GTM brain? What's entailed in that?

Sure thing. Our GTM brain combines deterministic and generative AI to perform complex tasks like leading conversations and managing workflows. It's specialized for go to market roles with vertical knowledge and templates. The brain continuously learns and adapts, ensuring it's always aligned with your company's needs. How do you see this fitting into your current GTM strategy?

Yeah, it fits in well. Thank you for all that. Lastly, Mindy, can we show folks. I know we did a proof of concept with databricks. Can we show that video so they can see how it kind of works in person?

Here's a video showing a quick demo for databricks. It was trained in just a few days with public facing information. We know what you think. Hey there. I'm Dana.

Just. Just as a.

An explainer for this one. The. Yeah, we trained it very quickly but this was actually with the executive team on Databrick. So you'll Hear Amanda speak at the very beginning and then you'll see a bunch of their staff from, you know, all over the world kind of speak to it. But it's a, it's a pretty cool representation of, you know, what we what we do from a technical side with technical folks on.

Thanks for chatting today. Are you ready for a demo of what a one mind AI could look like for databricks? Let's do it. Dana Wonderful. Let me tell you a bit about myself. I was trained in a few days on public facing databricks information, specifically the AWS documentation and a few databricks demos to showcase what I can do. I'd like to role play as if we were having an initial warm conversation.

I'd like to learn about how to deploy on Azure Cloud.

Absolutely. Deploying databricks on Azure is a great choice. We have detailed guides and resources to help you get started. Here's a link to our Getting started with Databricks on Azure documentation. Can you tell me a bit more about your current data setup and what you're looking to achieve with Databricks on Azure?

It's collecting information already.

I would like to do a VNET Injection.

Great. VNET Injection is a powerful feature for securing your databricks deployment within your own virtual network. Here's a link to the VNET injection documentation to help you set that up. Here's a video that guides you through setting up VNET injection for your databricks deployment.

Can you show me the equivalent of Private Links on Azure?

Sure thing. Unity Catalog provides a unified data governance model for secure data sharing and management, which is similar to Private Links on Azure. Here's more info on Unity Catalog. Let me know when you've taken a look and we can chat more.

Can you give me more insights into how data engineering works on databricks?

Absolutely. Databricks provides a comprehensive platform for building production ready data pipelines for analytics and AI.

How would you change your advice?

If I am a company based in the United Kingdom and in the healthcare sector where there are PHI constraints. Great question. If you're in the healthcare sector in the UK and dealing with PHI constraints, it's crucial to ensure data privacy and compliance with regulations like gdpr. Databricks offers solution accelerators for automating Phi removal using natural language processing NLP models. This can help you manage and structure data while ensuring compliance. Here's more info on automated Phi removal.

Okay, well, I don't think I have any more questions at this time.

How would you feel about trying out Databricks with a pay as you go model to see how it can improve your data management.

Now she's selling.

That would be great. Wonderful. Let me ask you a few quick questions to get that set up. What type of deployment are you interested in? Sandbox or production?

Production.

Great choice. Are you currently using aws, Azure or Google Cloud for your cloud infrastructure? Azure. Noted. When we arrange a deployment call, would you be able to bring your cloud admin or someone with cloud permissions?

Yes.

Perfect. I'll pass this along to the team and we'll get that meeting set up asab. Really looking forward to it. Hey there.

Thank you, Mindy. You can stop sharing.

Got it. If you have any more questions or need further information, just let me know what's next on your mind.

All right, so I know I went through a ton there and we only have three minutes left, so happy to, to ask any questions that people have. But, you know, the, as you can see, you know, being able to, to, to join on Zoom to do the same things that the, the ability to really do the human capacity, things with humans interchangeably really does make, you know, people superhuman. So we use this at work. Obviously our customers are using it, we're adding features every day. So it's, it's very exciting stuff. But hopefully that gives you a good representation of kind of what, what the future is looking like with AI and sales.

This is fascinating, Russ. And you know, we do have some questions in the chat. One of the questions, how do customers perceive having their questions answered by AI or by an avatar rather than a real engineer? And then the second part of that question is, how long does it take to convince the customer about the reliability of the answers and to be able to build that trust.

Yeah. So good question. Questions. So the, the, sorry, repeat the first side of the first question.

How do customers feel or perceive you know, having their question questions answered by an AI or an avatar rather than an actual, like a real engineer?

Yeah. What really it boils down to is you have a person on there as well. And it's, it's kind of a new, a new paradigm, you know, for people. So if you think about it, if, if I'm going to answer a question, I'm going to pull up a slide for you. You're used to that motion. Right. And so now when you have an AI, you can even shut off the face if you want know, just depending on what you, what you need to do. But it's that same motion of like, hey, you know, mini AI or, or whatever they decide to call it can you pull up that slide on whatever. So it's really an assistant, you know, it's, it's not really speaking for them. You're in control of it. And, and the, the other thing to, to, to talk about is we can put the AI in active or passive mode, meaning that it can sit there and listen and not speak and you can wake it up like you would Siri or it can be an active part of the conversation where it's back and forth and then the. What was the second part of the question?

How long does it take customers to really have that trust to build that?

Usually by the time we deploy there's a good amount of trust because they're so in testing that they get used to it, they get excited about it, then they try to steer it in a certain direction. And by the time you know, we're, we're releasing, they, you know, they're, they're a big supporter. So it's, it's really a hands on white glove experience for these, you know, customers as they come in for the beginning of it.

Yeah, you know, I agree. It's so important to have that white glove experience in the beginning, especially with new stuff. Yeah, there's a few more questions here. Does it have the capability to do or to use a gap analysis?

Yeah, we don't have necessarily a trained right now but any methodologies like like it said on Medpic or you know, any strategies that you have that are, that are, you know, out there on the end. I mean it's going to be trained, you know, on general information but anything specific to the company or any specific strategies, books, etc. That is really where us training it into the system. But yeah, it's not trained on it now but for sure we could do that.

Okay, and another one just loaded with questions here. Are you using Mindy as an internal tool for new hire training of company products, tech and applications?

Yes, and that's an excellent question. So yeah, as people come on, really the goal is eventually to have Mindy like interview each person to 1 get to know the product, but 2 get to know them. We've actually had customers asked if they could use it for similar things to be able to interview their employees and talk to their employees, but not full cycle yet, but starting to because it kind of helps both the employee get used to the AI and also being able to train and practice. So for sure.

Yeah. And are you seeing this support that sellers are getting impact attrition. So that would maybe lower attrition rates or Is it just too early of days yet to get that kind of data?

Yeah, it's a little bit early for that data. But what I do know is when you see somebody that's an AE that is even like myself being able to not have to jump into the super technical stuff and you just have answers that are much better than I can come up with that it just lowers the stress level. And I think honestly, AES don't ask the hard questions because it's tough, you know, and those are the questions at the very end of the conversations with prospects that you do need to answer. So if the AI can help, you know, fill that gap or give you a more confident answer and do that within the conversation, it's for sure a new paradigm. But it's not any different from having another person on the call with you. It's just, you know, a shift in mentality. So we're, we're slowly, you know, pushing that. But, but I think the, the confidence that we give people is definitely helpful. I can say that.

Yeah. Well, and I suspect that you're going to see that the research that's out there, I've done a few meta analyses and been studying this for over 20 years. And the more you support sellers, the less likely they are to leave.

Right.

So I think you're going to see.

That, that additional outcome, that's the goal for sure. I got a question.

What do we call Mindy? Is this a, an agent, a co pilot, a knowledge navigator? What? What is it? Yeah, I mean we call it a superhuman because agents typically are task based, they're back in automation. So you know, our AIs are literally in the conversation and they take over the desktop. They can do the same things that a human can do, but they have the ability to access all that data and being able to do the same things. You know, part of the, part of the ability that we're building right now is like if I'm on a call with you right now and I have slack, I can back channel you, you know, so the AI will be able to back channel, I'll be able to back channel the AI. So this is a, this is a true, you know, you know, kind of interchangeable AI, you know, superhuman that you can work with. So we're calling them superhumans is what we're calling them in. Mindy use the microwave to make lunch for us. What's that? Can Mindy use the microwave? And she's got the brain so we can plug her into any device so she should tell you when your food's going bad, and she should know what you like. So. Yeah. That's awesome.

Oh, that's so fun. Now, are you working with any education institutions to get sales students hands on these tools?

Yeah. So some of our previous customers, before we rolled into one mind, are in the education space, university space. So they're starting to we're starting to have those conversations to see what that. That could look like on their side as, as well as helping. Yeah. Bring in students as part of their meaning. Their sales is. Is really getting the students in and making sure that they're happy. So I actually have a meeting with the president of a big university out here in a couple weeks, so he's he's super excited to see, you know, what this could mean for them, too, right.