Is the SDR Dead? The Rise of AI and Channel Strategies

Name: Is the SDR Dead? The Rise of AI and Channel Strategies
Uploaded: 2024-12-20T13:11:27+00:00
Duration: 13 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin says the SDR role isn't dead, but the "lame-o" SDR relying on outdated tactics is fading. He argues the channel—consultants, influencers…

20 Dec 2024 · 0 min

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Jason M. Lemkin says the SDR role isn't dead, but the "lame-o" SDR relying on outdated tactics is fading. He argues the channel—consultants, influencers, agencies—deserves more attention in go-to-market strategy than current AI and SDR conversations give it.

So my question is, at this conference, and rightfully so, we've seen and heard a lot of talk about, is the SDR dead with the advent of AI?
I think we just said it isn't dead. I think we just said the lame-o SDR is dying.
Totally.
Yeah.
So a lot of conversation around that topic. How do we use AI, et cetera? But another really important go-to-market motion that I haven't heard a lot about in this conference is the channel. Consultants, influencers.
Indeed. In fact, I was supposed to, I wanted to spend 10 minutes with both Renee from Bill and from Klaviyo, from Andrew from Klaviyo, and I should have done it first because I ran out of time. The last slide for both was talking about the channel. Klaviyo gets 40% of its $1 billion in revenue through agencies and partners. I don't know what, I don't know if Bill discloses it, but I do think the majority of their revenue is influenced or comes from accountants and others. And we touched on it. It's a super important topic and we should have done a lot, a lot more of it because way too many founders learn the direct motion and then they just get their ass kicked when their competitors figure out the channel and partner strategy, right?