A short YouTube conversation (Jason M. Lemkin with a second speaker) arguing AI-driven conversational agents are reducing the need for traditional SDR/BDR roles and increasing real meetings booked. The guest reports 130 meetings booked (rollout began in August) and attributes meaningful pipeline in December/January to the AI; speaker also notes channel preferences, with roughly 80–85% of users choosing chat and 15–20% choosing voice, and that video agents are newly launched but unproven.
Questions this video answers
January 2, 2026
130 meetings booked
August (rollout began at the end of the prior month before Dreamforce; August was first month with qualified meetings)
About 150,000 chats
Approximately 80–85% chat and 15–20% voice
Chapters
And I really think most SDRs will die next year. But the, and I know we throw around these terms differently, the bdr that sort of smarmily qualifies you that that's going to die. Like we just, there's no need for that with these tools. So this is low hanging fruit to implement. And you will, if. If a prospect can have a wonderful time, get their questions answered for real without a used car salesman and book a meeting in real time, you're going to close more. Whether it's 1% more or 20% more, it's much better.
Yeah. The other thing I'll say real quick on that point too is that these folks actually like that they got to book instantly. Like to your point of like beforehand. Right. We'd had to round robin and they do all this other thing and route it and then finally book the meeting, connect the zoom such as it doesn't work. Like it's so instant. It's not like we're getting messages like, okay, I like, you didn't really answer my questions. And so I had to book a meeting. They're like, it's literally like qualifying them. That's why it's in the name of this one. But it's literally qualifying them while they're on the site. So to your point, it does all that for you. Obviously you have to train it and are qualified. Maybe it's on this.
That was 130 meetings booked that you had, right?
A hundred, yes. 130 meetings booked in. We've had qualified since August.
And going up, right?
Yeah, and going up. So August was our first month. So you can see we rolled out at the end of the month before Dreamforce and then December, October, November. There was a lot of inbound in November. Honestly, I was like, I don't think between David and myself is our ae. I was like, I don't think we would have booked. We definitely wouldn't have booked this money without the AI because we would have missed them and they were high followed. We were like, okay, we can see what they said to Amelia AI, we can have a better meeting. And like now we have a lot of pipe in December, Jan because of it.
So one other thing on that chart.
Dividends. Yeah.
A lot of folks ask us and, and it's all over social media. This is the age of voice. Is voice better? Is chat better? Is video agents better?
People can pick.
Yeah, they can pick. Don't try to answer this question. You're going to find everyone is different and different types of prospects are different. I, I, I like to chat. You know, I like to clack. Other folks really like to talk. I, I can tell you on our, on our first agent deli, where we've done, like, 150,000 chats, the ratio is about 80, 20, 80. Maybe it's 85, 15, 85% people like to chat. 15% like voice. But there may be different buyers. You may have more traditional buyers that want to pick up the phone. Chat, obviously, is the easiest to implement. Voice is so easy. It takes almost the most work. Okay. Video is a lot of work, and we've just launched it. We actually don't know how well it will perform yet. I don't think. Right.
But some people. Metrics. Yeah. Some people like it.
