Jason M. Lemkin splits leads into A (ultra-hot, needs human follow-up in 60 seconds) and B (has signal but lower priority). Running AI agent Artisan on B leads in his database surfaced $500,000 in missed revenue. Monaco, another tool, ingests past customer data and automatically generates lookalike prospects for cold outbound, booking meetings without manual work.
For your A, another way to think about this, you have your A leads. Your A leads are so hot, a human's gonna follow up within 60 seconds. So if someone comes in and says, I wanna buy a million dollar sponsorship or half million, even your laziest rep is out, out there at the mall or watching movies is gonna respond to that email in 60 seconds. Like, I got a million dollar budget, I'd like to sign today. Don't put an AI on those accounts. Put it on the B leads. The B leads are the ones that have some signal. Some score, but they're not worth the, a human's time in your organization. Every organization of size, humans will just not follow up with the B leads. The C or D leads may or may not have gold in them, but put something like Artisan on the ones already in your database that you have contacts with that have some score, some signal, but a human, it's not worth a human's time. That's $500K of gold for us. Okay. Yeah. The Artisan got us an extra $500,000. So you don't have to That's the B leads.
This one I put on cold outbound. So even though Artisan can do cold outbound, the reason I like Monaco for it is technically we are not their ICP 'cause we have this giant agent stack, but I like it because I basically gave it the best sponsors across all the years and it said, "Amelia, I got it." It took all of our ICP data, all of our Close One history, and then Monaco just automatically found lookalikes and booked a bunch of meetings. Close to some pretty big logos still for SaaS in a very short amount of time. So this is the one that I think idles the least amount of time out of all of our agents, because it is self-filling. It'll keep filling your funnel. And so I like Monica for that reason, because I really don't have to think about it, which is quite nice.
That's it. We're running out of time and we'll do another follow-on deep dive, but the Monica one is cool because it fills its own funnel. Yeah. If you can get it to work, if you can train it, if they think you're the ICP, it is the only tool we right now that constantly fills us with lookalikes. It's just doing a clever use of lookalikes. The Monaco will say, we'll go out and figure out, okay, who is the right person to have a spot to talk to? And what it did a real instantly good job of— then we got a break. That deal may or may not close, but it instantly identified a really good buyer. It found somebody in person. And gets you a meeting.
