Inside SaaStr's 21+ AI Agent Stack: 2.25M Sessions, 614 Meetings, $10M+ in Revenue. The Agents #006

We are gonna go through as much detail as we can on our agent stack. We've talked a lot about it at this event, but we're gonna go into as much detail as we can, show you backends, show you how they really work on the other side. Really, we could do an hour on each and maybe we'll do that over the course of the year on our live webinars. We're gonna do as much as we can in this session just to really give you a sense of how they work. Maybe it's our 401 class. I'll let Amelia kick it off and we'll do a deep dive. We won't do all of our 20 agents, but it looks like we're gonna do about 7 or 8 of the ones that, that really make a difference.

Yeah, I tried to force rank maybe the top ones that we we use every day. Um, I had— I actually used Gamma last night when I was tired after the VIP party, uh, to make you a little, uh, agent, uh, card stack, if you will. Some are live-coded, some are not, so I'll explain the differences. Um, and they've been used over a million times, and collectively our agents have had multi-millions numbers of interactions. Um, and so I thought it'd be fun to just make a little— everyone's been asking us what our stack is this week, and so I thought I would make them as Pokémon cards. Um, you can also collect them all if you want, catch them all. All right. So a few of them here that we'll go through today. But just to give you a quick run through of some of our top agents that we use every day. So 10K, you've heard us talking about. Hopefully we came to the session on Tuesday where I walked people through how to build your own AI VPO marketing. 10K is our AI VPO marketing that we use. If you did miss that session, it's on the livestream, so you can go back. I do a whole hour on how to deploy your own AI VPO marketing. Qubi, who we now call Qubi, is our AI VP of customer success. He's handled all the sponsors you guys see here today with some human interactions, of course, but he's done a lot of the heavy lifting to help the sponsors and our customers that we're loading into the SaaSRA Annual this week. There's Annie, who you guys all know because that's the SaaSRA Annual website. She actually turned into an agent the more that we did with her. She has a parking pass app, she has a few other things she can do. And so started as a website, turned into an agent. We'll explain how that works next. Amelia AI, which you can also demo over there if you want. That's our inbound agent that runs off Qualify from Salesforce. She— we've had her since like last summer, I think. And she is the one that is driving all of our inbound sales, handling all of our attendee questions like you guys have been asking here, like Wi-Fi and that stuff. Where's this? Where's that? That's Amelia AI. So she's part seller, part customer support, part marketer. She does a lot of things. Then there's AgentForce. I made it look like a ghost because we use AgentForce primarily to follow up with leads that our sales team never wanted to follow up with. So I call that one You can call it Asian Forest. I sometimes call it King Boo because he's a ghost. So that's Asian Forest, reviving our dead leads that we never followed up with. The two other ones we use for sales as well. So Ava, that's Artisan. You guys have all seen Ava on their booth this week. We use her for a mix of both cold and warm outbound. And then Monica, who's newer to our staff, we use it for completely cold outbound to prospects and companies that look and match our ICP. So It's real. Monica's really good at taking lookalikes for companies that you already have and that you've already closed, and then just automatically filling your pipeline with companies that look exactly like that. You're listening to the Official SaaS for AI Podcast, brought to you by— Hey everybody, starting a business can get expensive fast. Website here, email somewhere else, business phone with another provider. Northwest Registered Agent gives you a complete business identity in one place with free tools, resources, and built-in privacy from day one. Get more at northwestregisteredagent.com/sasterfree. That's northwestregisteredagent.com/sasterfree. S-A-A-S-T-E-R-F-R-E-E. Starting a tech company is thrilling. It's also really messy. Just ask anyone who's done it or anyone who's tried. Better yet, ask EY. They've seen startups in their best moments. Go to ey.com/techstartups to learn more. We do have other agents we've deployed. I don't know how much you want to touch on these, Jason, but I just wanted to show the top Yeah, we can keep going.

If you haven't seen it though, you can, and we'll update it with all the content from today and this week. But if you go to saster.ai/agents, that's continually updated with everything here, the best sessions, all the decks, all the slides. It's good today, but by next week it'll have everything from here organized for you. So you can come back to that.

Cool. So let's start with 10K. If you missed any of our previous demos on what 10K does, because he does a lot of the heavy lifting for us. One thing I wanted to prep is because we just showed you our stack, some of the ones that we built ourselves, we built on Replit. So I'll call out in these slides what it's built on, what's powering all of our different go-to-market agents. But one kind of common theme I noticed as I was building out this deck and just thinking about our stack of AI agents, if you will, because folks were just asking us, hey, what's in your stack? What are you guys using? Is a lot of these did not start as full-blown agents. It's just something where we wanted to replace something. I wanted to replace our Notion dashboard because I got tired of copy-pasting things from our different data sources. And so 10K really started as just a dashboard back in January. That was his thing. I just wanted to hook up to Marketo and Salesforce and really simplify life. And it really was just a dashboard for a few weeks. But then 10K evolved, if you will, and now does a whole lot more. He owns the number. He helps us track our daily revenue across all of go-to-market. He helps with our forecasting, which is super important, helpful for something like this. Where you have really time-sensitive, maybe releases or product things that you guys are doing as equivalents. He knows all of our campaign performance now, so he's tracking all of our marketing campaigns in real time. He pushes out our daily marketing ideas. We've been talking about this week, our top 3 ideas that we get every day for SaaS comes from our AI VP of Marketing. And it's interesting too, I did a little test comparison this week where on Tuesday I rebuilt our AI 10K VP of Marketing on Replit, and then yesterday I did a little bit live with Elena on Lovable. And actually the ideas it came out with were different. It's like the LLMs were so different that it came out with 4 different ideas.

So you tried to rebuild 10K on Lovable as much as you could. Yeah. And what was different?

So the biggest, like the dashboard still, you know, kind of looked similar. Like there were elements that were the same, but the underlying brain was different because the biggest test for me was like when I gave it to Replit, I think the top 4 ideas it gave was like more email-based. And then the ones that Lovable came out with were more like Okay, you need to do ads, you need to spend on this, you need to do out—

Oh, the idea is that the seeming brain, we gotta be careful not to anthropomorphize AI, but the idea is that the lovable version were different than Replit.

Exactly.

Yeah.

Yeah. So, but they, I gave them both the same spec and the same inputs.

We could run it. We should run an experiment. We'll follow up. We should get them both running for real and have them debate and argue their 3 ideas a day. They each come up with 3 ideas a day. It's too many. Let's have them compare and contrast because for reasons that we probably are not smart enough to understand, TEDx is very biased on email marketing, right? And the dataset and the version on Lovable is very biased on advertising and advertising brand.

Brand. Yeah. I was like, I don't know.

I know. That's pretty interesting that they came to different conclusions.

I was like, it actually matches the marketing style of those internal teams. So I don't know, maybe it's unintentional that however their internal teams are using it for marketing is Oh yeah, Replit's nerdier and Lovable's more marketing. So it's a little funny.

Yeah, it is. We'll thread some stories in this about how it is surprising how seemingly agents with seemingly similar datasets and LMs come to different, good, but different conclusions. I'll share a story from this morning later. The one thing I would add to this, Amelia, if you were here on the first day in the morning for the 2:00 session, Amelia gave you a recipe. She gave you the skills. We'll post it online. You can build your own 10K. We don't want to duplicate it here. But the one thing I would add, um, I think Amelia hit on it. The simplest way you can get some of this done, like the most basic version of this, and Amelia will show you, we'll go deeper, but this headless Salesforce idea that's in the media, if you haven't tried it, it's really effing powerful. Okay. And they just, Salesforce just launched something called headless Salesforce if you're on Salesforce. And some of that is actually a product that doesn't even exist yet. It's on MuleSoft, which they bought years ago and a bunch of stuff that most folks are never going to use. You're not using MuleSoft. Who's in the room using MuleSoft? Okay. Nobody. Okay. But most of you are using Salesforce. The Salesforce API is really good. So if you do nothing else, spin up a Replit or Lovable or v0 from Vercel and tell it, and then just tell it you want to go into Salesforce and build, I want a type of dashboard or analytics I don't get today. Okay. And we'll show you, like, for example, for me, I wanted, I want real-time visibility into attendance and ticket sales here every hour. That just doesn't work in Salesforce, right? So that actually took two APIs, Biz One and Salesforce. But my point is now I can interact with Salesforce data in a way never good. And this is— you can get a quick— ours started off as a dashboard for tickets and attendance, but it could have been a Salesforce dashboard for sure. You do not— if you really want to do something cool, just go to— go to— you can do it in Cloud Code too, but I actually think Replit, Lovable, or Veezer are easier. These connect and just say, connect, connect me to Salesforce with their connectors and I want it to do this and watch some magic happen. They already work headless and agentic. You can get 10% of what we do. In an hour and maybe do something really cool that you would never be able to do with Salesforce on its own because these agents are so powerful.

Yep. So just a little bit of the backend of 10K. So I did a version of this for each of our agents that I showed as our top agents. So 10K was built on Replit. His first commit was in January of this year. So he's really not even— he's only 4 months old actually. But it's funny, I asked each of the agents how many commits we've done. So this one has almost 1,000, which is a lot. 7 to 8 commits a day. So that's between myself and Jason. And then for fun, I put how many lines of code each one of them was. But the more— and then there's, there's— 10K has the most external APIs wired into it. So this is what we mean when we say headless Salesforce is we're using Salesforce just directly via the API without logging in directly to Salesforce. I still log into Salesforce. Jason doesn't have a Salesforce login. I still have to like use the authenticator app when like go move things around, that's not in the API yet. But so that's what we mean by headless if you guys are wondering what all that means. Bizabo, so that's what we use for ticketing. That's how you guys all bought your tickets. And then Marketo, which was our marketing automation platform, is still hooked up to this for now. And then Slack, that's how we get our daily, every day when we get our daily marketing ideas, we get an email with it, but we also get a Slack update. QB also has Slack, so QB will Slack us a morning customer report essentially of, hey, here are the accounts you need to follow up with. Here are some of the sponsors who maybe didn't finish what they were supposed to be doing. Here are people that are overdue. And then it also slacks us and say, hey, here are some folks in your customer base that we think you need to follow up with because maybe they haven't done anything or they're super behind on things or they're approaching a deadline that they haven't quite met yet. So it can do a lot of that automated for us. And so I really like 10K and Slack. And then you'll see Clerk in there too. But those ones at the top are really the, I think 1 through 6 are the big ones for 10K. And then we talked about this a little bit, but I want to just force rank kind of like the top 3 things I think 10K does for us. He had a different list of what he thinks he does for us, the top 3 things well. But yes, number 1, he is still a dashboard, but he is a living, breathing dashboard. So we can talk to 10K. So to Jason's point, he can just talk to any of our data from Salesforce, Marketo, Bizibo, and he can ask a question like, how many VCs are coming to SaaStr? How many CMOs do we have coming to the summit today? What sessions are maybe looking a little bit late? Should we move them around, add a new speaker? And so we can just talk to our data every day. I think an interesting point here is I don't know if you guys heard the session with Denise yesterday from Snowflake, but it's also on our YouTube channel. She was talking about how she, she has this like bold statement that the dashboard is dead, but really it's because she has dashboards, but she has agents. She just talks to her agents. And for her at scale, having her, she's got multiple versions of 10-K. For her, the biggest thing at scale was that, and she doesn't have to argue anymore between sales and marketing what the number is. The number just is the number. And so for us, it's still, I think, prevalent across for your guys' scale to have something that is, yes, a dashboard, but it's one that we all agree on. Because it's directly connected to the API. And so there's never any nuance or people lying about the numbers or maybe pulling it from the wrong dates or trying to make it look better than it is. It's the numbers are just the number because it's just pulling it directly from the API. And so I think that was a good insight that she brought up that I hadn't really thought about previously.

I think I hit that with the Amjad session. The, uh, so if you were there, I don't want to be too duplicative. Um, they don't have too much to add. Um, I guess it's just a reminder that, um, Amelia said when she had the lines of code in the commits, it sent 6 to 7 commits a day. And anyone that's a developer engineer here might roll their eyes and say, you shouldn't be doing 6 to 7 code commits a day. It's like a bad sign. But we're not— we are tech from the perspective of Replit. We're doing 6, 7 commits from the perspective of us as the boss of the agents or the agents of the boss of us. We're just improving the application each day. Right. And so I guess just the lesson from this email when last week 10K started to create better emails than humans is just how much if you keep engaging with the agents every day, they will get better and better. And that's the key, whether it's just to train something like Artisan or Monica or something, or Qualified. If you train them, they will get better and better every day. Or if you have agents that are somewhat more alive, like 10K and QBR, if you talk to them more every and every day, their context windows will get richer and richer and they will perform better. And then somehow last week they will create a better human out of the blue than a human can. And when I asked Amjad Shiovreplin how he did it, he didn't quite know. When I asked our head field engineer, he didn't quite know. But that, that's the key is the more time today, uh, the whole open cloud thing is really dangerous that you could, not just that it has security issues and breaches and can leak your confidential information, but I think it also confused people that an autonomous agent requires no work. It can go off on its own. The number one lesson we've learned is the more time you invest with the agents, just like most humans, um, the better they get. And just like most humans, You don't really need to go over the basics with your agents if they're well, if they're, if they're performing well. If they're not performing well, you have to go over the basics again and again. But even your best people, the more, if you can just spend a little bit of time with them each day or each week, they will get better when you start to mind meld with them. And it's literally the exact same with agents. Yep. And that's a little bit different than the narrative on, on people that aren't doing it right. I think it's the opposite.

Yep. Okay. So QB, we've, I realized we did a a workshop a while ago on how we built Qubeam, but he is our AI VP of Customer Success. So we can do a fresh one after this where we walk through how we built Qubeam, kind of what he does now, because when we did that webinar or podcast a while back, it was like he was— he didn't have all the features and functionality he has now because we, again, we keep shipping lines of code into him. But he, again, he started as 10K was just a dashboard. Qubeam was just a project management tool. So we had an antiquated project management tool. We were using for customer support, basically to manage all our sponsors, to get information from them. And because it's— after an event or like kind of niche and weird, no project management tool was great at this, right? They were all like out of the box, just you get what you get. And there wasn't a lot of customizations we can do. And so it required a ton of human follow-up, manual emails, manual calling people, texting people. It was a lot of manual labor outside of the project management tool that we had in years past. And so we started this as a vibe coding project of I just wanted to save us some time, maybe get some— it has saved us quite a bit of, of, of budget by building him versus like having humans follow up with these folks all the time. And so he, he really turned into a sponsor, what I call now a self-service agent, where he can manage questions, he can intake logos, he can intake websites, he can remember all these things about our different customers. And he really has become not only a self-service agent, but also a personalized asset management. So he's collecting all that. It used to be a pain in the butt for us to get everybody's logo so that we can put them on a sponsor wall, put them on all the signs here. It was honestly annoying because, because people email you files, sometimes they're too big, but now you just upload it to our agent. It's much better. But the better part of QBee now is even though he started as just a dashboard, quickly I realized, okay, this agent's pretty good to the point where he can send each of our— there's almost like 150 sponsors because we have some non-food sponsors too, and he can email them personalized, right? This is something that no human can do. Like, no human CSM wants to have 100 accounts. They all want to have like 5. And so that was the magic of Kubi, was that he knows all of our sponsors cold. He knows all their assets, he knows their logos, he knows what they do. He can He uses whatever font to research about them. He knows more about our sponsors than probably some of your best CSMs know your top customers.

Can we try to ask QB some questions we never tried before? Let's do it. Let's see what happens.

Okay, QB. Here's QB.

It's QB. Okay, let's ask QB. This is your show, right? Let's ask QB. Yeah. What sponsors are most at risk of not renewing? Okay. No idea what he's going to say. Never asked. But QBee has a lot of data. Let's find out. You probably had something else you were going to ask, right?

I think it's a good thing to ask today.

It might fail the test or it might surprise us. Let's find out what QBee has to say.

He's thinking. But while he thinks, I'll just show you guys around QBee a little bit if you've never seen the front. You can go to soundtracksponsors.com. You can play around with QBee. He does— you'll hit a wall eventually if you're not a sponsor of ours because you'll have to log in so that you don't get their data or anything. Nothing weird like that. But you can see, like, he started as a dashboard, so he's still, he's still our project management tool here. He's got all the information about the events. There's certain sponsor load-in times that they had here. This is where they all picked their booths that on the floor that you should see here. Now these are all the things he did originally, which again, these are all things a human had to do. And he created these nice overlays for our maps, which our designer used to have to do, but now he can work on the stages and There's a lot he can do, but now he's— so here's his assessment.

Who's at risk?

Who's at risk? Artisan. That's a fair one. He's flagging that they never really logged into him.

So he's flagging— that's a signal. They never talked to me. They had a customer success. They never talked to me, right?

They never talked to QB, but they did talk to me a lot.

So lack of human contact. Okay. Okay. Flag that one.

Salesforce, interesting. He says they, they were incomplete, um, and they went dark for a little bit. So, you know, that's a good flag. But again, I talk to the Salesforce team and so does David a lot. Um, Google Cloud, same thing. Like, these are folks we— it's funny, he flagged all the people that we, the humans, spend more time on than the agent. Uh, there's a few others here. Pylon.

Pylon complained the most to him.

Okay.

I see. That's why he said it. 'Cause I asked him before, 'cause, 'cause QB reached out to all the— instead of a human reaching out to him, QB reached out on his own, talked to them, asked what their issues were and how he could help. And Pylon said their logo was wrong and a bunch of other things. They complained a lot. So he's still getting from me. I can't quite read it from here, but I mean, it sounds right. It's not, it's not a high risk.

Right.

He fixed the logo before it went live, but their amount of frustration was a signal that he a human might not know how to rank properly or hide or ignore.

Right.

For sure. Yeah. Any other interesting ones that he thought?

Lightfield in Monaco never did their VIP nominations. That's a, that's a good, that's a fringe thing that we do for folks. We let our sponsors nominate some of their customers to come to SaaStr. He's saying they never did it, but they are a top, they're some of our top sponsors. And so maybe it's, it wasn't a high ROI for them.

Okay. Ask you one last question and we'll move on. You can do it. I know it'll take a second. Um, you don't even need to be in power mode, but keep it in there, right? What sponsors did you talk to that seemed happiest? Okay. It's the flip side, right? Let's just see what he says. Cause he talked to them.

That seemed— he'll forgive my typos.

This is why I think traditional customer success is just dead. They won't talk to 120 people and like they want is a commission on the renewal. They'll hide issues. They won't surface issues because it doesn't help them, help them hit their number or goal any longer. So, uh, I think QBeez better. Who's that? Is this who's the happiest?

Is that what he's saying? Yeah. So he says there's no explicit this is great signals in the chat yet, but here's who I think have the highest signals of satisfaction. Um, Vidvin, because they wanted to post more on social. Um, Launchpad just returned a lot to the chats. Gamma seems pretty happy with what they're doing. They never pushed back, never escalated. That is a good signal, actually. Benny lists out a lot of sponsors all at once. Asked once, got the answer and left pattern. So that's a good sign too. They got what they needed from QBee, and so he's saying that those folks are probably fine because I got them what they needed and they went on their merry way. Yeah. So pretty good.

I think this— I know what you guys think. I think this is pretty good. And again, this agent, and agent's kind of a loose definition, but this agent's less than 90 days old, right?

Correct.

Yeah. And again, it started off as a just dashboard to track assets, almost a pre-AI workflow. There's a lot of asset trackers if you're in the creative industry or do anything. Now we can talk to it and it can identify issues. And I think that analysis was pretty good. We'd never done it before. That was, I just made that up, but I thought it was pretty good.

I would send.

Top 15% of CSMs I've ever worked with already. And you can already see looking at, okay, that's good, but it lacks some of the context of the human conversations that we had. And so we'll probably, Amelia and I will probably ramble, think about that, and we'll talk with Kube later. How could we integrate some of that context, right?

It could just be my email.

It could be, well, for sure. A simple thing is to hook up to your email. Yeah. We could hook up to, sorry, what's the application where we listen on your phone?

Oh, WhisperFlow.

WhisperFlow. Any of these things that have APIs, maybe we just hook 'em up. And actually, if they have an API, it's really easy. Yeah. It goes and figures out what the best emails are in WhisperFlows in 10 or 15 minutes. And maybe we ask again in a month, maybe we'll do it on the agents on our podcast and we'll share our complaints because we've never done it before. But I would already give that like a B. It missed a whole— it only has the context it has. It missed the human side, but for the digital stuff, it was pretty good in remembering all the chats it had with maybe 500 or 1,000 people, force ranking the issues and identifying them. Um, better than a human hiding from issues. So that's QB.

That's QB. He's got an interesting API stack that differs from 10K. So they have a lot of crossover. But noticeably too, he's got, he's got Clerk is number 1 on the list because that's what we use for single sign-on. And so that was one I've talked about it previously. It's gotten easier in Replic now that it's native, but it used to be a little hard to actually hook that whole thing up. And I'm not— again, I'm not a technical person. It was pretty hard for me to figure out single sign-on, but I got it done in a weekend and now it's even easier. And so that one has remained top of the list because you got to imagine people are inviting other people to interact with Qubi and they can just add it on their own. They can catch up, they can see what other folks are doing with Qubi within their org. And so that one makes the top of the list for Qubi.

Yeah, it's a pretty simple stack to get that much value. It's not even logging into Salesforce, is it?

No, it's funny when I— it's funny when I went through it, I was like, all this time I really thought Qubi had Salesforce, which we'll hook up next so he can write some of this information back to it. But he doesn't need— that's that answer he just gave you was without even having any Salesforce data. So it'll get even better. We already talked about this, so I'll move on to the next one. So Annie is somebody you all know, 'cause this is our sastraaannual.com. Did not, again, did not start as an agent, much like QB and 10K. Started as just a replacement 'cause last year sastraaannual.com was on Squarespace and we were just limited by how much we could do on sastraaannual.com 'cause we're not developers. We're not.

We're just limited to Squarespace. You can't vibe, you can't change.

You can't vibe. Yeah.

All you can do is put images and some videos. It wasn't enough this year, so we just quickly built a V1 on Replit. It's okay. It has a little, some purple gradients, but, but we could get it to do whatever we wanted to do, right?

Correct.

Yeah.

And so again, started as a website. I don't even remember. Oh, I guess it's on the next slide when we did it. But now it does a lot for us, right? So I asked actually our SaaS brand website, which we just call AMI because annual, how it would describe itself as an agent because I was like, okay, 10K is very clearly, we call it our AI VP of marketing. We call QB our AI VP of customer success. I said, Annie, what would you call yourself? Yeah. And it said it's our AI event producer hybrid because it's managing.

Hybrid of human and what's the hybrid?

I think hybrid of producer and also our event manager. Technical. Yeah. Event manager. It said it was, and it was also our technical producer because it has all the website and the agenda stuff.

Nice. It's always interesting when you ask somebody, including an agent, what they want their title to be. Sometimes I remember asking Amelia years ago what title she wants. She said VP marketing. She said, okay, that's your title. Came right out of her mouth when she started. Now she's Chief Data Officer. But Annie came up with quite a title.

It really did.

Quite a title. Yeah.

I was like, you're— I've never—

I'm not sure that that spec is on Jobvite, but I like it. Yeah.

I was like, are you trying to say that you did some of the physical stuff? That didn't quite work out. But yeah, it was a little funny, but it does. Again, it runs all— I was like, okay, but to your credit, you are running the website, you're running the agenda, you are sending a lot of the attending newsletters you guys hopefully all read this morning. That's all coming from Annie.

Yep.

And then obviously I, it became Agentic when I added this now famous parking passes app, which was previously, if you don't know the story, for you guys to get a parking pass to come to SaaStr, we had to have a human on our team split up the 5,000-page PDF. So what I did is I first, I just used Claude Codeworks to split up the PDF, add all the addresses to the bottom of the PDFs, and then I hooked it up into Replit, uh, in our existing website at the time and said, hey, can you help me create just some Agentic workflow so that you can automatically send a parking pass from this long doc of PDFs that's now been separated to people who need it. So when you guys request a parking pass, you just put in if you're an attendee, sponsor, speaker, how many days you need, and then it sends you your parking pass automatically versus you guys having to— previously it was a form fill. Yeah. Last year, fill out the form, wait for one of us to send you your parking pass, and that took a while. It also, it's also in the background, something else I think it's doing that I don't give it enough credit for is it, because I've hooked it up to Vector, it can see our active website visitors and run targeted campaigns to folks based on what they're doing on their website. Qualify does a bit of that too. So there's a little funnel action there, but this is Annie built on Replit. First commit back in November. That's when we swapped off of Squarespace. He, she, or she, Annie has the most commits out of all of our agents and the highest amount of commits per day. And I think that's because we were just the sastrannual.com became a living, breathing agent and kind of copilot for the event as it calls itself an event producer versus it just literally being a website that was static.

Can we do it? Can I ask Annie some questions? Sure. You know, it's interesting on the side, it's interesting, these 46,000 lines of code, it doesn't really matter how many lines of code you have. I think, again, a lot of engineers and maybe critical of it on X, but I wrote a SaaStr post literally 2 weeks ago about 10K that it was $257 a month and I think 18,000 lines of code. Now we're adding apps inside of it, micro apps, and now they're 46,000, 50,000 lines of code. There's clearly some slop that has gone in if you've gone from 18,000, 16,000 lines of code to 45,000 a week. But it's also part of adding more and more apps in one scenario. That probably eventually will slightly break, but it is, it's just as an aside, it is a lot of, that's a lot of Going from 18 to 45 in 2 weeks is, uh, if it kept going at that logarithmic or exponential rate, we would have a larger codebase than like Salesforce or Meta. But maybe I'm exaggerating. Um, Annie, because I, let's see how well it does. Okay. Um, write me a follow-up email to everyone at SaaStr AI 2026 trying to get them to come to 2027.

Okay.

See how it does.

Since today is the last day and you are on stage right now.

What did you say?

Oh, I just told Annie, um, write me a follow-up email for SaaSRay Annual 26 to come to SaaSRay Annual 2027 since today is the last day and you are on stage right now, smiley face.

It's looking good. Let's see how good it is.

Okay, it said subject line, that's a wrap. It said it wrote it as you.

Okay. Which you didn't ask it to do.

I didn't ask it to do that. It is interesting. Like I did, I ran this experiment the other day with like a final email to our database and I asked Annie to do an email to the database and then I asked 10K to do an email to the database and see which one did better. It's funny, they were actually equal. Yeah. And like their conversion rates, but one of actually 10K wrote it as Jason M. Lemkin. Yeah. And Annie wrote it as like one of those fully designed HTML emails. But the content was— the Jason one was more like punchier, the Annie one was a little bit funnier. So it's a little funny now that now Annie has swapped to writing it as Jason. So, um, that's a wrap on SaaStr. Lock in 2027 today at the low price we'll ever offer. Preheader: I'm writing this from the stage. Um, 2027 tickets are not live yet, but they will be later today, and they'll never be cheaper than they are right now. I'm writing this from the stage at SaaS or AI Annual, about to do the closing. So forgive the brevity. 10 days, 10,000 AI leaders, the CEOs of Klaviyo, Gamma, Webflow, Rubrik, LinkedIn, all on one campus for the Deploy Summit. 6 AI workshop tracks, the pitch comps, and more first meeting introductions than any week of the year. Thank you for being here. None of this works without you. Now the ask: come back next year.

It was pretty good. It's pretty good. It's not a 10 like that crazy Replit one where we pulled every attendee, but it's, it's better than 95% of humans would do. And it did it in minutes. And you can see the context. It has the agenda built into it, right? So it was able to pull the speakers that we had this year. It knows the numbers of folks that are coming, knows the type of tickets. Someone that joined your team on their marketing team last month would be unable to write this email in a week. They wouldn't know that unless, unless they could access Vibe the data themselves. It's pretty good. I think it's that, that passes the test, right?

You guys are going to get that email later.

It might be this email. And then Annie. And then I'll share a story. Annie is— so Annie's hooked into Bizibo and Resend. Anything else? Did you have a slide? It's not hooked into Salesforce.

It's not hooked into Salesforce. Um, but she just has up to Marketo to send like the attendees' letters for now.

So Annie has a different set of context. I'll tell you a quick story. Surprised me. Um, I think it's interesting. So this morning we were coming to get here. And I said to Amelia, everything's been great. I think it's been great. Congratulations, Amelia. Great job. I think it's an amazing job. Thank you. But there's been so much going on. I think I thought we forgot to remind folks to come to the Founder VC Brunch at 11 in the VC lounge over there. I said, she's right. You're right. I forgot. I'm like, can I ask 10K to do it real quick? Because it's risky. I'm doing it literally in 5 minutes. I'm sending an email in 5 minutes to 1,000 something people. Yeah. And, but she gave me the permission because it's not higher. What if the email's a little bit off? Like, it's to you guys. It's not the end of the world. But what's interesting, but she says, no, ask Annie, because Annie sends better emails like you saw. So I said, okay, I go to Annie. I said, Annie, please look at everyone coming that's either a VC, a founder, or CEO, and invite them to the brunch. Annie's like, I don't know how to do that. I only see 17 people coming that are VCs or CEOs. I don't know why. Annie, Annie, how can you have all the data? How can you think, oh, there's only 17 founders, CEOs, VCs? And she was— I should have screenshotted it enough. She was very direct that she's unable to do this. Like, she was, she's like, oh, you know what she said? You're going to have to upload me a spreadsheet for me to be able to do this job. Like, you have access. So it's a reminder that agents, they get confused. The context is great. But so Annie had the great enough context to write a really good email with all the seekers and types, but it didn't— it couldn't remember that it had access. It couldn't put together. It's okay. So then I go to 10K, who Amelia told me not to use. But 10K has access to even more in Salesforce than others.

It has the most.

And it's like no problem. It do a deep analysis. It, it went through 10,000 records here in, in minutes. It pulled up all the founders, VCs, um, came up with a list and then it said, hold on, I confused Lightspeed Ventures with Lightspeed.

Yeah.

Okay. Those are not 55 VCs. Those are SDRs. I'm removing them from the list. Prepared the list and said, can I send you a sample? Send me a sample. It was pretty darn good. It was about, it was almost as good.

Okay.

And, uh, they said, can I send it all to 1,500 people? Then it researched and said, oh, we've never used this version of the API at Resend to do a mass send. I researched and it'll work fine. Yeah. Um, can I send it? I said, yeah, send it. I, I approved it. Great. It was a good meal. But, but Annie used a prohibited email to send it. An email where you're not allowed to use from the sending. It's in the memory. It's in the rules. Broke a rule for multi-years now. If you hired a marketing manager, they might use an email. They will, they might use it. They might send email, a gung-ho SDR might email people they're not supposed to email. And I will add this later. And I said, Annie, how could you? This is in the core memory. How could you prohibit it? She's like, there's no excuse. I did not, I forgot to read the memory. Annie said, I forgot to do it. And then he said it's worse. And then he said it's worse than that. Because this is irreversible. When you send an email from the wrong address, I cannot undo it. So she said, my job is to call in the architect. And the way Replit works is Replit runs on Claude, but when you have something complicated, it actually brings in OpenAI 5.5. It calls it the architect for a proof. It brings in a different model to look at something, take another look at, see, and see if it's an idea, calls an architect. It said, there is no excuse. This is exactly the thing I'm supposed to call the architect to, and I didn't. I'm terribly sorry. There's nothing I can do about it. What should I do? You want me to block anybody that emails you? She started to scramble for ideas. So it's pretty interesting. One, that Annie couldn't do it even though it was— Amelia thought it was better for regular email. Couldn't find it. 10K did it, but because of the— and it was partly my fault because of the pressure of time. I want to do this in an Uber coming here too fast. I didn't slow it down a little bit. But, um, when I started on this journey, this would have seemed like a huge issue to me. That's unacceptable.

How can you— First, it wouldn't have gotten done.

Yeah, we got— but when I started on this journey, it would have bothered me because I'm like, how can you send to an email that is prohibited? But you got to step back. A human could have made this mistake too, right? So this is why you're going to get better. Hermeto's reminded me, slow it down just a little bit because these agents are so productive. Annie could have sent 1,000, not just 1,000 emails, but 1,000 different emails by the time we started this session. There's no way I could have read and interacted. And so not only do they come to different outcomes, you've got to spend more time with them because they will inadvertently in goal-seeking cut corners. And it just— and he said, there's no— I'm sorry, there's no excuse. It's clearly you're not allowed to use this email address. And I use it anyway. So a story of the day. But humans do the same thing.

Our agent is forgiven. Yeah. Okay. I'm going to talk a little bit about Amelia AI. And also I think my Pokémon card is very cute, but All right. So Amelia AI, I launched last summer post, post-Blasaster before this-aster. I wanted to solve some of the inbound issues we were having on then our Squarespace website, which was we had a lot of folks and engagement on our Saastr, just saastrannual.com, but we weren't able to really fully capture a lot of it. I couldn't really do anything with it. To book a meeting, it was similar to a parking pass. Unfortunately, you had to talk, tell our team in a contact form which sponsorship you wanted, how much budget you had, and who we should follow up with. And then I would personally round robin it as quickly as I could, which sometimes was not as quickly as I wanted to be. And then one, we had slightly more folks on the sales team, and then I would round robin it to one of our AEs, and then our AEs would take a slight delay and then they would follow up. So it'd be like a kind of 2 or 3 day process if you inbounded to our website. So then we We added Amelia AI, which runs off Qualified from Salesforce now, and she just does this automatically. So we did spend a lot of time with my FDE at Qualified, Cam, training her, going through again the nuances. Okay, because it's for SaaS, we have two different customer buckets, right? There's all of you guys. So all of our, our kind of like self-serve customers, if you will, that can just buy a ticket off the website. But then there's all the sponsors, potential sponsors and current sponsors that are also hitting the website, coming to the website looking for information. So we built all that nuanced context back into Qualified when we first launched. So Qualified, I would say I put the most amount of training into. It does also scrape, um, sashreyanil.com in real time, sashrey.com in real time. So it's every day it's updating, crawling all of our websites. So that's why Amelia AI is so good. Some of it is context I've built into her. So anytime I push a release to 10K, um, QB or Annie, I also try and make sure I push it to Qualified if it's not already there, if it's something on the backend. I try and make sure I put it into her memory so she has it too. And that's why Amelia AI is pretty good because she's got a knowledge— she's got maybe one of the biggest knowledge bases of all our agents.

I didn't know. It's the most trained agent we have.

It's the most trained agent. So that's why it's pretty good. But you can see that not only she has a pretty good rep in Amelia AI, she's booked a lot of meetings for us. She's had 2.2— 2.2 million—

Slow down for a minute because it's so important. Yeah. The, and everyone, everyone should have an agent on your website automating inbound. I'll get to that in a minute. There's no excuse. I'm shocked how many folks I've talked to that are running AI startups that just have a contact me form. Okay. I'm going to come back to that next, but by, by adding AI, essentially adding AI to a old school Calendly or Chili Piper type link, we booked 614 good meetings out of that.

Just for this annual.

Yeah. So you've done 14 meetings and our average ticket size is about $85K. So that's pretty, pretty good, pretty high ROI to book 614. Now obviously they didn't all close or we'd have $60 million worth of sponsors here instead of $10 million. Next year. But that's, that's a pretty efficient agent, right? Pretty efficient. Pretty good, right? And almost zero complaints booking it this way, right?

The only complaint was like sometimes Like she, so she'll, right now she'll round robin to her reps or myself, but primarily David. And so it's weighted heavily to book, it'll book a lot, most with most of the meetings with David, cuz that's how I programmed her round robinning. And then some of the meetings with me, like if I happen to be free, or if it's, if it's kind of categories I'm good at of closing deals, which is like, you know, the gamut of the—

It weighs that?

It weighs that. Yeah. Yeah. It weighs like the, it weighs our Salesforce data. Like, okay, what does Amelia close the most of type of sponsors? What does David close the most of? Which David has a big mix cuz he just has a lot of of the, a lot of the customer base, but mine's pretty more nuanced. So it kind of weights that and then it'll say, okay, for a while it was giving me all the agenda companies 'cause it was like, oh, David has a lot of like old school companies. So it was giving me all the agenda companies. I was like, give Amelia AI, real Amelia, all the agenda companies. I was like, no, no, no, that's gonna be everybody, dude. You gotta stop weighing against that. And so it was pretty funny for a while. So we opened it up, um, but she'll weigh against that and kind of book our meetings accordingly, which is pretty fun. And then it's funny, I think our— I think I got a— now that Slackbot is hooked up, it was like, hey, you should get back in the round because I'm off the round robin for the last 2 months. It was like, hey, do you want to put yourself back on the round robin and qualify? I was like, maybe in 2 more weeks. But it was pretty—

I want to ask you about this. Is there any— is there anything worth seeing itself? Do you have a— this is when we're going to look at live or not?

In qualifying.

I think— sorry, just to go back to him around. Let me just understand that slide because this is new to me too, guys. 600,000 meetings, what are they doing? 2.25 million sessions on annual.com and sastra.com together, probably? Just the website for this event had 2.25 million sessions?

I think so. Maybe it's Sastra Annual too. Or sastra.com too.

I don't think so. And 402,000— so interactions is probably individual chats with the agent? Correct. 402,000 chats the agent handled. That's not— that's pretty, pretty effective. I want to have Neil show it if there's anything to see. Just— but the point I want to make is, to me, this seems like the most Captain Obvious thing to do. I'm shocked that 100% of people don't do it. Replace whatever you have, at least on the part of your websites that where you're trying to interact with prospects and leads and have an agent that qualifies them. That's extremely well trained. It's so much better for the prospect and the customer to talk. Okay. Do— should I sponsor Saastr? I'm whoever. I'm, uh, uh, I'm, uh, I'm Monaco. Is there anybody like me doing AI sales agents here? Yes. There's 10 other folks doing like this, right? Here's my ICD. Here's what I want. Here are the agents. It should be able to answer all your questions honestly without drama, give you all the data that you want that is fresh. It's not dated. It's not last year's prospectus or data. And then it can decide with some intelligence who to send that lead to in real time, and they can schedule the meeting instantly with the agent. Like, it's, you saw the metrics. We could, we have 2.5 people, 3 people. We could never hit the number of metrics that you saw, the 2 million sessions, 600-something appointments. We would need like 3 BDRs that would like quit every 3 months. So, I know this is, Qualified's not the only vendor. There's plenty of other vendors. Just buy somebody that does this, train the agent, and I can't imagine you won't have a lift versus a crappy chatbot.

Yeah. Uh, 2 things I'll just briefly show on Qualified. So this is her Contact Studio just for annual. So If I just show you guys the top toggle here, if you can see it, there's annual, there's London, which it was on, and then it has a slightly different one for annual in-person, which is the demo counter over there because we just wanted to compact her memory a little bit for Saastr annual. We were like, she doesn't need to have all of saastra.com in her brain for Saastra annual. So we, we kind of toned her back for the in-person one so that you guys would have better interactions with Amelia AI when you ask her about more venue-specific things versus things on saastra.com. But this is her brain. You can see she literally was updated this morning automatically. So she's pulling in sessions that we updated on the website. So that again, if you ask her a question and I made a change on Annie with our software, it's like Qualified already knows this. So she's going to give you the right answer. If you say, hey, where did this session move to? What's the agenda for today? She can give you that right answer, which is pretty cool. And then another cool thing it does is it does do a lot of email campaigns for us. So you guys probably got some of these email campaigns, but you'll see here she's got two basic, like, I don't know if you call it top of funnel, middle funnel, whatever funnel, but she's got two triggered campaigns here that the agent will do automatically based on what you do with her, either on the website, whether you chat with her or not. She has these two top-performing trigger campaigns, as I call them. So one is for sponsors. So if you visit the sponsor page and you don't quite fill it out, but we know who you are either in Marketo or Salesforce, the agent will send you a follow-up and say, hey, do you want to book a meeting with David? Here are some similar, some similar companies in the, that are current sponsors of yours. Here's the meeting router to book the meeting. It also will exclude anybody who's a current sponsor so that if they were just browsing the website because they're a current sponsor, maybe don't send them, hey, do you want to sponsor? Because they're already a sponsor.

So if you don't finish, if you don't finish the flow and ask to talk to a human, but you start it, the agent will follow up. It'll find similar customers, lookalikes. It will make sure you're not already a customer and then it will follow up on its own with you, right?

To book a meeting, yeah.

Yeah, no human can do that.

No. Uh, and then similar thing for, um, tickets. Maybe I reversed them there in my mind, but, uh, similar thing for tickets. So if you hit the website and we know who you are and you don't buy a ticket, um, but we know through either like website tracking, do you know, anonymization, or you're already in our Salesforce, um, it will email you a VIP code, which a lot of you used to come to SaaStr. So it sold hundreds of thousands of dollars of tickets by either you, if, if you talk to Amelia AI on the website, she give you a code. And then if you didn't use it, she followed up with you. And if you're on the website and maybe you didn't interact with her, but it's been a couple days and now you're visiting the website again, she would just send you a VIP code to try and get you to come this after. So, uh, pretty good.

It, it doesn't, it's a niche thing. One interesting thing it does that I think is hard for humans is it actually, uh, and again, this wouldn't work with enterprise deals, but it automates discounting. Correct. So. There are most folks one way or another came here with a discount. We would like not to do it, but it's such a piece of human psychology. We can't help it. If you buy a ticket tomorrow, you're going to get by far the cheapest price ever. Do everybody a favor, buy a ticket tomorrow. It'll be half price. So that's an inherent discount. But no matter what the price is, we have so much data over the years says it's better to mark it up 20% and give people a 20% discount. We hate it. As founders, we hate it. We have the data to prove you have no choice, right? It's so So, but what we can do is rather than let humans forget a code or make shit up, if you ask for it, the agent just gives you the right discount and it can change over time going up to that. There's no reason to give people a discount today. The 3 people that will buy a ticket today, there's no reason, right? And it just, because you can't, we all love to not have discounting, but to truly guardrail it so it's automated, it's kind of a gift because it removes friction from the sales process. And it's, again, I don't think humans are able to do this. Like almost all, especially sales reps, when they have no ability to close a deal, they'll instantly discount again. When they smell, when a human smells a deal going away and they already gave you 20% off, the next answer is, will you buy my product for 25? Are you listening? You don't have a core integration I need. How about 30% off? Huh? I think I'm going to buy our competitor. How about 34% off? It doesn't move the needle. It creates a lot of issues. So you can create guardrails here. I didn't get this for a while until I watched what Amelia AI was doing. It's super efficient because it removes all the drama from discounting, right? It's almost like a pseudo-CPQ system, but it does it in real time because you have rules, right? Yep.

Just a couple of things I want to touch on because I don't want to get Adam up here so he can do his demo.

Yeah, we're running out of time.

Okay, I'll talk a little bit about AgentForce. I showed it a little bit with Adam Alfano, who was here yesterday, who's the president of SMB. And this is actually the, this is actually the 1.0 AgentForce builder. There's a better one now that we're on because Lindsay just upgraded me. But the, I think the goal here of AgentForce, what I've learned this week actually was I think a lot of us are like, okay, it's Salesforce, so it's going to be really hard because it's only an agent. Like all the other things I had to put into Salesforce were kind of hard. Like how easy can it be to get my AgentForce up and running? And there's a nuanced quick answer I'll give you, which is One, how we use our agent force, which is for ghosted leads, is a very bounded use case right now. We will use it for other things, but right now King Boo's really good at agent force of reviving leads we never followed up with. Some of them are still older leads, some of them are still newer leads where he's doing more of a re-engagement campaign of leads who maybe said no to me and David, and he's going back out to them later and be like, hey, do you want to just come to SaaStr, see what it's like for next year? And so again, he's— his primary goal is to follow up with folks that didn't give us a yes. But I really like Agentforce because to that point now, one, it's gotten a lot better since we launched it back in October. There's a 2.0 builder. It has the highest open rate. And why is that? Just quickly, I'll touch on is because it has all of our Salesforce data. And so it's got a lot of— now also it has all of our qualified data since call or since Salesforce bought Qualified and Momentum. Which we were using a separate agent. So now it's got all of that in it. And so it's got the most context automatically. Everything you guys just saw on HubSpot.

I kept asking Emily, is this one integrated with Salesforce? Is this one integrated with— the agent force, the advantage is if you run on Salesforce, it's not going to be true when HubSpot finally launches agents, but it has every— it has it all. So if you can do it in agent force, maybe do it at agent force, right? If you can, because it's going— if you're on— if you're on Salesforce, because it just has the maximum context.

It really is the path of least resistance. And I know the team over there at the booth will help you get set up. Yeah. Today if you want them to. So it really, again, it just has a lot of context. You don't have to move things from one place to other. If you were already using things like Qualified or Momentum, it just got even better, honestly, kind of overnight. And so it was a gift that they bought those agents we were using.

So are we out of time on this one?

I just want to hit Artisan and Monica real quick. Okay. Artisan, how do we use Artisan? So Ava, who you guys have seen in the booth too, we use her for slightly warm outbound. And so a lot of campaigns that are Not in qualified, not in agent force. We listen, we have a big go-to-market motion here. I'm realizing we have a lot of different agents that do a lot of different nuanced things. We use Ava for what I call slightly warm outbound. So these are folks where we have past sponsors, past customers, past attendees, if you will, between attendees and sponsors. And I would go into things like, okay, if their email is still valid, cool, we can load it into Ava. She can interact with them. If they're, if they've moved on, she can help find like the right contact information, whatever. And she can also build lookalikes, which it's pretty good at. And then she can help us. I use this primarily for us on the ticket side. So if you have something that's a lower ASP, you can use something like an Artisan to do, as I call it, lukewarm outbound as a sales agent. Because she, again, she's also hooked up to the website. So she knows everything we've done. I get really segmented with Ava. So I give her super specific campaigns. Here are alumni of SaaStr Annual 2024. Here's what was different about 2024 specifically versus now 2026, so that when you email these people, you have that specific context to use in your emails when you're doing their follow-ups.

Yep. And one insight I had to synthesize all of this, and I know we're just about out of time, but I was having a conversation with an AI CEO last night that their own product's kind of at the bleeding edge and, um, and also his head of marketing and synthesize everything. They're like, oh, this doesn't work. We haven't gotten this to work. And I went through one simple heuristic with her, with both of them, the head of marketing and the CEO. For your A— another way to think about this, you have your A leads. Your A leads are so hot, a human's going to follow up within 60 seconds. So if someone comes in and says, I want to buy a million dollar sponsorship or half million, even your laziest rep is out there at the mall or watching movies is going to 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. It's a topic we'll run out of time on, 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. This is not the house or business, but we need the $500,000 so you can eat. Okay. Without $500,000, it'd be bring your own sandwich. Okay. The Artisan got us an extra $500,000. So you're going to have— that's the B leads. And so I want— let Neil do one more of the break, but if you think about it that way and you train it, you realize it's going to work because you have B leads in your database.

Yeah. I have given Artisan a lot of content. We can talk about them more later. I can maybe squeeze some, I can help answer questions during the AMA later. Okay, Monica, this is our last one, our newest one. So Monica, who's also here, references, I kind of, oh, I did a little copy paste error there. But Monica is the one that you guys can see here. This one I put on cold outbound. So even though Artisan can do cold outbound, the reason I like Monica for it is technically we're not their ICP because we have this giant agent stack. Sam will be the first person to tell you this. 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. We did have to export it from Salesforce, which is a little nuance, but, and then Moneypill just automatically found lookalikes and booked a bunch of meetings, closed 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 just keep going out to different ICPs. It'll keep filling your funnel. And so I like Monaco for that reason, because I really don't have to think about it, which is quite nice. Yeah. So that's why we added it to our stack, even though it's not— I know we're not their ICP and it's not perfect, but I really like it.

Yeah, it's a— we're running out of time and we'll do another follow-on deep dive, but the Monaco one is cool because it fills its own funnel. If you can get it to work, if you can train it, if they think you're the ICP, it is the only tool right now that constantly fills with lookalikes. It's just doing a clever use of lookalikes. And as you dig into these things, just like B leads are good for SDRs, some of the art underneath is just getting good at lookalikes. Like if your sponsor is, is Oracle, is Lightfield like them? If your sponsor is Salesforce, why isn't HubSpot here? They should be here. But it's not that hard to figure out that since everybody but HubSpot is here, they should be here, right? And so maybe the team followed up with the wrong person at HubSpot. So 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 real good buyer and gets you a meeting. Okay. So this whole lookalike thing, it's actually not that— a lot of this stuff, if you, you're going to realize in a year is not that complicated. Okay. It's just clever. And what you saw today, when you looked at the backends of a lot, you saw forms that look like other forms for web. It's the— there's some clever wrappers and guardrails and things, but you can do all of this yourself. You can do it all yourself. So thanks everybody. Um, all right.

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