A panel-style discussion (YouTube video) featuring Jason M. Lemkin and another speaker about whether SDRs are becoming obsolete given AI, and the overlooked importance of channel/partner strategies. Lemkin argues SDRs are not dead but the low-value/lame SDR role is dying. He emphasizes channels—agencies, partners, consultants, influencers—as critical go-to-market motions and warns founders who focus only on direct sales can be outcompeted. Example cited: Klaviyo derives 40% of its ~$1 billion revenue via agencies/partners.
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.
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 and 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?
