SaaStr GTM Stage

Sam sa. Sam it. Sam it. It. It. Sa. Sam. You. Sa.

Please take your seats and silence your devices. Please take your seats. Our show is about to begin. Please welcome to the stage global head of deal management benchling buri ozil.

Head.

Of cs Monday.com rob schmelzer, Global vp gtm strategy and operations databricks, sahana sarma. And founder and General partner Recursive Ventures, Itamar Novik.

Okay, hello everybody. Welcome to the most exciting panel of the day. Yes, I know we don't have Snowflake CEO up on stage here, but if you're like me and you care about go to market and you're like just going insane over all the tools that are out there, this is the panel for you. So before we get started, who here is a go to market professional and is using AI today? Let's do a show of hands. Yeah, look at that. That's more than half the audience. So exciting stuff we're going to be talking about here today and we'll start by doing a quick round of introductions. Rob, kick us off.

Thanks Umar. Appreciate it. Well, happy to be here. I'm Rob Schmeltzer. I head up strategic CS at a company called Monday.com. great. I hear some things.

Love it.

Yeah. And really excited just to talk about how AI is impacting our organization and our ability to engage more successfully with our customers.

Thanks. Hi, I'm Sahana Sarma. I'm the VP of strategy growth and operations at Databricks. Before that I was at GCP at Google for a number of years and before that at McKinsey where I was a leader in their tech practice. Super excited to be here and talk about how we're all experimenting with AI.

Hi everyone, my name is Uri and I work at Benchling which is an R and D platform for lab scientists which is SAS based. I've been there for about five years. Prior to that worked at Autodesk as they were transitioning into SAS a million years ago. And yeah, I'm very excited about talking with you today about go to market efficiency and the exciting new tools we see around AI and where it's going go.

So one thing that's really cool about this panel is we've got three people from three different companies who are focused on different parts of go to market.

Right.

You have Rob is really in the customer success, strategic kind of side of things. Obviously very interesting for enterprise SaaS. Right you have Sahana who's like more generic go to market strategy, sales enablement, so on and so forth. And you've got uri, who's on the deal desk side actually getting those deals done and kind of in a supportive role supporting all the account executives, getting out there and getting the deals signed. So hopefully what we're going to see out of this mix is, you know, a lot of different tools that are being used by different go to market teams and that these guys can weigh in on and hopefully we'll also have a little bit time for Q and A for you guys. So let's go. So first question for you guys and obviously feel free to jump as you see fit. What's your team excited about in AI? Like where are you seeing significant adoption? And we'll obviously get to the actual tools later on, but where are you seeing more significant adoption across your organization? Is it more with like customer success with sales SDRs? I know there's a lot of AI SDR conversations out there, right? Account management, like where are you seeing the most action? I guess with AI tools within your.

Go to market teams I can start. I think the first place we're seeing it is actually in the field with our AES. I think the use case around just reducing some of the toil right around creating briefing documents, trying to create account plans. We're seeing a lot of excitement around kind of getting those first versions versions out there. The other thing we're looking at is areas like enablement. How do we really think about using AI tools to help our field practice assess, especially when you're giving them all that training, but how do you really give them that opportunity? And we are of course trying things like the AI XDR and looking at more pilots in that area but across the board looking at different types of use cases.

Yeah, I can go. I feel like for us it's mainly around, not mainly, there's also customer success, but mostly around the sales and sdr. So prospecting essentially pipeline generation, supporting tools as well as data enrichment which is kind of like understanding all the different faucets of information that can funnel into your prospecting of customers and pro. And then I would say on the customer success side we do use AI mainly for more customized outreach and also for data for customer scoring. So understanding different parameters and understand how they affect the customer, how they affect the relationship and using that for. For either upsells or just maintain a good relationship.

Yeah. And I think just to add to that, I think the area, I think across the board field facing roles at Monday are seeing early value is taking kind of repetitive stuff off their plate. Note taking getting summaries put together, generating action items to follow up on using AI. And we use GONG to do some of that for us. I think that's interesting. I think what's gotten some of my team excited is some of the path that we're heading down around generating insights. So at Monday, you know, I've really been focusing my CSMs on putting more emphasis on developing more executive level relationships, which if they're not typically doing that day to day is a bit of a scary thing to jump into. And one of the ways we're using AI is to really generate insights that are both at the company level, but also at the individual level. So, for example, we use PoCUS, their AI components, both to generate insights about, say, a specific enterprise customer. But we do two other things that build on top of that. One is we've actually loaded in, we've put all of our field people through training around force management. So command of the message medpic, for those of you who are familiar, we've loaded that in as well. So when we generate these assessments of what's going on with their customer, we're also looking for what are the key critical initiatives and outcomes that customer has and then marrying up what's Monday's relevant value.