SaaStr's Top 10+ AI Agents: AI SDR, AI BDR, AI RevOps + More: The How, The Who, The Why
Jason Lemkin and Amelia describe SaaStr’s practical deployment of AI agents across sales, support, marketing, and RevOps. They report moving from essentially zero to ~20 agents (9–11 core) in months, emphasize deep, continuous training (no set-and-forget), and review key vendor tools (Artisan for outbound SDR, Qualified for inbound/BDR, Gamma for dynamic collateral, Delphi for general chat, plus Momentum/Attention and custom Replit builds). They cover operational details: data ingestion from Salesforce/Marketo, warm-up periods, manual review cadence, response/engagement metrics, and when to buy vs. build.
Chapters
The other thing we've learned is you can't have a crappy sales team because we need the help. And I can tell you, there's at least two leading vendors that we said no to. Not because the software is not good enough, but because the sales team fought us. They didn't know the product. And this is always true in the old days. But when you're talking about an app with training and deployment, a new category, and the rep fights you, no, like you, I want to know how I'm going to get this deployed. And so just if this is you, listen to the sales calls, get momentum or attention hooked up, be relentless and just get rid of anybody that is not an asset to your prospects because they'll just leave for AI. They'll just leave if they answer, can't help you, can't answer the questions wrong or fight with you. Hey, everybody, it's Saster. Fin is the number one AI agent for resolving complex queries like refunds, transaction disputes and technical troubleshooting, all with speed and reliability. See how Fin can deliver the highest resolution rates and highest quality customer experience at Fin AI Saster. That's Fin AI Saster. Hey, everybody, if you're serious about B2B and AI, if you want to know how to deploy AI SDRs, how to get AI to qualify leads to your site, how to use AI to manage your RevOps, how to use AI and GDM, you have to be in London this December, second and third. With us, Saster AI London is bringing together more than 2,000 leaders and founders for two days of practical advice on scaling with AI into the new year. That's all we're doing this year. How to use AI to grow faster and how to make this stuff actually work at your startup and your company. We'll have speakers flying in from around the world, from OpenAI, Wiz, Clay Intercom, all your favorite B2B companies, including yours truly and Harry Stebbins, for a live 20 BC and Saster podcast. It'll be fun. All right. In the heart of Saster London with me and the entire Saster team. You gotta be there. So get your tick with my exclusive discount by going to podcast.sasterlondon.com that's podcast.sasterlondon.Com See you there. So welcome everybody. We're going to do something that a lot of folks have asked for, which is a bit of a deep dive on what we're doing, how we're using AI at Saster. We've chatted a lot about it. We've got, as Amelia will show you, we've got about 11 core agents we use and about 20 total. But we're going to do a deep dive into like the six that we use the most and the six that are probably most interesting to you guys, core AI agents that we use every day, how they work and show you, show you the actual data. I can give you a little bit of an overview, but then Amelia can dive in on, on most of them and then I'll help. Most of them we bought and we'll show you who we bought or what commercial apps we use, which is our recommendation. And then we've actually built some ourselves on replit and we can dive into that. The biggest takeaway, I can tell you, I don't know if we put it in this deck. The biggest takeaway is there's a lot of vendors there, but on two of the ones we use, Artisan for outbound and qualified for inbound of all their customers, this is the most important thing. We're the number one vendor, number one results, Amelia will show you that. But the most important thing is going really, really deep. With AI agents. There's no set and forget. No matter what anybody tells you. 2025, maybe in 2026, but there's, there's no set and forget. This is our little journey and hopefully you'll be on the same journey. Just time shifted, but we came into the beginning of this year basically using no AI at Sasser other than Chat, GPT and Claude. I, I could be wrong, using nothing. And the first thing we adopted, which some of you guys have seen, is we use an app called Deli to do an AI agent on Saster. We've done over a hundred thousand conversations. At first we just used that right going into Saster annual this year and we used it for everything. We used it for a little bit of sales, a little bit of marketing, a little bit of support. It's really just designed and we'll go over it to be a digital mind, a digital version of me. But what we quickly, instantly saw was just having it was so much better than nothing. It was so much better than nothing. A general, well trained tool is better than nothing. Then we started adding marketing tools. We added Gamma and Higgs Field we'll talk about and then we added our GTM tools like Artisan and Qualified and Momentum and others. And we'll dig into it and ultimately the journey we're on, we've gone from zero agents at the end of the year to about 20 today and nine core ones, this should be you. And if you haven't started, it's okay. But it won't be okay soon. But you can do it. And as you see, our adoption has just skyrocketed. And frankly, as we've lost agencies or resources on our tiny internal team, we've just, we've done what everyone on the Internet says, which is replace them with AI. And it's not without challenges. It's a higher load on me and Amelia because we have to manage these agents we don't have. I mean Amelia's title has changed to sup and GM to cheap A Officer. It's not a joke because that's probably what she spends 30% of her time on is managing these agents. It's not free from a soft cost perspective, but it's radically different. So we'll go through, we'll go through what we've done. We can go through the next ones just briefly and then dig in. Here's just one for fun for guys the we I just did the one of our timeline, nothing to 20 and nine months. This is, I mean this is a, a night and day. We have a Sasser University where I built a bunch of courses. They're free if you want to try them. Sasseruniversity.com they're still good. I'm redoing them in the AI age but I went to ask a question about it, a reply in a day and I went around a lot of websites and a lot of them are terrible in terms of AI interaction. And again on the right is our Delphi agent. The first one. It's not specialized. It is not specialized for sales. We've it off for sales and tickets and sponsors that we'll show you. We've, we've put it in the buckets and the parts of Sasser that are general but man waiting a day to get my question versus here. I just asked him five minutes ago when a Saster annual who are the sponsors? It just tells you everything. There's no excuse to not have extremely high quality customer interactions instantly through AI in 2020. There's just no excuse. And we'll go through our, we'll go through our stack there. So just for fun, if this is anywhere in your product just company just like end it this week, just start and maybe the next one and then I'll let Amelia drive. We do have depending on you count about 20 agents. We'll go through it. You know our organization is tiny but you know Sasser does do eight figures in revenue with the tiny team. So it's interesting to track us because we have a single digit amount of headcount doing eight figures of revenue. That's fairly extreme. It's not unique to us, but it means we really push the model here. But pretty much every single thing you can do with an agent we are doing. Roughly. You could. You could kind of see it on the slide before. Roughly. We try to try something new about every two weeks. Would you say? That's right, Amelia. Yeah, yeah. We're talking about. We try to come up with a new agent idea each week and try one every two weeks and then one and a half per month is about all our org can tolerate because it's just too much to process change even today. But that's. This is kind of the stack we've built up. We do have a lot of AI apps but a lot of folks ask what our stack is and this may be different in 90 days. It probably will be because Amelia did a version of this 6, 45 days ago or something. Our agent July, our agent, had already done 8,000 customer injections. The stack's already somewhat different and it may be different later. But we'll go through it. We use an app called Artisan. We actually use three instances of it for aistr. Emilio will show you we use. We just rolled out qualified as BDR on our website to manage inbound and it's already had a pretty strong impact. We've used Gamma almost since inception to automate sales collateral so that it's all dynamic. So it's not the same old friggin deck that gets out of date and is embarrassing. We love it. We talked about Delphi as a general tool. We've added AI RevOps. I've blogged and talked about it. We've added both momentum and attention. They're both great. Emilia will show you why. And then we've built some stuff ourselves and we'll. We'll briefly touch on it. We could do a different session if you've followed me on Twitter. Probably seen a lot about our journey with Replit but now we're sending some bumps. In the beginning it's been pretty successful and we've rolled out about five apps ourselves. The main learning is only do this if you can't buy it from 99% of you. Like it's cool. But we did this for content review and other things and we'll show you where there is no off the shelf app. But. But don't roll your own Buy, buy. Don't build right. Use for. For B2B stuff for. There's a lot of cool things you can vibe with. Replit and lovable and others try it. We can do a whole nother session on it in the coming weeks. But if you can buy something that's bulletproof, don't build it. Don't believe the hype. But most important, none of these names are as important as putting in the reps and the work. And Amelia will show you the actual date in a second. These are all great apps. We stand behind them, we recommend them for sure, but you could pick another two. The most important thing is training them deeply and doing it every day. So many of the AI failures from, you know, late 2024 into early 25 that you'll see all over social media are just folks that bought something and never trained it, or they bought something and hired a mediocre agency that did nothing. You gotta train these. You've got. And you've got to do it every day. And not only does it take weeks, and Amelia, when you touch on some of these, you can talk about our training. We're pretty good at it because they're tiny. Everything is weeks of training, ingestion and training. And then every single day we're in these apps, monitoring the outputs, monitoring the interactions, monitoring the discussions and fixing things that are as often as wrong. And if you don't commit to that, you're going to have extremely mediocre outputs, just like any, frankly, just like any other tool you buy, if you don't put in the effort, you're not going to get much out of it. So many of the failures for AI agents, if you really peel back the layer of the onion, just someone on the team did it and there was no proper training or there was no data to ingest, a combination of two. So that's far more important than which vendor you use. But we'll show you. We'll show you what we use. And maybe with that, Emilia, you could, you could transition into sdr, bdr.
Okay, the first one we'll go through is our AI sdr. So for all purposes, what it does is we use it as warm outbound. We did a full deep dive on how to do AI specific weekly and use agents for sales. Like Jason said in July, that one is still very relevant though. So if you haven't watched that full one, that is a full on deep dive. So we'll touch on a few, like, most recent learnings just because now we've had it fully deployed for 100 days or so. So how we've used it in our use case is we use it as a warm outbound agent. So I have trained it on three different use cases which you'll see here, which I'll walk you guys through to do outbound in different ways. So the way that this is helpful or why you might think about using an arsent with some of our data is because it can do hyper personalized emails at scale. So in the last hundred days it's done about 15,000 messages. I've put a screenshot on the right of one that it's sent out to a prospect here to buy tickets. So this is from our direct ticket sales agent specifically and you can see it's pretty good, right? It's talking about what they do. And this is part of the training we did with the AI agent is a lot of how we started up initially between ourselves and Artisan was to say we want every email to try and add value to whatever audience it is. So if it's our sponsorship agent, if it's our direct ticket sales agent or a vip, it also looks at what they're doing on the website, it looks at what they're doing personally. And we've basically set the slider like all the way up on, you know, customize more on them versus on Zaster. So this is part of the hack of like we try and make it as much about them and less about us as possible. When I've talked to other folks who have an asdr, they have similar use cases that they're seeing success. The more you can make it about them and adding value to them, the better results you're going to see.
And Amelia, how do we, I should know this for both sponsors and attendees. How do we pull in historical data? Do we pull it in from Salesforce and Marketo? And how does that integrate with outbound messaging?
Yeah, great question. So there's a couple ways you can do it. You can pull in from automatic signals, so you can do like a search of hey, who's talking about SAS or who's interacting with SAS or your company. How we've done or how I've done it is I do a direct pull from either Marketo or Salesforce. I'll combine it manually. So on the back end that does take some time. And then you can do a straight up upload to Artisan. So the most successful campaigns we've had are the ones that have been straight up uploads of our data and then what it will do from there, it does take some time. So this is an interesting part too, like the first time you set up anything like an artisan. So any aiscr, they're all going to tell you it needs to two to three weeks to warm up. That's common, so keep that in mind. I don't know if we touched on that last time, but they all need time to warm up and basically they all need that time to warm up your mailboxes. So all of these are going to use. You don't want it to use your primary email, you don't want it to use ameliaster.com you want it to use Amelia gets after Amelia triesaster.com so every AISDR platform I talk to needs this two week warm up. So that's part of it. It's going to spend time just warming up those domains and mailboxes for you. Then if you do something like a CSV upload, as we've done numerous times, it will take another day or two to ingest all those contacts. So again, if you're starting from scratch, this is already probably like week three in the jury to do that because it's going to take time to basically find those people and use all the data signals I've uploaded to make sure it identifies the right person. So it's going to find their LinkedIn, it's going to look at their email, it's going to check the deliverability of her email, it's going to look at their company signals, so it'll start to generate those messages. You can read through the messages, make sure it's the right person, make sure it's the right thing you want to say and then you can automate the send from there.
And just two questions, one tactical, one on the data so it cues them up before it sends in the beginning, what percent and how many messages did you read manually before you let the AI do it? Mostly automated.
In the beginning I read all the messages. It was, you know, hundreds and then thousands. Like I wouldn't start with a huge list the first time you do this. I think I started with a list of like 600. That's a good mix because it's not going to find everyone. The match rate is fairly high, but it's not going to find everyone. So by the time it does that and identifies the right people, yeah, I did about 600. And then in the beginning I would read because you can set the agent to say how many messages do I want to do?
So.
So for us, historically we always knew like if we wanted to email somebody to come Disaster. An email from me or a human SDR would take about three actual human touches. And so we duplicated that in Artisan and said, okay, three touches in email and then one LinkedIn message to the person. And so your outbox would then have four messages per person. So 600 times four. You're looking at 1200 messages. I would read all of them in the early days. Now I just spot check.
You probably read the first thousand emails yourself, but now every day you're still spot checking for 20 or 30 minutes per day probably, right?
Exactly. Yeah. I spot check 20, 30 minutes today of what it's going out. And then I also spend probably more time now on the replies of like, how are people replying to our Artisan emails? Is this what we want? How do we want to respond to them? That piece is a bit more manual now you can turn it on. So it's like automated in responses. But I still like that the human responses. I feel like there are still a bit better.
One last question. I don't want to spend all of our time in Artisan, but this is helpful. The so for. I mean, we've had probably 50,000 people over a decade come do our Saster events in one form or another. And we have hundreds of lap sponsors. Right? Maybe 150. When you're. How do you. And that gets added to the text of the aisdr. Are you. Do you. Are you manually creating XLS files and manually uploading to Artisan? And how do you. How does that whole workflow use for lapsed or reactivation so that the email comes out great out of that process?
I will actually show you guys the back end for one second. I think it'll be helpful. Okay, so you can see here some of what I'm talking about, right? Like how many messages it's already sent in September. Right. So again, I didn't read all thousand in the early days. I would have read all thousand, whatever. Now I'm just spot checking, honestly, mostly because sometimes because we don't have speakers for London, sometimes it will like pull speakers or speakers for manual. So I'm mostly checking that it didn't like hallucinate any speakers for London. But again, part of that is human error. Like I just haven't trained the AI yet on our current speakers for London because we haven't publicly announced them. It's got 207 messages in the queue. And then, yeah, to your question here of like the inbox and the outbox, I spend most of my time now in the inbox. So this is where I can see who's engaged with us. I can see what it's sent. You can see if it's LinkedIn or email. You can see I stored some of these. These are ones I want to like go back to. And then you can go to the pending messages here. This will be all of our scheduled messages at the moment. So right now there's 200 in this at any given time. But then to your question of how this works with like reaching out to like lapsed or churned customers and making sure.
So Sorry, you've got 200 folks that have responded to Rai that have a question.
We've got more.
So it's a pretty high risk just for folks. That's a pretty high response rate.
Yeah, I mean, I do think we have our response right here. Total. It's a pretty high. Right, so like this one 7%, that one's high 5%. You know, Jasper and who's the CEO has said like averages like 2 to 4.
So if you do this well and the 7% that you're trying to get folks to come back disaster, that's probably who this batch is, right?
Yeah.
But if the emails actually, you know, people saying that email's dead or stuff, if it's actually good, if it's adding value helping them, 7.14% is pretty good for an AI.
Pretty good, yeah.
Pretty good, right?
Pretty good, yeah. And again, this is still in addition to the marketing emails we do. So it's not that we've stopped the marketing emails that come from Marketo and are fully designed and are still inviting you back to Saster. We still do those two. It's just that you're getting those maybe two or three times a month. And then now you're also getting a sequence where you're getting a highly personalized invite from me also to London. So it does help reinforce the fact as well.
Yep.
Cool. And then, yeah, to your point on like, how do we make sure it's the right person? That's where I go into the inbox. Right. And you can check the messages of what it's sending, making sure it's the right person. You can change it at any point. If you're like, okay, I want to say something specific to this person because I actually know them and I've worked with them a little bit more. You can customize it. And then the other thing you can do is you can upload a do not send list. So how we've used it is once we do have people who Sign on. So if you, if you want to drive new customers through this, once you get that new customer, so you can upload them to a list and say, stop emailing that entire company.
But it can't today. And then maybe we can move on. It can't. It doesn't sound like today it auto ingests our Salesforce or Marketo or other data in the same way that like Delphi Auto ingests our website, right?
Not today. It takes training. So I'll go into one of our campaign here. I'll pick it. Just pick this attendee one. So this is our ticket agent, right? And this is the one that sells more directly because again, I've empowered the AI to do more responses that I have for our sponsorships. This is pretty easy, right? If you say you want to come back to Saster, the AI gives you a code. You don't really need me for that. It's fairly low overhead, low risk, right. The ACV on a ticket to London is like 300 bucks. So I've let it go a little bit more hog on this than others. But yeah, you can say, you know, here's the lead. You can see I did a CSV. You can see it's already done 400 out of 800. You know, don't contact people much like our market, like a Marketo or a Salesforce or a sales loft. You can say if they're in other sequences or campaigns, don't contact them. Like we only want to do one. The pitch is where you can tune it. Right. So this is where I spend a lot of time saying, okay, this is the offering. Here are the pain points. This is where I put in the speakers. And you can just keep adding to this. So it won't do it automatically today. I do know Gaspar for Martisan says that's coming by end of year. But right now you just put it in yourself. You know, pick the best pain points and proof points. I continuously update this. You know, use Saster London and the subject line, people know Saster. So it's good to put the brand into the beginning. Break it up. You know, I, I've put in different things here as we've kind of gone along. Be excited that this like, yeah, the AI doesn't really have a motion. It's good to tell it to get excited. This is an event in London for us. I always put like dates and locations because for events, if you. Again, if you don't specifically tell the AI sometimes it can make it up generally. So that's where I put that there. So that's where I do a lot of the tuning now, again, somewhat manually. It does crawl. Like when you put in your website, it will generate some of this. I rewrote a lot of it just because it was better, but you can tell it to do that and then I know, yeah, by end of year, it'll automatically do a lot of what I'm doing now. Cool.
There's a lot of great vendors out there. We're not saying these are the best vendors. We are saying they work for us when they're trained. That's what we're saying. For what you'll find, there are some apps that you could deploy on your own right. Within a few minutes. And there are some apps, if you have engineering resources, you could probably deploy on your own. We don't, we don't have a lot of time at Saster. We have a lot to do with the small team. We don't have any engineers. So we need tools and we have a lot of data. Okay. We have more data than almost. We have a decade of data. So there's like some sort of three by three matrix where we need tools that can support a lot of data, that don't require engineers, where the vendor will get us onboarded. And so to be honest, no one we've talked about yet, there are other vendors who wanted to work with Saster and they fought with us or they wouldn't help us or they wouldn't, you know, they said they couldn't ingest the amount of data we have or they didn't want to do with their app what we wanted to do. So first try to figure out who's using what, which is probably why a lot of you here. But then use your spider sense when you talk to them. Do they work the way we want to work? Like, for example, at Clay, there's a massive ecosystem of agencies that help you deploy Clay, right? Yeah, exactly. Now for us, we don't need $100,000 agency that's to help us. We just don't have the bandwidth to do it. But that might be a huge advantage over Artisan. Like, they're not direct competitors and everything. But like, I don't think Artisan has that network. Right. Once in a while, your own team can do this with engineering, but everybody, almost everyone needs help. And so you got to decide, is this the type of help can this vendor provide you, the type of help you need? And I would almost pick that vendor, the one that you have the most confidence you can Onboard on not the smooth, smoothest deck or sales process or best demo. Just talk what's the onboarding process like? How does it match to how you work in your data and if it doesn't feel right, pull the ripcord and bail and pick somebody else.
Artisan qualified momentum attention. They've all been the gamma now has all been the same way for us and that they we're not unique enough. They're like oh it's Saster. We have to help them get set up. They're like no, we do this for everyone. Like we want our AIs to be successful. We want it to work. See who you trust and go with that. If you're going with a out of the box solution.
The other thing I'll say I want to stay on track but good God if you're in this space. The other thing we've learned is you can't have a crappy sales team because we need the help. And I can tell you there's at least two leading vendors that we said no to. Not because the software is not good enough but because the sales team fought us. They didn't know the product. And this is always true in the old days. But when you're talking about an app with training and deployment a new category and the rep fights you no like you, I want to know how I'm going to get this deployed. And so just if this is you listen to the sales calls, get momentum or attention hooked up, be relentless and just get rid of anybody that is not an asset to your prospects because they'll just leave for AI they'll just leave if they answer can't help you, can't answer the questions wrong or fight with you.
Okay, let's move on. So that's for outbound. Let's talk a bit about inbound. I'll preface this to a lot of folks we chat to say support and sales are their top two use cases for agents. I think the data is out now on salesforce agent force. That that's their top two use cases too across all their agents that they've deployed on agent forces for sales or for support. So these are common use cases. Right? Like that's not unique to Saster. I think where it became unique to sasters because jinx and stealthy is has now become a bit of a copilot for folks. Like it's you can try it sasterai.com, use the copilot. People use it for advice. Sometimes people use it for one off questions. But when we Looked at the data, most people come back to it. So they'll actually ask Jason's AI a question. Jason's AI will respond like, let's say, hey, I'm thinking about hiring this candidate for a VP of sales. Here's like my high level overview of them. What do you think Jason say? I will say, hey, I think, you know, you should think about these XYZ things. And then if the founder says to them, in the next instance of Delphi, I actually, you know, I'm thinking about hiring that person that we talked about. What should their comp plan be? It'll come up with the comp plan with them. So again, it's becoming more of a co pilot, which is kind of cool. And in that use case, we really liked how folks use it for faster advice, right? Saster style advice. Jason doesn't have time to talk to a thousand people a day, but his Delphi does. But where I thought it kind of struggled a little bit, honestly was in the sales and support side and the inbound side. People would ask it going up to SAS re annual questions about the annual questions about sponsoring and it did okay with the answers. Like it was still better to get an answer in real time than no answer, right? So it was still pretty good. But now it's just gotten a lot better that we use this mix of having a dedicated. Right. Even though we have three on our exam, like it just works better to have a dedicated agent working on outbound and now we have a dedicated agent that works on Inbound. So again, it's just that the level of output we've gotten to these is just a lot better than what we originally had on Delphi. Being Jason's mind and use for like a little bit of everything. It also kind of led us to these use cases. Right. I just saw that people were starting to struggle with things like that. And so that's where we wanted to add those next tools and agents to the mix. We use qualified now. They've been in the Saster ecosystem, I would say a long time. I know they've been attending a really long time. So we already knew of them. Right. When I was starting to look for things that could do inbound for Saster as an AI, this was top of mind because I also knew a lot of folks who were already using it. So this was also one of those things where I could just back channel like what are people already seeing with qualify? And they were all positive on it. So that led me to chat with their team. But what it does for us specifically, which actually is a little bit different. You can see it on our website. If you're on sasser.com, you're going to mostly interact with Delphi if you're however, on one of our SAS for Events pages. So if you're on SAS for London, SAS for Annual, or you're on one of the sponsorship pages, media pages, basically anything that has to do with actual SaaS or revenue. This is where our qualified agent lives. This is where you'll see the Amelia AI. We strategically said that Jason Delphi is Jason's AI. We name it after Jason so folks know that they can ask it for advice. We named for this one the Amelia AI so that folks knew that there was a difference. It wasn't just like another JSON AI. This is the one that you specifically go to when you have a question about attending saster, sponsoring saster, and then what you should do about those two things or media. Right? So that's how it's specifically trained. And honestly, it's something where even, like, we don't have many sales folks here, but they were a little skeptic on in when I first deployed it because they're like, okay, our prior process to qualified was you come to SAS Randy or SAS Rowan in any of our event sites, and if you say we're interested in a sponsorship, you would fill out a form after SASTER Annual in May this year. I was like, that feels very antiquated. That feels not very point 25 where our conference is now, all AI. We're going all in on AI. It feels very outdated to have a page where you fill out a form and that's the way to get a hold of Samster. So that was like a kick in the butt for me specifically too, to get away from that kind of old model of how we were doing things. So now our qualified does actually a lot of different things. But part of what it does is the form is on the website, but you won't actually ever complete it now, like, it's literally there as like a wrapper. And if you start to say, the moment you start typing in your first name, this qualified agent, the Amelia AI will pop up and say, hey, I saw you're interested in, you know, sponsoring faster. Just shoot me your email. And then I'll automatically, on the back end of it all round, robin it to a sales rep here and it'll show the meeting booker instantly. Again, I know there's a lot of other things that do that. The magic, though, of qualified that we've seen is that it does have all of our data. It does already have full integration with Marketo, full integration with Salesforce. It is so nice that it knows this. So like when they're coming to the site and people will come multiple times usually to our website, it knows how many times they've been on the website. It knows if they've been to SAS renewal and knows if they sponsored SaaS. Re annual, literally say open the Sasper newsletter from Tuesday. It knows all of this because our Salesforce and Marketo knows all of this. So that is actually. They call it Piper get qualified. That's the magic of using a Piper agent. Ours is called Amelia is that it knows everything. So in that context for inbound, I actually like that it knows everything because these are folks that are obviously warmer leads, right. They're coming to the website, they're coming multiple times, they're on specific pages to either buy something or get involved in SAFTATR. For all intents and purposes, they're high intent visitors. So in this scenario I do want it to know as much data as humanly possible. And so in that reason it's very nice that qualified does that on the back end. So that's what it does.
So it's. And it's Amelia. It's. It's ingesting our Salesforce and Marketo data like daily.
I said it's a weekly because I'm.
Like, you know, that's enough.
Daily is a lot. Like weekly is enough.
Okay. So every, every week it's doing some sort of diff analysis and importing everything that's new from Salesforce or Marketo.
Correct? Yeah.
Okay. And that's automated.
That's automated, yeah. And that's automated. It also will crawl all of our websites once a week too. So like Sasha.com, it will readjust once a week. So if you write something up about like you wrote like you did spy coding last week on workshop Wednesday, it already saw that, it adjusted it. It knows how to reference it. This one will show up like next week, right. Saster annual. It'll recrawl once a week. So like you know, when we add speakers or when we add them to London or make updates for London pages, I don't have to worry about pushing it to that. It'll just do that automatically.
Yep.
So yes, that is where we've used it. Part of it was like, okay, I want to, you know, bring our inbound into the whatever century this is into 2025. And so that was part of like, okay, let's replace the form with something that is a lot more intelligent than just a static form. The other thing we've started doing is because it can do the meetings bookings, it's obviously going to have a better response rate on meetings than we used to have manually, right? So if you filled out the form previously, we would then I would round robin it manually, then I would set it to wrap, the rep would reach out and then, you know, they'd have to go back and forth on picking a time booking a meeting. Now it just books the meeting. So literally David, our team will wake up and he'll be like, yeah, I got like three new meetings from qualified. I'm like, that's great, that's what we want. I didn't have to touch it, but I do have all that data. Right. I can see the conversations they had that led them to sponsoring. I could see who they were. I can also like, I'll go through with David kind of daily and say, okay, like, hey, who did you get from a qualified meeting? Like, let's see what they said on the website. Website. And then you can also see like what their company is doing. So you can see if their company is on a lot. Right. Maybe they're taking it more seriously. You can see what pages they were on. So again it just gives you like extra like buyer intelligence context for how they came inbound versus again static form. You're just kind of getting their name and email, you're not getting the context around it. That piece has been really nice for us. The other thing we started it on, there's like. And then there's one like somewhat future use case which is literally in the next couple of weeks is I started to train after we nailed the sponsorship piece, which was the first piece we wanted to solve, I started to train it on direct ticket sales. So much like our origin, this is a little bit different because this is inbound versus outbound. It can again, it can see when people are on like the Saster London site, you can see if they've been a couple times now, it will preempt them and say, hey, are you thinking about attending? You are? Okay, great. Here's the discount code to attend. And then if they don't use it the next time they're on the site, it'll remind them of the discount code. So this is a new thing. We, we literally adjusted that at the end of August. Worked really well. So we're going to keep doing that. And then we, as you can see here we started a prompt for like, do you want to inquire about group tickets? My concern on that, honestly was that if I turned that on, we were going to get too many spammers that were like, hey, your chat already gave me a promo code and actually I just didn't like it. So, like, I'm inquiring about group tickets, but really I've actually gotten the opposite. I've actually gotten highly qualified. I've gotten highly qualified leads companies that actually need group tickets. So because how you buy tickets on saster.com is usually good for a group of like one to four, it's kind of tedious actually past four people because you have to put in all their info. You have to like do different things. It's just easier to do it with an actual person. So this has actually led to actual sales of of group tickets, which has been nice because I actually thought it was going to be abused, but it's been used properly. That that was like the next. We literally just rolled that out in the last two weeks. So that was like the next use case. We found it. So now we're actually already up to like 2/3 use cases of it. The other thing it does is it does really good support. So if you ask it like people have asked the London one a lot for like the hotel block. Again, it's like kind of buried on the website. So that's a common thing. It'll answer now like, hey, I forgot where the venue is also, is there a hotel block? It'll just answer that for them. You got to remember too, like London time difference to California where Sasser is is pretty staggering. So like, I can't answer these questions in the middle of the night. And if they come to the website and they can't find it, it's much easier to just interact with the Amelia AI, ask it all the questions. The future use case, which is we're going to do before London, and this is the goal with being qualified, is to turn this into even more of a copilot so that folks can ask it like, hey, if you come to the website again, it's going to know if you're already registered or not. So let's say you're attending. You come to the website in November, you haven't booked any networking meetings yet. Our Amelia AI will be able to tell you, like, hey, you haven't booked any meetings yet. You should. Here's all the info on the staff for who do you want to meet program for lined in. You should start networking or hey, I saw you haven't booked any sessions yet. Here are some ones we recommend you should book and go to on Tuesday, December 2nd. So that is its next date. I'm also adding like Jason's Delphi already has voice so you can literally talk to it, which a lot of people do, they call it. So we're adding like voice and video to this agent as well. Again this, this is adopted a lot later in the Delphi so it's doing a little bit of catch up in that area. But I would say in the use cases we've trained it on has been successful out the gate and then yeah I would say too like you can see here like some of our much like artisan like our purport and I think they're fine with me sharing this. Our performance metrics is like higher than average. So like the black lines on each of these for like engagements and meetings for Saster has been higher than average. But still really again their averages are still fairly high. Ours just happens to be above average. Again, I think that's part to do with like the brand that Sester has and how people are coming to our website versus like a more common product website.
I think it sounds like. Listen, a lot of these behind the scenes, these apps are a lot of mashups of other APIs. Right. They're API other services that can figure out who's on your website and figure out all these things. But what's. I think one of the things and others can do this but that works for us for qualified is we have so much data about so many people over a decade. Right. That we have so many returners.
Yeah.
So many of the folks come back to us and so that's why we do so well. But you might think if you're a newer startup. Oh, I don't have folks that are returning. Of course you do. Everyone's the newer you are, the more folks are in discovery. How many times do I have to come back to your website to do diligence, to think about it to when a sales rep tells me something, when I hear a referral, they're all coming back multiple times. As Amelia said, she we're shocked how many times now that we track it more carefully we could have done it for how many times people come back. Right. So you should leverage this. All the data, all the interactions, everything you have to get them right to personalize the experience and get them.
There's a one thing before we move. So I'll show you guys the back end of Qualified for a second. All right, so somebody asked if you have a more enterprise asp, can you still use a tool like qualified versus having the customer directly connect with a rep? You can do both. I've literally done both on qualified. Like one. Our ASP for tickets, yes, is a couple hundred bucks for London, slightly more for Saster annual, but our ASP for sponsorships is probably 85k. So I don't know if you consider that enterprise, but I would say that's more of an enterprise asp. The nice thing about it is you can at any time they call it pounds, you can start talking. I don't know who this is, so I'm not going to talk to them at any point. If you see that they're typing, which it'll show you like what they're typing in real time, it'll like literally showing me what page that they're on right now on sasha.com you can say, hey, it's a bit like you can hit this and start talking to this person. So for us it's on either or like, I actually find it very addicting to have this. Just this is literally. I have qualified always on as one of my tabs and I'm continuously seeing what it's doing, where people are going. And it'll alert you. It's got like a slack integration, so it'll alert you. Like, you can set it for certain signals, but it'll alert you how you want. So if you want to jump in and have an actual rep, start a conversation with them, you can. It's meant to be fully automated. Most of the time, people get our fully automated experience. But there have been instances where I see folks are maybe have a more nuanced question related to sponsorships, which is a higher asp, and I jump in and I start talking to them and then, you know, I get it to show the meeting Booker, etc. You can do both before we run out of time. Anything else you want to hit on Delphi, Jason? We've hit it a bunch, but no.
The only thing I would listen. If you want to try our general chat, just go to saster.com and just click on the chat on the bottom right. If you haven't. A lot of you have 139,000 conversations. It's really good. Just. Just the one reminder from it. This is the first one we started. And what there. There are other tools that do this, that create digital clones, but what it does is it mostly automates ingestion. So it automates. You can Automate. It'll crawl our website. It'll automate the RSS feed from our blocks. It ingests all my tw, ingest every YouTube video we've ever done. Thing about SAS, that's a lot of content. So out of the box, it was really good. The quick thing we learned is then to quickly upload some very specific documents. So when this is the only tool we had, I'm like, well, let's upload the sponsor prospectuses for our sponsors. It became magical because all of a sudden it could answer those questions. It would get some stuff wrong, so you have to read it each day, but it would get pretty good. So we'd have to review it daily. The meta learning is listen, to get the results that we've seen from the SDR and the bdr, you have to put in a lot of effort. But even just some general tools, man, this is so much better than get back to you in a day. It's so much better. So if you want to start, we started first with or you could use qualified as a general tool. Like it's not a perfect support tool, but it could like these tools all can do more than you think. So pick a platform and just keep investing. And it's so much better to get back to someone with a 90% perfect answer in real time than any brutal other process. There's just no excuse. So my point is, listen, we started with one and now we have 20. Right. And 11 core ones. So this general platform was not enough. But man, just having a versatile platform versus nothing is so much better. It's just so much better. There's no excuse to not have a super well trained AI. Talk to your prospects or customers in real time if that's the way they want to talk. Without a human, there's just no. So if nothing else, pick a general tool and run with it. Is the meta learning all right?
Two more if we have time and then Jason can chat about quickly. Some of the ones we've live coded ourselves. Sales collateral. I'll touch on this one real quick. Again, I don't. I shouldn't remember how you found Gamma Jensen, but I just knew.
I just tried it and it was great. But then I said to me, like, can we customize this so that every single sponsor prospect gets customized collateral? Because it was driving me nuts at how crappy. Like our decks were pretty good, but they were so uncustomized I wanted to cry.
Yeah, yeah, yeah. So we use it. That is our primary use case. So like to Jason's point. We have right now this prospectus on our website which you can download, you can talk to our AI and get it and see it and it's like a hundred pages. I don't know, it's crazy long because it has everything. So it's fairly long and like hard to digest. So where we started to use a Gamma was okay. If I wanted to talk to somebody who is a prospective customer and I didn't want to send them this 100 page deck, I wanted to send them something more custom. I now just load it into Gamma, I tell it which slides I want to keep from our long perspective stack and I tell it what the company is, I tell at other points and it'll automatically spit out a more customized deck for them. I send it to them, it's a lot easier for them to not only use and reference, but it'll get passed around, right? Especially if you host it on Gamma. It'll give you like an alert of anytime somebody reads it or sees it. These will get passed around because we've literally made it for them specifically. So if it's the VP of marketing we're talking to and they need to run it up to the CML or the CEO, send them a either pre or post sale highly customized deck, they can share it around. Like a lot of the times we do these decks now and send to folks, the number one response I surprisingly get is like, oh, I was going to have to actually do that myself so I could show the rest of my team or I could show it to our decision maker or a buyer or actually legal need something for like procurement. So a lot of times it will actually not only does it look a lot better, it feels a lot better. It's more customized to them. It will save your buyer a step. And so obviously if you think about those implications, you want to make your buying process as easy as possible. And so now we like live and breathe by doing these decks again. Probably takes like 10 or so minutes to make one, just depending on how customized you want to get with it and then it'll spit it out instantly. The other thing I've done is I've used it for like our internal docs or docs I share with like certain VIP groups at Faster. So like past sponsors, past attendees. If I want to make something, you know, we don't have a full time in house designer, I just do it now in Gamma. I uploaded our brand guidelines. I said here's our guidelines, here's our colors, here's our logo, give me Something that I can just, you know, use in 60 seconds to pass around because I already have all the content I need for this. So that's where it's been. Again, highly well received when we send these because it saves folks to step and also just super easy to use. Like it is as easy as Gamma to use a gamma. Last ones we've added, I bring them away to my attention because they're good partners of chapters, but they help us do automation and we use Salesforce. So specifically at Salesforce, it will analyze all of our sales calls automatically. So now I just get a slack. There's some set up there, right? It's not just gonna be like, okay, David had a call with XYZ company. Here's the summary of the call. It does do that, but we've also tuned it on. There are certain things I want it to say, so I always want it to do next steps, which you'll see in the screenshot I always wanted to do. Were there any objections? What help does either the person or does David need to get the deal to the next step? It will automatically attach the contacts to an opportunity. So we're really bad at doing this. Your sales team is probably bad at doing this too, right? Like, we put a lot of accounts in Salesforce. Sometimes we forget to put the actual individual contacts. It will just create the context for you. When you have the call, then you go back into Salesforce already there. You don't have to do anything. For us, we've always. We've also set it so that it will change our stage. So if this is a first step call, which is like a. For us, it's like a 0.5 step in Salesforce, it will move them to step one, like meeting held anytime the meeting has been held and then it's over. So for us, it's just nice because I have spent the last, I don't know how many years pulling my teeth trying to get our sales reps to put things into Salesforce. So now instead of pestering them all day to do it and they just doesn't. So they do again, they do hook it up to Salesforce. It does give me reports on like how much activity they've had in the week, how many calls, action items, red steps. It also has some, like both of them have really good AI where you can automate like the next steps if you wanted to with the AI. But again, there's a lot it does here. Even though maybe it seems simple to you guys, there's a lot it does behind the scenes, similar to like a qualified where it knows these accounts, right. It's hooked up to your Salesforce data. It knows who, how the call went and automatically push all the notes. Right. Like we didn't have any call notes in our Salesforce prior to this. Like we just had like loose information. Like if there was a close one deal, it was in Salesforce. Otherwise it was pretty much not in there, which means it did not exist. Part of this too is like the, I guess just other learning on it of doing AI Red pop school is forever starting from when we implemented this. Now we have great Salesforce data, right. We have healthy data on all these accounts. So when it talks to when qualified sees that they're on the website or artisancies that we're outbounding them, it can reference us. Right. Because it's all pushing the Salesforce. Okay, we only have a few minutes left, but if you want to go through. Do you want to go through like the Vibe cones?
Yeah, I'll go. We go a little, a little bit over. Even if we lose people, it's a new world. But anyhow, there's a lot more that we do. But we just wanted to give you the core GTM flow that we spend the most time in, which is what you just saw, the sdr, bdr, generic AI and rev ops. But there's a lot more and it's a bigger topic. Certainly we've written about it and tweeted about it, but we, we have built a bunch of stuff ourselves in Replit. You could build it in other tools as well. I just, I mainly picked Replit in the beginning because it was an end to end solution. But ultimately all the leaders in vibe coding basically use Claude code and are more similar than they're different. But where there was nothing to buy, we built. And there's a bunch that are cool. This one is niche. But some niche apps are. Could be pretty powerful. So for example, this is specific to us, but it is interesting. We get thousands of speaker submissions a year. Okay. And if we get a handwritten email from Larry Ellison saying they blew up the quarter on AI like to speak, it's aster. We'll just, we'll get that one. We'll see that one most likely. But we get thousands and there's gems and it's too many to process. It's way too many to process. And so what we did until through last year was we hired an agency they worked with for years. We paid them about $15,000 a month or more and Part of their job was to review all these inbounds and it was okay for a while, but they got tired of doing it and the volume was really high. And they might have heard of HubSpot or Salesforce, but they might not have heard of cool tools like Gamma or Replit or others. And so they'd miss things and it was a lot of volume and then they would hold things and people wouldn't know if they were accepted and they get grouchy because it would take months to hear back from the agency. And so when the agency didn't want to do this anymore after all, I just vibe coded a speaker application and it's pretty damn cool. You could don't do too many, but you can try it on SAST or london.com, do a speaker application yourself, put in it and it's pretty good. It uses all the criteria that we want and then it instantly grades you on the website. Here's one from 857 this morning. 54 out of 100. It tells you what your score is, it tells you why you might or might not be a good fit. It tries not to be triggering and it sends us an email and a slack notification of who they are and why. And it gives us actually much more brutal feedback on their pitch than it does to the candidate. But man, now everybody knows this is so much better and saves us so much time. And this did take iterations. This was not a 15 minute project. It probably only took me three or four hours to build this, but it was over multiple days. So like it has to be like at least a P2 priority to build it yourself and then maintain it. But pretty damn cool to have an agent reviewing thousands of speaker submissions and content submissions rather than spending hundreds of thousand dollars a year and getting much lower output from humans that don't want to do this. They just don't want to do this work anymore. So I built an agent. So that one's pretty cool. You can try it and you can. That's kind of epic. That's an internal, mostly internal use case but you can try it and do a submission. The next one. What's the next one? We got Amelia and just a few others you can try that we built ourselves and again at the bottom buy where you can don't build. We can do a follow up session on this. I know some of you have followed it. We built this whole speaker review. We do content review with AI agent. We built a startup valuation calculator. You could try it on Saster AI. We've had 230,000 valuation calculations where you can a startup. We then once we did the speaker review of the 2000 submissions, I'm like, let's use a version of that to help founders review their pitch decks to VCs. I launched that this week. We've already had, I think 450 bonafide DC decks go through the system. It gives you deep feedback and scores based on 4,000 recent DC rounds and 800 DCs that have come to Saster. It's pretty cool. We had our Saster AI London website built in Squarespace for years, but it was driving me nuts. I couldn't do what I want to do it this year so I rebuilt it from scratch and replit. That's pretty cool. And then we built a whole new version of our Saster website which you can try in Sastra, which has so much stuff and all this stuff is cool. It's interesting when I look at the order I made this and they went. I went from necessary to nice to have. So probably anything below this line I would not vibe, I would buy it. There's no way you're going to build an artisan, a salesforce, a Gamma. You could build the little bits of it. I mean there's just no way. There's too many man hours. But if you have nothing it, the beauty is you can vibe your own agent now. Just be patient. We've done a lot on it. So quick look on other things. We've done a bunch on this. Maybe we'll do another in a couple of weeks on what we've really learned. Vibing. You can try them all here, but you really can do it. Just stay small, keep it simple and buy if you can.
