The GTM Content Engine Method

05:01:19.370 –> 05:01:29.700
Angela Ferrante: Yeah, yeah, please, please join me or connect with me on Linkedin. And then, if you’d like to join our our ama on AI fluency. You can either send me a message or go to the QR. Code.

05:01:30.610 –> 05:01:33.240
Julia Nimchinski: Thanks again, and coming up

05:01:33.390 –> 05:01:45.169
Julia Nimchinski: bounty. AI! Time we have Matt Cooley, co-founder and Coo and Ashara, risky co-founder, and CEO and Kelly Mcdougall.

05:01:45.850 –> 05:01:48.460
Julia Nimchinski: product marketing leader. Welcome!

05:01:48.860 –> 05:01:51.779
Julia Nimchinski: How are you doing? Long time? Let’s see, Kelly.

05:01:51.930 –> 05:01:55.309
Kelly MacDougal: Yeah, it’s been a while we’re we’re doing well, how? How are you.

05:01:56.050 –> 05:01:57.549
Julia Nimchinski: Excited to dive into this.

05:01:57.810 –> 05:02:10.320
Kelly MacDougal: All right. Well, I’m our product marketing lead at bounty. But I would love to pass it over to our co-founders first.st Maybe we can start with Matt. If you could go ahead and give a little intro.

05:02:10.320 –> 05:02:26.560
matt cooley: Yeah. Hi, nice to meet everybody. I I have been in sas for like 26 years now. Companies like new relic did the 0 to 120 and Ipo and learned a ton there companies up to that mix panel quip salesforce by way of quip.

05:02:26.640 –> 05:02:44.309
matt cooley: met usher and during my time there invested in the company and ended up joining as co-founder in August of 23. So yeah. Nice to meet everybody. I’m much more on the go to Market Centric side of things, and I’ll let usher kind of go from there.

05:02:45.630 –> 05:03:02.570
Ashar Rizqi: Hi, everybody! My name is usher co-founder here at Bounty. Like man. I’ve been in Sas for about 1516 years. Now. I’m more on the product and engineering side. I did. You know the scaling journeys at companies like box.com

05:03:02.640 –> 05:03:14.339
Ashar Rizqi: and mule soft prior to bounty. I was founder and CEO of a company called Blameless which was automating a lot of developer and operations, engineering operations, workflows.

05:03:14.350 –> 05:03:41.879
Ashar Rizqi: and there were a lot of learnings from there around. How do you solve for the human in the loop problems, especially in very tense situations and high frequency kind of transactional situations. And then how do you bring that into the world of go to market? Are there learnings? And so that was kind of the seed idea of what eventually became bounty. So we’re excited to share more and and tell you what we’ve been working on.

05:03:43.390 –> 05:04:02.159
Kelly MacDougal: Awesome. Thank you. So I’m gonna jump right into it. Just because as a product marketing lead, I feel the pain points of creating content at scale. And really, you know, I get a ton of asks from sales reps, and and our sales organizations around.

05:04:02.160 –> 05:04:26.330
Kelly MacDougal: You know, how can I work on a pitch deck update for this new vertical? Or can I create a little bit more? Bespoke pitch deck for this particular prospect, or, Hey, we’ve just found out about this new competitor. Can you update the battle card and get this content in and staying up to date with all of that has

05:04:26.330 –> 05:04:45.680
Kelly MacDougal: is definitely a challenge, and something that if I took every request and and worked on, it could take up my entire day, my entire week. So I’d love to sort of hear from you guys about how you see bounty stepping in and helping solve this this very real pain point that I and many others feel.

05:04:49.260 –> 05:05:08.440
matt cooley: You want me go first? st Yeah, no, I mean, I’m I share the same sentiment, you know. I started my career in sales. So I know the sense of entitlement around a sales organization, expect expectations of product and content marketing on the fly. I’ve got this big deal. I need this custom deck tomorrow or end of day.

05:05:08.440 –> 05:05:24.669
matt cooley: And so, but also, as I moved into more of an operational role and ran the whole go to market organization, I started to feel the same pain that you felt, Kelly, which is like, how am I supposed to do my job in a consistent way, where there’s so many random things that are coming up and hitting me in the face. And

05:05:24.670 –> 05:05:39.599
matt cooley: how do I keep the team educated because content and product marketing, especially in like early days, or even Midsize companies. It’s small small team, right? So you’re asking a lot of value out of a resource that’s like, you know, is slim resources. So

05:05:39.600 –> 05:06:04.089
matt cooley: how do I keep up with the competition? How do I keep the team enabled on the same messaging that’s relevant today versus even a month ago. How do I deal with? You know the 1 million dollar deal that may come through that I needed all this custom work for done, for in in a day. And how do I balance my time? So I mean, that’s 1 of the things that I think that is most important. One of the biggest problems that I’ve seen is just like the continuity between

05:06:04.260 –> 05:06:32.269
matt cooley: product marketing to content marketing to sales enablement. That whole thing has been broken. And it’s because there are limited resources asked to do the majority of the work right to enable a team to actually win. And so I love. I love what we’ve created in terms of this like content marketing engine. It’s an accelerator on like brilliant people. And what I think is really important, that what we do is

05:06:32.270 –> 05:06:36.670
matt cooley: the AI will take you so far. But then we have humans on our side

05:06:36.670 –> 05:06:45.119
matt cooley: that will take it further. And then we’re handing off to people like like Kelly to make judgment calls on whether those are the right things or not. And so.

05:06:45.120 –> 05:07:07.920
matt cooley: you know, with Chat Gpt, you can go and certainly ask Chat Gpt to come up with something. My experience is that it’s 70% of the way there. And you still have to spend the 30%. And if you don’t have time or capacity to do that, it becomes challenging, and maybe you don’t use it at all. Our our philosophy is deliver you something. That’s 95% of the way there. And just judgment call from there.

05:07:07.920 –> 05:07:22.749
matt cooley: So yeah, no, I mean, that’s that’s the problem space. I see, I felt the pain on both sides. And so that’s why excited about what we do and feel. Kelly’s pain and her role.

05:07:23.120 –> 05:07:43.560
Kelly MacDougal: It’s funny that you mentioned the Chatgpt, just because, you know, even from my perspective, I, you know, might use Chatgpt to do research on something again. We just talked about sort of the sales relationship and sales enablement. But you know, from the marketing side, you know, a marketing team is asking, okay, we want to test this new vertical. We want to test this new Abm campaign.

05:07:43.560 –> 05:07:58.220
Kelly MacDougal: Can you do research, create the messaging so that we can build these assets for it, and I could go to Chatgpt and do some deep research there. But it really does only take me so far.

05:07:58.220 –> 05:08:23.189
Kelly MacDougal: it’ll say, okay, do you want help to turn this into a deck? But then, when I say yes, it obviously can only create headlines and like sub headers, it’s not actually building me the deck. I still have to go spend a bunch of time to create that deck, or go work with a designer or go work with our developer to actually build the landing page itself. So it really can only take you. And I don’t even know if it’s 70% of the way there, but it’s only doing the

05:08:23.190 –> 05:08:35.390
Kelly MacDougal: for me. There’s tons of time and human hours that then end up getting spent on that final mile to actually bring the creative to life.

05:08:35.650 –> 05:08:40.311
Kelly MacDougal: Yeah, it’s it’s it can can only really do so much. So.

05:08:40.990 –> 05:09:03.880
Kelly MacDougal: And I think you know, from from that standpoint. And and like what, what, how bounty, can really help marketers as well with expanding their their campaigns and doing these different tests and bringing these things live Ashour. I’d love to hear from you about sort of like how you think about, you know, just going from that deep research to actually bringing the creative to life.

05:09:04.860 –> 05:09:08.720
Ashar Rizqi: Yeah, so my perspective is a very much

05:09:09.180 –> 05:09:23.290
Ashar Rizqi: you know, I’ve not been a go to market expert. I’ve been a builder and engineer for a very long time, and as a founder you learn a lot. And so that’s that’s the journey of being a founder. And so one of my biggest learnings that

05:09:23.430 –> 05:09:47.819
Ashar Rizqi: I’ve had, you know, and I’ve been. I’ve been in a situation where you’re pressured by investors, executives board, you know the board to be like, oh, you got to go, grow, grow, grow very quickly, and as I’ve kind of like learned over the years to understand what it is that gets in the way of that growth. It’s a lot of times, I think, if you look at your funnel, if anybody looks at any stage within the funnel. You’ll realize that.

05:09:48.282 –> 05:10:02.509
Ashar Rizqi: I don’t think anybody’s really said this so openly, because we like to box content creation into like very distinct buckets right like product marketing, whatever it is. But if you look at every touch point in the every customer touch point in the funnel, there’s some

05:10:02.510 –> 05:10:27.490
Ashar Rizqi: pain point that you have to talk about right, and that to me equates to content. Now, whether the content is coming in the form of an email. And it’s sales reps that are generating like these, you know, outbound emails and running outbound campaigns. Or it’s marketing that’s doing Apm campaigns, or whether it’s you know, middle of funnel type, nurturing type stuff that needs to happen. I think what the big learning for me is that knowledge work that’s living in our brains as the team. That’s, you know, that’s

05:10:27.490 –> 05:10:52.199
Ashar Rizqi: in a company that’s building this stuff that needs to be translated very, very quickly, like you need very quick translation of that to something that buyers can understand. Buyers can make this that can take people through a journey right? And so I think that is, you know, being able to bring AI in the right touch points at the right time has been a journey for us to figure out, and I think we

05:10:52.200 –> 05:11:02.080
Ashar Rizqi: really like really nailed it in my personal opinion, like how how we actually go about generating a lot of this content and doing it fast, I think, is really important.

05:11:02.960 –> 05:11:14.186
Ashar Rizqi: But the but the really interesting thing is that the human in the loop piece, like, you know, we we harp on this. You know, we talk about this again and again and again, which is that you know?

05:11:14.730 –> 05:11:40.719
Ashar Rizqi: we are far away from a world where, for the types of jobs that we’re doing right now, like AI is going to be completely replacing a lot of the output that’s being generated. You’ve got to have some level of human touch point. And that’s really hard to compete with, like, it’s really hard for any tool to come and say, like, Oh, we’re outperforming humans on the creativity side of things right? And so that’s 1 thing that we have, you know, taken a stance on that is relatively different than what I think a lot of

05:11:40.720 –> 05:12:03.590
Ashar Rizqi: other AI tools have kind of done. Which is that, hey? We’re here to replace humans. And so how do you bring together an AI agent, a human agent at the right kind of touch point in a buyer’s journey. And then how do you create an experience around that that is unique to the vertical or the industry that I’m in, or the persona that I’m actually representing.

05:12:03.590 –> 05:12:14.349
Ashar Rizqi: That has been our journey so far. And we’ve got a ton of learnings from it, and I am, and I think you know, we’re now starting to see sort of the

05:12:14.350 –> 05:12:38.780
Ashar Rizqi: early signs of that, promised AI unlock and keep in mind. It’s not 100% AI unlock. It’s the unlock is happening because of the AI and the humans coming together like I said, at the right place right time. But we’re now starting to see that early signs of like 5 x at the output, or the 10 x the output and all that kind of stuff. But again, you know, it’s a combo versus, just like, Oh, there’s just like a magical AI agent that’s just going to do everything for

05:12:38.780 –> 05:12:44.799
Ashar Rizqi: you, and it just happens to be the most well-trained model, and we’ve spent billions of dollars on it. I don’t think anybody here has.

05:12:44.800 –> 05:12:58.150
Ashar Rizqi: But you know that’s where we’re that. That reality is a little bit further away, I think. And I think you know we’re set. We’re set up well, for where the world is today, and you know, for the foreseeable future.

05:12:59.080 –> 05:13:14.769
Kelly MacDougal: Yeah. And and to that point, you know, humans still being very important and sort of like, where what jobs should AI be used for brings me to another great use case that we have with bounty is sort of that, like

05:13:15.090 –> 05:13:38.489
Kelly MacDougal: really ramping new hires, for example, and really getting them all the information that they could possibly need, getting them set up really well for success, so that they can do their job and and make the connections that they need to. And, Matt, I know you’ve you’ve built sales organizations, and and you have a strong opinion here, so I’d love to hear kind of your take on how bounty can help in this particular use. Case.

05:13:39.050 –> 05:13:46.310
matt cooley: Yeah, look, I mean the way most operator. Most operators understand the impact of ramp time

05:13:46.310 –> 05:14:09.469
matt cooley: on a new sales rep, for example. But for a lot of folks that’s a soft cost that they don’t measure. They don’t see. It’s just a necessity to get to quota. But when you think about the annual operating plan and why productivity declines every year as you plan for salespeople, it’s span of control. It’s knowing you’re going to lose people. The larger the team, the higher the attrition, not as a percentage, but as a pure number

05:14:09.770 –> 05:14:35.299
matt cooley: onboarding those people onboarding new people is like one of the biggest costs as you think about just sales alone, and you usually take your best sales. Rep, and you do a lunch and learn. You teach the rest of the team, what they’re using for content, how they’re talking to customers, what’s working for them? People show up for lunch, and they go back to their desk and do the same thing. Well, what if you could have a unified playbook

05:14:35.300 –> 05:14:44.819
matt cooley: right? And and that is produced by the creative minds in marketing? Right? And this is why sales goes to marketing for anything creative, and I’ll I’ll speak for myself.

05:14:44.950 –> 05:15:11.289
matt cooley: Still, to this day I know what I want to say. I don’t know how to put it in a way that is creatively displayed to somebody. Right? So I’d spend most of my time just trying to rearrange a Powerpoint right if I know what to say, and someone else can actually make it beautiful. That would have saved me a ton of time. And this is the exact reason why salespeople will come to marketing to create a deck for them, for example, because

05:15:11.290 –> 05:15:25.530
matt cooley: they don’t want to do the work, because it’s going to take them forever to make it presentable. So like, if you think about all this stuff, if you arm the team with a unified from product marketing to content, marketing to sales, enablement

05:15:25.530 –> 05:15:49.200
matt cooley: to updated, to like to the day. If you want to. Competitive analysis of how you win and lose against your competition. The ramp time for someone to come in and do the job is a lot shorter, and if you do that across, let’s say you know, 20 hires over the course of the year, you know, shortening the ramp time to get to full productivity from 6 months to 3 months is very meaningful to the business.

05:15:49.200 –> 05:15:57.929
matt cooley: right? So those those are like when you’re talking to somebody in finance or operations or sales operations. Those are easy. No brainers

05:15:58.294 –> 05:16:08.850
matt cooley: but it’s harder for other folks to see, but they feel the pain. So it’s just like, for, like the right price point of like the value you bring.

05:16:08.850 –> 05:16:31.410
matt cooley: it’s a no brainer to invest in stuff like this, and it’s not to really necessarily replace headcount. It’s to accelerate the headcount that you have hired, and it’s also to accelerate the output of the creative people that are doing the work like you, Kelly, right? So if you can get the mundane stuff off of your plate, you can actually focus on things that are creative that will actually drive strategic value to the business. But.

05:16:31.410 –> 05:16:31.790
Kelly MacDougal: I’m like.

05:16:31.790 –> 05:16:40.530
matt cooley: In your role over the years you’ve probably gotten caught in a lot of things that deviate from what the company needs. And this this solves that problem.

05:16:41.090 –> 05:16:42.225
Kelly MacDougal: Yeah, totally.

05:16:43.670 –> 05:17:07.200
Kelly MacDougal: yeah. Well, thank you. Thank you both. And I think you know, I’m about to sort of jump into a demo and sort of show some of the examples of what bounty can create. And so, you know, of course, feel free to to jump in and to add add your own thoughts on this, but I don’t want to make people wait too long to see to see the product in action, and how how awesome it is so.

05:17:07.200 –> 05:17:32.099
Kelly MacDougal: as you can see. Here we are. Bounty. It’s the no lift, no code. Gtm. Content engine. And I’ll give you some examples of some of the content that we can create. And then we’ll dig into that the product and how you can actually build it. So you know, we talked a little bit about sales, sales enablement, and how we can prep sellers. And this is an example of like

05:17:32.100 –> 05:17:57.100
Kelly MacDougal: a pre-call brief. So really giving Sellers some details about the company that they’re targeting suggested talk tracks, any news or information that they need to know, and just having that all ready for them ahead of the call can be super super helpful. Same with actually generating, bespoke messaging for these sequences.

05:17:57.100 –> 05:18:19.809
Kelly MacDougal: Actually, you know, really highly targeted outreach messaging that can either for a particular company, or for a particular buyer, but really giving them that that collateral to use as well as you know, we talked about it battle cards. You can either a 1 to one battle card or you can have these different.

05:18:19.810 –> 05:18:31.370
Kelly MacDougal: these, you know, one to many battle cards, easily updatable, created in seconds. And this is something that, like, you know, as a product marketer, I’ve spent

05:18:31.370 –> 05:18:56.370
Kelly MacDougal: tons and tons of time to analyze competitors, to try to stay up to date on what’s going on just for a competitor to come in with something new, and for our AI agent to actually be able to do all that research, and to generate something that’s beautiful and and easy to use and easy to read, easy to digest. That just goes to show like how how powerful this this engine is. It’s not just the research. It’s not just a wall of.

05:18:56.370 –> 05:19:00.340
Kelly MacDougal: but it’s actually something really beautiful and easy to interact with and use.

05:19:00.340 –> 05:19:10.099
matt cooley: Kelly, can I say one thing on that I think the importance of of what we can create for folks is not just how you win, but where you might lose

05:19:10.100 –> 05:19:35.100
matt cooley: and like where you might lose, is more important than how you win, because, you know, going into they call battle cards for a reason. When you know when you go into a competitive situation, if you know how you’re going to lose, you know how to dictate the narrative around those topics, right? And so from A from A and and also not having egg on your face because the competitive information is outdated right? It’s up to date. You know how to speak to it. It tells you how to speak

05:19:35.100 –> 05:19:43.079
matt cooley: to it tells you where you win and lose, and you can plan for that before you go into the call and be armed in a way that your competition is not.

05:19:43.510 –> 05:20:09.799
Kelly MacDougal: Exactly. And you know again, that’s that’s a request. Something pops up and and they need to know immediately, like, what’s what’s new with this competitor, and I might not have the time to be able to to go and do that. And so for our product to be able to just run that research immediately and deliver it in this again, super digestible format is pretty amazing, and and make sure that everybody’s prepared and again done in seconds.

05:20:09.800 –> 05:20:39.469
Kelly MacDougal: moving on to some of the collateral that that we can create. You know, marketing teams, these types of of landing pages that are really easy again, built in seconds, with with almost, you know, again. No lift, no prep. They didn’t need any marketing text. They didn’t need any anything from me. Our AI agent ran all of the research to figure out what what to actually put on this page, and understands our styling and our branding to pull this together.

05:20:40.503 –> 05:20:58.389
Kelly MacDougal: We have here a another landing page as well. So again can build. It’s not just building the content. It’s not just giving you the messaging so that you can go to a web developer and ask them to develop this landing page. It’s actually building the the page itself and and taking it live in seconds.

05:20:58.390 –> 05:21:06.860
Kelly MacDougal: We also have here a getting started guide, a user guide. One of the things that is, you know, can take a ton of time to actually produce

05:21:06.860 –> 05:21:29.230
Kelly MacDougal: and a ton of time to update as things change, bounty can do in seconds, just by running research on our product and our Urls, and what we do, and then being able to pull in our assets, our screenshots and things like that to build this really interactive guide that can easily be edited. And I’ll give

05:21:29.740 –> 05:21:37.210
Kelly MacDougal: one more example. Here. This is like a program landing page that easily

05:21:37.210 –> 05:22:01.469
Kelly MacDougal: again in seconds, I said, can you can you build a landing page where it’s targeting these 2 different audiences, and how the program might work, and how they can join and make sure to add an FAQ and and boom just like that. It’s it’s ready to go. It didn’t need any like copy from me, but I can easily give it copy instructions or do this inline editing to to make it go live. So

05:22:01.866 –> 05:22:10.160
Kelly MacDougal: just to give you some examples first.st But now I’m gonna kind of take you to the behind the scenes, how bounty actually works, and and the back end.

05:22:10.160 –> 05:22:32.980
Kelly MacDougal: So as you can see here, the 1st thing that we’re doing is actually pulling your style. So you just give us your URL for your company, and it can automatically pull all of your branding information so like, what what fonts are you using? What colors are you using? etc? What do your headlines look like? Your sub headers look like? But it can also do that for your

05:22:32.980 –> 05:22:47.119
Kelly MacDougal: prospects. So let’s say you want to target a new prospect, and you want to build out an Abm campaign, or you want to build a personalized pitch deck for them. Not only can you have it. Pull your own branding, but you can also have it. Pull, pull that branding as well.

05:22:47.150 –> 05:23:11.399
Kelly MacDougal: So that’s super easy. All you do is is input the URL, and then we’ve got the assets component. So you can upload the assets that are, you know, relevant and up to date for you. So your Logos or your competitors, Logo, or your prospects, Logo, any images that you have, and that you’re using on your site easily upload those.

05:23:11.500 –> 05:23:28.340
Kelly MacDougal: And then the really interesting part is sort of our research agent. So many of you, as we’ve mentioned earlier, use Chatgpt and Chatgpt can give you some good research, but can only take you so far, the cool part here is that

05:23:28.470 –> 05:23:53.439
Kelly MacDougal: in this research you can run deep research on your own company, so it can really understand your offerings, your market, your competitors, your ideal buyers. It can really deeply understand all of these pieces, and save that so that it has that to use for every piece, for every collateral or asset that you want to create moving forward. But you can also ask it to research your

05:23:53.440 –> 05:24:18.040
Kelly MacDougal: prospects that you’re trying to target, and how you would be a good fit for solving some of their problems again, like those Pre. Call briefs that we showed. It’s running deep research on these prospects, so that it’s prepping you for that call in advance. So again, your branding, your or your company, your Prospects company. A competitor can really run that deep research and save all of that for kind of the end.

05:24:18.040 –> 05:24:20.670
Kelly MacDougal: to to put all these puzzle pieces together.

05:24:21.552 –> 05:24:29.680
Kelly MacDougal: The other piece is sort of the format. So like, what are you trying to to build? Are you building? You know a custom pitch deck? Are you building an events.

05:24:29.680 –> 05:24:53.319
Kelly MacDougal: landing page? Are you building a blog page or a sales enablement piece of collateral or a pitch deck? A product brief, whatever type of content you want to build. We’ve we’ve built these a number of different types of content. But again, are you looking for different types of enablement, content or

05:24:53.704 –> 05:25:00.249
Kelly MacDougal: prospecting, content or marketing content. We can kind of build whatever type of format you’re looking for.

05:25:00.250 –> 05:25:16.270
Kelly MacDougal: And the exciting piece is that just like once you’ve got all of those puzzle pieces together. You can build anything that you’re looking for. So I can immediately say, Okay, let’s in our bounty campaign. I’m going to

05:25:16.270 –> 05:25:36.100
Kelly MacDougal: let’s build, let’s say, an Abm sales landing page. That’s 1 of the formats that’s already out there. I said, before you know I could build it in our bounty style, or I could build it in a prospect style, because we can pull that that prospects branding. But I want to make it brand bounty style. So I’m gonna use our bounty style.

05:25:36.797 –> 05:25:58.709
Kelly MacDougal: and assets. Which assets do I want to be included in this? I can include our logo. I can include some of these, you know images that we have. And then let’s say, Okay, document. And this is where it’s pulling. What deep research do we want it to reference and creating this? And so let’s say, let’s say, we’re building that landing page for

05:25:58.720 –> 05:26:14.349
Kelly MacDougal: Dido. So I can say, Okay, we’ve run research on Dito. And specifically, so let’s go ahead and and just generate that creative. And now bounty is is running all of that, or using all those things to actually build this this

05:26:14.350 –> 05:26:30.359
Kelly MacDougal: Abm landing page for Dito in bounty style. But again, you can make it in your style we’ve we’ve had some really cool examples of doing it in kind of creative styling. And just like that. It’s it’s running to create, live.

05:26:31.250 –> 05:26:35.760
Kelly MacDougal: And see, here is.

05:26:36.110 –> 05:26:40.656
Kelly MacDougal: Here’s 1 that I generated a little bit earlier in the same with the same

05:26:41.390 –> 05:26:52.579
Kelly MacDougal: piece in the same vein. It’s it’s the Abm landing page bounty plus dito. Your customers have these stories. Bounty creates pipeline. And again, look at that! I didn’t have to write a single word of content.

05:26:52.926 –> 05:27:17.550
Kelly MacDougal: Bounty did all of the deep research on our brand as well as Dito, to be able to create this page and create a an Abm landing page that now we can use to go prospect with Dito and have it automatically go to book a demo. So this is, you know, again, really exciting for for me, because this is something I can build in seconds. We can build a

05:27:17.550 –> 05:27:30.349
Kelly MacDougal: a new battle card in seconds. We can build, you know, a new landing page, a product guide, whatever it may be, all of these examples that we shared all of those in in just a matter of seconds. So

05:27:30.590 –> 05:27:38.689
Kelly MacDougal: let’s see here, it just just finished. So now we’ve got a a new one that that we just ran live. And this is yeah particular.

05:27:39.090 –> 05:27:42.530
Kelly MacDougal: just just built for Dito in a matter of seconds.

05:27:46.146 –> 05:27:56.800
Kelly MacDougal: And, as I mentioned earlier, one amazing thing is like this inline editing, so I can say, All right. Not only do I want.

05:27:57.470 –> 05:28:05.570
Kelly MacDougal: you know, maybe I actually want to change what’s next in AI let’s build

05:28:06.350 –> 05:28:14.650
Kelly MacDougal: together, and I can apply those changes. I could give it instructions. I could say something like actually make this all

05:28:15.180 –> 05:28:22.466
Kelly MacDougal: sentence case as a product marketer. That’s the kind of thing I care about make

05:28:23.750 –> 05:28:39.350
Kelly MacDougal: let’s say, make the headers all sentence case. Now apply changes, and it’s now just going to work and and update the whole page to including the instructions that I gave. So pretty pretty impressive again

05:28:40.070 –> 05:28:49.450
Kelly MacDougal: just amazes me that that’s something that normally would have taken me weeks to build the content for gone to developers and designers to actually create, done in in a matter of seconds, and and very easy to edit.

05:28:51.880 –> 05:28:57.470
Kelly MacDougal: Julie. I don’t want to take up too much time. If there are questions coming in, we’d love to love to answer those as well.

05:28:57.470 –> 05:29:06.249
Julia Nimchinski: Phenomenal presentation and really impressive tech. Thank you so much, Char, Matt and Kelly. We have a lot of questions around

05:29:06.420 –> 05:29:14.310
Julia Nimchinski: quality of the content, the output, and one particularly about sales

05:29:14.630 –> 05:29:19.719
Julia Nimchinski: and people are referring to. Obviously, everyone’s inbox is being flooded.

05:29:19.870 –> 05:29:26.519
Julia Nimchinski: So what makes bounty generated outreach and content actually lend and not just scale.

05:29:28.995 –> 05:29:33.340
Ashar Rizqi: Can take a shot at that one? So

05:29:33.805 –> 05:29:48.890
Ashar Rizqi: the thing that most people what are the default? Things, the tools that they have. They have email. And they have Linkedin right. And if you look at everybody’s inbox is getting bombarded. In fact, it’s getting worse. This problem is getting much worse.

05:29:48.960 –> 05:30:17.170
Ashar Rizqi: And if you look about how so? How do you stand out from the wall of text? That’s just coming at you all the time from all these different channels and sources. Right? It’s text text text, what we found to be the most successful strategy. One is, you know, personalization. So that deep research agent really helps with personalization, right? But to really grab someone’s attention, you have to be able to show that, hey? I put some effort into understanding you and your pain. Pain points right.

05:30:17.170 –> 05:30:36.479
Ashar Rizqi: And oh, you don’t believe me! Well, look at all of the different ways that I can talk about your pain. And so that is where we’ve seen a lot of success with our customers is when they’re able to break away from that wall of text noise that people are giving and giving folks something that breaks that just that visual pattern.

05:30:36.570 –> 05:30:44.959
Ashar Rizqi: So when people can go into a landing page or a battle card, or you know, a personalized ad that’s, you know, generated specifically for them.

05:30:44.960 –> 05:31:07.890
Ashar Rizqi: That is what we’re seeing is what’s grabbing people’s attention, right? So it’s not just one thing, it’s having multiple options, whereas in the Old World you really just had 2 options, and it just came down to, can I write the most compelling subject line. How fast did that get saturated? Right? Can I write the most? Can I write the shortest email? Can I write the funniest email? And, by the way, you can do all that in bounty as well. You can have bounty. Generate all that content for you.

05:31:07.890 –> 05:31:12.250
Ashar Rizqi: but it’s really in the richness and the diversity of content. That’s how you grab people’s attention.

05:31:13.390 –> 05:31:37.329
matt cooley: Yeah, I would. I would add one thing to that. I mean, obviously we can’t. We can’t solve for the problem that people’s inboxes are flooded with things, but like what we can solve for is like looking at different ways of engaging right? And I’m saying this, and maybe in a different way that usher saying it like emails, are like emails dead. We’ve been saying it for how many years. Now it’s never going to be dead. It’s a necessity. And it’s annoying when you get these prospecting emails that come through.

05:31:37.330 –> 05:31:53.070
matt cooley: they open at sub 1%. Right? So if you can just figure out a way to creatively get people to engage at 5% like open rates. All of these I mean to be honest with you. All of these open rates suck. But like in the laws of averages, 1% to 5% is meaningful to your business.

05:31:53.070 –> 05:31:57.399
matt cooley: right? So the outreach game is tough, right? Prospecting is hard.

05:31:57.674 –> 05:32:16.610
matt cooley: Very low returns. But in in a world that needs to change away from just a generic email like to more creative ways of engaging with your customers and keeping them engaged like that’s the thing we think about when we create content for outreach the other side of it. I think the more important side of it is the the time savings that someone in Kelly’s role would

05:32:16.610 –> 05:32:43.539
matt cooley: would gain right and focusing someone that’s really brilliant. We believe Kelly is so brilliant to focus on the things that are really moving the needle for the business by offloading all of her mundane work that doesn’t need to be done necessarily, and never gets used by the sales team like offloading a lot of that work to to focus her time on what matters most. That’s where we live. Pipeline generation is a thing. It’s an extension of what we do but like

05:32:43.690 –> 05:33:12.980
matt cooley: trying to attribute your value of your service to pipeline generation is a nightmare. It’s a dying that is a dying position to be in, because sales reps, are going to argue and fight over. Who got the lead and who didn’t. And I’ve always seen attribution to be really hard when it comes to pipeline. So it’s an extension of what we do. It is an easy way to engage with customers. It is a different way to engage with customers, but the value of what we do is enabling your team to actually win when they’re engaged, and that’s that’s the value

05:33:13.120 –> 05:33:15.660
matt cooley: right? If that makes sense.

05:33:15.660 –> 05:33:24.318
Julia Nimchinski: Absolutely. And people are asking about some early roi or interesting use cases based on your customer stories.

05:33:25.180 –> 05:33:32.579
Julia Nimchinski: As there is a lot of hype. Lots of marketing around, you know, all of the agenda ki content. And

05:33:33.290 –> 05:33:36.130
Julia Nimchinski: what are you seeing vengeably.

05:33:39.210 –> 05:34:02.880
Kelly MacDougal: I think sales enablement has been a huge use case for us. Our marketing teams, marketing campaigns, whether that’s Abm or or being able to to spin up tests faster than they would. You know, we’ve we’ve heard things like we want to run Abm, but we’re only going to be able to focus on these 5 customers. But with bounty we’re able to actually focus on, you know, our top 20 or 30,

05:34:02.880 –> 05:34:18.900
Kelly MacDougal: or we’re able to run these tests on these other verticals that we wouldn’t have normally been able to do, because we don’t have the resources for somebody to be researching and building all this content, but with bounty you can. So I think those are some of the top use cases that we’ve seen.

05:34:19.200 –> 05:34:33.850
matt cooley: I’ll trust the Roi thing. I think, that that goes right back to what I was saying about pipeline generation like we don’t want to be bucketed into. Oh, you created this many opportunities for us, or we have these, this, many new deals or upsells because of you. It is that is

05:34:34.260 –> 05:34:57.850
matt cooley: hard to measure. Unless you’re talking to the right person. This goes way back to. My 1st statement is like the soft costs are hard to measure in terms of Roi. But it’s obvious to the person has to do the job right. And so that’s why we price the product. The way we do is a no brainer, you know, when you wake up tomorrow you don’t have to do the worst part of your day. You know it’s $299 a month to get started like that is a no brainer. Right? If it were, you know.

05:34:57.930 –> 05:35:10.250
matt cooley: $20,000 a month to get started. That’s a hell of a lot harder to to measure Roi. But we play in the game where the Roi is so obvious, based on the pain you feel in your day that we fly under that radar.

05:35:12.370 –> 05:35:31.790
Ashar Rizqi: 1 1 quick, quick one on interesting use cases. The one that we just saw recently, that is, really exciting is we’ve got developers that are using the product to you know again. Now, what we’ve done like now did not, doesn’t, doesn’t just become an enablement tool for the sales team.

05:35:31.860 –> 05:35:59.920
Ashar Rizqi: The developers are now empowered to build features and then use the same language that the go to market team uses to at the time of deployment and release, be able to generate release notes with images and pictures like a much more richer experience around that. So you can see how the sort of the barrier between product engineering and go to market is just completely gone when you’re kind of like looking at. So that’s that’s A. That’s a really new interesting use case that just got unlocked

05:36:00.090 –> 05:36:01.040
Ashar Rizqi: recently.

05:36:02.810 –> 05:36:13.549
Julia Nimchinski: Really cool one question from Tara. I have a question around, how many people are needed typically to run bounty on the buyer side.

05:36:13.940 –> 05:36:18.220
Julia Nimchinski: Do you have small customers with just one marketer using bondi.

05:36:21.170 –> 05:36:39.360
matt cooley: I can answer that a little bit. So it doesn’t really matter. The number of users, right? So if you if you think about the output right, and the value of the output, like Kelly uses this for us right? And she’s 1 1 individual. But she does the work of 5, and that that’s the important thing is

05:36:39.360 –> 05:37:00.239
matt cooley: enabling a team that you have a 5 like. We’re not in the business of trying to get you to cut your staff right. But if you take that team of 5 and you accelerate their productivity like that is one way to think about it. However, like most companies, especially in the markets that we serve, which is going to be Smb, like mid market, low end, progressive enterprise. Like

05:37:00.440 –> 05:37:24.130
matt cooley: borderline, you usually have one, maybe 2 content marketers. So it’s not like there’s no seat based pricing or anything like that. It is all you can use. And candidly, the per in a perfect world before you grow into the next phase. Don’t hire 2 content marketers. Hire one and then give that content marketer and assistant, and that’s the way we look at it.

05:37:25.490 –> 05:37:26.100
Julia Nimchinski: Of it.

05:37:26.792 –> 05:37:28.720
Julia Nimchinski: One more question here.

05:37:28.860 –> 05:37:35.140
Julia Nimchinski: how much of the creative is truly autonomous, and how much still needs human editing before going live.

05:37:37.940 –> 05:37:39.059
matt cooley: Oh, sure, I’ll let you take that.

05:37:39.653 –> 05:37:40.246
Ashar Rizqi: So

05:37:41.060 –> 05:38:01.130
Ashar Rizqi: there’s a as as Kelly was showing in her. Demo. There’s a handful of inputs that go into generating the creative. So one is the style guide which the agent extracts from your website, or you can pass one in manually. Then there is a series of assets, and then we have, which is like your images, your, you know, whatever you would have as part of your marketing assets.

05:38:01.140 –> 05:38:30.110
Ashar Rizqi: and then you have the actual kind of research content which again is generated primarily by the research agent itself. And then you can obviously edit that. But, as you might have seen in the demo, the content creation is almost all done. Actually, all it was done live as Kelly showed you is 100% done by the agent right now you, as the human, will come in and say, Oh, I want to change the language here, or Hey, I don’t like the background color. Go change that you can also do that through the agent.

05:38:30.110 –> 05:38:47.479
Ashar Rizqi: But what we showed you was, actually, that’s what’s running in production right now. So if when you come in and you sign in with bounty, and you are able to provide that information. As part of the setup process. I mean, you can be generating those within, you know. Minutes. And again, in terms of

05:38:47.480 –> 05:39:02.689
Ashar Rizqi: a lot of the the feedback, not feedback. The feedback that we do see and get is really around the content itself. And that, again, is really your your job as a person who is using bounty to make those changes. But people, I think the wow moment is when you see that

05:39:02.690 –> 05:39:12.690
Ashar Rizqi: the the dopamine hit that folks get is when they see that live creation of that asset. And they’re like, wow! This just it would have cost me X amount of dollars, and this much time to go. Do this with 4 other people right.

05:39:12.690 –> 05:39:18.800
matt cooley: I’ll give you a very real example like this is honestly. And Kelly did this. In a week.

05:39:18.800 –> 05:39:44.510
matt cooley: We started to see Traction like very interesting traction in residential real estate from content production standpoint, less savvy community of users. Right? They use chat Gpt, but like 25% of them use it. They don’t really adopt technology to create content. And they spend a bunch of money trying to get that content to differentiate themselves. Right? So we? We created a we? Said Kelly. Okay, look, we have this skew now for residential real estate.

05:39:44.880 –> 05:39:56.130
matt cooley: Go figure it out, and in a week we had a landing page website all the collateral. We need video everything. And she did it by herself in a week. That’s a new vertical that we’re serving in one week.

05:39:58.600 –> 05:39:59.905
Julia Nimchinski: Super impressive. Matt.

05:40:00.500 –> 05:40:16.260
Julia Nimchinski: one question we are addressing all day today is the transition piece. So the question that our executives, Gtm leaders care the most about when it comes to agentic scaling is, where do you even start? How do you transition to this new type of workflow?

05:40:17.143 –> 05:40:18.610
Julia Nimchinski: Yeah. So.

05:40:19.570 –> 05:40:20.969
Ashar Rizqi: What would be your advice?

05:40:24.860 –> 05:40:38.480
Ashar Rizqi: I I’ll take a stab at it right? So we come from the world of Sas and there is a what the learning for the biggest learning for us is that the way to build a Sas product and the way to building an AI product

05:40:38.600 –> 05:40:50.460
Ashar Rizqi: are. It’s like completely 2 different sides that you know, like complete opposites. And that is reflected in how number one it starts with the people

05:40:50.510 –> 05:41:15.489
Ashar Rizqi: that you hire, and how you the skills that you have on the team, and how you organize your company slash team right? So in the Sas world, when you come. The the sort of tribal knowledge from that world tells you. Traditional knowledge tells you that. Oh, you’ve got to hire and build out these structured organizations. And you’ve got to hire these multiple layers of leadership and reporting structure. And you’ve got to do plan. You know, all these planning ceremonies

05:41:15.490 –> 05:41:30.349
Ashar Rizqi: and stuff like that when you are building with AI, I think the biggest lesson for us was like, you just basically flatten everything out right. And you focus on it like it. Really, the focus comes down to culture and creating a culture of empowerment and trust.

05:41:30.350 –> 05:41:37.879
Ashar Rizqi: Right? That for us was the biggest, the learning that we’ve seen a very, very stark learning, by the way.

05:41:37.880 –> 05:42:02.989
Ashar Rizqi: of what we’ve seen is what creates this. This new agentic scaling is what people have been talking about. So my advice and recommendation is like, Hey, you have to really go back to the roots of the the team, charter the team structure and reevaluate it all the way from the beginning and basically raise it to the ground if you have to. And that doesn’t mean you’re necessarily getting rid of folks. You’re just re.

05:42:02.990 –> 05:42:15.370
Ashar Rizqi: you know, just recreating the values and recreating this new structure around it that just make sure that humans get out of the way versus getting in the way. So that that has been a very, very stark, very clear learning.

05:42:15.590 –> 05:42:27.269
matt cooley: When you’re running a go to market organization, you like, the ultimate goal is what it’s, it’s revenue, right? So if you can shift everybody by 30% closer to pipeline and revenue

05:42:27.270 –> 05:42:35.379
matt cooley: like, wouldn’t that make sense right? And then those individuals in the headcount are paying themselves back from an operational plan. But everybody is. It’s like the

05:42:35.680 –> 05:42:58.779
matt cooley: One person’s trash is another person’s treasure like that is a real thing in a sales organization that’s tiered the way it is. There’s a Bdr that wants to do the bottom end of the salesperson. The sales reps work, and there’s a sales rep that wants to do the bottom end of the manager’s work. Manager wants to be a director director all the way up right. What if you could shift everybody 30% up closer to the customer where the return on that is actual revenue

05:42:58.780 –> 05:43:15.189
matt cooley: and not wasted time in your day doing things to prepare to make the call instead of making the call. And there’s too much like talking about making the call these days and preparing to make the call, and not enough calls being made, and people think they’re doing their jobs because they have everything their manager asked them for.

05:43:15.220 –> 05:43:44.569
matt cooley: But at the end of the day they’re just asking them to prepare, because that’s their mandate from the top, and it’s not yielding anything in terms of pipeline. And that’s the one thing I will say is indirectly impacts pipeline is the freedom of your day away from the things that don’t drive revenue and moving you closer to revenue. And if you have a team of size. Even if you have a team of small size, it makes a big difference, because a team of small size might have lower revenue and a 30% increase on revenue

05:43:44.570 –> 05:44:01.499
matt cooley: on any number is a good number, right? And also a better return on the like from a profitability standpoint on your on your employees right so, and then running leaner in. Essentially right. If you need less people to do the job that you needed to do in the old Sas world right? There is

05:44:01.500 –> 05:44:09.250
matt cooley: very easy to throw headcount at growth. Now you can throw AI at growth and partner with really great people.

05:44:09.320 –> 05:44:23.680
matt cooley: And I said. Kelly’s doing the job of 5, but realistically it’s probably the job of 3, and either we hire 3 people and burn that money, or we move half as fast, right, or a 3rd as fast. And so thinking about it that way.

05:44:23.770 –> 05:44:32.020
matt cooley: that’s an accelerator that any operator on the planet couldn’t disagree with. If it’s an affordable thing. So that’s why I get excited about it. And

05:44:33.140 –> 05:44:35.420
matt cooley: you know there’s a lot in there. But.

05:44:37.100 –> 05:44:38.499
Julia Nimchinski: Thank you so much, Matt

05:44:38.650 –> 05:44:45.539
Julia Nimchinski: Ashamar and Kelly. What a fantastic presentation! Really love what! You built an impressive tech!

05:44:45.970 –> 05:44:48.980
Julia Nimchinski: Where should our community go for a test drive.

05:44:49.330 –> 05:44:51.320
Julia Nimchinski: How do we get started with bonty.

05:44:54.020 –> 05:45:15.659
Kelly MacDougal: Yeah, they can go to bounty. BOUN, ti.ai, and and they can click our get started button, get in contact with us. Schedule a meeting. But obviously this community, if you want to email me directly you can reach me at Kelly, at Bountyai, I’ll throw it in the chat, and and we’ll make sure that you’re routed to the right place.

05:45:16.670 –> 05:45:33.450
Julia Nimchinski: Thank you so much again. What an incredible day and event! Receiving a lot of messages from you all! Thank you for attending. Thank you that the content resonates, and we are going to be back in September for a massive AI summit.

05:45:33.910 –> 05:45:43.029
Julia Nimchinski: and you can get pretty much a session with every leader we featured today on all things agentic scaling scales.

05:45:43.260 –> 05:45:57.300
Julia Nimchinski: So yeah, the marketplace side of things is fascinating, too. We are building the stock market of skills. So lots of date on that front soon. And yeah, thank you again.

05:45:57.600 –> 05:45:59.249
Julia Nimchinski: And see you soon.

05:46:00.080 –> 05:46:01.140
Julia Nimchinski: Thanks.