Fireside Chat with Latané Conant & Allison Snow — Designing AI Workflows That Sell Themselves

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Allison Snow: Hey, everyone! Welcome to Day 3 of the AI Summit Agentic Distribution Fireside Session. Thrilled to kick it off with Latin today. Now, I will tell you, I would not dare try to introduce Latini. I’m going to ask her to do that herself, but…

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Allison Snow: Since she’s modest, she is the co-host with Matt Hines, of course, of CMO Coffee Talk. That occurs twice on Fridays, and notably.

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Allison Snow: so much energy during those calls, I’m sure she’s gonna bring it today. Chief Market Officer at Sixth Sense, and of course, the author, you can’t see it, what a shame of… oh, there it is.

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Allison Snow: No forms, no spam, no cold calls. I’m thrilled to be with her today. Ladney, do you want to tell us anything that I didn’t cover about yourself?

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Latane Conant: Allison?

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Latane Conant: You and I have seen some things!

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Allison Snow: Indeed we have.

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Latane Conant: That’s why I’m so excited, and I think it’s so, like, fitting that it’s the two of us, because…

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Latane Conant: you know, you’ve been covering AI,

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Latane Conant: forever. And you’ve been on the forefront of AI, and taught me so much about it, and especially when I first got to Sixth Sense.

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Latane Conant: And, and…

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Latane Conant: you know, we’ve always been AI. Maybe it’s considered old AI, but I don’t want to consider us old. I’m not ready for that.

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Latane Conant: we’re gonna re… we’re reinventing ourselves with, with new AI, and so I think we can talk about

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Latane Conant: the merging of both of those, but… yeah, for those of you who don’t know me, Latin Conant, I’ve been the Chief Market Officer of 6 and 7 years.

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Latane Conant: You know, we’ve… I’ve seen some things, like, without, like Allison said, a very small company to the company it is today, which has been an amazing journey. Before that, CMO and GM at a company called Aperio, which was incubated in Salesforce’s office, and…

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Latane Conant: I don’t know, I got two boys, one I just took to college, and one leaves in a year, so time flies when you’re having fun.

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Allison Snow: That’s incredible. That is incredible. So, Latney and I met when I was at Corester. It was 2018 when you joined, and we talked a whole lot about ABM and predictive, and of course, that has all evolved into AI, so really nice to reconnect with you again. I will say quickly.

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Allison Snow: small, short introduction. I’ve been in this conference for the last couple of days, been to the last one as well, and there’s one thing that I…

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Allison Snow: I feel like it’s helpful to calibrate what we’re solving for, because AI is awesome. We’re gonna say we’re the classics, right? We’re not the old, we’re just the classics. Classically been involved. You and I are the classics. And what I keep hearing, as fun as the tech is to talk about, and we’re totally gonna get into it, because you guys are drinking your own champagne, and it’s very exciting.

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Allison Snow: is…

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Allison Snow: Where we’re a little stuck, and the problem we’re solving for, let’s see if we calibrate on this at the beginning, is…

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Allison Snow: Our inability as marketers and sellers To respond meaningfully.

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Allison Snow: to… whatever we’re gonna call it today. Buyer signals, buyer insights, buyer behavior.

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Allison Snow: breadcrumbs, whatever term you like. But people tell us stuff by their actions, and we have tried lots of things to dynamically, not only dynamically, but more importantly, meaningfully respond. And I have a quote from you that I’m going to share, and you’re going to feel like you’re in a Senate hearing for a second.

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Allison Snow: But it’s all good, because I want… I want people to understand what we mean by respond meaningfully. I want to make sure you agree with what I mean, which is from a quote from you, and then I just want to kind of

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Allison Snow: set the stage that way. Is that okay if I do that?

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Latane Conant: Yeah, that’s cool.

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Allison Snow: you, just extensively. So, we’re going to get on all the fun things that you guys are doing, but…

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Allison Snow: you… this is what I think is a real North Star, and I’m reading from a piece of paper, I don’t want to, but her quote is long, and I couldn’t memorize it.

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Allison Snow: You said, in a world of cluttered inboxes, organizations need to be more personalized to stand out.

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Allison Snow: Absolutely. Everybody’s going to agree with that.

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Allison Snow: The next thing you said was way less obvious, and I think deserves a little attention today to kind of set the stage. You said, when most people hear personalization, they think about knowing someone’s industry.

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Allison Snow: or some other fact attribute. So, for instance, in the last week, I got a

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Allison Snow: an email that… that was in the Boston accent.

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Allison Snow: It was written without H’s instead of R’s, and maybe it’s charming, maybe it isn’t, it didn’t… it didn’t sort of… it didn’t shake my tree, but, you know, whatever.

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Allison Snow: Or a particular baseball team, right? That’s what you said. And you said…

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Allison Snow: Again, Senate hearing, that’s not really meaningful. That, in fact, context… Is more meaningful than personalization.

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Allison Snow: And I thought… To set the context for today.

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Allison Snow: Could you say just a little bit more about context over personalization, and just the problem that we’re really solving for when we think about

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Allison Snow: Agents and Dynamism.

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Latane Conant: Yeah, so, first of all, we’re not buying a canoe, or, you know, a raft, or I don’t know why I’m in this state, or a fleece vest, right? We’re buying something to help us at our job.

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Latane Conant: And… and so I think that’s…

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Latane Conant: I think sometimes, like, hey, so you live in Chicago, you like the Cubs, like…

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Latane Conant: A, just because I live in Chicago doesn’t mean I like sports balls.

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Allison Snow: And, and B, like, I got a lot of stuff to do.

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Allison Snow: Yep.

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Latane Conant: So, if you want to break through, you’re adding value to me, and in the things that I’m… that I’m trying to do. So I think there’s, like, some rules that I think about from a context perspective.

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Latane Conant: I think understanding the type of account I am is table stakes, right? So, I’m high-growth tech of a certain size, you know, and then, you know, what am I trying to do? So, think about my persona, you know, these are things you need to know. What do CMOs typically care about in that industry, da-da-da-da-da.

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Latane Conant: But what’s more important, I think, is some of the behavioral signal that I put off, so…

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Latane Conant: Do I eat… am I really in market?

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Latane Conant: Am I really looking for what you do? Because if I am, then, you know, talk about the competitive landscape, talk about how you differentiate. Or am I, like, completely under a rock, and I have no idea?

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Latane Conant: and I don’t even know I have a problem, then send me your research, like, help me understand why this is a problem, like, you know, I love rational drowning, like, give me the stats and figures to help me confidently do my job, and address problems before I see it.

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Latane Conant: And so I think that’s just, like, you know, kind of the basics is, yes, you need to know about my account, you need to know about my persona, but then, you know, truly, what is my…

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Latane Conant: behavior saying. And so I love being able to understand buying stage, and being able to contextualize by buying stage, but then there’s even more nuanced signals, like.

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Latane Conant: Am I hiring people to solve

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Latane Conant: you know, make the leap. Why am I hiring people? What challenge do I have? The opposite’s true. You know, am I laying people off? What challenges would that create or indicate? Did I just change jobs? Did I just fundraise? You know, what am I talking about on podcasts, etc? Like.

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Latane Conant: These things are kind of helpful to know, and they’re the business context, that I think we want to… we want to provide, because we’re in a B2B environment. So, help people do their jobs, help them be more confident about doing their jobs, and I think that’s what stands out.

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Allison Snow: Excellent, and it is a far cry from Dear First Name, right? It is really a different story in a different game.

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Latane Conant: I got Dear Beck recently. Beck is my maiden name. I’m like, oh, cool, somehow you weirdly know my maiden name. Awesome.

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Allison Snow: I don’t know your maiden name.

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Latane Conant: Yeah, I’ve, like, I’ve…

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Allison Snow: God.

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Latane Conant: She went to college with me, like, I don’t know.

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Allison Snow: That’s really funny. That’s almost advanced, in that it’s like, where did you find that? Yeah.

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Latane Conant: Weird.

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Allison Snow: Memorable, but non-contextual, and you don’t care, and it’s just not going to make…

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Allison Snow: Anything move for you? I said what we would talk about what Sixth Sense is doing, and I absolutely meant it, but… but since we… since we go back a little bit, when… when I was covering Sixth Sense

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Allison Snow: as an analyst around 2018, I remember talking to you and talking to customers about how they would learn something, an intense signal, and further down the line.

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Allison Snow: A salesperson or two might say, hey guys.

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Allison Snow: I got this. I think I know what I’m doing. I’ve been doing this for a really long time.

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Allison Snow: Me versus the machine, I went every time, I went to Pinnacle, I’m amazing. And I hope we’ve worked through some of that.

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Allison Snow: But now, and I don’t want to give anything away or take any thunder from you, but Sixth Sense really moves into execution at this point. So it is not just, here’s a signal, here’s a recommendation, it’s go.

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Allison Snow: And I just wonder, because I think there’s a lot of folks on this conference who are tech-forward and maybe seeing some internal

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Allison Snow: inertia, right? When they go and say, hey guys, we could be doing this better, let’s buy this thing.

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Allison Snow: How are people reacting these days? Is it better or worse, or if you could talk about the change management as people speak to

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Allison Snow: reps from Sixth Sense, your digital selling tools, and… and how…

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Allison Snow: Are there objections to that? Are we still looking at some Luddites out there? And how are people dealing with it in their own organizations?

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Latane Conant: So, it’s interesting, I feel like the first cha- I feel like the first chapter of Sixth Sense was like, oh my gosh, this information exists, there’s this thing called intent data, you can know who’s on your web… like, it was, like, mind-blown, and…

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Latane Conant: You know, we blew a bunch of mines, and that was great, and some people really got it, and used it, and set it up right.

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Latane Conant: And we’re off to the races, and then there’s kind of this other, you know, the people somewhat left behind.

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Allison Snow: Sharp.

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Latane Conant: And I think the folks that got left behind, it’s a couple things. Humans are biased to negative.

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Latane Conant: So, you know, and when you think about predictive intelligence, it’s just math.

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Allison Snow: Yep.

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Latane Conant: And so, now, you know, what we’re doing is we’re actually orchestrating a lot further. We’re orchestrating what to actually do with that intent signal. So if it’s an early-stage account, here’s what we go and do. If it’s late-stage, here’s what we go and do.

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Latane Conant: And again, because we have all that context that I talked about, buying stage, you know, signal, persona, etc.

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Latane Conant: We can construct in real time, like, the right journey.

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Latane Conant: And… You know, the difference is… again.

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Latane Conant: we’re not biased to negative from a, orchestration and using the agents to do a lot of the outreach, so they’re gonna, you know, just follow the math and follow the prediction in the prescribed manner. The other thing is, like.

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Latane Conant: Personalization, contextualization, whatever we want to call it, is good every time.

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Allison Snow: It’s not great.

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Latane Conant: Every time. Like, I think that’s the difference between a human, like, humans can be great, I think better than the AI, if done correctly, but humans don’t always execute great every single time.

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Latane Conant: Right? So if you think about a sales team or a BDR team, you’ve got the 10% that are just freaking fantastic, and then you’ve got some that, like, oh god, I’ve seen some things, like, what was that email, right? So… but consistently, we can be good with AI and AI emails, and agents.

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Latane Conant: We can be multi-channel every time.

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Latane Conant: Which, again, when you think about, you know, sales prospecting.

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Latane Conant: may or may not be multi-channel, but we can make sure we’re multi-channel every time. We can be timely every time.

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Latane Conant: So, you know, when you think about an intense signal.

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Latane Conant: I used to call them revenue moments, and the reason I did that was because I would get so frustrated, like, it’s not a revenue year. It’s not a revenue week. It’s not a revenue day. It’s a moment!

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Latane Conant: Like, you need to follow up in the moment. And, you know, there’s a study that says that

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Latane Conant: If you don’t respond to an inbound, which is, like.

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Latane Conant: kind of an amazing signal. Within 5 minutes, your conversion rates go down 21%, 21 times. Like, ouch!

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Latane Conant: Right? And so… so the other thing with the agents and the workflow around the agents is

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Latane Conant: We can do it in real time every time. And then we can also be respectfully persistent

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Latane Conant: Every time.

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Latane Conant: And so, this sort of eliminates some of the, oh yeah, I saw the prediction, and I sent one email that was okay, and it didn’t work.

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Latane Conant: Or, you know, I… And I sent you…

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Allison Snow: Four days after it happened.

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Latane Conant: Exactly, exactly. So it’s kind of like controlling that destiny, and making sure that we’re consistently following up on the signals and the intent and the predictive scores.

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Allison Snow: Excellent. I mean, if anything, a speed matters, right? And I think that you said something that made people go.

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Allison Snow: Just a little bit, which is that the humans are… are great at this, but we’re inconsistent, and we can only do it so many times.

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Latane Conant: Right.

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Allison Snow: And we certainly can’t get to everyone 5 minutes after. So I’m… I think that everyone on this call is, you know.

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Allison Snow: I think, just really eager to explore these things, and what I just imagine as someone who experienced it is being that person in organization, saying, but this is out there, like, let’s…

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Allison Snow: let’s do it! And then, you know, just needing some change management, and just wondered if you see that same thing, but,

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Allison Snow: Sounds like we’ve matured a bit since 2018 in the market, so I’m thrilled, thrilled, thrilled to hear that,

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Allison Snow: that buyers are more ready for it. You mentioned orchestration. Go ahead, I’m sorry.

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Latane Conant: Yeah, well, I think we’re going to talk about the orchestration next, because it’s only recently, really.

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Latane Conant: Like, it’s Gen AI and the email agents that we talked about.

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Latane Conant: But it’s also this orchestration product that are… are pretty darn recent, to kind of start this next act that I’m really excited about.

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Allison Snow: I remember being in… I’m only saying this because it’s you, but being in a conference room in San Francisco with Amanda Kalo, and saying, you know, just mapping out a campaign as an example, for fun, talking about what Sixth Sense does, and thinking, it is factorial.

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Allison Snow: Right? Like, the word that I… that came to me was factorial, the idea of

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Allison Snow: I’ll say managing, because we’ll pause on the word orchestration until we get there and use it with a capital O, but thinking through the

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Allison Snow: the content, the channels, the experiences, reacting to the signals, and just how dynamic that needs to be to respond to a buyer in a meaningful way, and sort of respond to opportunities. So back to buyer experience. But I’ve been… I’ve been at Demand Gen

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Allison Snow: person, as you have as well, needless to say, or the person, basically, who goes into the room and someone says, what happened this quarter, and where are we, right? However you want to describe that person. So orchestration is…

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Allison Snow: Gosh, it…

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Allison Snow: it scares us a little, right? The opportunity is amazing, and it’s also, you know, well, I have the disparate tools, I have these crazy lists, I have this factorial opportunity for content, buying stages, product types.

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Allison Snow: Buying signals, all of this stuff, so…

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Allison Snow: I’m a sucker for the term.

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Allison Snow: And I know that AI is the answer.

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Allison Snow: I know it, and there’s real power behind it.

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Allison Snow: And I’m wondering… How your customers are paying off.

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Allison Snow: that term. And again, I mentioned you guys drinking your own champagne, how you are, how your customers are. I really want to give you an opportunity to tell people what they need to know about how this is working out there, and what successes they’re having. I saw a few case studies that

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Allison Snow: if you want to talk about those, that’s great, but I think… I think everyone wants to say.

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Allison Snow: Bring this to life for me, Latney. Tell me what’s going on.

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Latane Conant: So, a couple things. One, let’s think about why it’s hard. First of all, it’s hard because your segments are all over the place, or your audiences are all over the place. So, in every system, you’re creating a different audience. Some are account audiences, some are buying groups, some are people, and those are a mess, and all over the place.

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Allison Snow: Excuse me.

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Latane Conant: Second of all, your channels are all over the place. So, you got Sendoso over here, you got Sales Loft, you’ve got your website, you’ve got, you know, different ad channels and digital channels, and they’re all over the place.

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Latane Conant: And, you know, you’re trying to figure out, like, how do I get from point A to point B? And the word dynamic you talked about was really important, because I don’t want to just put these people on a nurture to nowhere.

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Latane Conant: And so what we’ve done is we’ve brought those things together, so there’s one place to create

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Latane Conant: all of your segments. So, accounts, buying groups, people, in one place, and all those segments are dynamic. So, again, as people… as signals are changing, behavior’s changing, people are going in and out of relevant segments. So that’s kind of step one.

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Latane Conant: We’ve been doing that a while, but then the second thing that we had to do is we had to be able to bring the channels together. So how do we create what we call them nodes?

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Latane Conant: So how do we bring all of these different nodes together in one place? So you can say, hey, cue the mug from Sendoso, or, you know, let’s make sure we are advertising on LinkedIn, you know, based on this, that, and the other.

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Latane Conant: So how do we bring those channels together? And again, as accounts, people, buying groups are moving in and out, maybe they’re getting linked in one day and the mug the next, depending on how their behavior is reacting and changing.

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Latane Conant: So that was kind of a pretty profound, like, step two. And then the third factor in that is, like, okay, great.

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Latane Conant: We want to be able to contextualize, personalize, whatever we call that. And so, what we’ve done there is we’ve added this, like, a gentric email product on.

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Latane Conant: Which, again, in real time, is constructing and hyper-personalizing the email, sending the email, following up.

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Latane Conant: And, you know, email is not that revolutionary. It is the primary

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Latane Conant: language of B2B, still. It’s not… it’s not Snapchat yet.

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Allison Snow: classic, it’s.

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Latane Conant: Not to say that it can’t be. But, you know, but step one, to me, is…

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Latane Conant: Segments, channels, and then this kind of, like.

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Latane Conant: Ability to construct the email on the fly, read, write, respond, and get all the way from a signal to a meeting.

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Latane Conant: In minutes.

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Latane Conant: So that’s pretty cool. And that’s happening today.

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Latane Conant: And, and…

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Allison Snow: If you don’t mind me just popping in for a second, I mean, that is buyer in charge, right? Like, that is a real…

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Allison Snow: That is a description of… Of being responsive, right, in a timely way.

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Allison Snow: for a buyer, and again, I just wanna…

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Allison Snow: that’s what I’ve heard for the last 3 days, is just how do we do

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Allison Snow: That, that is the issue, just not being responsive. Not being responsive, timely, all of that, but in a meaningful way.

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Allison Snow: that counts for the person on the other side, so please continue. I just think that’s, really what I’ve heard for two days, so I want to…

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Latane Conant: Yeah, and I feel like, like, Gen AI…

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Latane Conant: it’s cool, right? And we’re doing a lot of cool things, and we’re saving time here, there, and everywhere.

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Latane Conant: But I have this fear

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Latane Conant: Because I think the expectation is going to come very soon, sooner than we’d like, that we… our marketing orgs are 30% more efficient.

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Latane Conant: And that’s the pound.

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Allison Snow: 30% smaller.

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Latane Conant: Probably.

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Allison Snow: Right.

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Latane Conant: I don’t want to…

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Allison Snow: institutionalized. Yeah, right, right.

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Latane Conant: I hope that we can say 30% more output.

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Allison Snow: Yep, yep, yep.

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Latane Conant: That’s my hope, is that it’s 30% more output, and that’s how we are measuring. Efficiency can be measured lots of ways, but, you know.

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Latane Conant: I’m gonna have to stand up in front of, you know, some people, and say, here’s… we’re 30% more efficient, and this is how, and why, and exactly what’s happened. And I’m worried that saying, oh, well, now we can submit an award in 2 minutes less.

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Latane Conant: than we did before. And, you know, now we’ve got this, you know, automation that goes out and does this, that, and the other, and we’ve saved, you know, 5 minutes for this person.

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Latane Conant: Or, you know, we can produce content, you know, at better scale.

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Latane Conant: I feel like those are crumbs.

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Latane Conant: And we’re hoping that crumbs make a cake.

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Latane Conant: And so, my whole thing is, like, I gotta… I’m gonna be able to deliver a cake. And so that’s that signal to meeting in minutes that I’m talking about, because once you start to do that, then the efficiency is in your conversions, the efficiency is in, like, the penetration of your ICP, it’s pipeline created per dollar.

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Latane Conant: It’s pipeline created per marketing headcount, so then we can get away from.

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Allison Snow: Yeah.

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Latane Conant: what you said of efficiency, right? Yeah. And we can reorient onto, like, you know, some other things, and so… so right now, currently, 30… I’m sorry, 25% of my pipeline is created autonomously.

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Latane Conant: And so, think about the self-driving car, it’s like this self-driving pipeline.

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Latane Conant: And it’s not the most…

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Latane Conant: like, crazy stuff. It’s stuff that anybody, I think, could do. It’s four plays. One play is, we call Awaken the Dead.

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Latane Conant: So, you know, typically people open a couple opportunities with Sixth Sense before it’s, like, the opportunity that goes. It’s four times we typically open an opportunity, and so I need to make sure that we’re consistently going back to people that talk to us

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Latane Conant: you know, months ago, and be like, hey, remember us? We talked, let’s go! Maybe this is the one that goes. But having a past open opportunity with us is a signal.

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Latane Conant: And… and so now we have an agent that consistently goes back and reopens up opportunities, so we call that Awaken the Dead. That’s our… that’s the first play.

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Latane Conant: Second play is, you know, The ideal customer for us, or ideal account for us, is on the website.

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Allison Snow: Boom.

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Latane Conant: We paid a lot of money to get people onto that website.

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Latane Conant: Ads, content, you know, training the large language model, like, you name it, like, the whole game is getting people to the website, and it’s getting harder and harder, so when they’re there, like.

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Allison Snow: Yep.

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Latane Conant: Let’s make sure we do the right thing.

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Latane Conant: And so, we can de-anonymize the account, we can, you know, enrich the buying team, and we can, again, put our agent on that follow-up. So that’s play two.

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Latane Conant: Play 3 is job change.

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Latane Conant: like…

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Allison Snow: Big one.

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Latane Conant: if a CMO has brought us in once, they’re 90% more likely to bring us in again, you know, within the first 3 to 4 months of being a CMO at a company, so…

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Latane Conant: Like, let’s get on it. And then the last one is just some of the early-stage nurtures that we do. We’ve reimagined them to be more peer-to-peer, more buying group-oriented.

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Latane Conant: With our agents, and so that… those are the four plays that generate, you know, that go from signal to meeting in minutes for us, and are just always on, kind of doing some hard work.

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Latane Conant: And so, again, to me, I’m like, okay, now I can deliver cake, you know? Like, now I can start to see, like, those efficiency metrics that are not just…

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Latane Conant: I let go of a bunch of people, which I don’t want to do at all.

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Latane Conant: That’s right.

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Latane Conant: And so that’s how I’m thinking about it.

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Allison Snow: Yeah.

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Allison Snow: I admire that, and I think everyone on the call does too, and really can take

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Allison Snow: just an enormous signal from you with the language of change the narrative, right? I mean, you really do still, in my opinion, you do still have the opportunity as CMO, Chief Market Officer, Chief Revenue Officer, to design the narrative, right? Like, we are up against those expectations.

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Allison Snow: No question about it, but we’re not…

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Allison Snow: we are still in some timeframe. I don’t… I won’t venture a guess on what it is to…

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Allison Snow: To determine and start training those folks in that room that you will see what efficiency looks like and what we’re really going for, which doesn’t mean some things, but absolutely does mean,

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Allison Snow: Yeah, you get, you get to design the cake, that’s all. It’s fabulous, and I think the four…

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Allison Snow: plays you listed are really helpful for folks, too. We’re 4 minutes to the hour, and I wondered if you would like to share the best buyer experience that you’ve had in the last few years, or take the opportunity to answer any old question that you want.

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Latane Conant: With our 4 minutes.

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Allison Snow: Tell them what they need to know.

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Latane Conant: I’ve thought about this, I realized I don’t buy a lot…

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Latane Conant: like, I mean, I buy a lot of, like.

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Latane Conant: Clothes and fun stuff like that.

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Allison Snow: Yeah.

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Latane Conant: But… but I do have an interesting buyer experience, and I think this is relevant because…

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Latane Conant: you know, we’re talking about using Gen AI to market and sell, but people are going to use GenAI to buy, okay?

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Latane Conant: And so this is an example where, my son, again, was deciding on what college to go to.

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Latane Conant: And I knew what college he should go to. But you know he’s not gonna listen to mom. That’s not, you know, that’s not gonna work. So we actually built, like, a little digital twin for him, and then we built a college, like, selection agent.

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Latane Conant: And we went back and forth with, like, the choices, and the different schools, and, like, the pros and cons, and we literally, like.

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Latane Conant: talked to the AI to help him make his college decision. And so that was pretty interesting.

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Latane Conant: Then, we took it further, so he decided, he’s at Indiana, Kelley School of Business, yay, go Catesby!

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Latane Conant: then it’s like, okay, now we gotta get ready to go to school, and so we gotta buy all this stuff. Now, luckily, the girls in their dorm rooms are way, way, way more into it than the boys.

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Latane Conant: It’s way more basic, but I just said, hey, you know, he’s going to IU, this is the structure of the dorm room, like, what does a typical college kid need? What’s the list of crap we gotta buy?

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Allison Snow: Yep.

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Latane Conant: And take up there to move in. Boom, boom, boom, boom, boom. All Gen AI. So that was good. Now, the only fail in the whole thing, and this is funny, y’all think this is funny, so my husband’s, like, a real techie nerd, like, he bought Google Glasses and wore them for, like, 2 days until I told him he had to stop. Like, he’s, like, that guy.

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Allison Snow: It’s nice to be honest here.

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Latane Conant: Yeah, I know, I’m like, come on. So he, so I told him he needed to call the loft company and, like, get the loft thing installed.

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Latane Conant: And he used GenAI and asked, you know, what… what… dorm room Kate speaks in.

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Latane Conant: well, how the hell is it gonna know that? Like, this is silly, but whatever. He did, and it hallucinated and said, he’s in Briscoe, buh-ba-ba-ba-ba, and made up a dorm room. So my husband ordered the loft to some random kid’s dorm room.

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Latane Conant: That really happened? Yes!

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Latane Conant: So, dumb kid, I love you! Cheers!

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Allison Snow: Wow, congrats, kids.

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Allison Snow: Enjoy that.

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Latane Conant: So, anyway, a lot of great things about it, but also, it can’t do everything. You still need to go to your son’s dorm room before you go to the.

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Allison Snow: Still some… some human… some human knowledge necessary.

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Latane Conant: Yeah.

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Allison Snow: So cool. So good to see you, Latney.

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Latane Conant: Awesome to see you too, Allison. I don’t want to stand in the way of the next session, which I think is Tim, who I have had the chance to hear a couple times, so everyone’s in for a treat.

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Julia Nimchinski: Thank you so much, Lettne and Allison, phenomenal session. How the community can best support you.

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Latane Conant: Reach out on LinkedIn! Let’s get to know each other.

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Julia Nimchinski: Amazing. Alison, how about you?

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Allison Snow: Well, I just started, just for about 6 months, an advisory company called Sleish Air GoToMarket. I have a new LinkedIn, I’ve got, single-digit followers, go ahead and give me some love there, I would, I would appreciate it, so I will stop,

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Allison Snow: I will stop talking to the void. You guys can join me there. That would be appreciated. Thank you, Julia, as always. Thank you, HSE.

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Julia Nimchinski: Thank you so much.