Agentic GTM in Action: How AI Agents Actually Run Your GTM

Julia Nimchinski:
Next up, we have Alex Roy Rajan, founder and CEO of SalesBox AI. Super excited to feature you, Alex.

Alex Roy:
Pleasure to be here. Julia, nice to meet you.

Julia Nimchinski:
I can’t see you, so it’s a Zoom thing. So let me…

Alex Roy:
book.

Julia Nimchinski:
Live TV… Is there a way to, just… One second, let me try to override our background. It’s really weird.

Alex Roy:
Out of it?

Julia Nimchinski:
I can only see our Zoom background, but… I cannot see you.

Alex Roy:
Oh, okay.

Julia Nimchinski:
—-.

Alex Roy:
Let me just check here… that’s strange, How about now?

Julia Nimchinski:
Nope.

Alex Roy:
Alright, let’s see now.

Julia Nimchinski:
Awesome, better? Something? Signal? Oh, you look like an agent.

Alex Roy:
Let’s enough. How about that?

Julia Nimchinski:
Amazing. Welcome to the show. We made it.

Alex Roy:
Pleasure to be here, Julia.

Julia Nimchinski:
Awesome, I can’t wait to get into the demo, but before we do that, could you please share what’s in your Agenda CoS? What are your favorite tools these days?

Alex Roy:
The favorite tool for… could you repeat for the…

Julia Nimchinski:
Agentic anything. People are typically mentioning Cloud Code.

Alex Roy:
Oh, yeah, I mean, Personally, I like Lovable, I would say, as the go-to place, you know, platform to build things, and you know, kind of use it for everything from… Building apps to building presentations, yeah?

Julia Nimchinski:
It’s awesome. Let’s dive into the demo.

Alex Roy:
Sorry?

Julia Nimchinski:
Let’s dive into the demo.

Alex Roy:
Oh, yeah, sure, yeah. So… To give you an overview of SalesBox AI, it is a unified GTM platform where you have co-pilots that manage agents. to get, to orchestrate your GTM place. So, let me share my screen. And give you an overview of this. Let’s see here… My screen visible? All good? Okay, cool.
So, right now we have logged in as a marketing user, and what you’re seeing is the GTM command center. So at the core of it, it’s important to remember that as a marketer. The GTM Copilot is an extension of you.
So that’s… the approach is very different slightly from some of the other products, where you have… you’re directly interacting with a lot of agents. Whereas here, you have a co-pilot that’s gonna be working with a set of agents, and then reporting back to you, right? So, the co-pilot is an extension of you as a marketer.
So let’s look at what these 8 agents do. The first one is called as an ICP agent. What it does is it scans for accounts that match your revenue funnel or ICP criteria, and it adds that into the revenue funnel. We’ve got an intent agent.
That’s looking for intense signals, it’s looking to, find website visits, it’s looking to, It scans for information online, so there’s, like, multiple signals that you could configure on this, so you could have a funding investment around, you know, so for example, let’s say you’re interested in reaching out to companies who just raised funding.
So, this would be the signal that you’re looking for. So you would, you know, enable that signal. It’s possible to not only monitor signals for existing accounts that you already know about, but you could also do net new discovery. What this means is you’re looking for companies you never knew about.
So, yeah, so that’s… very core of, you know, what the co-pilot, because everything is signal-driven. It’s about, you know, getting the timing right, and these agents help the GTM co-pilot, and in turn, the marketer, get the timing right, right? So… So that’s the, the intent agent.
We have the ads agent that, that ensures that the buying group is… viewing the ads that the marketer has configured. It also brings back the stats, and you know, you have… we’ll look at the dashboard a little later as well. We have the persona agent that expands the buying group from each of these accounts.
We have an email agent that’s crafting personalized emails. And there’s a voice agent, so, like, if you go to the SalesBox AI website, you would see a voice agent that’s speaking, similar to, you know, the demo that you just saw, where, you know, it, these agents.
read, have their knowledge coming from the knowledge base, you know, where it’s already… there’s webpagers, there’s PDF collaterals, etc, which the agent has learned from to answer questions. And similarly, there’s the content agent, which is, you know, creating the messaging. And you have, you know, an analytics agent as well.
So, these 8 agents put together is what the GTM Copilot is managing on behalf of you. So, we call this the GTM Copilot Hub, and we talked about a revenue funnel, so let me show you what that means.

Alex Roy:
So… Imagine you had, for… you have 3 funnels for US, you know, let’s say you have enterprise, mid-market, and small business.
So you would create these revenue funnels. So let’s just go into one of these. You define your ICP criteria, that’s step one. You know, in this case, you define the enterprise accounts. And then you decide what signals you want enabled on this funnel. So this… this goes back again to the account discovery.
So you want companies, enterprise accounts, who’s raising a Series D, to get added into this funnel, for example. So, this is how you would subscribe for such events. And, once the agent identifies such an account, it gets added as an early-stage opportunity, as well on the funnel.
So, you would see, you know, multiple opportunities over time getting added into this funnel, and there are personas defined that you… that… that… that form the buying group. So, the buying group means the group of people who decide they come from, take the decision of buying that product or service.
They come from different departments, so you can actually configure your buying groups, here, in terms of personas. And, you have the Forester Revenue Waterfall showing you exactly where they are, so it’s… everything starts in target stage, then it comes down the waterfall to detected, engaged, etc.
So, you will see that it’s possible to configure stage rules as well, at what point something should come from one stage to the other. You would also be able to… so let’s look at an opportunity here that’s showing in green. We can go into one of these. So you would see that the score is based on multiple components.
So, you know, the score of 18 comprises of a weightage for things like engagement, intent. The buying group fit, the sales fit, account fit. So there’s, like, 6 different dimensions which go into this opportunity score.
And, these are the buying group members that, you know, the agents have identified, and you can actually see all the conversations that’s happening on channels like email, LinkedIn, that’s enabled. And, yeah, so kind of, you know, you get to see all of it in one place.
Everything is scored and prioritized based on the scoring model, so you will see, day-wise, you know, how things are moving up and down. As these agents work on them. So this is very important in a signal-driven system to make sure that, firstly, you’re capturing the signals, and secondly, you have agents acting on it.
So this is how, you know, you set up revenue funnels. And you have, multiple, opportunities that’s added into the system. You have those agents, identify the buying group members. And then have the conversations. It’s also important that, you know, the agents also identify things like a champion, influencer, etc, in that buying group.
It does things like qualification, you know, making sure that the data is right, disqualifying things which are, you know, when it comes to data, perhaps the titles are wrong. Perhaps it doesn’t match the persona criteria as you want it, so behind the scenes, you know, it’s making sure that only the qualified buying group members are identified.

Alex Roy:
And then that… then… then comes the activation side of things, where you have different personas, so I’m gonna go into one of them.
So this is where you set up the agent handoff, wherein you have for all the people, the 248 members, you can set up, like, a drip, you can decide that it flows into a nurture, and in parallel to, you know, a social selling campaign.
So, these are, again, you know, powered by agents, and so what’s happening is, as… So, we should remember the journey. A company A raises Series A funding, that signal gets picked up, then you have the agents expand that to the buying group members, and then it gets added into this drip. And, you have a nurture conversation that kicks in.
On email, there’s another conversation that starts on social media, you know, on LinkedIn. And you can orchestrate, you know, this as required, as a marketer. And all of this is getting scored and prioritized as well. So, if you look at, let’s now just look at the nurture itself.
So, how many of you here, you know, I’m sure all of us here have, you know, run nurture campaigns. The key difference here is that the only input we need to give is the knowledge base and topics to focus on. So in this example, let me just go here to the campaign details.
So, you know, these were the topics of interest that, you know, in this specific case, we gave as an input to the agent. So it uses, both the, the knowledge base and this set of topics to craft personalized messages, so if you look at the history, you will see that… so this is a 7-step nurture.
You’ll see that the subject lines vary, you’ll see that it’s personalized based on each of those companies. You know, they create extremely personalized messages. So as a marketer, you know, you can set that up, set the nurture stream up fairly quickly. The same thing when you’re doing social selling as well.
You would, you would, you would have, an agent that is using LinkedIn and viewing the profile, commenting on it, waiting on it, you know, sending connection requests, etc. So you are, essentially, you have For that buying group members, you know, you have… an agent that is, communicating with them.
So, you know, we can, like, look at the activity log. Let’s see if there’s a, let’s see if we can find a comment. Let’s go here. So let’s… let’s click on one of these comments. So, I think we need to go in here to the activity log. And, you know, you would be able to see the, the post as well, where that happens.
So, Essentially, you have all of this coming back into the opportunity itself. And, you have this coming on the command center that we just saw. So any action that happens comes as a real-time activity on the side, so you’ll see the different agents working on these opportunities.
There is a RevOps dashboard, which is very useful for marketers as well, especially CMOs. They get to see the revenue waterfall, they get to see all the intense signals. They get to see exactly where, you know, the revenue is. You have channel attribution, everything from LinkedIn to the embedded voice, so something like this on the voice.
If somebody calls as well, you know, it comes back in here. You could pull in data from Google Analytics, the different traffic sources. You also have, insights coming on this dashboard. In a similar way, it’s possible to pull in, you know, it’s possible to run ads on the platform as well.
So, you would… you could run, lead gen, display, or LinkedIn ads. And all of this comes back to the, the GTM advertising dashboard as well. So you could monitor all your campaigns here as a marketer. And, you know, you… it would allow you to kind of see how your, How you are influencing the pipeline.
So yeah, so I think it’s just loaded up, so you can see all the impressions, clicks, all the accounts from which the engagement is happening, you can see how much pipeline is influenced by the ads, etc.
Signal to revenue, again, the signals that we capture, this dashboard will show you exactly what sources those signals came from, you know, how much of that converted into revenue. So these are the main signals that we capture, so, you know, anything from funding to new hire, product launch. You know, it, it’s able to capture those.
Everything from a website visit to that. So, we can… if you click on signals, you would see all the signals that’s coming in as well. So, yeah, so, you know, you would see who’s coming in. In some cases, you know, it’s a funding investment-related signal, etc. So all of this comes back to the dashboard and gets scored and prioritized.
That is how this works. And the same way, you also have… we also have a sales co-pilot that works with sales teams, and then SDRs, right?
So, there’s a sales command center in a very similar way, too, wherein you have, So Elvis is a salesperson, you know, that’s the sales co-pilot, which is working with multiple SDRs, and then, you know, there’s… there’s multiple agents that, is working as a team with the sales co-pilot.
So each rep has a co-pilot, which in turn works with, SDR agents. So… That’s the key difference, I would say, that it’s not directly working with an agent, but you, as the end user, you work with a co-pilot, which is an extension of you, and you know, and then, That, in turn, coordinates with these agents.

Julia Nimchinski:
Thank you so much, Alex. Amazing demo, and we actually have two marketing leaders here.