Agentic Revenue Execution

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Julia Nimchinski: Awesome always a pleasure

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Julia Nimchinski: coming up next sales loft is going to be presenting on agentic revenue execution, and Lily Austin, head of Gtm. Innovation is here with us, Lily. Hi!

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Lily Austin: Hi.

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Lily Austin: how are you doing? I’m doing so great! I’m really excited to be here. It was exciting to catch the end of Patrick’s session. I think there’s a lot of stuff that we can complement and also maybe challenge on. I love the fact that we’ve got executives from manufacturing in the audience. And I think, there’s a couple of really interesting use cases we can talk about creating some magentic workflows that create utilization of your erp data which might otherwise be trapped right now.

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Julia Nimchinski: Can wait to get into it.

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Lily Austin: Let’s go all right. We good to dive in.

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Julia Nimchinski: Yep.

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Lily Austin: All right, perfect. Well, let’s start with a stat, because before

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Lily Austin: before I redefine for you what a playbook shift is for revenue orchestration. Let’s take her to a why, according to Gartner, if your sellers start to use and adapt AI, including some of these gigantic workflows, it’s really good for you as a sales leader and executive, because it makes them 4 times more likely just about to hit their quota. And so I always like to start presentations

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Lily Austin: back with this fact, because when we’re in sales, we have this compounding, beautiful benefit, which is, if our sellers are more successful, we will be more successful as leaders in our organizations can grow.

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Lily Austin: The reality of today’s sales teams, no matter what industry you are leading in, is that they have been hobbled by what we call the age of the smarter silo tech abounds, but still things are really disconnected, and so reps are spending time swivel sharing between crms and erps. We’ve got buying signals all over the place, and your revenue teams are still struggling to collaborate and share information efficiently or effectively.

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Lily Austin: And so the net of the last 5 or 10 years of sales. Technology is just bigger tech stacks, and they promised so much. But mostly what they’ve offered us is noise and complexity, and the result of that among this really turbulent macroeconomic climate and higher interest rates are that we’re sometimes feeling like we want to adjust our growth targets down, and that we’re all recognizing. And Gartner and Mckinsey are reaffirming this that sales cycles are taking longer.

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Lily Austin: and that is why revenue orchestration and sales loft more specifically exists right? These platforms act as a system of action that help organize and orchestrate data. 3, rd party data. First, st party data buying signals, information that is in your erps, in your crms. And the concept of this category.

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Lily Austin: It’s it’s what revenue. It’s what analysts are calling revenue orchestration. Or you might start to hear it called revenue action orchestration. But really, what it’s meant to do is organize and orchestrate, how your sellers, no matter what industry you’re in how they go to market.

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Lily Austin: And I like to open with this just as a preamble and sort of a foundation, because this is the basis upon which we have deployed 19 agents and a whole host of AI, including close to 20 patents.

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Lily Austin: most revenue orchestration. And it’s been around for about 15 years right? It started with just workflow and automation streamlined processes. If this, then that basic business rules. But in a world of agents, we’ve really had to think critically about how we can differentiate using our heritage as a competitive advantage, and our approach to building agents is really simple.

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Lily Austin: We have worked with some of the biggest and largest go to market teams around the world. We’ve got over 5,000 customers, and we inspect, especially through our value engineering practice, what current state is.

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Lily Austin: and this allows us to identify the top challenges and pain points that exist, no matter what tech you have or do not have.

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Lily Austin: And what we did was we then created and deployed agents that pattern match some of the problems or bottlenecks that exist in sales processes today.

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Lily Austin: Our agents are built on a foundation of skills. So things like analyzing data writing emails, summarizing, I’m going to show you some of this today.

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Lily Austin: And upon that we have built agentic capabilities where we are able to analyze and combine those skills together to help make sure that we are providing an advisory capacity to your teams. We’re going to talk a little bit about human in the loop here, and where we have governance and sort of checkpoints, where your team can still be in the driver’s seat while getting all the benefits of time savings.

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Lily Austin: because still.

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Lily Austin: even in this world of AI and agents, we are a revenue orchestration platform that allows you to crawl, walk, or run at your own speed. Many of our customers, especially those in manufacturing or medical device sales, for example, really are looking for process codification with

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Lily Austin: a partner who can help them step into agentic workflows slowly while not sacrificing some of the immediate benefits on just implementing a codified workspace. But then we have other customers who are really ready for all the bells and whistles.

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Lily Austin: but regardless, let’s get into it, and let’s talk about some of how our 19 live agents can help you build pipeline, expedite those deals and grow and retain your customers.

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Lily Austin: The 1st agent that we have is our account prioritization agent, and we like to start here because everyone has a story of either yourself when you are carrying a bag or one of your sellers or teams spending time on the wrong account with our breadth and depth of signals. 1st party and 3rd party in real time. We are helping your team focus on the highest priority account those which are showing the highest buyer intent signals from across your web, including your web properties.

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Lily Austin: So while you see Omnistrat on the top of the pack. Here our agent will help reprioritize, maybe health plus such that as we continue to work and deploy some of those agents on Omnistrat. When we revisit this team we might have a reprioritized secondary or tertiary account to go target. We really want to start our workflow by getting reps tapped in to the right account so that they’re not wasting time

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Lily Austin: once they are in those right accounts, we want to help bring real time research with our research agent into the same platform that we want our reps to be working in all the time.

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Lily Austin: Our research agent brings in firmographic data from around the web with Crm data. This includes suggested sales angles that take into account external factors. For example, if you’re targeting publicly Traded Company, maybe key themes from the last earnings call, but it marries those with your Crm. Data to help prescribe and advise on how you might re-approach this customer. If, say you have had 5 close lost opportunities with them over the last decade.

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Lily Austin: We are seeing this agent alone provide a 70% reduction in time, spent researching accounts. And really what this helps you do, especially if you have teams that are going after chunky, multi-year strategic or enterprise accounts, it helps you arrive at a crisp and rapid point of view, which is executive grade.

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Lily Austin: But those points of view they’re only as good as the person who receives them and can see themselves and their own pains or priorities.

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Lily Austin: In that messaging we have a buyer identification agent which helps surface exactly who, from your Crm or your revenue orchestration platform might be best suited to receive that message. And importantly, this buyer identification agent also helps illuminate the power of our 180 and growing partner, ecosystem, including zoom info. So in this gift here, what you’re seeing

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Lily Austin: is zoom info is suggesting net new stakeholders or decision makers which do not exist in salesoft, and also don’t exist in your Crm. So as you think about people moving and changing and buying cycles, sort of having some attributes of squishiness. There might be new people at these organizations in this world of change that are perfect. To receive this message. They might have come in as a change agent, and they might need exactly what you’ve got.

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Lily Austin: So as we think about building pipeline right, we’ve helped Sellers in one platform without you having to build any agents at all, because these are pre-built, focus on the right account, generate a crisp point of view, and know who to target.

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Lily Austin: And that begs the question of how do we make sure we’re wrapping this point of view in the right message? And that’s where our email agent comes into play.

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Lily Austin: It is crafting perfect context, aware contextual messaging for each of your personas. And what I really love about this is that your seller’s tone is in the driver’s seat some tools out. There are just deploying agentic prospecting workflows for you, and we find that some of our customers, especially those that are newer to Agentic or AI, and are slightly less mature in their technology adoption curve

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Lily Austin: that represents a big scary risk for them. Right? Brand brand voice, customer experience. These are penultimate differentiators in a market that is wrought with so much inconsistent uncertainty. And so what we really want to do is make sure that your sellers, those that you haven’t seen that you have trained and enabled and invested a whole lot of time on boarding, that they get the last, say, in delivering a message that sounds like them.

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Lily Austin: with all of the benefits of some of the agentic and AI capabilities that we have

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Lily Austin: the agenda capabilities. They don’t just stop at a 1 off email, right? Our foundation is in process codification. It is in what we used to call sales engagement. Now we call revenue orchestration. So at the core of our platform we have what we call cadences. They are just structured. Go to marketplace, and by the end of the year every single one of a cadence, touch points meaning multi-channel and multi-touch across.

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Lily Austin: Call strips. Social media touch points even suggested SMS touch points. They’re going to be generated by AI.

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Lily Austin: What this means for you as leaders is that your go to market can still have foundational and structured containers in which, for example, you are streamlining outbound versus inbound versus renewals, plays, or expansion opportunities. But within that cadence each of your personas and buyers will have content, that is specific to them.

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Lily Austin: creating within a cadence simultaneously account-based workflows and persona or person based workflows. This creates a really bespoke customer experience without having to waste a disproportionate amount of time

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Lily Austin: the result of all this, all of this embedded AI and agents into the seller’s workflow. It’s helping companies like sixcents to X their pipeline. In just 4 months. It saves you time. It increases your sales team’s capacity, and it’s in one single platform. We’ve been at this for nearly 15 years. These agents are purpose built for how you make money, retain money

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Lily Austin: and serve your customers. You don’t need any agentic development. Hours set aside or earmarked or vibe coding required.

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Lily Austin: Now that we’ve built some pipeline, let’s talk about how agents can help us collaborate better to accelerate deals, and I think this is especially pertinent for leaders on the call.

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Lily Austin: One capability that we’ve just launched is our ask salesloft agent, and what I love about this for executives. It allows you in tandem with the research agent to quickly come up to speed ahead of critical executive meetings. So you’ve got a whole account team that is working to get you tied up with your peer at a key target account. This can help you get up to speed really quickly by asking key questions in a conversational agent. Capacity, of course, reps love this, too.

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Lily Austin: and once you and your selling team are in that meeting, our conversations agent offers that same real time interaction which allows everyone to be prepared to manage, maybe unexpected objections and handle them, or address competitive lines of questioning as they come up with ease. And this feature specifically is coming in the next year, just just as a caveat.

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Lily Austin: But what is live today in the spirit of working opportunities from those live meetings is medpick extraction. So the recording conversations that your team is having from those transcripts we are helping to populate your qualification methodology from your revenue orchestration platform and automatically update not only in our platform, but in your Crm.

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Lily Austin: This reduces time and reduces some of the subjectivity that goes into your medpick process. If any of you here have ever experienced Medpick turning into a box, checking exercise, or sort of like lazy field editing, just so that the Crm logic says, if not, no, go ahead and pass into the next deal stage. This is really helpful in not only populating one time, but continuously enriching

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Lily Austin: how we think about using medpac as a framework to create more pipeline fidelity.

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Lily Austin: And all of this. So everything that we did in the building pipeline, all of our implicit and explicit activity capture all of those summaries that exist from the activity that we’re capturing your Crm data, your Erp data. It feeds into rather our deal summary agent. And this is especially helpful for front and second line managers who might not be able

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Lily Austin: to spend as much intimate time in those deals if they have a large team, or if you’re running more of a transactional deal cycle.

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Lily Austin: I also find as somebody who spent years of my career in overlay roles, that this is really helpful for sales, engineers, solutions, consultants, services, teams, and anyone really that needs to parachute into a deal for just a smaller portion of it, but needs all the context in a way that’s purpose built for them.

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Lily Austin: And all of these deals, insights and interactions. They surface back and help reprioritize with our patented conductor AI into the rhythm workflow that you’re seeing here. Rhythm is an end. All be all task list for your sellers. One of the things that we love about rhythm. If we have any revops leaders on here is that we have no code or low code solutions

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Lily Austin: that allow you to pipe in any signal from your tech stack into the workflow for your sellers, and then reprioritize those with our AI which is optimized towards deal stage progression, cycle, length reduction and win rates. So for those of you in manufacturing, think about how a signal from your Erp, maybe a machine that is sending off

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Lily Austin: signals that it needs service. You could turn that signal into an upsell or an opportunity to re-engage. Replace that equipment, get on site, have a more productive conversation, and move your team into a proactive positioning, using all of this organized and orchestrated and AI optimized data all in one platform.

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Lily Austin: And speaking of manufacturing which I didn’t even intend to do this. But that’s a great talk, Doc. This has helped. Our platform has really helped 3 M. Reduce their cycle time by nearly 3 times, and one quick analog here. Just speaking of 3 M.

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Lily Austin: Is that 3 M. Had a problem with it, taking 200 days to close, lost an opportunity but 100 days to close one an opportunity. So, as we think about building pipeline and moving deals too, there is a whole host of opportunity for us to really inspect and disqualify early deals in our pipeline that are showing signs of really poor health that have implicit data points that suggest.

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Lily Austin: this isn’t something that’s going to bear out in the long term. So I would challenge everyone today to really think through. Yes, how can we open more opportunities, close them more often, retain and grow our customer base. But what are the unconsidered opportunities for AI and agents? Maybe in a platform like this? Maybe something you want to build, or Vibeco it on the side to help disqualify what is in our pipeline that should no longer be there. I know we spend a lot of time talking about that in my role.

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Lily Austin: So, closing out here, we have shown some of our capabilities in our platform to use agents and AI on top of a revenue orchestration platform to build pipeline to progress deals faster. And now we’re at the point where we start talking about, how do we use AI and agents in a singular platform to drive retention and growth?

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Lily Austin: And what you’re seeing on my screen here is agentic conversational marketing. So about a year and a half ago, we acquired a company called Drift. When you think about drift. If you’re a marketer on the line, you think about just basic web chat. But drift has really evolved as sales. Loft has drift now, has agentic capabilities where you can use rag models to upload a bunch of content

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Lily Austin: train those models towards select outcomes, and this is providing a really rapid time to deployment and much greater

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Lily Austin: value for your customers. And we’ve got a whole host of Roi reporting. It’s really exciting, but what I love about drift, and I don’t think it gets talked about enough, especially in a world where we’re trying to break down silos between sales and marketing is that conversational marketing and chat like this helps to de-anonymize your website visitors. And that’s really important when we think about retention and growth

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Lily Austin: in this gift. That’s kind of moving quickly. Here you have a person who’s on your website. The chat agent knows who that person is, because they’ve been deanonymized. They ask a question, and the question not only elicits a chat based response, because we’ve got agents sort of doing the blocking and tackling, and some of that deference for you on your web properties. But it’s sending a signal back into the platform

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Lily Austin: in this instance, that signal, since it’s related to outages that might trigger a sales engineer or a technical account manager. Anyone who’s sort of responsible for having that complexion of a technical conversation, they might get a task within rhythm to go and follow up on that and make sure. All of Maria’s questions are answered.

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Lily Austin: and in real time. This updates some of the account, summary and strategy, not only for sales, engineers, personas, but also for the personas of vice, presidents of sales who might not care as much in this example about the nuances or specifics of some of the technical questions that are coming through.

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Lily Austin: but might want to be considerate of the fact that we’ve got new stakeholders or new buyers coming in right. And now we’re back at well, this is great because we’ve got a buyer identification agent. We might want to go ahead and write a AI generated email that helps get Maria exactly what she wants, so that the customer experience is really cogent here.

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Lily Austin: And so the last thing that I’ll show you, and then we can maybe open it up for some questions. Here. I think it flows really nicely from. Okay, we’ve got

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Lily Austin: account views. We’ve got real time signals coming in. We’re harmonizing sales and marketing. We’re activating all of that implicit data from your web properties in a way that really no one else can. But how else do we serve sales leaders? And I think that today’s best revenue technologies. They’re not just presenting you with a pretty dashboard. They’re really helping you to interpret and drive faster

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Lily Austin: and better data based decisions. And our analytics interpreter is, I think, my favorite agent of all. You can run an analytics interpreter on any page. So we’ve got a whole coaching module for frontline managers. You can analyze on that what you’re seeing here is our command center, which is really purpose built for revenue operations leaders, and then for sales leaders. Here we also have a whole analytics. Hub, that’s got everything from content performance, which might be great for marketers

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Lily Austin: or enablement 2 all the way to team performance and pipeline generation. So all you do is click. The interpret with AI here, and what you’re getting is a list of positive insights, negative insights, and prescribed recommendations for how you might want to take this data and drive more action as a leader, because it doesn’t matter how many agents you have. Right. If you’re not building pipeline and driving deals

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Lily Austin: and moving everything forward faster, using the data and helping you scale those patterns. Then.

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Lily Austin: you know, we don’t really have much of a value prop here, but the good news is that, according to Forrester, when you bring this all together, when you are building pipeline, closing those deals, retaining your customers using agents, AI, and one single platform to do it. You can help improve your retention by up to 12%. And we’ve got some really exciting stories for those of you in manufacturing, shipping or logistics. If you’ve got

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Lily Austin: millions of dormant accounts, we would love to talk to you about how you can deploy some of these strategies to really increase your sales capacity and use some of that signal intent engines to to help reinvigorate those relationships and drive repeat transactions.

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Lily Austin: So if you’d like to learn more about our suite of 19 agents and how they’re helping people like you, we’d love to talk to you. We offer all of this in one platform, and, in my opinion, this helps reduce total cost and of total operating costs rather, and expedite your time to value unlike anyone else in the market.

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Lily Austin: So I’ve got a QR. Code here. This is going to send you over to your to our Demo Page, you can go ahead and request more information. But we also have 7 min here. And, Julia, I’d love to see if there’s any questions from the audience that we could close out on.

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Julia Nimchinski: Phenomenal presentation. Lily. Thank you so much. We have questions one of them from Tom.

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Julia Nimchinski: How much customization can customers apply to the agents that sales law provides.

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Lily Austin: It’s a great question. So we’ve got a lot of customization. So one thing that I didn’t show you today, it’s kind of deep into our back end. Admin is you can build your own agent. So that is functionality that you have. So if you have an idea of something that you didn’t see today that you think you might want to deploy in our platform. You could do that. I think that’s a great use case for taking a picture of this QR. Code and getting in time with one of our sales engineers

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Lily Austin: through our rhythm platform. I mentioned those low code, no code solutions. You can pipe in any data set that you have. And people are really loving the idea of

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Lily Austin: taking data lake information. So whether you have that in snowflake, sending it into sales, often driving a prescribed series of actions for your sellers. So I think all of that helps to speak to the breadth and depth of how much data you can pull into our platform, which in turn makes our agents more prescribed. The last thing I’ll say there, this is a little technical. But I think it’s going to provide some really interesting unlocks

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Lily Austin: for especially complex and global organizations.

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Lily Austin: This fall. We’re launching something called multi-team. So think about it like a parent child, you can have multiple children architecture of instances. Why is that really cool? Well, if you have a team who might be using agents fundamentally different. Good example of this is in the Hcm. Space. They typically hunt and farm as they’re like looking for new payroll customers.

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Lily Austin: The agents might want to be optimized and orient around slightly different metrics and inputs. And so in that instance, we’re having really deep, interesting conversations about sort of deploying agents in these 2 separate child instances that roll up and are managed within one. Your it team, your security and governance teams. They will love that you can even have

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Lily Austin: an instance that is housed on European soil, which makes sure that you are fully compliant with Gdpr. While potentially stepping into some of these agents a little bit slower overseas than you might in like a North American iteration of that.

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Julia Nimchinski: Amazing. Next question. We’ve seen signal-based workflows break under pressure.

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Julia Nimchinski: What does it take to make those signals actually reliable?

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Lily Austin: Good question, so I also saw there was a great post by Frank Perkins at Datadog, and he sort of took a really big jab at signal-based selling, and his whole thesis was like, this is just noise, and when you take all these signals and you just jam them into a workflow for a rep

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Lily Austin: they will tune out, they will not use it. It’s just organizing the noise into one infinite task list. And I think that’s why we feel really strongly about the account prioritization agent.

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Lily Austin: Those signals have to nest up under something bigger. And that bigger thing the way we think about accounts, especially if you were an Ae. The way we think about prioritization rather is accounts. So I think that’s 1 way to do it. The other is using our play builder, so not every signal should inspire something.

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Lily Austin: so I think less is more starting small, really workshopping with some of our pre-sales teams where to start. But the other thing to consider and a workshop is a really great opportunity to do this.

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Lily Austin: Signals mean different things to different teammates, and our back end allows you to do this. So if I’m an ae and we get one signal, it might mean something very different to me than it does to my Cro. Than it does to the Sdr. Than it does to the sales engineer. So I think central to making signals valuable is really considering

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Lily Austin: one to 2 to start with, to drive that comfortability and flex the muscle.

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Lily Austin: and if there is an opportunity to send different prescribed actions to different reps on an account team to trying to test with those and then getting some feedback on it. But I also think those signals have to roll to something higher, and that typically, in my opinion, needs to be, how do we take signals and drive account? Based prioritization? Not just flat, signal-based noise.

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Julia Nimchinski: Lily, that’s an interesting question. Especially given your Gtm innovation leader. What’s actually being automated today are reps really skipping research and call prep entirely.

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Lily Austin: Like like sales reps. Is that the is that the question.

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Julia Nimchinski: Yeah, there’s a lot of confusion like around the Futurism Oai agents. And what’s actually possible.

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Lily Austin: Oh, yeah. So, in short, no, we spend a lot of time with our team, analyzing and interpreting what the research agent is kicking up. So I find that there is not an opportunity for sellers to just go from

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Lily Austin: logging in to sending an email. Here’s why

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Lily Austin: let’s say that everything works perfectly. The research agent does a great job. The buyer intent agent does a great job. The email agent does a great job and you get a meeting that

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Lily Austin: terrifies me, and it terrifies our Cro, and it terrifies our sales leadership. Why, you need to be able to have a conversation with somebody. You need to be able to speak fluently about everything that you just pitched to this person. It’s why I feel really passionately about having human in the loop and making sure that

02:57:36.520 –> 02:58:01.210
Lily Austin: as we use AI to expedite these things, we are still challenging ourselves to learn and understand, we vibe coded. This really cool point of view generator, which we’re going to put it into our platform. But it not only does the research, but it creates a deck for you that you then can ship out in a cadence, super cool. If you want it, reach out to me. We can set up some time to maybe demo it to you.

02:58:01.630 –> 02:58:19.320
Lily Austin: but even that we have a touch point in there where we are asking reps to sit with it for 20 min and make sure that you understand it. And in this world of AI and agents I increasingly find the human interaction, the time that you can spend

02:58:19.900 –> 02:58:37.339
Lily Austin: ideally in person, ideally, in person, with people, but if not, the next best is in an interaction like this, a 1 on one meeting a telephone call. They are becoming more and more important, and with that we need to use AI to quickly bring us up to speed.

02:58:37.340 –> 02:58:50.009
Lily Austin: But I think if you use AI to really augment too much of that buyer and customer experience they’re going to know, and it’s not going to be great for them. So my advice is to just really think about

02:58:50.060 –> 02:59:14.990
Lily Austin: highlighting and illuminating all the good things about your team’s Eq. And good business acumen. Those things are becoming increasingly important, I think with all this, AI, there is a real return to the art of sales. The science is, is getting faster and better behind. But that art, how we build relationships, how we communicate, how we show up for our customers in person. It’s becoming irreplaceable.

02:59:15.860 –> 02:59:20.799
Julia Nimchinski: Thank you so much, Lily. And the last question we ask this every single session

02:59:21.050 –> 02:59:34.359
Julia Nimchinski: as a Gtm. Leader and innovator. What’s what would be your piece of advice for all of our executives watching? How do they transition to this new reality of a gentech scaling? Where do they start.

02:59:35.910 –> 03:00:00.569
Lily Austin: If you do not have an AI Council set up, please do that. Please make sure that you have representation from your go to market teams. We have found that too often they are siloed over in it, or technical, and a lot of times they are missing an opportunity to accelerate or expedite some of your go to market, so I would say, work with those broader it. AI councils. You might need a secondary cohort here

03:00:00.610 –> 03:00:29.970
Lily Austin: we have spun up biweekly revenue excellence sessions where we train and enable hands-on keys, our team using things like deep research Gemini models. We love. Notebook Lm, we have a great partnership with Google and Gcp. But we have had to lead from the front, get hands on keys, write prompts for people, create prompt libraries. It takes a long time you will have a spectrum of adoption and interest across your organization. But just get started.

03:00:29.970 –> 03:00:31.600
Lily Austin: Just get started, is my advice.