Agentic Video for Revenue Teams with Vidyard

Julia Nimchinski:
And we are transitioning to our demo showcase. First up, we have Binnie, Senior Solution Consultant from Vidyard. Welcome to the show, Binnie, your digital twin, past the Turing test. So, just a fair question, is this you, or is this your AI?

Binayak Kanungo:
This is real me, for now, anyways. Yeah, no, it is pretty crazy how far the technology’s gotten, but yeah, in the meantime, this demo will be mostly real me. I’m sure AIB will make an appearance here and there as well, though.

Julia Nimchinski:
Can’t wait to get into it. It was really amazing. So, huge congrats on the team and the technology at Vidiart.

Binayak Kanungo:
Couldn’t agree more, yeah. We’re definitely looking forward to showing this off to everybody. Hats off to the product team, without a doubt. Our customers, though, have also played a big part in just making the product as great as it is.
And yeah, once people actually get their hands on their avatars, I know we’re probably teasing it a little bit here and there, but once people start playing around with their digital twins, so to speak, yeah, your mind really opens up to the opportunities or the possibilities that not only AI could provide, but then once you try to throw in the… once you also throw in the agentic ink with respect to it, how your video agent then starts to work for you, it’s pretty phenomenal stuff.
That’s.

Julia Nimchinski:
get into.

Binayak Kanungo:
Okay, that sounds great, let’s do that. Hey everybody as well, nice to meet you all. My name is Binnie, and I’m here from Vidyard. I actually want to quickly share my screen real quick, if I may.
And yeah, so, I mean, over the course of today’s summit, I know you’ve all got some incredible information just across, how you could be using AI within your workflows, how you could be using agentic workflows as well within everything that you’re doing, and just the unlocks that those provide.
And so today what we’re going to be talking about, especially if you’re familiar with Vidyard already, is how do you combine the power of personalized video and personalized video messaging with the power of these agentic workflows that we could start to facilitate across all these different platforms to start to then take things like various buyer signals based upon engagement, and then turn those into personalized videos that we could perhaps create on your behalf, that your avatar could create on your behalf.
not only create it, but also send it out, end up in a prospect’s inbox, and perhaps even get a meeting booked right out of that through a call to action embedded right within, without your team having to do a single thing, all within a minute. And so, pretty cool stuff that we’re going to be diving into here today.
But as for why we’re talking about this, and just some of the things that we’re seeing out there in the marketplace, it is just worth quickly touching on some of these ideas. I’m sure a lot of it, too, are very similar to what we’ve heard over over the course of just various sessions and panels over the course of today, but it’s still worth reiterating.
So, first off, I think it’s fair to say across the board that it is a pretty tough selling landscape that customers, that we’re facing, that our customers are facing. that we’re just seeing across the industry, it’s a lot harder to sell today than it used to be. And we started to maybe ask ourselves, why is that? Like, do people just… suck at their jobs now versus what they used to be.
But that’s really not the case. Like, sales reps these days are so well-educated, they’re so well informed, there’s so many great tools that are available to us to allow us to orchestrate our actions and be as effective as we can be. But still, we’re seeing some not-so-great results, like, people not hitting target when they used to be able to, budgets are tighter as well, so selling is harder.
And so we started to kind of ask ourselves, if it’s not the salespeople that are, you know, any worse than they used to be, what could it potentially be?
And what we’re starting to discover is that, again, this isn’t really the salespeople, but rather the systems and processes that these salespeople are working on, a lot of it just hasn’t caught up to the challenging sales and business landscape that we have out there today. Again, seeing the idea that deals are taking way longer to close than they used to be.
due to the fact, perhaps, that there’s more stakeholders involved in deals than ever before, and with maybe so much noise in various people’s inboxes these days, it’s hard to cut through that noise.
And so, just because of the challenges that people are facing, again, systems aren’t really in place yet to be able to address these challenges and this changing landscape that sellers are having to work in. But inherently, I think a lot of people still rather know this.
So we’re seeing this idea that more than a third of executives don’t have confidence, or sorry, more than two-thirds of executives, rather, don’t have confidence that their tech stacks and their processes and their AI workflows are actually well-equipped to serve the business landscape of today.
And so, ultimately, it comes down to this issue that it isn’t to do with effort, it’s more so to do with execution speed, and as you can see there, reps know what to do, they just aren’t able to do so fast enough, or at scale, or with enough personalization to really cut through the noise to contend with the more challenging business and sales landscape that we’re facing here today.
And, for those of you also that aren’t using video as part of your outreach already, it’s worth noting that this is kind of table stakes at this point. We’re not going to try to convince you to start to use video, because intuitively, it’s something that you probably should be already doing.
If you don’t kind of just think about it, if you just think of a text-based message or a text-based email versus one with a video in it, people are naturally going to engage with the one with the video in it more often. The most engaged-with call to action on the internet is the play button after after all.
And so, just the idea of including a video within your outreach, I think at this point, everybody should be doing that by his side. But beyond just the fact that you’re using video, that sometimes isn’t even enough.
Video used to be seen as just an optional content format that you could throw into your messages or into your outreach, and it used to be done in a way that was kind of passive, where you might throw this into a quick system of record, perhaps, or throw a video in and maybe send it off as part of a message, and maybe you’re tracking who’s watching the video, maybe you’re not, but there wouldn’t really be a lot of activity based around that engagement, and you wouldn’t really be leveraging the buyer signal be engaged with your content if you’re doing it in that old system of record way.
And so, what we’re now starting to see customers do, and you can kind of see the difference between those two columns, is that instead of just using video as an optional item that people are including in their messages and in a way to just make it seem more engaging, they’re starting to use video in a much more strategic way, as not just a system of record or as part of a system of record, but really now as a system of action Where, as people now engage with video, as people are watching your videos, you could then trigger all sorts of workflows based upon that, whether it be to create new videos, to pass them additional resources that might resonate with them.
Maybe that’s a trigger for a sales rep to pick up the phone and reach out to them directly. And the whole idea of kind of how do you use AI in conjunction with using real people is a really important part of this all.
But ultimately, just being able to use video and agentic videos and agentic flows to help just propel your workflows is something that we’re seeing a lot of customers do, and it’s something that you really should be doing as well, and hopefully by the end of today’s session, we can convince you to do that.

Binayak Kanungo:
Now, how this all works, and we’re going to dive into a real demo shortly, but just to kind of set the stage as to how this works, because it may sound complicated, this idea of how do we, like, have an agentic avatar, and then how do we then create videos with this avatar, it’s really not that complicated at all.
There’s really just three steps that it all ultimately comes down to, and we’re going to talk about these three steps within the context, first, of the systems that you see on the screen here, but we’re by no means limited to this. Vidyard supports a wide range of integrations across a wide range of platforms for this particular flow.
And so, what the three steps are, though, at a high level, is first, just a trigger where we need to be triggered, or a video needs to be initiated based upon some sort of a trigger. And so, we could jump on triggers, whether it be from Zapier, or your favorite CRMs, or your favorite marketing automation platforms, or other platforms.
use a trigger to create a video personalized for a specific contact. We’ll create that using a script that we’ll see later on, and then send that video out using whatever distribution platform you’d like, whether it be Gmail here in this example, or again, your favorite CRMs, or orchestration platforms, or marketing automation platforms.
There are a wide range of platforms we could use this with, and it’s worth noting that we support integrations with Zapier, we support native integrations with various platforms. platforms, we have an API, we have great webhooks that people are using, and so there’s no need to rip and replace your entire ecosystem if you want to leverage Video Agent within it.
It’s really easy to incorporate it within what you already have going on, and more than happy to have a conversation afterwards to dive into how Video Agent could look within your respective ecosystem. But to first really get an idea of all of that, let’s first just see how Video Agent works at a high level.
So, what we’re going to do first is just kind of set the stage with respect to what a video agent is, and first what an avatar is, and then kind of go from there. And so, within Vidyards, we could support the ability for you to have up to 3 custom avatars of your own. These are just 3 digital versions of yourself.
So these are 3 versions of me, for example, all prior to me getting a haircut, mind you. But with just a 90-second training video, we could get to the point of you having a digital version of yourself that not only looks like you, but also will sound like you as well.
And within the platform, we could use a couple different voice models to really configure this voice to sound Exactly as how we’d like to represent ourselves online. Then from there, what we’re able to do is then use our avatars within what we call a campaign.
Just a quick point of clarification, this isn’t, like, an email campaign, per se, but rather a campaign within Vidyard is really just a template by which we could use our avatars to create videos at scale, and then the videos that we create from this perhaps are sent out as part of marketing campaigns within your favorite marketing automation platform.
But just a quick little terminology clarification point there, a campaign here is just It’s a template by which we will use to create videos at scale using our avatar. So, within a campaign template, what do we have going on? Well, first off, any video that we create within Vidyard will have some sort of title going on for it, whether it be using our real self or using AI.
And so, we could predefine how videos could be titled using these campaigns using a combination of static text and variable fields. It’s worth noting that these variable fields can be piped in from any of those platforms that we’re integrated with, whether it be through a Zapier-connected app. Or perhaps through a, through an integrated CRM workflow that we have going on.
All sorts of options for you there. Next is, what are these videos going to look like? These two can be defined, everything from which of our avatars do we want to use here, to the layout of the video, do we want to replicate that camera-only type style, or perhaps do we want to have something going on in the background behind us?
And as for what that background is, it could really be anything you want. It could be a still image, a slide, a one-pager, it could be a demo video, it could be a promo video, all sorts of things you could have going on behind you. And then, most importantly is what your avatar is going to say.
This, too, can use a combination of both static text and variable fields, where you could have the option to maybe predefine a lot of the script here, and then just bring in specific values that resonate with one person versus another. Or alternatively, you could just bring in the entire script here via an API, just through a single variable. All sorts of options there.
Now, once you have these campaigns set up, what you’re then able to do is now set up these Agentic workflows to do some really powerful things. And we’ll take a look at a couple different examples here. So first off is one within HubSpot, where, let’s say, for example, we have our campaign set up, we have our variables set up, we’re happy with all that.

Binayak Kanungo:
What we’re then able to do is define a workflow where we could say, right within HubSpot, based upon some sort of a trigger, it could be any trigger we want, maybe it’s when a meeting is booked, maybe it’s when somebody visits our pricing page, maybe it’s when somebody downloads a resource, we could do something, in this case, we’ll just say when a meeting is booked.
we’ll want to have something happen. We might want to send a personalized video out to someone to acknowledge the fact that they engaged with us one way or another. But, if we don’t have time to do that ourselves, which oftentimes we can’t do at scale, why not have our avatar do this for us?
And so, we have a custom action built right into HubSpot here, where we could select it, select which of our scripts do we want to leverage, so which of those campaigns that we saw beforehand do we want to tie to here. Then we could do things like define whose avatar we want to leverage.
Usually, it’ll be the contact owner for someone, so we could use the specific rep’s avatar that the person will be speaking to after the fact in real life anyways. But you can also define specific spokespeople there, if you’d wish to as well.
And the rest is just a quick column, or rather, variable in Vidyard to property and HubSpot matching exercise, where we’ll then just define, kind of, what those fields should all be.
And at this point, we’ve set it up so that videos will be created when a meeting is booked automatically, and that could be fine for some that just want to have us create videos on their behalf, and then they can send it out manually from there.
But what we’re going to do instead is actually go one step further and send out the emails from here as well, where within the email, we could select which template we want to use, we could, within that email template, kind of create a placeholder here for that video to live in, such that when a video is created, how that will then ultimately look is it’ll be created, it’ll be popped into someone’s email, they’ll be able to click into it, watch it within some sort of a branded experience, except for your organizations, your head your footers.
elements on the page as you see fit.
And from there, as they then watch this content, your team will be able to see right in their inbox the fact that people are engaging with their content, which they can not only see within Vidyard, which we have all sorts of great metrics for, but probably more importantly, within whichever CRM we’re using, in this case it’s going to be HubSpot, we can also see these details called out right in here as well, the fact that they’re watching the video, which can then trigger additional workflows from there.
And there’s all sorts of workflows that you could support, whether it be here in HubSpot or maybe in Zapier, which we’ll take a look at next. You could see you could create all sorts of flows that are triggered based upon video engagement. And so, one more example of this, through Zapier, we did just recently create a new trigger within Zapier around identified video views. So, same type of idea.
Regardless of what sort of platform you have going on, you can initiate these video flows, these agentic video flows, quite easily. Here, we could say something like, when somebody watches a particular video and we know who they are, let’s perhaps do something.
So in this case, we could say if somebody watches a video, maybe some of our product demo videos on our website, we might want to have something go on. And what that something might be, well, there’s all sorts of options. Perhaps we want to update someone’s profile in a CRM, in a marketing automation platform, update their info in some database or another.
Whatever it is, you’re able to do that using the power of Zapier.
Just in the interest of time, I’m just going to skip ahead and select the step that usually happens right after that, which will be for Vidyard to create a video, where, based upon some sort of a trigger, maybe we want to do something similar to what we saw there in HubSpot, we’ll want to create a video using a specific campaign script, for this particular moment.
And so, in this case, we’ll select our campaign, we’ll do that quick matching exercise to match across the variables in whatever platform we’re getting this information from. into the scripts in Vidyard that we saw earlier, and just like that, what we could then do is then create videos automatically.
In this case, I’m going to use Gmail to send them out, and so I could then say, let’s create a draft, or perhaps send out this email, or within the email, I could predefine all sorts of details around the copy, but most impressively, I think, anyways, I could even take the embed code for that specific video, pop it directly into the message like that.
So that ultimately, what the end state is, is exactly like what we saw beforehand, where somebody’s going to be able to trigger that flow, have a video be created for them, and have that video delivered directly to their inbox for workflows to then take place from there. This is working for a lot of people, the numbers really speak for themselves.
Everything from just more time saved for reps to be able to do more strategic activities, to revenue that we’re seeing come in from video agent activities, and just the number of leads that we’re seeing come in.
You know, the egentic shift isn’t just coming, it’s already here, and it’s really a matter of just you starting to leverage it, and getting your hands on it, and starting to really appreciate how tools like these need to not just be an optional tool, but really part of your infrastructure. To really have this be working on your team’s behalf.
And so, the best way to really get started with this is just to try it. And so, with Vidyard, we do have a great freemium model for you to be able to get your hands on it, get a sense of what it all looks like, how it all works, and we could dive into all sorts of detail with respect to how this works within your specific ecosystems, which we’ll be more than happy to do at some point after this.

Julia Nimchinski:
Thank you so much, Benny. Amazing session. If you can share the deck, that would be amazing. We can share in the chat. And we have to transition to our next session. We’ve got Taylor Bukowski here.