AI Teammates in the Revenue Workflow

Julia Nimchinski:
And… next session! Welcome to the show, Gerard Green and Brad Crane. And… boom.

Jarod Greene:
We are here. Hi, Julia, can you hear me?

Julia Nimchinski:
Yep.

Jarod Greene:
And can you see me?

Julia Nimchinski:
Yeah, full house.

Jarod Greene:
All right, you got me twice. You got me and Brad. I know we look alike. I know people confuse us all the time. But, we are here and, and ready to rock. How are you today?

Julia Nimchinski:
Well, I’m excited, AI teammate!

Jarod Greene:
Yeah, let’s talk about it.

Julia Nimchinski:
Let’s talk about it. Let’s automate the full sales motion.

Jarod Greene:
Beautiful. If you can see my screen, we can… we can get cooking.

Julia Nimchinski:
Not yet, but yeah, now I can.

Jarod Greene:
Okay, AI teammates in the revenue workflow? Beautiful, thank you. Alright, well, Brett and I are excited to talk to you today. I’m Gerard Green, I’m the CMO of Vivint. I’m joined by Brett Crane, who’s the VP of Sales and Solutions. Together, we lead go-to-market here at Vivint. And what we want to do today is zoom in on something that is near and dear to our hearts. Fun fact about Brett and I, I led product marketing at a few companies, HiSpot. Appdio, Sharewell. Brett’s led pre-sales at a few companies, Bullhorn, Zora, and even Vivint. And, we fancy ourselves pretty good AI, or sorry, not AI, sales teammates. We fancy ourselves to be, hopefully the best teammates, a rep could ever have. Product marketing certainly wants to set the table. I know from Brett’s world, when he was in pre-sales, wanted to make sure that the rep had everything they needed to be successful. And now, as we’ve kind of transitioned roles, I don’t think that ethos of wanting to be a great teammate has ever left. And so we’re excited to talk to you about that today, and get right into it. I’ll set the table on just how we think about the world, and what an AI teammate is, and how it fits in the workflow. And then Brett’s going to, show you how it all works. Sound good? Cool, alright, let’s rock. You’ve seen this, and I’ve been on the last couple of sessions, I don’t think it’s overstated, but, current state of AI investments is a little messy. There’s no shortage of AI tools out there. I borrowed this from Gartner, but it really looks at the sort of plethora of AI agents that sit at the top of the funnel. They help reps write better emails. They help reps pros prospect into accounts and do research. They do some good things. But as you’re gonna get into the deal, as you get into the funnel, where the rubber starts to meet the road, you certainly see a mix of or you see a drop-off of where these tools can be effective. The team certainly gets busier, the team certainly can use more tools, but in terms of effectiveness, those agents start to disappear a little bit. And so that notion of closing deals starts to slip. So, you’re starting to lose a couple things. You lose insights, because once the rubber meets the road on the meetings, on the deals, when it’s closed. time, we lose insight to what’s actually happening there. We lose time. We’re doing a lot of things, but are we doing the right things more effectively? And ultimately, we end up losing deals. We chase, kind of, deals instead of changing outcomes. We’re not able to surface and identify product gaps effectively. There’s a lot that happens in that drop-off of where an AI agent can impact the work of a rep as it moves through the cycle. and gets to a place where it can now change the sales team, and ultimately change go-to-market, and eventually change the business. So again, we see the state of AI investments being heavy at the top, and then drop off as things move through the funnel. what are we doing to solve that? Well, we certainly see a world where, again, the AI that sales reps have, and we’re not picking on any one particular or 12 particular vendors, but again, they make teams busier, not necessarily make them better. Just a few weeks ago, I had a conversation with the sales leader, said something that hit different. Said, look, my team has more tools than they know what to do with, but they’ve never felt more unclear on what to do and when to do it. And again, the sellers don’t live in an AI enablement lab where you have to enable them on how to use all the tools. They don’t need that. They need clarity in the moments that matter. There’s a statistic we often use from Gartner, it says 49% of sales reps today consider themselves overwhelmed, and overwhelmed sellers are 43% less likely to attain quota. And I know that this is the reality for many reps today who are swimming in a multitude of tools. But in the moments that matter, when they actually need an answer to a question, when they actually need assistance, when they actually need help with that objection, it’s difficult to know which ones to turn to. Now, we’ve done some research on this, and Julie, I’m happy to share this report with the audience, but, two months ago, we surveyed over 500 individual contributing sales reps, and we asked them, what are their impressions and expectations of AI? There’s three insights that I think are worth sharing here. Number one, you see that the majority of reps want AI assistance or AI help. outside the deal. And what I mean by outside the deal, it’s, yes, you see a concentration of reps who want it for… prospect research and lead generation, but you see a whole lot more, who want it for proposal solution creation, deal management, post-sales follow-up. There’s a whole world of things that they want done beyond, help me get the meeting, and they want to help on what to do. with the opportunity as it moves through the funnel. Another question we ask that’s really important, and I think will provide context into why a teammate, is because, you know, we’re still humans. We’re still human beings. There’s still 3 human beings on this call right now, at least on this panel. And, there’s a notion of how you build and nurture relationships, how you, foster trust, how you do the things that innately only humans can do. And so when we asked reps, hey, what part of the job do you feel, sort of least confident about AI to handle? No surprise that building trust and relationships serves at the forefront. And one more survey question that we think is interesting. We asked, how would you describe your ideal relationship with your AI? If you could kind of… Put it in one of the four buckets here, what would you put it as? It’s pretty clear that they don’t want a manager, right? They don’t want the AI to be another manager, kind of an overlord over them, telling them all the mistakes they make. Coaching’s interesting, if they can provide some insights, but you can see the majority want an assistant and a partner, right? Like, help me do the things, but also do the things I don’t want to do, or need to do, or you can do better than me. And so we really take this seriously when we think about the concept of a teammate. In the context of workflow. So, again, codifying these behaviors, really important, because every sales leader we talk to knows what good looks like. And the top 10% of reps certainly know what good looks like as well. We also know that the top 10% of reps they function a little different, right? They ask different questions, they prioritize different stakeholders, they know when a deal is real versus it being a fantasy, and that expertise sometimes lives either in their heads, or in decks, in slacks, and it lives all over the place. It’s not embedded in the workflow. And that’s what Brett and I are here to talk about. That’s what we’re here to show you the difference between just kind of using point AI tools over time, and really seeing what it would be like to take your best practices, take your sales process, take your toolset, take your sales methodology. And instead of embedding that into a human, you embed that into an AI teammate, who now knows that and can scale. And so now that middle percent, that middle performer of just 60% of reps, not the top 10, but that middle 60, now has a teammate that they can operate with, that understands process, understands methodology, understands your products, understands your platforms, understands your partners, understands the whole gamut, so that they can be more effective. And now, by raising that kind of frozen, or thawing that frozen middle. The revenue performance scales, incredibly well. So, that’s where we want you to meet our sales teammate, Ava. She is built for the moments that sales teams miss. Brett and I talk a lot about the way she helps reps before a call. She can roleplay. She can do research, she can prep, and many of you may say that’s table stakes for most AI tools, and, like, I would tend to agree. She can also help you after the call, she can provide that coaching, she can provide those follow-up messages, she can help you with strategy. Where we see her making the most impact for sales teams today is that active engagement on the call. Again, going back to the roles Brett and I used to support, product marketing wasn’t on the call with the rep. Product marketing might set a lot of those materials up. But not there in the moments that matter. And Brett, as a solution engineer, sales engineer, may have been on the call, but maybe not on all the calls. And Brett was kind of there to be that crutch, that assistant that that rep may need it. You don’t need that anymore when you can have a teammate that understands everything that needs to be understood about your product, your processes, your people. to join the reps in the moments that matter. And that can be either active, ongoing engagement, that can be silent assistance in the background, but being there on the call, during the call, in the moments that matter, we think is really important, and we think the reps who work with Ava feel that way as well. There’s one more piece of this that I think is important, is that she doesn’t just work with you in those moments, she works with you throughout the life cycle. So if there are assets or resources that need to be created that support the development of your value case, stakeholder overviews, closed plans, remember, she’s knowledgeable of your process, your people, your methodology, your preferences. And so, unlike working with 4 or 5 different AI tools or AI-agentic tools that all have different brains, all have different resources, all have different sales lakes and knowledge lakes. Ava keeps all this context together, so that’s really important. I won’t go too much into the science, I won’t do this justice the way, some of the folks at Vivim will, but Julie, you wanted to talk about architecture specifically, and we think one of the big differences here is the way we’ve built reasoning into our sales teammate. Not all knowledge is created equal. There’s declarative knowledge, there’s facts, there’s statements, there’s data, and that can be handled by systems like that. Like RAG? But that’s only one kind of, knowledge. We know human expertise isn’t just about having more information, it’s about having a structured understanding of that information. This is what Ava’s been built to model. She doesn’t behave like ChatGPT or other frontier models, what reflects there is an average of what’s being published. Ava is different. She captures expert, structured knowledge, knowledge that we’ve gathered over the last decade across millions of winning behaviors from sales teams and sales reps. She understands what information is valuable, she understands what information deserves priority, and she understands what processes lead to the best and final desired outcome. And so again, this matters because it gives her the ability to know what she doesn’t know. And you can only know what it is in your source data, you can’t recognize what’s missing. There’s no concept of completeness with a lot of the rack systems off the shelf, and so for a teammate to be proactive, it’s gotta have an understanding of quality. It’s gotta understand what’s required to meet a standard, it’s gotta understand what gaps need to be filled in. Anything less than that just doesn’t lower quality, it creates risk. And so, Brett and I and the whole team talk a lot about why would you invite a teammate to a call who doesn’t understand these things if there’s risk involved, and we wholeheartedly agree. But we believe that the way we’ve built our teammate, we feel like the way we’ve structured knowledge and get her to show up in the moment, means that she knows exactly what to do and not be a liability in those moments. So again, just like a human, it’s far better to have someone who’s aware of their limits. Versus someone who is, confidently wrong in front of your customers. One more bit, and then I’ll pass to Brett. this is in a white paper that will absolutely provide your audience, but this is what you’re seeing in the chart here. It’s a punchline of the research from our chief AI officer. Joe Miller. On the left side of this graph, you see frontier models, reasoning over raw text, no ontology, no structured world model, all the reasoning… as the reasoning and the depth increases, there’s more multi-step connections, and the performance starts to drop. So, these models, they sound fluent, they look confident, but as relational complexity increases, that fidelity collapses, and they start to sound and look a little silly. Now, look what happens when you give a model explicit ontologies like the sales ontology we’ve provided in a knowledge graph. you get a structured representation of how the domain actually works. The performance stabilizes. And even, again, smaller, less sophisticated models, may recover performance when reasoned over structure. But again, the breakthrough isn’t the fact that we’ve built a better model, it’s that we’ve built a better map. So again, this is, directionally relevant to what we see in sales and go-to-market. Those live deals are multi-hot problems. So again, from stakeholder, to decision criteria, to risk, to product capability, to business outcome, if AI has to reconstruct that logic from scratch every time from unstructured text, like you typically would put into these models, it’ll be brittle. But if it had shared context, a structured model of how you and your motion and your process and your people work, it becomes more reliable. And that’s the shift. And so again, more to follow on this if you want to delve into it, happy to provide that white paper as a resource, or you can go to vivin.com to get that right now. Okay, cool. Last piece, promise, then I’ll turn to Brett. Something practical we feel about working with a teammate is that Brett and I are teammates. I wouldn’t just work with Brett on Slack, or in text. That would be silly. Sometimes I need to pick up the phone. and talk to Brett. I like his voice. I want to hear it. And so, the ability to work in different modalities is important when we think about the concept of a teammate. Text makes a ton of sense, but the ability to talk to it also Makes sense. And again, the ability to build that as an avatar so that it feels and looks like a team that you can work to versus just something in the side window. Provides collaboration that we believe humans naturally need to do. So your ability to ask Ava questions directly, your ability to ask her to do things on your behalf, her ability to nudge you proactively is all really important. So we can think this notion of a multi-modal experience throughout all the moments that matters is critical. And we’ve built her to support that. So, I promised you’d see it in action. I’m gonna turn it over to Brett and, have him show you how we and other teams work with Ava.

Brett Crane:
Thanks, Rod. My screen here. There’s one other little thing I have to do every time, which is share my audio as well, too, so bear with me one second. Alright, can you give me a thumbs up if you can see it? All right, good. I got my Zoom thing right in the way here. Okay. So one quick, little housekeeping item, Julie, I know we were chatting on the side. Typically you would see Ava as, as someone that would be on, on the side as well, too, as a box. I don’t think we can actually make that happen today, just because of a little snafu of elevating her to a panelist, but that’s okay, we have a backup plan. What I want to talk to you about is how Ava really shows up as a teammate for you in the moment, like Gerard talked about. the first thing I would say is, like, where you land, where your home is, is typically your calendar, right? Like, you’re a rep, you have lots of meetings, hopefully you have, you know, 70% of your week is tied up with customer meetings, and we want to get you there fast, so you have sort of a… what am I doing today, and how do I get there really quickly? And I’ll jump into that in just a second, but I’ll put a pin in that for now, because what I wanted to do is talk about what Gerard just mentioned a moment ago. It’s like, how does Ava actually show up with the brain of a seller or a teammate that would work alongside of you in a helpful way? So the first thing is there’s training, which, Ava actually comes trained, so she does web research and actually gathers a lot of information on her own, and then runs it by typically, like, an administrator of the system, maybe an ops person or an SE leader or something like that. And then from there, they continue on and do things like build out, like. hey, what are customer stories that we might want to train Ava on? So she gets a sense for… basically, what do your products do? What are the use cases they support? What are the capabilities of your product? Who are your competitors? What are the customer stories that come to mind when you actually need to go sell your product? Separately, over on the other hand, other side here, we also provide guidelines, so things like, MedPick, for example, might be the way you run your business, or you run your sales process, or you run Spiced. Or, like, you know, command the message, or whatever it might be, that can all be layered in as well, too. And you can tell Ava your acronyms and how to speak. We always joke about you could have Ava give you MedPick in, like, a pirate voice if you really wanted to, but the whole idea here is that it puts it in your context, your language, how you sell, your sales process, your staging, everything is there for you through AVA being trained and ready to go. So back on this page, typically, like I said, I would have Eva on this phone call, just couldn’t get her on because of the webinar here, but we’re going to go into Leverick, which is this fictitious prospect that I have here. The first thing I’d want to do is probably do something like pre-call research, and so we give you what we call popular prompts, but you set up what are the things you do the most as a seller. We come with a library for you, and then you can configure which ones you care the most about. So whether it’s research, whether it’s stakeholder mapping, deal strategy, deal reviews, like a medbic review or something like that. you know, competitive analysis, coaching, all these things are here for you, and you can actually make your own as well, too. So I ran the… just the research prompt here, and got a little bit of information about my customer, or about my prospect that I’m about to join a call with. So it takes a little bit of that admin burden off of me, and obviously I might go a little further, and I might keep asking some questions, but I’m getting ready for the call. So then from there, and this is where I’m going to need another thumbs up from Julio Gerard here, is we should be able to pull up Ava and do some roleplay as well, too. So you can see we have two different modalities here, voice and avatar. I want to pull up Avatar because it tends to be a lot… a lot of times the modality that is preferred. Can you… can you hear Ava, or no?

Julia Nimchinski:
No.

Brett Crane:
No, you cannot. Okay, let me see if I can get that audio. Fixed, let’s see… Usually, I see the audio in a different way. But, sorry, this is not how I would have expected, so… What we might do here… let’s just see one more thing, sorry to pause on the fly. Yeah, I’m not seeing it.

Julia Nimchinski:
No worries at all, Brett. What if you reshare it?

Brett Crane:
Yeah, let me try resharing, let’s try that, it’s a good idea.

Julia Nimchinski:
Typically, you just need to tick the box. Sure, audio.

Brett Crane:
Okay. That’s weird, normally I see different audio behavior. Let me just try this one more time. We may have to… unfortunately skipped that part, but that’s a piece of it, so that’s okay. We can keep going. But what you would see here is, normally I would pull this up. And you won’t… although you won’t be able to hear what she’s saying, I’ll try to paint a picture here. Ava has sub-second responses, so when I respond to and address her, she will be talking back at me, and unfortunately, can’t hear that. So what I would normally say something is, like, hey, Ava, why don’t you act as the sales rep at Contact Deal? Yeah, and you can act as the rep, and I’ll act as the CMO, and we can role play and get through this together, and prep for the next call. So then we would go back and forth, and Ava would come back with some really good, good guidance there. From there, I’d be, you know, ready to go after the roleplay. I might want to then go into the meeting itself, so this is where my calendar comes into play. So, you can see my upcoming meetings. I get a quick meeting brief as well, too. Who’s on the call? What’s the agenda? What do they care about? So I’m ready to go. This is where I was having a bit of trouble here, so sorry about that, but this is where you have meeting controls, where Ava can join the call. And then Ava has different modes of transcribe only, which means she’s just sitting there, sort of listening, not saying anything. voice, where she can be chosen to speak up and actually speak to a prospect on the call. Some of our customers that are in the space of being more like, technical or domain-specific knowledge. They actually have early career sellers that bring Ava on the call, and when they get jammed by, like, a CPA or, you know, a developer that they don’t know the answer to, instead of losing credibility, instead of saying, hey, I’ll get back to you, they bring Ava on the call. They have Ava actually bring her voice to the call as well, too. She’s a box there, and will speak up. And then some of them are also bringing on the avatar to have a more humanized experience, so you’d see a face that, you know, looks a little like our own, like you saw a moment ago, but on the Zoom, on the WebEx, what have you, speaking right back at them. And you can always control, right? So if you want Eva to leave, go on silent. pause her, all those things are there for you, so you never lose control of Ava speaking out of turn or anything like that. She’s also there trying to hear wake words, right? So if you address Ava, she’s actually constantly saying, am I being addressed, and will look to respond when she is. So, you know, the idea is leave her on the call, engage her when you need to, put her in the modality that you think is the most appropriate with your prospects to ensure that you get the best result in the moment for the call. I thought this might happen, where the panelist thing could be an issue, and what I wanted to show you is once Ava is on the call, regardless of the mode that she’s in, she’s also doing this thing we call whisper mode. And so I wanted to show you, like, this is a static screen of what this would look like, because I thought this might happen, but we have AVA transcribing in real time, so all the things we’re saying are just flowing in real time. Usually, people aren’t staring at a transcript. In fact, it’s hard to read as you go. It’s helpful for people that might join the call late, though, because they might say, hey, like, what did I miss, right? A sales manager might come in and help their rep, or an SE joins late because they’re double-booked on a demo. These are things that can be really helpful, and you can chat directly with Ava. but also able to be sitting there and proactively looking for things like objections. So things like, hey, they’re not directly saying they have a question, but they have concerns over whether the responses will be generic in this example. So maybe you want to ask a question to dig in, to actually understand more about that. When they do ask direct questions, like a product Q&A, a technical question, Ava will also provide responses. So then you have a choice. Do you actually say the thing that Ava told you to say, because it’s, you know, something you kind of already know, and you can smooth over, and you can gain that credibility? Or do you have Ava pipe up and actually say the answer for you? In some cases, if you’re a partial expert and you can get through it with the guidance of Ava, go for it. In other cases, you might have no idea what’s going on, and you might want to just let Ava take the wheel and actually get the response there, because she is trained on that domain expertise that you may not be, for instance. So I… sorry for not being able to show this live. I thought it might happen with the webinar, but that’s something that would happen while you’re on a call, with Ava there for you as well, too. The next little thing I was going to show you as well was, you know, when you’re in, in and having the call. you’ll then also be able to engage Ava in other ways. So the voice, if you don’t prefer the face, like, the voice is another way to do this, right? And so, I think this is the one that I see customers using the most in front of their prospects. The avatar is the one I see folks using internally to get a little bit more of that information. And she’s talking to me, but you can’t hear, just want to confirm.

Jarod Greene:
Okay, it’s okay.

Brett Crane:
Yeah, okay. That’s okay. All right, so, you know, what I was gonna do next is a lot of times people end a call, they ask about coaching. You can do that either in text format, avatar format, voice format, but the whole idea is Talk to Ava about how it went, right? She’s on the call with you a lot of those times. Even if she’s not on the call with you, we actually hoover in that information from the conference providers, from the likes of Gong and others, where they might already have those transcripts that she’s not even on the call for, and even can give you that same set of feedback, can have those same set of conversations with you about how the call went, where you might be able to actually, where you might actually be able to get some of that coaching. Then, after the call goes well or doesn’t go well, then you have the opportunity to get other things, right? So maybe you run Medic, like I was saying earlier. You have the ability to then see, how am I doing on the deal? Right? And so, again, a lot of the times, this is, like, administrative information that’s really difficult for the teams to pull together. And so, for that reason, we give you things like scorecards across your sales framework. where might you be weak? Where might you be strong? And even things like recommendations along the way, so, like, economic buyer is very weak here, you know, what is the recommendation of Ava to say, how do you actually get through to improving? Oh, well, obviously you need to get access to the economic buyer, their reference, but you don’t know who it is yet, and you want to engage that person directly, and what are some of the things that you can do to go get there, as an example? It’s just one way that, you know, you can use one set of the popular prompts to be able to to go about and get all the information you need after the call as well. And then, the other thing I would say is. Not everything is happening, necessarily. with Ava directly, or with your prospect directly on the call, and what I mean by that is, a lot of times you’re on a call, you’re in Slack in the background. You’re working with your team, some of them are on the call, some of them might not be on the call. The cool thing is, actually, people can come along for the ride, they can see the call as it’s happening if they go and go work with Ava in this web interface and look at the meeting, so that’s one thing they can do. But also, we can directly engage over in the world of Slack, so I just pulled up Slack. This is a demo environment, so excuse the lack of real conversation, but I have a couple of my colleagues here, Andrew and Taylor. And I asked Taylor something that I wanted an answer to. She didn’t give me an answer, so that was a couple of hours ago. What I can do as well, too, is I can just simply at-mention Ava, so she’s over here with me as well, and she’ll be able to use Again, the same set of knowledge you saw over in the web app, where she was working with me on my deal as well over there. She can work with me here, too. I should say, as these things are happening, so Ava’s just sort of saying, hey, I’m getting to work, and she’ll come back with a response. What I should say, too, is as these conversations are playing out, this email and other sources are also feeding Ava’s knowledge as well, too. So back wherever I operate, whether it’s in Slack. or whether I go over and operate in the web app, or whether I’m talking to her as voice or avatar, that knowledge is in Ava’s, you know, digital brain, if you will. And she can tap into that to leverage it for, for using for us on deal strategy, deal execution. And again, keeping reps in the moment of what they care about. They’re highly paid to close deals, create human connections. not as highly, you know, paid to do things like administrative work, you know, set their medic, things like that. Ava can go do all that stuff for you. And here, as I was talking, Ava responded with a really detailed write-up of what’s going on with LabRik to prep me for the next call. And of course, my colleagues can see this as well, too, that Ava has responded there and collaborated with her as well. So, apologize for the, the hiccups there of not getting Ava on the call in the moment. A little bit… a little bit, you know, tough to, to not be able to hear her audio there or get her on the call, but, that’s… that’s what I had to show you today. Hopefully you can see how Ava’s trained on how to sell with you as a seller. She’s right there along for the ride with you. She’s right there with you in the moment, doing things like documenting all the things that are taking place, feeding you with information on the fly while you’re on the call, allowing you to collaborate with her and your colleagues together while you’re in the moment with your prospects and working through your deals to win together. I’ll kick it back over to, to you, Julie, or Gerard, and hopefully that was, A good sense for how Ava could ride chocolate with you on a deal.

Julia Nimchinski:
Amazing session. Thank you so much, Brad and Gerard. I have so many questions, but one of them, we have only a couple of minutes here. So, in terms of architecture, you see the integration of AI into GTM workforce and workflows as a teammate, as an assistant. So, I’m curious on… just to hear your perspective on the evolution of the org chart. how do you see it? Would Ava interact with a third-party agent like Ava? Or, like, is it a mix of humans and agents? Is Ava a super agent?

Jarod Greene:
It’s an interesting question. I want to hear Brett’s point of view. Here’s mine. I think the world we see is that every rep’s got an AVA. Every single rep has a teammate along their side, and while Ava has kind of the centralized knowledge of what the best practice is. procedures are. Each rep’s got a different personality, each rep’s got a different take, each rep’s got a different view on it. We certainly do see a world where Ava begins to interact with other agents. She interacts with other tools today, and as those tools have different interfaces and workflows, you’d imagine a world where Ava’s acting on behalf of the rep, faithfully with, with other agents. It’d be a good question to kind of probe our… product team for, but we certainly see a world where the teammate does everything your best human teammate does, whether that’s interact with other agents, or in some cases, Julia, interact on your behalf. We certainly see a world where, Ava can do discovery calls on your behalf for those very busy reps who need to do high-level, rudimentary discovery, imagine a world where Ava’s deployed on behalf of the rep to do that work, faithfully executes on behalf of the rep, pulls that relevant information back, and keeps the sales cycle going. You certainly added scale there, but Brett, you’re really close with the product team as well. Thoughts there on that?

Brett Crane:
Yeah, I’ll just pull up one slide here. I mean, this is just, like, a common architecture in some ways, where, you know, all these tools you see, whether it’s Salesforce, or Clue, or Slack, or Gong, or Gamble, like, they all have agents that are out there, right, specialized in what they do. Now, the architecture for how these things integrate into other agents is still… very much out there up in the air, like MCP, A to A, agent-to-agent, and you get things like ClaudeBot, MoltBot, like, you see the security risks that are out there, and so you can’t just sort of say, hey, let’s take our hands off the wheel and let these things run. When they can talk at a detailed level and do things in systems, then things get a little scary, and so I think largely that’s still coming together in terms of how these things should interoperate. But the great thing is, there’s still APIs, there’s still connections that can be made between these tools and between these agents, but I think largely what we’ll see is the conversation will get more specific, things like swarms of agents that might actually talk together and collaborate. But I do still think there will be a while for Human in the Loop to make sure that Nothing goes off the rails, and they don’t just start, you know, deleting opportunities or something like that.

Julia Nimchinski:
Love it. Last question, and we are transitioning to our next session. A question from Paul, from the audience. Gerard, who owns the ontology?

Jarod Greene:
within Vivin, or within the…

Julia Nimchinski:
I think within webinars, yeah.

Jarod Greene:
Yeah.

Julia Nimchinski:
you were showcasing the Gartner graph in a… yeah.

Jarod Greene:
Got it. Yeah, that, the architect of that is Joe Miller, and I’m happy to connect, Paul, you, and Joe. Joe and the team here at Vivin have built and structured that ontology over many, many years across many, many best practices, and again, we want to make it so that it is authoritative on sales best practices, but adaptable to what any one particular organization needs to do to adjust. So, so happy to bridge that gap and make that connection for you.

Julia Nimchinski:
Awesome. Thank you so much. And where should our people go?

Jarod Greene:
Vivin.com. That’s the home of all the things you saw today, and of course, if you want a live demo to see Ava in action, hit that button, and we’ll facilitate that.

Julia Nimchinski:
Awesome, thanks again.

Jarod Greene:
Thank you.