The Future of GTM: Why AI-Native Changes Everything

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Julia Nimchinski: Welcome back to the Agenic AI summit. That’s a good story

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Julia Nimchinski: day 2. And we are in for a real treat today. We have lots of Vcs lots of top Cxos leading analysts, and we’re kicking things off with our session with Godard, Abel and Carrie Conan from sixcents and G 2 respectively. How are you doing, gentlemen?

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Kerry Cunningham: Doing great. Thank you. Good to be here.

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Godard Abel: Doing well, thanks, Julia.

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Julia Nimchinski: Amazing. Carrie, yeah, this this stage of service.

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Kerry Cunningham: Great happy to do that. So Hi, everybody! I’m very excited about having this conversation, because I think we’ve got somebody here who has the the background and the ability to really have a great conversation about what

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Kerry Cunningham: being AI native actually means, and what it’s going to mean for your business, how you get there. So just a quick second of background for me. For those who don’t know me. I work at sixcents, and I head up a research and thought leadership practice. I come from almost a decade as an analyst at Forrester and serious decisions and a lifetime in b 2 b prior to that

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Kerry Cunningham: Well, dar, if you could take just a second to introduce yourself, then I think we could dive into dive into the questions.

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Godard Abel: Yeah, Hi, Kerry. So I’m Godard, Abel, co-founder, CEO of G 2.

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Godard Abel: And we’re really building the trusted source of data on AI and software.

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Godard Abel: And I’ve been a software entrepreneur now for 25 years, you know, building built also 3 Cpq companies.

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Godard Abel: big machines went up at Oracle steel brick with Salesforce and most recently logic with Servicenow. And so I’ve been in Enterprise software forever. And so excited now to see this massive transformation with AI.

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Kerry Cunningham: Yeah. And I think, that background is something. If we could dwell on that for a moment, because I think that perspective is something that that we ought to dig into a little bit. So particularly the background. And I think what we could call pre process heavy businesses, industries right?

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Kerry Cunningham: and looking at what that means about how we use AI in the future. So I’d be interested to understand, like, how did, how did your background in the kind of businesses that you’ve been in, that you’ve started.

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Kerry Cunningham: and that you’ve run. Inform the way you think about AI. Now.

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Godard Abel: Yeah, no. And I think, Carrie, having built 3 CPU companies, I mentioned configure price quote. But they are all about close.

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Godard Abel: A lot of people talk about in that area. Quote to cash workflows.

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Kerry Cunningham: Yeah.

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Godard Abel: And you know, with Cpq. Being able to generate an accurate quote, but then workflow that for pricing approvals, convert it to an order contract, and then ultimately have that all drive your fulfillment.

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Godard Abel: But in any enterprise that’s a lot of workflows, a lot of functions. People that have to touch the quote in order to make sure it’s valid, and then obviously delivered accurately on time for the customer. And I do think that’s where the massive opportunity is for AI, and I’m actually here in Las Vegas this week, you know. There’s the service now connect conference, and you might have seen yesterday Bill Mcdermott, the CEO of Servicenow was with Jensen Wang, the founder CEO of Nvidia, and they were

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Godard Abel: really announcing that Servicenow now really is becoming an AI platform

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Godard Abel: and also partnering with Nvidia to enable enterprises to automate all their workflows with AI.

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Godard Abel: And so I think that includes. And as I mentioned, Servicenow just acquired a Company Logic, where I’m the Executive Chairman, and that was also a CPU. Company. But I think and it it really also is doing an AI 1st approach. But I do think now, with AI we can reimagine all these workflows.

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Godard Abel: including quote to cash, and really have agents assist throughout the process and reduce the amount of especially tedious work that humans have to do.

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Godard Abel: And I think that’s what we all love about. AI. You know, I think one of the things like in a quoting process. Nobody loves filling in forms.

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Godard Abel: And sometimes, let’s say, to configure a quote it might take, if it’s a complex enterprise solution. Let’s say, you’re configuring a data center. You might need 500 or even 5,000 inputs and no human likes kind of doing that manually. And now with AI can just make a recommendation and say, Hey, Carrie, here’s the best data center configuration for you.

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Godard Abel: Here’s the draft quote, you know. Do you like it? Do you want to buy it? And so I think with AI, we can just streamline all these workflows create much better user experiences

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Godard Abel: and get through the process much more efficiently. And so I think that’s why everyone you know is so excited, including everyone here at Servicenow.

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Kerry Cunningham: You know, they’re on the on the go to market side of things. You know, where where 6th sense exists in automating a lot of go to market kind of practices. It’s where I’ve spent my whole adult life essentially. And one of the things that I’ve seen over time. So I was the Vp. Of operations for a very people centric business for a long time, and

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Kerry Cunningham: the amount of process loss you have from people just forgetting, not doing, not doing completely, not being capable of doing in many cases the things that are required of them. It’s just that. It’s it’s pretty staggering when you’re when you’re the person in charge of those processes and trying to corral them and have them go as efficiently, as effectively as possible. And I think we get used to

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Kerry Cunningham: just how much waste there is, and we’ve become inured to the fact that there are lots of things in the business that just leak money and time and resource that we don’t really think or haven’t really been able to think about the fact that maybe none of that’s necessary right that we could be dramatically more efficient. When I look at, you know, in 6th sense, with our customers.

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Kerry Cunningham: the biggest issue we have with our customers is the same issue I had when I was running a 3rd party teleservices organization. It’s that the people who have access to prospects, who we know are clearly in market

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Kerry Cunningham: simply don’t follow up on them.

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Kerry Cunningham: There’s there’s a thing to be done, but stuff comes up, they get pulled in other directions. It’s not always, or even often

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Kerry Cunningham: neglect. It’s it’s competing priorities, it’s lack of skill, or it’s a process that’s broken and doesn’t deliver the thing the way it’s supposed to.

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Kerry Cunningham: And so all kinds of things that should be happening don’t happen. It seems to me that that’s really even in go to market, where we have a tremendous ability to rethink really everything that we’re doing.

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Godard Abel: Yeah, no, I totally agree. I think, in go to market. And traditionally, we have relied on humans.

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Godard Abel: you know. Sdrs, Bdrs sales reps. And you’re right. They they don’t always follow up right, especially they don’t always follow up in real time.

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Godard Abel: And so I think in go to market specifically with AI, and I think we actually use the the 6th sense agent. Also.

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Godard Abel: because one of the basic challenges is, you know, G, 2,

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Godard Abel: yeah, we might get a hot lead. But you’re right sometimes no one follows up. Or also, I think the other opportunity with AI is actually to make better follow up.

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Godard Abel: The other challenge. We’ve all had to go to market, you know. We all tend to hire junior people, maybe fresh out of college to be our Sdr. Bdrs to do that initial follow up oftentimes have all the business context.

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Godard Abel: you know, on all your customers and all your prospects. So, and I think we get a lot of these frankly sort of lame emails, you know, either in response to an inquiry Submit or just, you know, outreach emails that don’t have enough context

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Godard Abel: to really resonate, you know, with us as as executive leaders. And I think that’s that’s a massive opportunity. And I think we’ve seen that like I said at G. 2, we have used your 6 cents, agent, and nice thing it can be in the voice of our Cmo. Sydney Sloan.

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Kerry Cunningham: No.

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Godard Abel: Cmo, and yeah, we can train the agent to follow up for Sydney in real time.

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Godard Abel: And I think that’s always been also a challenge in, you know. Follow up. I think there’s all these studies like, hey? If you follow up within 1 min, 5 min and you do a high quality follow up. That has all the context answers

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Godard Abel: irrelevant to that prospects inquiry, then your odds of conversion go up, you know, 10 x 100 x. So I think it’s both the process automation. But the quality, the speed. And I think AI is one of those magical things

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Godard Abel: in process improvement. Usually people say, there’s like a trade off between like quality

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Godard Abel: cost and speed. But with AI you sort of get all 3 quality.

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Godard Abel: Go to market, follow up. You can get.

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Godard Abel: It’s faster. It can be real time. And it’s more efficient. And I think that’s why everyone is so excited about the transformative power of AI

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Godard Abel: market. And and so we’re also seeing that on G 2, I think, as you know, we have a software marketplace.

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Godard Abel: And there’s almost 200,000 different listings of different software products services related to software. Now, of course, all these AI 1st startups listing on G 2, I think in the last year we saw growth of 23%.

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Kerry Cunningham: Which means almost 40,000 new listings on G. 2. And so it’s just such an exciting time of innovation where all these startups trying to pile in.

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Godard Abel: You know. Do AI first, st and then, of course, all the all the existing vendors service now salesforce, you know, are all innovating as well and launching their own AI platforms or own AI solutions. And so I think I’ve really in 25 years, probably never seen as exciting of a time, I mean, honestly, it reminds me of when I started my 1st company big machines that was a.com era.

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Godard Abel: You might remember that, Carrie, when the Internet.

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Kerry Cunningham: Yeah.

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Godard Abel: You and I remember we were actually one of the 1st companies and trying to bring, you know, Sas, and it wasn’t even called sas or cloud yet, but trying to bring that to life in the.com boom.

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Godard Abel: and that all actually then wound up, taking longer. You know there was kind of a dot bomb bust, as you might remember.

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Kerry Cunningham: Doing that.

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Godard Abel: Yeah. For at the time I think it was called on demand software. And we’re all early partner of salesforce, you know, before.

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Godard Abel: I think, and probably give Mark Benioff credit. Maybe he called it the cloud in like 2,007 or 8,

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Godard Abel: which greatly helped us, and really the whole ecosystem because people started adopted. But I think AI is happening much faster. Yeah, because I think chatgpt the 3.5. That big moment in November 2022, and we all saw the power of AI.

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Godard Abel: I think you know, just in now it’s been well 2 and a half years. Let’s say.

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Kerry Cunningham: Yeah.

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Godard Abel: But I think it all works. You know what I mean. I think that’s the difference, like I said. I think that.

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Godard Abel: And we tried your 6th sense agent, and it just worked.

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Kerry Cunningham: Yeah.

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Godard Abel: Traditionally enterprise software. Sadly.

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Godard Abel: A lot of stuff, you know, that’s announced at these big keynotes doesn’t work.

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Godard Abel: you know. It takes a few years to work. And I think we’re seeing now. These AI agents can work, and I think next level now is chaining together agents.

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Godard Abel: And you know, I think, because I think there’s like in go to market. You can have that basic response agent. And I think one of the things we’re also working on A. G. 2

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Godard Abel: is to help software buyers. So we’ve built an AI agent at G 2. We call Monty.

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Godard Abel: Can now be like a virtual analyst or a virtual, let’s say, accenture consultant that can guide you to the best software

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Godard Abel: based on your requirements.

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Kerry Cunningham: Yeah.

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Godard Abel: So we’re developing software buying agents. But we’re also helping sellers on their G 2 listing. And you could do this for 6 cents. You know, you all have great reviews. One is obviously a leader in many categories, you know, including account based software.

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Godard Abel: And but you could also train Monty to answer questions buyers might have as they’re looking at your profile on G. 2.

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Godard Abel: And I think that may be the future right? We have buying agents selling.

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Kerry Cunningham: Yeah.

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Godard Abel: That are talking to each other and really completing a whole workflow, even as complex as selecting enterprise software. And as you know, that cannot take years.

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Godard Abel: And I think now, agent to agent, you know, maybe one day even a complex process like selecting the best enterprise software for your business

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Godard Abel: and buying it could be done by agents, you know, almost in real time. And so I think that transformation really is just beginning, as we, you know, as we connect these agents going forward to do whole workflows, enterprise workflows, complete whole jobs that today, you know, rely on many chains of humans and and those chains often break.

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Kerry Cunningham: Right? Yeah. And that’s always always been the case there. So I want to come back to what I think is a bit of the social element of that if we talk about buying.

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Kerry Cunningham: and I want to dig into AI native, and what AI native means. And and as an introduction to that. I want to pose something that based on what you talked about a second ago. So if we think about those young people that we hire who are Bdrs Sdrs in our business.

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Kerry Cunningham: And we think so. What we have, I think, with the with AI now is the ability to think about why, we’re actually structured the way we’re structured. So why do we have young people who are clearly inexperienced and not very good at what they do? Honestly, why do we have them in a bit?

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Kerry Cunningham: What’s that.

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Godard Abel: Not yet.

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Kerry Cunningham: Not yet. No, they’re they’re they’re learning.

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Kerry Cunningham: Why do we have them as the front line introduction of our business to potential customers? And the the answer is because, no matter how good they are, what they do is going to have a very low success rate, because the thing that we’re feeding them to do

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Kerry Cunningham: is

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Kerry Cunningham: not correct, right? This is not the right product. What we’re delivering them all these leads that we’re delivering them. For instance, we know that most of them are of no value and are going nowhere, and so we don’t put our expensive high powered ae on that right. They come in way later. Once we’ve spent all of the time and energy going through this pile of what is mostly going to be rubbish, right?

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Kerry Cunningham: We don’t have to do? I mean, we can ask the question, does it have to be that way, or is it not just that we get through those things faster or better, or in a more automated way, can we actually just leave most of those people alone? Let them read our content, enjoy our content, and focus our energies on the real buyers, the very the needles in that big haystack

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Kerry Cunningham: by using automation and AI in a way that helps us do both things, helps us understand which buyers are real buyers, provide a great experience and make sure we don’t miss any of the things we’re going to miss.

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Kerry Cunningham: But that requires.

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Kerry Cunningham: like an AI native mindset, not just in the builders of the AI, but in the people who are using it in their like go to market functions. So anyway, long, long way of introducing. I wanted to talk a little bit about what AI native means to you, and if I’ve touched on any of it in what I said, or if you’ve got something completely different in mind.

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Godard Abel: Yeah, no, I think you made some great points there, Carrie, that we can really, structurally, potentially improve. And I think you’re right. I mean. In some ways it’s kind of absurd that we put the 1st impression. A lot of prospects are gonna get from us are from our most junior people.

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Kerry Cunningham: Yep.

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Godard Abel: I’d probably understand the customer the least, and know the least about our products. But you’re right because of the efficiency or the inefficiency

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Godard Abel: of leads. Traditionally.

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Godard Abel: yeah, we can’t put a highly qualified person on it, because it’s just too expensive. And and I think I mean, there’s a couple points there. And I think I agree. In the age of AI. We can much better score

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Godard Abel: leads and prospects right and digitally qualify them.

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Godard Abel: And I know that’s 1 of the areas of partnership. Also between 6th sense and G 2, we provide intent data. Obviously.

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Kerry Cunningham: Bottom.

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Godard Abel: I think you have a lot of intent data. But now I think in a system like 6th sense, you can actually digitally score

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Godard Abel: that lead that prospect time. And so one, you might figure out, wow! This one is so qualified it fits our Icp perfectly. They have the exact pain that we’re great at solving. Let’s go to our best. Ae, right away, right? I think one that becomes an option and 2 for the lower qualified. They can still get a good personalized AI follow up just to kind of make sure we didn’t miss anything.

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Kerry Cunningham: That’s right. Yeah.

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Godard Abel: Give them some information, maybe even let them a lot of times. It’s also good. You disqualify them like, Hey, you know, I think our solution probably isn’t for you based on what you’re looking for your company size. And but you know the AI agent can confirm that

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Godard Abel: and make sure you don’t miss any, and then the good ones can be scored by AI. Go right to the perfect

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Godard Abel: ae, or the perfect follow up, and actually that ae can get better guidance, because they can also get all those AI insights on that account. That prospect why, they’re super highly qualified what their digital behavior has been. You know what topics are interested in, what competitors are they looking at?

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Godard Abel: So not only can you route it to the right person when it’s super qualified, but you can give that even that great ae, give them much better data, much better information on that account. So when they do talk to them. It’s a great conversation.

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Godard Abel: and I am just kind of b 2 b, and there have been some funny videos. If you compare this like I said, I’m here in Vegas right? You walk into Louis Vuitton.

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Godard Abel: and they have, like a concierge at the front door, and like B to C, we’re going to get the best possible experience from the moment you walk in. And it’s just a experience. And in b 2 BI think you’re right, we kind of traditionally done the opposite.

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Godard Abel: And and I think with AI, we can really transform that, you know, to one

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Godard Abel: one. Make sure everyone gets good answers in real time, and then 2 make sure. With AI scoring.

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Godard Abel: we can route the really qualified prospects leads to the best person right away. So I think, yeah, it probably will totally change the game, and ultimately, probably the most important thing our prospects.

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Godard Abel: our customers just have a much better experience than they.

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Kerry Cunningham: Yeah. So tell me about what? What native AI native? Actually, what does that mean to you? Because for most most products, if they’ve been in. They’ve been in market for a couple of years. They’re probably not

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Kerry Cunningham: AI native, to begin with, success is. But you know, most most products aren’t. And it’s it’s going to be retrofitted or built in, or what? What does that mean to you?

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Godard Abel: Yeah. And I think AI native is interesting. And I was just at a salesforce venture summit.

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Godard Abel: And you know where they bring together is like 200 entrepreneurs of all different kinds of AI enterprise AI companies, Sas companies. And I think one of the interesting things I noticed was, I mean you could argue. The only truly AI native companies are those that were born after Chatgpt. 3.5.

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Godard Abel: And sometimes when I meet some of these startup entrepreneurs. I’m kind of jealous, you know, because they’re also they’re really building their business from the ground up just differently.

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Godard Abel: And I think a lot of Vcs are talking about now, you know, 200 million dollars companies like these coding assistants. They’re being built with almost no employees

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Godard Abel: because these startups are just using AI from the beginning, you know, to automate all their processes. So I do think.

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Godard Abel: I think like in the world of startups. Anyway, you’re probably only. And I started G 2 over 10 years ago, you know. So I would say, we’re not truly AI first, st either.

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Godard Abel: although on the product side, you know, we’re actually just launching a g 2.ai, and we have added AI capabilities like I mentioned our AI

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Godard Abel: buying assistant, Monty. We have, you know, we’ve also trained Monty to help software sellers on G 2. But we’re actually going to try that and launch a whole new G 2 AI experience, which will be agent interaction first, st you know, whereas G 2.com. If you look at it, it’s a web 2.0 experience. We obviously think a pretty good one, but it’s kind of the way you would have built a website 10 years ago.

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Godard Abel: You know, whereas today, well, and in 5 years, who knows? Maybe there won’t be any websites.

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Godard Abel: You know what I mean like, we’ll just interact with AI agents, whether it’s Chat Gpt Gemini, or whether it’s our AI Monty. So I think there’s a tremendous

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Godard Abel: opportunity to really reimagine AI 1st experience, and I don’t. I know exactly where it’s going to be in 5 years. And same thing. And people are saying about Crm systems like, is anyone still going to actually is, any sales reps are going to log into the Crm.

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Godard Abel: you know, to update their opportunities or contacts or accounts? Or are they going to be talking to an AI agent that brings to them. Hey? Here’s this really hot, like we talked about? Here’s a surf perfectly hot, qualified. Lead your number one priority this morning is, follow up with them. Here’s your AI briefing everything you need to know about the account. Why, they’re great fit, what their problems are what your pitch is and just go at it, you know. And then and then the AI just listens to that 1st call.

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Godard Abel: pulls all the structured data. Update your forecast, your pipeline. But the Ae never is logging into a Crm anymore. They’re just doing their job interacting with an AI agent that’s guiding them as they’re doing their work. And behind the scenes the AI is pulling out the structured data. You know, we still need to do the things we traditionally do in Crm like updating accounts, updating contacts, updating forecasts.

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Godard Abel: But the rep, you know, no longer has to log in any system. And I think that you know. That may be the future. Who knows? And I think a lot of salespeople would love that.

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Godard Abel: you know cause. And I worked at Salesforce great Company, obviously leader at Crm, you know, when, after they acquired our startup steel break. But no one’s no sales rep ever is like, Oh, I’m excited to log into Crm and update it.

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Kerry Cunningham: Right? Yeah, that’s always always a chore. It’s also the thing that prevents the organization from really understanding its customers. From being able to take really great actions, to to build a better experience, to be more efficient. So it’s a, you know that that particular interface of sales reps updating

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Kerry Cunningham: records has, you know, it’s it’s still deeply, deeply flawed fixing. That

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Kerry Cunningham: is probably a gateway to enormous efficiencies elsewhere in the business, just having a full set of trustable information about what’s actually happening on the front lines could be tremendously valuable. And then, when you think about so, if I think you know you mentioned. You know the web, 2.0 experience or otherwise. And it’s not. It’s not really AI native. Yet in most cases we can also think well.

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Kerry Cunningham: if our if our go to market were AI native, just not not a single system, but our whole go to market were really AI native and and and built from the ground up, whether it had to be retrofitted or not. But now it is a an AI native system, because what it’s doing is taking full

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Kerry Cunningham: full advantage of what AI can bring to that go to market process. So I’m not delivering a lead that somebody has to follow up with. I’m delivering instead an appointment with

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Kerry Cunningham: Aes and systems engineers on one side and a buying group on the other, like, you know, the AI takes us to the point where those people who are in a buying process, and these people who can help them decide if this is the right vendor for them.

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Kerry Cunningham: show up at a meeting where they’re both prepared to have a great conversation about how they move forward as opposed to somebody chasing 10 different people to get that one meeting. Why, wouldn’t you know buyers already? All of our research? And I think everybody else is at this point, too. Says, you know, buyers don’t do what we think they do. They don’t. They don’t engage with us because we chase them. They engage with us when and if

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Kerry Cunningham: they’ve decided that they’re far enough in market that they want to buy either from us or a competitor, and we’re in that process. And now that’s when they decide to engage.

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Kerry Cunningham: And so buyers have already left behind that old world.

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Kerry Cunningham: And you know the addition of things that you were talking about. The

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Kerry Cunningham: the the agents that help buyers find all of the information they need without going to somebody’s website could be really impactful.

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Kerry Cunningham: Then I think your website has to become something else. Right? If it’s going to be useful. If it’s not going to be just information, it’s going to have to be something where a buyer at the very least gets an experience so that they can understand what it’s like to be your customer, and whether that’s a thing they want to be as opposed to just information, right?

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Godard Abel: Yeah, they can’t get from Chat Gpt, you know which you’re right. It could be like a really immersive demo experience.

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Godard Abel: Right? Yeah.

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Godard Abel: has actually pre-configured. Let’s say, your 6 cents solution for that particular company. Yeah, because you know enough about their industry, based on data, their use cases where you can say, hey! By the way, we’ve already set up 6 cents for you. How would you like, you know? Would you just like to try it? So I think it will take the websites to the next level. And I would say, the other role, the website still going to be to provide data.

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Godard Abel: And we’ve also said, now our new vision for G 2 is to be the trusted data source

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Godard Abel: in the age of AI, because at the end of the day. We all know these Llms. These ais, I mean, they get their answers from somewhere right? They have to be.

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Kerry Cunningham: They do. Yeah.

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Godard Abel: And so maybe the future website is sort of dual purpose. One side of your website is more data, just training data for the Llms and the ais.

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Godard Abel: and maybe your prospects don’t even see that unless they really want to just read details right? And then the other side is a very immersive customer experience

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Godard Abel: where they can get right into a personalized experience. Experience your product.

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Godard Abel: And so I think it will be. And honestly, I don’t know exactly where it’s going to be in 5 years. But I think I you know where one, the website has deep experiences. You can’t ever get through a generic agent like Chat Gpt. And on the other side it has a ton of great training data

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Godard Abel: that the Llms trust

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Godard Abel: so that cause they need to be updated. So I think it’ll be really interesting. And I think people are also saying, that’s like the new SEO. Some people calling it Geo.

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Kerry Cunningham: Yep.

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Godard Abel: Generative engine optimization. Right? So it’s but everything is changing, Carrie. And I think.

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Kerry Cunningham: Yes, it is.

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Godard Abel: And I think those of us who go to market I mean, the nice thing is, there’s low hanging fruit.

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Godard Abel: you know. I think, like I mentioned.

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Godard Abel: I think your 6th sense agents they’re already working, you know. I think everything you can do to score with AI based on intent data

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Godard Abel: to better qualify to only follow up on the hot prospects. I mean, all those things are available today. Yeah. And I think in 5 years, yeah, it may just be agents and agents, and maybe I’ll just talk to Carrie Avatar.

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Godard Abel: you know, even have to come to the AI summit anymore, and I’ll send my God, art avatar! And who knows? Maybe we’re all just on the beach, you know. I don’t know.

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Godard Abel: It’s a it’s a possible future. Yeah.

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Godard Abel: yeah. Such an exciting transformation. I do think I mean all this productivity.

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Godard Abel: I think it will be. I’m an optimist. I’m an entrepreneur. I think it will be unleashed for good, right? Because we can all be so much more productive, which I think means we can make the world better. We can have more fun, more leisure time, more creative time, and because more of the mundane work, you know, will be done by AI agents. AI bots. And we can do more of the fun creative work.

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Kerry Cunningham: Yeah, that would be great. So we’ve only got a couple of minutes left. I wanted to get your sense from having been

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Kerry Cunningham: a company leader for a long time, you know a lot of people talk about. Oh, we’ve got to learn how to to to write prompts effectively. That seems pretty surface level. What? What are the things that you think of for people that you want to bring into your business, and how they have to relate to what’s happening in AI. Now.

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Godard Abel: And one of the things we are encouraging is that we want every employee Gt to be entrepreneurial.

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Godard Abel: And you know, automate 10% of their job with AI.

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Kerry Cunningham: Hmm.

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Godard Abel: And obviously, there’s simple things like when we’re looking up information, you know. Maybe we go to chat, Gpt. But I think there’s also so many innovative tools we can apply. And yeah, we’re also doing it in support. You know, one area together

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Godard Abel: with salesforce plus forethought. We’re automating our support cases, you know, there, you can actually see, we’re already doing 50% of our cases with AI soon, it’ll probably be 80%. So but 10%, I think, is an absolute minimum, because we not only want to do centralized initiatives.

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Godard Abel: you know, like working with 6th sense or working with salesforce on service automation. But we also want to be entrepreneurial, because there’s also just tons of

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Godard Abel: ways. You can chat chain gpts together to do any job better. And so I think it’s both like tops down initiatives. You know, that we can drive as leaders plus encouraging entrepreneurial spirit bottoms up

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Godard Abel: where every employee is trying to innovate their job. And I think what I also say to our all hands. And I didn’t come up with this quote is, and I believe this. You know, AI isn’t going to replace humans.

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Godard Abel: Humans with AI are going to replace humans without AI. And I think it’s something upon all of us as knowledge workers to learn the AI tools, apply them as well as possible, because we can all get much better. But frankly, if we don’t, then you know, one of our competitors will do it.

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Kerry Cunningham: Yeah, you got to disrupt yourself, I mean, that’s been true, I think, forever. But I think, especially now, if you’re not disrupting yourself. What you’re what you’re doing and what got you to where you are is great. It’s probably not what’s going to get you the next level, or even keep you where you are, so I think that’s great advice.

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Godard Abel: Yeah. And I think it’s also fun. Honestly, because who likes doing the same thing every day. You know what I mean. I think we can.

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Kerry Cunningham: My dog!

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Kerry Cunningham: Yes.

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Godard Abel: And you know, but I think we can all reinvent our jobs and take away the mundane parts with AI, and just be so much more productive and creative.

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Kerry Cunningham: Absolutely.

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Julia Nimchinski: That’s a treat. Thank you so much, Carrie. Thank you so much. Gold or.

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Kerry Cunningham: Okay, thanks for that.

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Julia Nimchinski: The best way to support you both.

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Kerry Cunningham: Go to.

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Kerry Cunningham: Yeah. You can find me on on Linkedin Kerry Cunningham pretty easy to find, and I’m posting from our research and things every day. And also 6th sense, com backslash research will get to get you to the science of B, 2 B site, where we publish all of our research.

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Godard Abel: Yeah. And like Carrie, I love Linkedin so hopefully. We’ll connect with some of you there.

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Godard Abel: And of course, you know, you can go to G 2.com to experience Monty and see our AI agent at work. And hopefully, it helps you find the perfect software for your business.