Agents let Salesforce reach people its sales team never called back

Transcript

Transcribed by machine (Whisper) from the episode’s audio, so a word may be off here and there.

1. 44:47

   What's your advice to let's say you were running a software company that was like before the AI wave and you're private, right? There's a bunch of these companies that were supposed to go public, didn't go public. What should they do? Like, what do those boards do? Here's some Kleenex for them for all their tears. Because they're, I mean, I talked to these CEOs. They're crying with my market cap. I'm not getting paid for my work.

2. 45:10

   Guys, grow up. You know, that's what I love about the public markets. They rationalize everything all the time. So great. Be in the public markets. You want to be in a private market. Your valuation is fantasy land until somebody is actually going to pay you. So I just tell them, hey, you got to focus on your revenue. focus on your customers, focus on your cash flow, focus on your profitability, focus on your innovation. How are you going to add value to your customers? That's what's really, truly important.

3. 45:39

   Freeberg, any thoughts from you? We're doing a big Salesforce implementation at Ohalo. And I would say that one of my observations over the last six months, because we've talked a lot about using these generative tools, is we've kind of dropped all the vertical software, but we're doubling down our investment in horizontal tools so like we're investing heavily in these platform capabilities that then we're able to build apps and workflows on top of them that are specific to our business rather than try and buy an off-the-shelf app or workflow tool so i think that there's kind of a really interesting moment right now where we talked about this last time you could kind of discern between founder-led and non-founder-led enterprise software i also think that there's this kind of vertical horizontal shift

4. 46:21

   where they're kind of trading the same right now, but you could probably break them. You could break that trade. So I think there's probably a good arbitrage there. All right. I think everyone who wants to sell those potato seeds, you know, is going to need some tools to sell them. But the thing that's kind of cool is, you know, we have 15,000 salespeople now. So they're out there selling these products like Slack and selling to David and so forth.

5. 46:44

   But here's the thing that's interesting. In the last 27 years, we calculated somewhere between 20 and 30 million people. We didn't call back. We did not call them back because we didn't have the people to do it. So just this week, I called back 50,000 people, you know, just through agents so I can qualify. I just bought a company called Qualified so I can qualify the agents, call people back. The BDR, the SDR function, I can go outbound.

6. 47:14

   I can do things I could never do before. That is made possible by this AI automation, linking it then to the apps. You can go to another level. Yeah. OK, breaking news. I want to get everybody's take on this.