Thank you both so much for being here.
Abhijit, let's start with you.
What does Outreach do for sellers?
Well, Outreach is an AI-powered sales execution platform.
You know, what that means is that we help sellers create
pipeline.
We help sellers work on their pipeline, closing deals.
And while they're doing it, their managers and leaders can
coach them on how they're doing.
And then we help sellers and managers doing forecasting,
essentially.
So it's the entire customer journey-- all the way from
prospecting to closing deals to even post sales, where you are
now retaining your accounts and expanding into accounts.
That entire journey is what's orchestrated and automated
through our AI.
And Japjit, what are the challenges in capturing value
with AI?
Yeah, we see our clients either not spend enough time on having
the right data foundations to mine both first-party and
third-party data systematically to drive insights.
We see limited amount of feedback loop and
experimentations to learn from the models and constantly
improve the insights that drive the business decision.
We also think that tooling is a place that people are not
investing behind enough.
There are enough technology out there, but the sellers are still
fragmenting their time across different platforms.
And lastly, and most importantly, I think the lack of
appreciation of a cultural journey the organization needs
to go through to change how the behaviors of the sellers and how
they go about engaging with the customers.
So five years from now, what do you think AI in sales will look
like?
Well, Lisa, if you think about how it was, you know, not so
long ago, basically AI was assistive in nature.
So we were . . . AI was assisting humans, either, you
know, summarizing things or predicting.
So either you're predictive or generative AI.
What you're hearing now is AI becoming more agentic, which
means it's actually doing the work, executing on the actions.
Now, when you when you think about that, the question that
comes to your mind is: Are they helping humans, or are they
replacing humans?
Our point of view is that AI is going to help humans.
So sellers, for example, who use AI will become much better, much
productive than sellers who don't use AI.
So that's the journey that we are on and that's what we want
to do with our technology for our customers.
Now, I think the future is bionic, much what Abhijit is
saying.
I think we think it'll be AI first in how you design the
workflows will be the human in the center.
And it's been designed to make the life of the human more
effective so sellers again, can do what they're best at doing
and not be caught up by taking all the things that take away
time from them.
Thank you so much.
Thank you so much, Lisa.