WEBVTT

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Thank you both so much for being
here.

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Abhijit, let's start with you.

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What does Outreach do for
sellers?

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Well, Outreach is an AI-powered
sales execution platform.

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You know, what that means is
that we help sellers create

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pipeline.

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We help sellers work on their
pipeline, closing deals.

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And while they're doing it,
their managers and leaders can

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coach them on how they're doing.

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And then we help sellers and
managers doing forecasting,

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essentially.

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So it's the entire customer
journey-- all the way from

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prospecting to closing deals to
even post sales, where you are

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now retaining your accounts and
expanding into accounts.

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That entire journey is what's
orchestrated and automated

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through our AI. 

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And Japjit, what are the
challenges in capturing value

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with AI?

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Yeah, we see our clients either
not spend enough time on having

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the right data foundations to
mine both first-party and

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third-party data systematically
to drive insights.

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We see limited amount of
feedback loop and

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experimentations to learn from
the models and constantly

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improve the insights that drive
the business decision.

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We also think that tooling is a
place that people are not

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investing behind enough.

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There are enough technology out
there, but the sellers are still

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fragmenting their time across
different platforms.

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And lastly, and most
importantly, I think the lack of

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appreciation of a cultural
journey the organization needs

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to go through to change how the
behaviors of the sellers and how

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they go about engaging with the
customers.

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So five years from now, what do
you think AI in sales will look

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like?

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Well, Lisa, if you think about
how it was, you know, not so

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long ago, basically AI was
assistive in nature.

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So we were . . . AI was
assisting humans, either, you

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know, summarizing things or
predicting.

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So either you're predictive or
generative AI.

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What you're hearing now is AI
becoming more agentic, which

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means it's actually doing the
work, executing on the actions.

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Now, when you when you think
about that, the question that

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comes to your mind is: Are they
helping humans, or are they

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replacing humans?

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Our point of view is that AI is
going to help humans.

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So sellers, for example, who use
AI will become much better, much

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productive than sellers who
don't use AI.

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So that's the journey that we
are on and that's what we want

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to do with our technology for
our customers.

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Now, I think the future is
bionic, much what Abhijit is

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saying.

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I think we think it'll be AI
first in how you design the

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workflows will be the human in
the center.

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And it's been designed to make
the life of the human more

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effective so sellers again, can
do what they're best at doing

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and not be caught up by taking
all the things that take away

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time from them.

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Thank you so much.

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Thank you so much, Lisa.