Name: Do more with less - where AI really helps GTM ops teams
Uploaded: 2025-10-08T17:46:05.207Z
Duration: 30 min 20 s
Description: Do more with less - where AI really helps GTM ops teams

Transcript for "Do more with less - where AI really helps GTM ops teams": Alright. Welcome, everyone. We'll give it a couple more minutes here for people to trickle in, and then we'll get started. Get our slides pulled up. While we're waiting, where do we have people dialing in from? Don't be shy in the chat. Don't let Alexis Nguyen is our furthest participant in Greece. Denver. Nice. Good old San Francisco. Denver. Paris. Who's further, Alexis? You or you or France? For sure, it's me. It's, like, three three hours further. Buenos Aires is pretty far. Montana. Bonus points if anyone's ever been where I'm dialing in from in Litt Center, Washington or never heard of it. Alright. Another minute here, and then we will get started. But thanks everybody for, for dialing in today. We know you're all busy, so appreciate you taking the time to hang out with us for a few minutes. Let's go ahead and, and get going. So, my name is Tyler. I'm with LeadIQ. We have Alexis from Chili Piper and Daniel from Clay here today. So, as you can probably tell from, you know, the title and and, heading of our our webinar here, we're really trying to focus in on doing more with less. Right? We are seeing kind of a shift in the marketplace and growth. A big growth lever is really shifting towards efficiency. We're not in the the world of, scale and higher and grow at all costs anymore. We're seeing revenue teams focus in very, very closely on efficiency, to find ways to really do more with less. Right? So Alexis and Daniel are both experts in their fields, both in the Chili Piper and Clay. So we're gonna talk to these guys, unpack what that all means, take a look at some, product demos. Alexis is our strategic partnerships and ecosystem marketing We're here at Chili Piper, and Daniel's a go to market engineer over at Clay. So some really sharp minds here. And, again, appreciate everybody for, for jumping on today. So let's take a look at our agenda real quick, and then we'll get into it. Gonna start with the challenge that we're facing. Right? Again, doing more with less. What does that really mean? Dive into a bit about LeadIQ, give you a quick overview to set the stage, and then we'll hop over to Chili Piper with Alexis, take a look at their product and and talk more about what they're doing, and then Daniel with Clay, and then wrap up with some q and a. So please don't be shy. Please feel free to, throw your thoughts, questions, ideas in the chat or the q and a, and we'll try and address as many of those as we can throughout. But moving forward here, let's talk about this problem. Right? We are taking a look at revenue teams today really being asked to hit bigger bigger goals. Right? But they're not getting additional budget. They're not getting additional headcount. Those goals are just increasing. In many cases, we're seeing less budget and less headcount. Right? So a big challenge, particularly for revenue teams, is how to maintain those numbers or how to actually increase them with less resources readily available. We're seeing manual processes slow down, handoffs create bottlenecks in the funnel. We're seeing things move slower even though we have more data and more things available to us. Right? Data scattered across multiple tools, multiple channels, multiple systems. It's great that we have all of this data and all these insights available to us, but what we're starting to see in the market is there's almost an overwhelming amount of it. We don't know what to do with it or where to act first. And then lastly, we're seeing reps spending a lot more time researching, which is great. If you kinda think about the last few years, that was a big initiative in the market was do more research, be more personalized, find more relevant things to talk about. Now we're almost seeing the opposite problem where it's so time consuming, it's taking up selling time instead. Right? So these are all kind of things that lead to our overall summary of this problem, which is we've gotta do more with less. We have more things available to us today, but we have less resources to actually act on them and create value from those. So what we're gonna jump into next, is a quick poll, and you should all see this on your screen. Let me know if you're not. But what is the biggest time sync for your team today? Give everybody a second here to respond. Our options are manual lead routing, researching and enriching prospects, scheduling meetings and follow ups, or managing too many tools. Personally speaking, these are all challenges for me. Quite curious to hear what you all think. Alright. The results are in. So it looks like our leading challenge is researching and enriching prospects. However, it's actually a pretty even split. I mean, our our scheduling meetings and follow ups came in at the lowest with eight, but still a significant issue that we're all facing today. Right? And these are things that, through our partnerships between LeadIQ, Chili Piper, and Clay, we're all trying to solve. So it's great to see that, you know, we're actually all sharing similar challenges and similar things that we can work on together. So let's jump over to a quick overview of LeadIQ, to kinda set the stage, and then we'll get into the fun stuff with, with Alexis and Daniel here. So, for anyone that's not aware, LeadIQ is a prospecting platform. Right? Everything we do is centered around pipeline generation, driving engagement with customers, and we do that through our platform, through our products, but also through the data that we provide. We support the entire go to market team, so not just sales development reps and AEs like most people might think or or we may have been known for in the past, but we have products and and solutions that really apply to sellers, post sales employees, marketing, rev ops, leadership across the board. One of the things that LeadIQ has been very focused on most recently is simplifying this. Right? And and we do that through our universal credit system. It's one pool of credits. It powers every product that we provide, and it supports every initiative that our users have. The whole idea behind this universal credit pool is to eliminate the friction to buy, to sell, to use LeadIQ, and make it simpler to scale and get what you need out of our product. Right? So, this pool of credits lets you work with our partners like Chili Piper, with our partners like Clay to really make sure that you are able to leverage LeadIQ where you actually need to be and where you need to be doing the work. So I won't bore you too much more with what LeadIQ does. I wanna transition now over to Alexis and Chili Piper. Before we dive into a demo, Alexis, do you wanna kinda just give everybody a quick overview of who you are, what you do, and what Chili Piper does? Sure. Yeah. This is Alexis. As you mentioned, I'm joining from Greece. I'm the VP of partnerships at Chili Piper running mostly DPS dot tech partners is running mostly the product pillar of our partnerships, which means I handle I get to handle our relationship with lead IQ, and that already feels special. And, moving forward, what Chili Piper does. Alright. So if we zoom in into the end goal of why users and, like, customers out there purchase Chili Piper, It's about converting demand. Right? That's the end goal of of the people that are buying Chili Piper. But if we zoom in in the actual functions, I would say that Chili Piper does routing and scheduling. That's where we excel. And we recently also launched our fastest growing product ever, which is an AI chat that also helps con convert that that inbound demand that our customers get. And the way everything started is, you you know, we just called a a customer back in 2016 that was trying to figure out how to basically, when an SDR wants to book a meeting for an AE, they were using a very clunky spreadsheet that used to tell the SDR who's the next day to to take that meeting, and they asked us to solve for that. So that's how we created our first tool, which is hand off, which I will be demoing in a little bit. And just check the expectations. I mean, parameters, so please, be patient with my demoing skills. If if you can just stop sharing for a little bit, Tyler, so I can share my screen. Yeah. Take your time. Thank you. And we will definitely all judge you on your demo skills, so just keep that in mind. Cool. Can you see my screen now? Got it. Alright. I didn't go to the screen so you can find out what our pricing is. We're very open about it as you can see, but it's a good, overall, like, look into the different products that Chili Piper, has. So we start with concierge. Concierge is is the scheduling function between behind our customers' web forms. So when somebody's trying to book a demo, we just very quickly qualify, route, and reach now with LeadIQ and, our other partners, and then also allow them to schedule a meeting with the right person. Then we have chat and chat AI. As I mentioned, it's the fastest growing product we have on our street. And then we have Distru, which is about routing and distributing Salesforce records. So, basically, either in two issue when a a a rep of Xiaomi wants to do that, they can go in, like, quickly, click on a button and, like, distribute another 200, 500 Salesforce accounts or leads. We have hand off, which is what I explained. It's when one team member is trying to book a a call for, like, another team of, members and you want to handle all this round round robin and routing rules. And then it's also Chili Piper with the simple scheduling solution. Now we only have ten minutes to demo, so I'll just focus on the two more more relevant tools for this audience, which which is concierge and hand off. I'll start with hand off. So as you see here, I let me hide your actually, I cannot hide it. Okay. You can bombard Tyler if you want, call call him whenever you want. So I think he's a very pleasant prospect. But I wanna show you more about, like, when you're ready to book a meeting, how do you how do you do it? So you see this extension here. This extension helps you basically book a meeting with anybody that's existing on your Salesforce. And with our Salesforce account, you can just our salesforce integration, you can just click on that real quick. And then imagine that you're on the phone with Tyler, and, like, they tell you that they wanna book a meeting next Tuesday, 5AM, for 5PM. I'm sorry. 5AM is a little bit early. I don't know. Actually, Tyler, maybe you prefer that. So we go the tool already tells us who's the next one in line to take that meeting. You can see their calendar. You can very quickly pick a slot, let's say, here. You know that the next one to take that meeting is Andrea, so you already see their calendar. And you these are all, like, super customizable. You can do anything you want. And if I click on schedule, I'll I'll schedule it, but I'll avoid it for now. So this was hand off. It's, like, just five seconds between somebody telling you when you wanna meet them and actually booking the meeting. And I wanna now switch switch back to concierge, and show you a little bit of how this works. So as you can see, this is the admin platform. This is where our admins come, and they can create these these workflows of how you want, things to be triggered and then also how you want to route the leads that come in, how to display the calendar, what are the links, and all that. So this is about a month ago, we launched the enrichment integration. So right now, what you can do is basically shorten your forms. And instead of asking for all these details, you have the option to pick an enrichment provider to actually cover, and and provide these and reach details without asking the prospect, which makes you shorten that form. And we've had, like, a lot of service that show that, sorted forms convert much better. And now if I'm here and and I wanna actually test how that form looks, I can click on that. Our normal forms look like that, but because I don't wanna mess up with our AE's calendar, I won't practice on that, but I will practice on a demo one. So it's over here. Let's copy and paste. As you can see, the only thing I'm asking for is the email. And then I'm just typing a demo a demo email, just the email. Imagine this could be your own web form. Right? So you click on submit, and that's the only step you need to go through. No other questions. I pick the time. I schedule the meeting. I'm I'm scheduled to meet with me. So that was kinda it from my side. Yeah. Thanks, Alexis. A quick follow-up question before we move on to Daniel. So, obviously, we have a partnership between LeadIQ and Chili Piper. We are much more on the data side. You're much more on the routing, scheduling, and and sending that data elsewhere side of the house. Data is critical for that to work. Right? So how do you go about internally or with your customers making sure that that data is actually fresh and accurate and reliable knowing that no data provider is perfect and things change over time. Yeah. We we definitely lean on on the top providers of the market, and that's why LeadIQ is there for us. I actually have a very recent discussion. I had a discussion with somebody on HubSpot inbound. I don't know which people from our audience were there. But, and the first thing they asked, they were like, we want to we we wanna be able to, like, use enrichment within Chili Piper and, like, not use, I don't have 10 different tools to to be able to in order to achieve what we wanna do. And, like, do you have an experience? When I actually told them we launched last week, they were like, that's the best, feature you've shipped, like, for for months. So, all our customers are very happy. It's like kinda like a play of consolidation and, like, getting the the the tools to work together, which is something that everybody's going after. Yeah. Everyone is going after it. And, Alex, you mentioned consolidation. Right? Doing more with less, and that's that's the topic here today. So, great demo, Alex. Thanks for for doing that hyper speed. I think you you get an a plus. I think you're hesitant about that. But, Daniel, let's, let's jump over to you. Let's talk more about Clay. So, do you wanna kinda introduce yourself, tell us more about, you know, your role, and what you can do? Yep. Absolutely. Like you mentioned, my name is Daniel. I'm on the go to market engineering team on our enterprise segments here at Clay. Before that, I was working in revenue operations, and so I kinda made this transition into this new go to market engineering role. And just for for context on what Clay is, it's essentially a data orchestration and enrichment platform. And there's basically four main buckets of things you can do in clay. You can find data or build lists or import data from your existing, CRM, data warehouse, anything else. You can then enrich this data with one of the 130 different data providers that we have integrations with, v.q being one of them, as well as our own native AI agents to, you know, go further than what, you know, maybe traditional data providers can actually find. The third step then is to be able to transform this data to some capacity. This could be for some sort of scoring. It could be for generating some some of that research account research like we mentioned in the in the poll earlier. And then finally exporting that data, pushing it back to your CRM, your sequencer, anywhere else, in your go to market stack. Awesome. And let me turn off the slides here and we're gonna have Daniel actually share his screen and give us a quick demo. So, yeah. Clay is a a very flexible platform and so there's really a lot you can do. And so for this demonstration, what I just wanted to show is what might come after the the kinda inbound flow that Alexis mentioned earlier where someone has signed up, and it's really what comes what comes next after that. And so how this flow is kicked off here, would be maybe through a webhook or maybe by our direct integration with Salesforce or HubSpot to be able to import the record of whoever signed up. And we'll start off here with just starting with an email. And so like kinda like you mentioned as well with the ability to use things like LeadIQ and, you know, either even Clay AI agent as well, we can really shorten the forms and and minimize the data we need to collect on the submission. And so just starting with the email here, we can then use, at the first pass, Clay's own native, AI agent to take this email and then pass this through to an AI prompt that will, in real time, go to the company website, go to anywhere else in the Internet, and basically search for an associated LinkedIn profile for, this email. Once we have this LinkedIn profile, we can then use the LeadIQ enrichment through play, where starting with the email, I'll get back all this different information. So this person's name, in this case me, my name, title, location, and anything else. We can then go into this third step in play, which would be to transform this data a little bit. So based on this information I'm getting from lead. I q, I can turn that into some sort of tenure mark here, figure out, okay, what what what is the overall tenure of how long this person has been in this company. We can also use AI to determine what is their level of seniority, the department that they're working in primarily, and anything else. We can then go over and use some of our other providers to maybe find some of their recent social posts that they posted about on LinkedIn, x, Reddit, or anywhere else, and then use AI to actually summarize this as well, and pass this through a step here. On the other side then, we can actually use, again, LeadIQ to actually enrich not on the person level but also on the company level. So starting off with the domain, we can actually turn this into, you know, the website, the LinkedIn profile, the employee count, the industry they're involved with. And we can again take this information and use either AI or other enrichments in play to kinda enhance it as well. And so one of the the nice data points that, LeadIQ will return here is basically a full list of all the technologies that the company might be using. And so what you can use here, like I did here, was basically a a step in play using, in this case, OpenAI to transform that full list of, you know, in that case, 87 technologies into the ones that would be relevant to the person who is ultimately gonna take a meeting with all these people. So in this case, go to market technology. Your CRM, your sequencer, anything else in that front. Another really nice, actually, enrichment that you can run using lead like Q3 play is this company value proposition, enrichment and or action. And what this will do is take the company's domain, and then based off this domain, we'll return basically three of the core value propositions that this company basically sells on. So what how are they selling? So in place, since here it'll be, you know, streamlining, outreach efficiency and you can see the the same associations for, in this case, Alexis, as well. Final step here is using our own native AI agent again to go further. And, again, this is really, you know, a prompt that you can generate. You can have this set up in any specific way if you're searching for a particular type of information, and the output here would basically just be an overall research brief of the company that we can then, leverage in this final step. And so all of this information is great, but the final step is how do we actually get all this information that we've researched and actually action upon it. And this is where in play you can use the direct integration that we have with Google Docs to actually generate these research docs for you and format this information nicely. And so I'll move over here to show you what this actually looks like as an output. And so this would be my pre meeting call notes. I've gone through someone has signed up, you know, gone through the the Chili Piper inbound router. They booked a meeting, and the rep has this meeting booked. And now they wanna get all this information that plays and enriched using v. Like you. This is the output here where it would be this pre meeting call notes brief where we have all this information about the prospect. So my name, title, my location, LinkedIn profile link that they can easily access, the department, seniority, tenure, all this information that we are gathering in the table as well as all the information on the company level. And then we formatted nicely the information that both LeadIQ and our AI agent were able to capture here. So, on the social post piece is this nice summary about the social post we were able to find so you can see, you know, what I'm posting about. So go to market engineering, AI and sales operations, and plays growth. And give us suggestions as well about maybe topics to cover in the meeting. So consider discussing perspectives on blending AI and go to market and anything else that might be relevant there as well. You can go down further and, again, actually see the outputs of this AI research that was done. So, you can see, you know, Clay's recent series c round, you know, the the tender offer before that, as well as this kind of custom signals that we've launched at our our go to market conference sculpt a couple of weeks ago as well. And the final step here looking at is the the output of that value propositions that LeadIQ was able to generate. So really seeing, you know, I'm the rep. I'm getting on a call with myself or Lexi or anyone else. And I wanna understand how do they actually go to market so they can best serve them. This is how their perspective is in terms of their value propositions here. Super helpful. Thank you, Daniel. A quick kind of follow-up question for you and and similar to what I asked Alexis with a slightly different flavor, but Clay and what you just showed us kinda sits at that intersection of AI and enrichment. Right? So you're working with other systems, other partners, hoovering information, and then taking those next steps to create actions. A similar question around data quality and cleanliness and how it changes over time, but more on the context of AI. Right? Our AI is only as good as the data we feed into it. Securus from your standpoint, how do we make sure that stays accurate? How do we make sure that what we're feeding into those tables is actually producing the right output? Yeah. I think there's kinda two main approaches here. One is just in terms of the, basically not just running enrichments, but also running kinda signals as well. Excuse me. So if someone changes jobs, gets a promotion, if there's any sort of change in your CRM, you'll wanna know that and have that updated automatically. And so within Clay, that's how we we do it is is actually monitor for these signals, see if people are changing jobs and maintain maintaining that information is is kept up to date. And also involves running these enrichments not just once but on a schedule, and then subsequently actually using AI to help determine the accuracy of the data to a certain degree. And so one example of this is that our AI agent can basically not just return the information, but also return to you a confidence interval of how confident it is in the response it's getting. The second piece can basically just be, you know, passing the information that we we've already gotten, probably like you from anywhere else, through the AI agent because it has access to real time information to be able to go out and validate to a certain point, using that as basically a backup method for some of that those quality, kind of questions there. Awesome. Super helpful. Thank you, Daniel. Let's jump forward to another poll for the group. Let me flash up this question here, and then you should see the poll popping on your screen here shortly. But what is the top go to market priority this quarter for each of you? That's what we're curious to know more about. Options are improving speed to lead, personalizing outreach, reducing manual work, and unifying data across tools. Give everybody a second here to respond. Alright. Starting to get some answers in. Personalizing outreach, producing manual work. Looks like a pretty even split across all these things. So, I think that makes sense. It's also great that that aligns with our topic, obviously, of today's webinar, which is doing more with less. All of these things have to do with efficiency. Right? And, again, like we were talking about at the beginning of the call or the webinar here, efficiency is really becoming one of the biggest growth levers for revenue teams. Right? It's not just about pulling out the size of the team and adding as many tools as you possibly can, but how do we be as efficient and effective with them as possible. The good news is both, Alexis and Daniel are here to help you help you save the day with, with their products and their systems and their partnership as well. Let's keep it moving. I wanna give you guys a couple, rapid fire questions here. Alexis, let's start with you. What's what's one inefficiency every go to market team should solve this quarter right now? I think quality of leads is a consistent one, especially as we're accelerating functions and workflows internally. And, like, this way, we're always attracting, like, more leads, and we're being more efficient with speed lead and, like, all all these different, like, functions. I think we should focus quality time, you know, our best sellers, our best solution consultants into into the most all into leads in a way. The leads that have their current the most called. So I think this is turning to be important, at least in our case. And, of course, like and and I think it's how fast teams can adopt AI out there. So these two things are, you know, they're matching each other. As fast as you're getting to adopt AI, then you also need to care about lead quality and and maybe use it as well to to to make sure, you know, it's there. Makes sense. Yep. And, Daniel, a question for you. This is actually from Fran in the chat. I think this is is most applicable to you. But quick question, are you also able to use CRM data to cross with enrichment and add cross data inside these notes? Example, previous calls, campaigns, etcetera. Yeah. Absolutely. So with our direct integration with kinda Salesforce, HubSpot, and and Dynamics as well, you can not only import data, but also look up records, create new records. And so one way in which you could basically build up this kinda workflow you're describing is you'd be able to ingest all that information that exists on this, you know, account or contact, whatever it might be in Salesforce. We also have an integration with Gong as well. So if you are using Gong as your call reporter, you can have that, automatically pipe into Clay. So the the transcripts to be able to action that. And so the real benefit here of Clay is this orchestration layer. It really is for that purpose. Be able to leverage both third party data providers like LeadIQ, like our AA agent, as well as your first priority that you already have in your CRM. Perfect. Makes sense. And, just a quick follow on for you, Daniel. What's, what's one AI or automation that Clay has put in place internally, not necessarily for a customer, but that you guys are leveraging in house? That's that's actually saving you time and making you guys more efficient. Yeah. Honestly, I I think that that flow that I described there is basically what what saved me a lot of time internally. It just start previewing call notes is one example. Another example that is is interesting is similar on that vein of we use Gong and Charlie for our call transcripts. Basically, using Play and Gong together to be able to extract key pieces of information to automatically update Salesforce. And so that can be, you know, if someone mentioned some sort of renewal or tech stack or all this information that before we would need to manually update our CRM with, this is information that never kinda slips through the cracks. And we were also experimenting with the idea of then updating kind of account stages or opportunity stages on Salesforce based on those calls as well. Got it. Perfect. Thank you so much, Daniel. Thank you, Alexis. I think we're, we're coming up on time here, so we'll wrap things up. Wanna thank everybody again for taking a few minutes out of your day to come hang out with us. I think, a few key takeaways. Right? Your your great AI is gonna start with great data. If you're pumping the wrong stuff in, you're gonna get the wrong stuff out. Right? So leveraging systems like Chili Piper and Clay can help you ensure that you're feeding your teams and your systems with the right data to ultimately actually be more efficient, which, again, is what we're starting to see in the market as really a new growth strategy. And one of the most important metrics to focus on is efficiency. Your tech stack only works together when you work together, when you've got tools linked up and speaking to one another correctly. So, thank you again, everyone, for your time. One last, note here on this slide. You'll see that, you're able to actually get some free LeadIQ credits to go use within Clay and within Chili Piper for attending. So we wanna make sure everybody can take advantage of that and, get as much value out of this as possible. So, again, these are those universal credits that you'll be able to use for form enrichment with Chili Piper or within your clay tables like Daniel showed us. So definitely take advantage to reach out. We're all happy to help. And, with that, we can wrap. Appreciate everyone's time. Thank you for coming. Thank you. Thank you. Thank you.