It is the year 2030, and you are looking inside the operations of Umbrella AI Corp. - a company that fully embraces AI.
The website of Umbrella AI Corp. is built by AI and AI enhanced. It automatically understands if it is talking to a VP of Sales based in Germany or a Head of Marketing in the US. Based on the persona the AI will remodel its content to tailor to the persona.
An AI bot will start a chat with the prospect in the prospects preferred language. The chatbot of Umbrella AI Corp. by now knows the identity of the prospects. It is Anna, the VP of Sales from a Germany Enterprise.
The AI adjusts its style to fit the personality type of Anna. That is not hard for the AI, as it considers all the public social posts and enriches it with third party data. For Anna, the AI noticed also that she prefers calling over chatting. So, they started a quick call to provide Anna with all the information she needs.
Anna had the choice to book an AI assisted demo or with a human colleague. Anna decided to book a demo with a human. The AI expected that already, as Anna was labelled as “old fashioned”, but the AI still tried to offer an AI assisted demo to lower costs.
Once the call is over the AI creates a new record in the CRM with the call summary. The AI does a scoring of Anna and compares her with similar prospects Umbrella AI Corp interacted with in the past. Anna gets assigned to Samantha from Sales. She was in the past most successful in closing similar companies and personality types.
Samantha is an GTM Account Manager at Umbrella AI Corp. As an GTM Account Manager she manages business development, closing, solution engineering, onboarding and retention for her clients. In the past, account managers had a fake “manager” title as they never manage someone. But GTM Account Manager at Umbrella AI Corp. are true to their their title. They manage different AIs.
Samantha using the Vision Pro 3 to interact with her AIs
Samantha is assisted by a team of AI assistants. Ava is her BDR AI that does prospecting for Samantha. Ava is training on Samanthas writing style and adopted the tonality of Samantha for cold calling. For every successfully booked meeting, Ava updates her about the key steps and Samantha takes then the “real meeting” with the client.
Samantha does a practice run with Eva in the metaverse to make the real client call more effective. Eva is able to take the persona of Anna the prospect. As the saying goes: practice makes perfection. With all this preparation, Anna is certain to close the deal by 87%. At least that is what the Ava said and Ava is never wrong.
In the meantime, Albus supports her across the sales journey. Making sure everything is correctly logged in the CRM, doing continuous account research, scheduling meetings, responding to RFPs and giving Samantha a sign to ring the bell. A nostalgic relic from the pre-AI time that humans still like to perform when they celebrate a win - some traditions never die.
Now, the deal is won! Samantha checks with C-3PO (yes, Samantha is a Star Wars fan) about the onboarding. He makes sure that the platform is integrated to the systems of the clients. C-3PO trains Samantha continuously on every product development - in the past they had solution consultants do that but they are obsolete with C-3PO.
C-3PO is also client facing, he provides clients with continuous live support and he is also a bridge to the product team and their AIs. Providing them with continuous feedback on how to improve the product. In the past, SaaS companies avoided custom development or priced them extremely high. But now with AI those custom developments are part of the product. Every client product is a custom development that never stops improving.
At the end of day, Samantha reflects how it was 6 years ago in 2024. Umbrella AI Corp. would have needed 2,000 people to service the same amount of customers they do now with just 200 people and 800 AI avatars.
Table of Contents
Science or Science Fiction?
The tale of the Umbrella AI Corp. is to some part science fiction. But you have probably noticed some familiar technologies. The story is infused with technologies that are currently possibilities and technologies that will soon mature.
Website
A website builder like Framer can create a tailored website in minutes and those technologies will continuously improve. Especially, anything on the front-end (the customer facing) will be first to be fully automated.
Platforms like Mutiny allow you tailor your website automatically to your prospect. Be that the local language, different messaging, or calling them by their name.
Chatbots
Chatbots are becoming increasingly better. Five years ago, platforms like Intercom, Drift, and co, where only able to automatically answer 10% of all requests. Now, they are at 60-70%. By 2030, they will be above 90% - if not close to 100%
Air.ai is one of the first AI’s that is able to do outbound calling. The company is still in beta but the current progress is promising. Skeptics will say that AI will never be able to do outbound calls. We are not so sure about that. Doing all this research about AI technologies opens your eyes. The pace of innovation is fast and there is a lot of money invested to accelerate it even further. It is very hard to imagine what will be possible by 2030. Probably more then we imagine now.
Let’s assume there is resistance that AI does outbound call (or it might be even forbidden), but AI will most probably do inbound calls. In the Umbrella AI Corp. example, the AI understood that the person in the chat preferred a certain communication type. An AI can do this by analyzing the chat to determine a personality type or they just access any publicly available information of that person to have more certainty. Anna from the example, is fully aware that she is interacting with an AI. Why would she not have a call instead of a chat? Anna is a busy VP of Sales if she can make the decision faster with a call then she will do that.
Generative AI & Automation
Apps like Copy AI are powerful in building automation. They can do research on accounts and persons. Then build automation to root to the right rep and updating the CRM. Not as perfect as in the fictional example but close to it.
AI note taking apps are already advanced. It is a crowded market with big players like Gong, Apollo, Outreach but also with new contenders like Attention. The key for those platforms will be to make the data accessible to other platforms for deep connectivity.
AI co-workers
AI co-workers are already here. Artisan is a start up working on AI co-workers, their first product is a BDR that can automate the outbound sales process, including:
Email warm up
Prospect database
Automated email cadences
Call scheduling
The technology is not perfect but over the coming year it will improve. Related to that there is the company Air AI that was mentioned above. It is an AI that allows you to do outbound sales and service calls. The product is in beta but it is already impressive what it can do.
(Video is a demonstration, not a real call)
Speechmatics allows with their API to translate any voice conversation instantly to the language of your choice. Your support rep can’t speak Spanish? No problem, the AI will translate it live. Companies use this technology already for customer support queries.
AIs can also be used for training. Hyperbound is an AI that allows you to have a prospect call with an AI. You can train the AI to impersonate an ICP. In a few years you can make a clone of your ideal prospect. The next step would be to combine this with the Apple Vision Pro and have a mock meeting in virtual reality.
This is just a short selection of AI tools that are available or being developed at the moment. Almost anything that you think of is being worked at the moment.
In some cases, I was just thinking: “Imagine, if an AI could detect lies”. Then I googled it and voila, multiple companies are working on it. That was not an isolated case. The diversity of AI tools is massive.
A curated GTM & RevOps AI tool database
There are thousands of startups and established companies working on AI solutions. The differences in innovation differ by a large margin.
Over the last few months, we reviewed over 320 AI solutions. With a subset of those we had demos to understand the product better and others we already use on a regular basis.
The result of this research is a curated list AI tools for GTM and RevOp. You will find general descriptions, a rating, and our personal recommendation for each tool that made the list.
At the moment we are looking at 26 tools. We will treat it as a live list and add or remove tools when we discover new ones. (Feel free to reach out with tools we should look at).
This was part 3 out of the 4 in the AI in GTM & RevOps Series. Next week we conclude with recommendation in what to invest, the impact of AI on business and society.
Revenue Wizards is a hands-on Revenue Operations Consultancy for growth companies focusing on efficiencies. We provide GTM & RevOps support with the goal of Revenue growth, GTM cost reduction, and Profitability. You can learn more about Revenue Wizards here.
Zhenya Bankouski is Co-Founder and Revenue Operations Partner. You can follow him on LinkedIn 🔔 where he posts regularly with practical advice on building efficient RevOps teams and truly data-driven organizations.
Haris Odobasic is Co-founder and Revenue Strategy Partner. Enjoys bringing strategy to life with RevOps.