I Replaced 100 Sales Jobs Using This AI App

how they built [music] this lead agent that allowed them to go from 10 SDRs to one SDR. >> So, is what you're saying that if people stay to the end of this, they will also make $2 million if you go apply it to your business. Yeah. Lead agent started small. [music] Just an idea I had in a shower that sat down and coded over a weekend. What's up everyone? Welcome back to another episode of Human in the Loop, the most actionable AI show on the internet. I'm one of your hosts, Alex Lieberman, co-founder and managing partner at 10X. On today's episode, we

have Drew Brevik, the head of GTM engineering at Verscell. And Drew is going to show us how he built an inbound sales agent that drove $2 million of incremental revenue and took the SDR team at Verscell from 20 to two people. The craziest part, he built the thing in a weekend. on the show. He's going to show you his step-by-step process for shadowing the best SDR at the company, building a prototype of the agent, and ultimately deploying it across the

entire company. So, let's fire it up. Drew, let's start from the top. Please introduce yourself and share with the group what they can expect to get by the end of this conversation if they wait till the end. >> Sounds good. Um, hey, I'm Drew. Uh, I run GCM engineering at Verscell. been at Purscell four and a half years. Uh started my career as a full stack webdev, have a CS degree, all that good stuff. Uh transitioned to sales engineering. Um had never really heard

of it before, but heard the advice, you know, there's a rocket ship, just get on, don't ask questions. Uh Versell is a great company. So I joined. Um turns out it's kind of just helping people uh evaluate Versel, see if Nex.js is a good fit for them, all that good stuff. Get them successful and into production. did that for two years, managed the team for another two. Uh, and then now I'm doing this GTM engineering role after basically learning everything about GTM. And I know there's more you can learn more than four years worth of work. Um,

but learning that pretty well. Uh, and then knowing AI and being an engineer kind of felt like the right time to go stand up a team to to focus on um automating some of the the crap no one wants to do in sales. um what you can expect. We're going to run through um kind of how we did build this. So, that's definitely going to be covered. Uh we've got some code snippets. We've got an open source template and we've got some diagrams to kind of go over um kind of like how we think about agents at Burcell and building them. And then

uh a bunch of links that I can throw in the chat too with uh all the different components of how we built it. >> Sweet. Before we go into that, you know, like how professional athletes like you can can watch their highlight reel of like the the be the best things they've ever done in game for their sport. What's like the highlight reel of the lead agent? What uh incremental revenue has it driven for the business? Like what what is the quantitative impact this has had on Versel as a company? >> Yeah. So the um 10 to one was actually

before we rolled this out globally. So that was just the mayor numbers. It's more like 20 to2 when you do the global impact. Um that translates into some really good savings on both the salary and variable comp you might pay out of sales or but um then we also took those people and shifted them into that um outbound role. So they're now producing and and that's like in a sales career ladder that's a more tenured uh position essentially. So, we kind of gave all of

these people a promotion, uh, put them in a a new role, and then we also for the person working, the lead agent, um, kind of switched the role from being very tedious to being more like a video game. We basically like built a system and gave them the controller. So, she's having more fun, too. Um, and so, yeah, it's a it's a win-win all around. the ROI. I think I did some rough math and even if you don't account for the extra revenue the the outbound SDRs are making. It's somewhere around two buck