Keep pulling the thread on Jeanne DeWitt Grosser.
According to Jean Grosser, 80% of customers make purchasing decisions to avoid pain or reduce risk, rather than to increase upside.
At Vercel, an AI-powered lead agent for inbound sales workflows reduced the required Sales Development Representative (SDR) headcount from 10 people to one person who quality-assures the agent's work.
Vercel's internal AI-powered lead agent costs approximately $1,000 per year to run, replacing a function that previously cost over $1 million in salaries.
Vercel built an internal AI agent called "deal bot" that analyzes Gong call transcripts to provide insights for sales coaching and opportunity review.
Vercel's "deal bot" agent correctly identified that a major lost deal was due to a failure to connect with the economic buyer, contradicting the account executive's belief that the deal was lost on price.
Jean Grosser predicts that AI agents will enable salespeople to spend 70% of their time interacting with customers, a significant increase from the historical average of 30-40%.
Jean Grosser hypothesizes that many of the estimated 17 different specialized roles within go-to-market organizations will start to collapse into more integrated functions.
Vercel's first three go-to-market engineers were former sales engineers who had previously worked as front-end developers.
Vercel is building its internal GTM AI agents on its own platform, using Vercel's AI Cloud, Workflow SDK, and AI Gateway.
Stripe's go-to-market segmentation framework used company size and growth potential as its primary axes, with an additional layer for business model such as B2B, B2C, platform, or marketplace.
Vercel's segmentation framework promotes companies like OpenAI to enterprise status based on high site traffic, as measured by Google's crux score, regardless of their employee count.
Jean Grosser believes product-led growth (PLG) has a ceiling and is not aware of any $100 billion companies that are exclusively PLG.