Latest / What is Business Development? / Episode 111: BD Tech...Agentive CEO, Usman Sheikh

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Episode 111: BD Tech...Agentive CEO, Usman Sheikh · What is Business Development?

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  Speaker 1: Or not.
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  Speaker 2: Welcome to the Business Development podcast, brought to you by
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  Speaker 2: the Global Business Development Association, delivering the strategies and tactics
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  Speaker 2: to boost your career and corporate growth.
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  Speaker 3: Hello BD pros, and welcome to the Global Business Development
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  Speaker 3: Association podcast called What Is Business Development? Okay, folks, you've
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  Speaker 3: listened to this podcast a long time. You know those
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  Speaker 3: two letters A and I AI. We're hearing it again
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  Speaker 3: today in this podcast, and we're going to see it
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  Speaker 3: live in action and what it can do for you
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  Speaker 3: as a business developer. But hey, before we get to that,
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  Speaker 3: let's talk about something else that can do some great
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  Speaker 3: things for your business development professional career, and that is
• 0:57
  Speaker 3: the Business Development Body of Knowledge. Grab a copy of
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  Speaker 3: the book on Amazon today, it's available and Kindle. You
• 1:04
  Speaker 3: can get it in paperback version. It's even available in
• 1:07
  Speaker 3: audio version if you'd like to listen to the whole thing,
• 1:10
  Speaker 3: And when you make your way through the book, you
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  Speaker 3: can then get your Business Development Professional certification online at
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  Speaker 3: the GBD Association website. That's at GBD association dot org. Okay, folks,
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  Speaker 3: let's get into AI again today and we're going to
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  Speaker 3: do it talking about this new tool that's available to
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  Speaker 3: us as business developers, and the tool is called a Gentive,
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  Speaker 3: and our guest today is Usman Shake. Usman is a
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  Speaker 3: Silicon Valley based serial entrepreneur and AI innovator focused on
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  Speaker 3: transforming how enterprises generate revenue. He's the founder and CEO
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  Speaker 3: of a Gentive. This is his third startup and the
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  Speaker 3: world's first agentic AI powered revenue automation platform. Agentive automates
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  Speaker 3: the entire B to B sales journey, from uncovering ICP
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  Speaker 3: along leads and generating highly qualified opportunities in minutes to
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  Speaker 3: mapping buying committees, delivering hyper personalized outreach and recommending next
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  Speaker 3: best actions that move deals forward. So think of AI
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  Speaker 3: agents working quietly in the background twenty four to seven
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  Speaker 3: so your BD team doesn't have to do that. Wow,
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  Speaker 3: that sounds very exciting. I can't wait to hear all
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  Speaker 3: about it with our guest today. So let's welcome Usman
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  Speaker 3: to the stage. Usman Shakespeare, welcome back.
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  Speaker 1: Thank you, Tony, good to be here.
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  Speaker 3: Well, it's great to have you back again.
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  Speaker 1: Folks.
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  Speaker 3: If you didn't hear the previous episode that we did
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  Speaker 3: with Usman in twenty twenty five, he was just at
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  Speaker 3: that time time unveiling Agentive to the world, and we
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  Speaker 3: got a sneak peek at that functionality early on, but
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  Speaker 3: now we're going to see a whole lot more and Usman.
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  Speaker 3: For those that didn't hear the previous episode, could you
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  Speaker 3: tell them a little bit about why you started Agentive?
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  Speaker 1: Yes, indeed, so. My previous background, as you mentioned in
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  Speaker 1: the introduction, was I've done three startups. This is my third.
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  Speaker 1: I've been working on the intersection of artificial intelligence, meeting,
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  Speaker 1: business to business, sales and marketing. My previous background to
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  Speaker 1: that was SAP, the world's largest software B to B
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  Speaker 1: software company, and I did product management. So I have
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  Speaker 1: a distinction in this fact that I've actually built five
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  Speaker 1: sales and buyer side systems platforms, and so Agentive came
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  Speaker 1: about because I had been in the process of automating
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  Speaker 1: the full cycle. That's my ambition to really help sellers
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  Speaker 1: be able to discover things faster, to be able to
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  Speaker 1: ease up and do their work in a much higher quality,
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  Speaker 1: much faster with less stress. And Agentive came about because
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  Speaker 1: with AI and agentic AI, we now have a new
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  Speaker 1: opportunity to really kind of pull out the canvas fresh
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  Speaker 1: and start looking at it, how do we automate the
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  Speaker 1: full process? And that's how Agentive was born. And yeah,
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  Speaker 1: so it's an exciting, very ambitious venture. As you mentioned,
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  Speaker 1: you know, it looks at the full end to end process.
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  Speaker 3: Okay, so let's talk about that because you know, there's
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  Speaker 3: so much about AI right now. There's so many tools
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  Speaker 3: entering the market, so many processes and functions that we
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  Speaker 3: as business developers need to execute. It's almost as, as
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  Speaker 3: you know, the ecosystem of tools out there has become
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  Speaker 3: more complex and less complex. So can you talk a
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  Speaker 3: little bit about these stacks of functionality and how it's
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  Speaker 3: kind of evolved and what Agentive is really solving with
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  Speaker 3: all of that.
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  Speaker 1: You're absolutely right, you know that is a huge problem.
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  Speaker 1: We have now got so many tools. I was looking
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  Speaker 1: at a guide yesterday which was showing about fourteen thousand
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  Speaker 1: plus tools for sales and marketing technology, and therein lies
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  Speaker 1: a problem and I've given that problem and name called
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  Speaker 1: the Franken stack. And essentially, what companies are doing to
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  Speaker 1: go through the full end to end cycle from identifying
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  Speaker 1: their ideal customer profiles to developing opportunities to identifying who
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  Speaker 1: they should sell to enriching contacts coming out and being
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  Speaker 1: able to put a strategy and a game plan together,
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  Speaker 1: create the outreach, and then run through the full engagement cycle.
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  Speaker 1: They're using at least twelve to sixteen tools per sales
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  Speaker 1: person or seller. Let's put it this way, and this
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  Speaker 1: frank In stack. I don't know if you can see
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  Speaker 1: my screen, but you know this is essentially a big
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  Speaker 1: hurdle right now. And what is happening tony is that
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  Speaker 1: we are taking that frankn stack and using AI to
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  Speaker 1: automate it. So there's still those different disparate point solutions
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  Speaker 1: that are now AI powered, So that means they can
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  Speaker 1: work much faster, much quicker, much more intelligently, but they're
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  Speaker 1: still working in their silos and they still have to
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  Speaker 1: talk to each other. Eighty five percent of AI pilots
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  Speaker 1: in the sales and marketing arena are failing, and the
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  Speaker 1: reason they're failing is because we're going in and automating
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  Speaker 1: these point solutions. And what I mean by that is that,
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  Speaker 1: for example, we do the work of the sales development
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  Speaker 1: rep or the business development rep and automate that without
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  Speaker 1: taking it into account that there's a handoff to the
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  Speaker 1: account executive to a customer success manager, and prior to
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  Speaker 1: all of that, there's somebody who's doing prospecting demand generation.
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  Speaker 1: So we have on the one hand, automated all those
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  Speaker 1: different tasks, but at the same time we have amplified
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  Speaker 1: those handoff solutions. And who suffers the most at the
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  Speaker 1: end of the day, it's the customer. It's the end user.
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  Speaker 1: The customer experience really becomes bad. There's a high volume
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  Speaker 1: of a lot of spam so to speak, going out,
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  Speaker 1: and the customer is lost in all these different handoffs.
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  Speaker 1: Instead of you know, they have to go and give
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  Speaker 1: the same answers to the sales rep. They then have
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  Speaker 1: to give the sales same answers to the account executive,
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  Speaker 1: the SDR. The same questioning happening, and it's a very
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  Speaker 1: very horrible experience. On the other hand, if I may
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  Speaker 1: go to the next light, we have developed regentive and AGENTA.
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  Speaker 1: What it does is it actually brings all those different
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  Speaker 1: tasks and processes under one roof, under one process. Now,
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  Speaker 1: different roles can log into the system, but there's no
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  Speaker 1: handoff of information or no handoff of intelligence that is
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  Speaker 1: lost between going from one silo or one point solution
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  Speaker 1: to the other, it's all within one system. It works
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  Speaker 1: in a very unified manner and as a matter of fact,
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  Speaker 1: one operator can run the full process end to end.
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  Speaker 1: So if you remember the good old days, before all
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  Speaker 1: these technology stacks came along, the seller had to do
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  Speaker 1: the prospecting, the seller had to do the qualification, and
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  Speaker 1: the seller had to do the selling and maybe broad
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  Speaker 1: in a solution engineer to help them do the demo.
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  Speaker 1: While we can actually go back to that, do it
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  Speaker 1: much more intelligently, give a much more unified customer experience,
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  Speaker 1: and do it all in one harmonious manner, so no handoffs,
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  Speaker 1: and we can do it much faster with better intelligence.
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  Speaker 1: And that's what I'm going to show you with a genda.
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  Speaker 3: Yeah, well, I can't wait to see the demos and folks,
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  Speaker 3: a lot of this what we're showing today in this
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  Speaker 3: podcast is very visual. I'll try to do my best
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  Speaker 3: talk through what we're showing on the screens so that
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  Speaker 3: for folks that are just simply listening you can understand
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  Speaker 3: what we're talking about. And I'll just kind of summarize
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  Speaker 3: what Usman just mentioned because it's really music to my ears,
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  Speaker 3: and I'm sure it is to a lot of you
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  Speaker 3: listening here. As business developers, the top three frustrations that
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  Speaker 3: we have are a we have extensive processes that we
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  Speaker 3: as business developers need to follow, whether that's prospecting and
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  Speaker 3: finding the leads, connecting with those leads and prospects, sending messages,
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  Speaker 3: doing the research on LinkedIn, getting the numbers, the contact
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  Speaker 3: information on a different platform. Ah yeah, yeah, yeah, yeah.
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  Speaker 3: It just keeps on going on and on and on
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  Speaker 3: on all these different tech stack items. We need to
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  Speaker 3: be involved in the different processes. The other thing that
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  Speaker 3: frustrates us as business developers because again, as business developers,
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  Speaker 3: we're involved through the entire customer journey, not just the
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  Speaker 3: activation phase, not just the conversion phase, but also during
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  Speaker 3: the success phase and during the growth phases and our
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  Speaker 3: visibility drops, the handoffs that we have with the folks
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  Speaker 3: and sales, and the conversion phase and then the customer
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  Speaker 3: success teams. Those can be real risky transitions where things
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  Speaker 3: can fall through the cracks, and that just creates a
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  Speaker 3: horrible prospect experience or horrible customer experience, and we don't
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  Speaker 3: want that. As business developers. We are the champions for
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  Speaker 3: our customers. We're their advocates. We want a great experience
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  Speaker 3: for them. We need them to have a great experience
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  Speaker 3: because they are a source of referrals for exponential growth
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  Speaker 3: of our company. And then the final thing is, you know,
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  Speaker 3: it's just tough keeping up with all of these activities
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  Speaker 3: just sheer volume wise, it could really drain you in
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  Speaker 3: doing a lot of these administrative tasks that nobody wants
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  Speaker 3: to do. I don't care if it's a BDR or
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  Speaker 3: anybody nobody. Now, there is no business developer in the
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  Speaker 3: world that ever said they love to enter data into CRM.
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  Speaker 3: Everybody hates it because it's a low value task. Now
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  Speaker 3: we have breakthroughs with AI and so with that, folks,
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  Speaker 3: I'm going to bring up on the stage here we're
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  Speaker 3: going to go back to screen mode for those that
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  Speaker 3: are listening. Now we're looking at a live view of agentive,
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  Speaker 3: the actual application and usman take it away here. Looks
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  Speaker 3: like we're looking at the agentive managed ICP's functionality, right.
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  Speaker 1: Correct, So, Tony, every good successful sales engagement starts with
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  Speaker 1: being able to identify your ideal customer profile. And simple
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  Speaker 1: as it may, it's a very very difficult task for
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  Speaker 1: a lot of companies to identify who that is. And
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  Speaker 1: if you take it down into the level of the
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  Speaker 1: account executive of the SDR BDR, it becomes even more complex.
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  Speaker 1: Some of them have just joined the company or maybe
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  Speaker 1: selling into particular vertical and they don't know who their
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  Speaker 1: ideal customer profile is. So the very first thing that
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  Speaker 1: Agentative does is helps you identify your ideal customer profile.
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  Speaker 1: And this sets the stage for everything that we're going
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  Speaker 1: to stay we're going to show in a little bit now.
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  Speaker 1: At the very start, when you log in, you're giving
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  Speaker 1: your telling agentive what company you work work for. Our
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  Speaker 1: first agent kicks in over here, goes and finds that
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  Speaker 1: does research on your website, finds out who you sell to,
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  Speaker 1: what you sell, what industry you sell to, and it
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  Speaker 1: gives you out of the box a couple of recommendations
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  Speaker 1: and who your ideal customer profile will be. So when
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  Speaker 1: you sign up, the first screen you will come to
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  Speaker 1: is your ICP screen, and here it says agentaive recommended
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  Speaker 1: and it has recommended based on this particular company, different
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  Speaker 1: type of verticals. Tells you what industries you should be
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  Speaker 1: selling to, what could be your focus area based on
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  Speaker 1: what your solutions have to offer, what should be the
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  Speaker 1: annual revenue of your target customer, employee size, geography, average
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  Speaker 1: contract value, and technographics, which is what are technology is
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  Speaker 1: that your clients would be using. And it does so
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  Speaker 1: for five different type of icps. You can agree to
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  Speaker 1: any one of them, it will start generating a list
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  Speaker 1: on that basis, or you can also create your own. Second,
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  Speaker 1: what it does is it allows you to add a
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  Speaker 1: description of your product. You can upload a white paper,
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  Speaker 1: a product definition, a cheat sheet over here and this
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  Speaker 1: will only help pits be better prospect for you based
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  Speaker 1: on what your solution has. What are the values and
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  Speaker 1: the problem while use it delivers and the problems it solves.
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  Speaker 1: And the third is you can add job titles over
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  Speaker 1: here and you can basically start adding these job titles
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  Speaker 1: as a way of identifying who you sell to. You
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  Speaker 1: can do that through a Comma separated file and this
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  Speaker 1: will now help you get down to the level of
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  Speaker 1: individuals you'll be selling to. And lastly, you can also
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  Speaker 1: if you're selling into named accounts, go into direct named
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  Speaker 1: Accounts selling and enter the name of the companies. Once
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  Speaker 1: you're done with that, it goes into what we refer
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  Speaker 1: to as the scout as the lead scout and here,
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  Speaker 1: based on the ideal customer profiles we've identified, it has
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  Speaker 1: generated a list of one hundred and twenty four companies
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  Speaker 1: and within those companies, five ninety seven opportunities. And based
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  Speaker 1: on the average contract value that we agreed to, it
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  Speaker 1: has also given you a total pipeline value estimated value
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  Speaker 1: what your pipeline could be. Okay, that's great.
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  Speaker 3: Could we just pause right there, because I think there's
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  Speaker 3: a lot of great things that you just mentioned. I
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  Speaker 3: just want to make sure that folks that are just
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  Speaker 3: listening to this they're not viewing it. It looks fantastic
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  Speaker 3: on video, folks, So if you're just listening, go to
• 15:26
  Speaker 3: the YouTube videos, go to the videos that we have
• 15:29
  Speaker 3: on our substack page, and you can watch this in
• 15:32
  Speaker 3: real time and it's very informational. But just for the
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  Speaker 3: folks that are listening, what we saw were a couple
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  Speaker 3: of the first screens and defining the ICP, the ideal
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  Speaker 3: customer profile.
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  Speaker 1: And what I.
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  Speaker 3: Really liked about that, usman, is it not only looks
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  Speaker 3: at your company, your products, your capabilities, but it starts
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  Speaker 3: to define your ICP. And I think what's refreshing about
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  Speaker 3: this is the AI could probably present a ICPS that
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  Speaker 3: you never even thought about in different market segments, different
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  Speaker 3: verticals that you probably never even considered. And so I
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  Speaker 3: think that's one of the beauties of AI, is it
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  Speaker 3: It can avoid you from getting into the horse blinders
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  Speaker 3: mode of This is our ICP, this is the way
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  Speaker 3: we do it. We're doing it for years, and meanwhile
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  Speaker 3: you're not realizing you have some adjacent opportunities that you
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  Speaker 3: could really exploit. And the other thing then that I
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  Speaker 3: liked is that you can enter in the types of
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  Speaker 3: personas that you typically engage chief growth officer. I saw
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  Speaker 3: you listed there, maybe the VP of BD. You can
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  Speaker 3: enter those functions in. And then now folks were at
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  Speaker 3: the next screen, which is the agentive scout screen. So
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  Speaker 3: as Usmann was saying, now you're taking that ICP, the
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  Speaker 3: system is now identifying all of the leads out there
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  Speaker 3: in the marketplace, right, that is correct.
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  Speaker 1: Let me add one more thing to that, Tony, what
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  Speaker 1: you just said those horse blinders. As you mentioned, right,
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  Speaker 1: we're not just looking for ideal customer profiles, but we're
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  Speaker 1: looking for ideal customers that are in market. And how
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  Speaker 1: do we know that they're in market? Well, you know
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  Speaker 1: if we're selling, for example, some kind of development operations solution,
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  Speaker 1: then having a signal that tells us that this company
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  Speaker 1: has a DevOps job opening will be a good indicator
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  Speaker 1: that they are also looking to solve, you know, to
• 17:36
  Speaker 1: find solutions for that. So there's a lot of adjacent
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  Speaker 1: indicators that you can enter into the ideal customer definition
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  Speaker 1: and that will further help it streamline and identify opportunities
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  Speaker 1: and prospects that are actually in market by looking at reviews,
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  Speaker 1: by looking at job postings, RFP postings, et cetera. And
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  Speaker 1: then only surface up those opportunities that are actually in
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  Speaker 1: market and help you qualify them better. Right, saves a
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  Speaker 1: lot of time.
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  Speaker 3: Yeah, that's a fantastic feature. You know, as business developers,
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  Speaker 3: we need to be very efficient in our outbound engagement
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  Speaker 3: and we need to focus on those that are in
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  Speaker 3: market or demonstrating the signals that they are or close
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  Speaker 3: to being in market. So a what a powerful feature. Okay, great,
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  Speaker 3: So tell us more about the agent of scout page place.
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  Speaker 1: Yeah. So scout page is basically your list. This is
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  Speaker 1: your list of target accounts. On the left side. We
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  Speaker 1: see these target accounts over here that I'm scrolling up
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  Speaker 1: and down. This is by companies and then in the
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  Speaker 1: middle over here are your opportunities. So for each company,
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  Speaker 1: it has generated certain opportunities and I can come in
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  Speaker 1: here and I can look at the opportunity at a
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  Speaker 1: header level, at a detail level. And on the right
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  Speaker 1: hand side, I have this panel open and it is
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  Speaker 1: telling me what is the national reasoning solution, how do
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  Speaker 1: your solutions align with and why are they relevant to
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  Speaker 1: the customer's pain points and what would be the urgency.
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  Speaker 1: And as a prospector, I can very quickly go through
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  Speaker 1: number of these different opportunities to decide which are the
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  Speaker 1: ones I want to track. Once I track them, I
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  Speaker 1: can then click open one of these and you can
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  Speaker 1: see over here they are also these little flames or
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  Speaker 1: these flame icons red, orange, blue, green, et cetera. These
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  Speaker 1: are showing you what is the urgency of that opportunity,
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  Speaker 1: so I can start them on that basis. And once
• 19:41
  Speaker 1: I click open one of these, now it's going to
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  Speaker 1: help build out a complete account plan. Right, this is
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  Speaker 1: my opportunity account plan. So let me go into this.
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  Speaker 1: I'm on the first page which is giving me set
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  Speaker 1: of details. Again, it starts of the reasoning and rationale, Tony.
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  Speaker 1: One of the things I want to highlight over here
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  Speaker 1: is that everything in agentive is looking at the market
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  Speaker 1: from your company's lens, So there's nothing generic over here.
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  Speaker 1: So for example, in this particular case, the background looks
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  Speaker 1: at your prospect. In this particular case, this company areble,
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  Speaker 1: and it looks at it from the company that is
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  Speaker 1: selling to that company. What's in it for that company
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  Speaker 1: and how does this relate and what is the relevance
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  Speaker 1: to this. It gives me a background, and it builds
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  Speaker 1: out a complete sales play over here. What are the objectives,
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  Speaker 1: what is the target's profile, key personas you would be
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  Speaker 1: selling into, what could be your messaging focus, the sales motion,
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  Speaker 1: proof points, and it goes on to even list out
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  Speaker 1: the solutions. And this is also a very important point
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  Speaker 1: over here, because as we know, sellers in complex sales
• 20:59
  Speaker 1: invironments where there's a big portfolio of solutions might be
• 21:03
  Speaker 1: familiar with three to four solutions, five solutions, but there
• 21:07
  Speaker 1: might be twenty other solutions in my solution portfolio that
• 21:11
  Speaker 1: are relevant to this particular prospect, but I haven't thought
• 21:15
  Speaker 1: of those. So again, the horsblind review versus that of
• 21:18
  Speaker 1: taking the full portfolio and matching it with the entire
• 21:23
  Speaker 1: needs of your customer, and in doing so, we make
• 21:26
  Speaker 1: sure that there's no money left on the table because
• 21:29
  Speaker 1: just because I didn't know that there was a new
• 21:31
  Speaker 1: solution from a company I had just recently acquired that
• 21:35
  Speaker 1: would actually meet the demands of my customer very nicely,
• 21:39
  Speaker 1: but because I, as a seller didn't know it, I
• 21:41
  Speaker 1: didn't add it into my prospect list, right, So this
• 21:46
  Speaker 1: covers that part as well. It further goes on to
• 21:50
  Speaker 1: show me a Swart analysis, a complete description of the opportunity.
• 21:57
  Speaker 1: It's for some reason not building out over here, but
• 22:02
  Speaker 1: we'll come back to that. And it also does value engineering,
• 22:05
  Speaker 1: where it looks at the priorities and challenges, the costs,
• 22:09
  Speaker 1: the solutions to sell, and the value and benefits that
• 22:13
  Speaker 1: you'll be able to deliver. The technographics sections helps me
• 22:17
  Speaker 1: understand what technologies they are using, because that could be
• 22:20
  Speaker 1: also a great indicator for where I sell, because I
• 22:23
  Speaker 1: could be selling adjacent to a particular technology, and then
• 22:28
  Speaker 1: here I come into the buyer group and I should
• 22:34
  Speaker 1: be able to show you this in just a quick second.
• 22:37
  Speaker 1: If you unshare the screen, I'll bring this up in
• 22:40
  Speaker 1: a section.
• 22:40
  Speaker 3: Sure While you do that, I'll just refresh for folks
• 22:43
  Speaker 3: that are listening in. Again, you're not seeing the visuals,
• 22:46
  Speaker 3: but the UI is nice and clean.
• 22:49
  Speaker 1: I like it.
• 22:50
  Speaker 3: And you know what's great about this again, the horse blinders.
• 22:56
  Speaker 3: You're eliminating this issue of horse blinders where let's face it,
• 23:00
  Speaker 3: you're busy. Your company is producing a lot of products contents.
• 23:05
  Speaker 3: It's very difficult for business developers to stay up the
• 23:08
  Speaker 3: speed on all of the products that your company has,
• 23:12
  Speaker 3: especially if you're a large, complex enterprise company. And I
• 23:16
  Speaker 3: think that's really valuable usman, because what that allows you
• 23:21
  Speaker 3: to do is then before engaging that prospect, you can realize, Okay,
• 23:25
  Speaker 3: I'm really strong on these products. I have those, I
• 23:28
  Speaker 3: understand those. I'm very solid. These other six that Agentive
• 23:34
  Speaker 3: identified as possible solutions, ooh, well, those look like opportunities.
• 23:40
  Speaker 3: But I'm not too comfortable on those. I probably need
• 23:43
  Speaker 3: to reach out to one of my internal partners, bring
• 23:45
  Speaker 3: them into the call. Maybe that's your sales engineer, Maybe
• 23:49
  Speaker 3: it's a technical expert. It could be a customer success
• 23:51
  Speaker 3: person that has a lot of experience with that product.
• 23:54
  Speaker 3: It could be an external third party that you could
• 23:57
  Speaker 3: bring into the discussion as well. And that way you
• 24:02
  Speaker 3: are coming in well prepared for the discussions with your prospect,
• 24:08
  Speaker 3: so that no matter what turn you take in the discussion,
• 24:12
  Speaker 3: you have prepared fully for all of the options that
• 24:18
  Speaker 3: you can present to them. And you know, we just
• 24:21
  Speaker 3: did a podcast recently with Steve Radford. He just published
• 24:25
  Speaker 3: a wonderful book, and you know, Steve was talking about
• 24:29
  Speaker 3: I really love this tactic. He said, every time you
• 24:31
  Speaker 3: go into a prospect engagement, not necessarily a sales call,
• 24:34
  Speaker 3: but every time you should have your KPI. What's the
• 24:39
  Speaker 3: thing I'm trying to shoot for as an outcome from
• 24:41
  Speaker 3: that meeting? And what's a minimum thing I need to
• 24:44
  Speaker 3: achieve from having that meeting with my prospect? And then
• 24:47
  Speaker 3: the third thing, this is really groundbreaking, was he said
• 24:50
  Speaker 3: you should always have a reach goal, like what's one
• 24:53
  Speaker 3: thing that Wow, if the discussion with your prospect ends
• 24:58
  Speaker 3: and you achieved that, it would be a home run,
• 25:01
  Speaker 3: it would be knocking it out of the park. It
• 25:02
  Speaker 3: would accelerate the discussion so much more. And that's where
• 25:06
  Speaker 3: I think this agentive tool of identifying all the products
• 25:10
  Speaker 3: and solutions in your company could really enable you to
• 25:14
  Speaker 3: look and identify, oh, Okay, yeah, those two solutions, those
• 25:17
  Speaker 3: should be a slam dunk. Oh, this one be a
• 25:19
  Speaker 3: nice reach, and I think it could really help my prospect.
• 25:22
  Speaker 3: And that way, you're not only going in well prepared
• 25:25
  Speaker 3: with the right teammates, with the right solutions, but you're
• 25:28
  Speaker 3: going in with the right goals.
• 25:32
  Speaker 1: Ousman.
• 25:33
  Speaker 3: It looks like you have another screen up now, and
• 25:35
  Speaker 3: it's called the It looks like it's titled Reduce Idle Days,
• 25:39
  Speaker 3: Real Time Orchestration. And then for folks listening, it has
• 25:43
  Speaker 3: a bunch of profiles for individuals kind of looks like
• 25:47
  Speaker 3: their LinkedIn pictures, you know, the little round circle and whatnot.
• 25:50
  Speaker 3: So you're actually looking at real people and these are
• 25:54
  Speaker 3: folks within the account, right, I mean, these are your
• 25:57
  Speaker 3: prospect account champions and whatnot. Can you tell us a
• 26:00
  Speaker 3: little bit about what we're looking at here?
• 26:01
  Speaker 1: Yeah, So remember we entered those job titles. Now those
• 26:05
  Speaker 1: job titles have been actionized, and what is happening over
• 26:08
  Speaker 1: here is gone ahead and pulled out individuals that we
• 26:11
  Speaker 1: would sell to and created a buyer group for that opportunity.
• 26:15
  Speaker 1: And if I scroll on that, it tells me the
• 26:17
  Speaker 1: name of the person, the job title, and it also
• 26:20
  Speaker 1: tells me why they matter in the context of this
• 26:23
  Speaker 1: particular opportunity, their likely responsibility, and if I were to
• 26:28
  Speaker 1: click and it breaks it into three columns, those people
• 26:31
  Speaker 1: that are advocates. How does it know that because we're
• 26:35
  Speaker 1: doing psychometric profiling, so the equivalent of a Myer's Brakes
• 26:39
  Speaker 1: or a disc profile. We're conducting that kind of analysis,
• 26:43
  Speaker 1: and based on that analysis, this personality, the mindset of
• 26:47
  Speaker 1: that person is more of an advocate of another could
• 26:51
  Speaker 1: be that of a connector, and yet a third of
• 26:54
  Speaker 1: a challenger. I can click into one of these individuals
• 26:58
  Speaker 1: and it will bring up that individual and it will
• 27:00
  Speaker 1: show me in detail, what are the attributes of that person?
• 27:05
  Speaker 1: How should I engage with them? What are the pros
• 27:07
  Speaker 1: and columns of egaging, reasons to reach out? What are
• 27:10
  Speaker 1: their top priorities and pain points? How do I get along?
• 27:15
  Speaker 1: This is in a section called sales affinity. That matches
• 27:19
  Speaker 1: my personality to that of the person I'm selling to,
• 27:24
  Speaker 1: why I should connect, and it goes into further defining
• 27:27
  Speaker 1: what are their priorities and goals, key performance indicators, challenges
• 27:31
  Speaker 1: and pain points. How to sell a lot of information.
• 27:34
  Speaker 1: On the one hand, but remember this is an AI
• 27:37
  Speaker 1: power tool, and what we are showing you is a
• 27:40
  Speaker 1: lot of the background work that needs to go in
• 27:44
  Speaker 1: to essentially be able to engage with these people. Now
• 27:47
  Speaker 1: I have this buyer group, it is already pre recommended,
• 27:51
  Speaker 1: so all that time that sellers spend in trying to
• 27:54
  Speaker 1: understand who they need to talk to has been shrunk
• 27:58
  Speaker 1: and already brought up over here, we can further come in.
• 28:02
  Speaker 1: We have the ability to remove people from this group.
• 28:06
  Speaker 1: Or there's a little search engine built over here where
• 28:09
  Speaker 1: I can put in the name of a person. I'll
• 28:11
  Speaker 1: just put in my name for example, and conductor search,
• 28:16
  Speaker 1: and you will be able to find that person and
• 28:18
  Speaker 1: add them into the buyer group. We also have a
• 28:21
  Speaker 1: Chrome extension to LinkedIn, and if I were on LinkedIn,
• 28:24
  Speaker 1: I could find that individual and I could add that
• 28:28
  Speaker 1: person directly into this particular group. And so once I
• 28:33
  Speaker 1: find that individual and I add them in, let me
• 28:37
  Speaker 1: just do it on this one, because I think I'm
• 28:40
  Speaker 1: using a dev system on that one, and you will
• 28:47
  Speaker 1: see that I will be able to come in, find
• 28:49
  Speaker 1: a person, add them into this particular group, and I
• 28:52
  Speaker 1: will be able to prone add and remove individuals from
• 28:56
  Speaker 1: within a buyer group.
• 28:58
  Speaker 3: Yeaw, this is fantastic, usman. We've been recording now for
• 29:03
  Speaker 3: about fifteen minutes as you walk through the different functionality
• 29:07
  Speaker 3: in AGENTIV, and fifteen minutes probably just covered about fifteen
• 29:14
  Speaker 3: hours worth of work that I would typically do as
• 29:17
  Speaker 3: a business developer. Understanding my ICP, understanding all the different
• 29:21
  Speaker 3: products that are applicable to that ICP, finding adjacent markets,
• 29:26
  Speaker 3: and then understanding who are the individual personas within the
• 29:31
  Speaker 3: target accounts that I can approach, what are their psychometrics
• 29:35
  Speaker 3: and psychographics that I can use to then go in
• 29:39
  Speaker 3: very well pared to first of all identify who would
• 29:42
  Speaker 3: be my best champion, Who is the decision maker, who
• 29:45
  Speaker 3: are the best connectors? Those are the people I need
• 29:48
  Speaker 3: to reach out to, and I know how to do
• 29:50
  Speaker 3: it because I know how they think, or I have
• 29:52
  Speaker 3: a pretty good darn idea how they think. Usman, this
• 29:55
  Speaker 3: is amazing. I know we only have a couple more
• 29:57
  Speaker 3: minutes left in the show. I would love to just
• 30:00
  Speaker 3: sit here and watch for hours the functionality of agentive.
• 30:04
  Speaker 3: Keep working here. I think one thing is also very
• 30:08
  Speaker 3: important to stress, especially for the BD leaders that are
• 30:12
  Speaker 3: listening to this show. When you use a tool like this,
• 30:15
  Speaker 3: you know a lot of people are saying on LinkedIn
• 30:17
  Speaker 3: and in social media, Oh, you know, it's the end
• 30:19
  Speaker 3: of the BDRs. BDRs are going to go away. We're
• 30:21
  Speaker 3: not hiring BDR because it's a junior function. Here's what
• 30:24
  Speaker 3: I say to all of that. If a tool like
• 30:27
  Speaker 3: a gentive allows you to bring in more junior people,
• 30:31
  Speaker 3: has business developers Okay, Now they're now doing high value
• 30:35
  Speaker 3: task where BDRs typically typically did lower value task doing
• 30:41
  Speaker 3: all these fifteen hours of research for their business developers
• 30:46
  Speaker 3: as a business. As a BDR, they were doing a
• 30:48
  Speaker 3: lot of this manually. Now you could take that sign
• 30:50
  Speaker 3: entry level person they know with a tool like Agentive,
• 30:54
  Speaker 3: it's coaching them through the entire process. You can bring
• 30:58
  Speaker 3: in a lower cost perhaps hired energy person that's entry level,
• 31:03
  Speaker 3: and now they don't need to be an expert on
• 31:05
  Speaker 3: the entire enterprise and haven't worked at the company for
• 31:08
  Speaker 3: ten years to know all of the different products. They
• 31:10
  Speaker 3: don't need that. This tool is giving them all the
• 31:13
  Speaker 3: products that are applicable. They don't need to have worked
• 31:15
  Speaker 3: in the industry for ten fifteen years building up a
• 31:18
  Speaker 3: rolodex and a network of people. They know intimately how
• 31:21
  Speaker 3: they think and how they put, No, you don't need
• 31:25
  Speaker 3: to know that you have a tool like Agentive that's
• 31:27
  Speaker 3: doing all that research for them for these relatively entry
• 31:32
  Speaker 3: level of folks. Now that can be extremely powerfully enabled,
• 31:36
  Speaker 3: but not just for the entry level folks, for your
• 31:40
  Speaker 3: folks that are more mature and more advanced in their
• 31:42
  Speaker 3: career as well. So extremely powerful usman, any final little
• 31:48
  Speaker 3: teasers you can give us about Agentive that you haven't
• 31:51
  Speaker 3: shown us already, you just want to show in the
• 31:53
  Speaker 3: next minute or two.
• 31:54
  Speaker 1: Yeah, three things very very quickly. So you just mentioned
• 31:57
  Speaker 1: the sales coach, and up at the talk right hand side,
• 32:00
  Speaker 1: we have this thing called the sales Coach, and if
• 32:02
  Speaker 1: I were to click on it, it will actually play
• 32:05
  Speaker 1: an audio podcast of the entire opportunity, which I can
• 32:09
  Speaker 1: download on my MP four. I can take it while
• 32:12
  Speaker 1: I'm driving to the appointment or listen to it on
• 32:14
  Speaker 1: my mobile phone, and it will actually coach me through
• 32:17
  Speaker 1: this opportunity. Second, it allows me to maintain a little pipeline.
• 32:24
  Speaker 1: This is not meant to replace the CRM, but it's
• 32:28
  Speaker 1: meant to complement it. Every seller needs to know what
• 32:32
  Speaker 1: they're working on today, what's around the horizon, and it
• 32:35
  Speaker 1: helps me balance and build my rolling pipeline. And lastly,
• 32:40
  Speaker 1: I want to point to what is our engaged feature
• 32:44
  Speaker 1: where you can go through that entire buyogroup. We identified
• 32:49
  Speaker 1: have pre cast emails which are pulling from the opportunity,
• 32:53
  Speaker 1: which are pulling from the psychometrics of the person, those KPIs,
• 32:57
  Speaker 1: those priorities, the behavior mindset of the individual, and it's
• 33:04
  Speaker 1: writing out these emails so I can sit in and
• 33:07
  Speaker 1: Agentive provides the email addresses as well, so I can
• 33:12
  Speaker 1: actually be sending emails. And finally, if I had send
• 33:15
  Speaker 1: email button, it'll take that email and directly paste it
• 33:19
  Speaker 1: into my Outlook or Gmail and send it from right here.
• 33:24
  Speaker 1: So again makes it very very easy for me to
• 33:29
  Speaker 1: actually conduct my full customer life cycle engagement through one platform. Wow.
• 33:37
  Speaker 3: Well, folks again, if you're just listening to all this,
• 33:40
  Speaker 3: please take a look at the videos and you can
• 33:43
  Speaker 3: see all the screens from the Agentive tool that usman
• 33:47
  Speaker 3: was presenting to us. You can also see my head
• 33:50
  Speaker 3: shaking and disbelief throughout the entire demo on the amazing
• 33:55
  Speaker 3: capability that we saw today. This is incredible, the ability
• 34:00
  Speaker 3: to save so much time and increase the value that
• 34:04
  Speaker 3: we deliver to our prospects, in our customers, in our discussions. Osman,
• 34:09
  Speaker 3: how can folks get their own version of agentive and
• 34:14
  Speaker 3: how can they connect with you?
• 34:16
  Speaker 1: Yeah, so Agentive. Our website is b beeagentive dot com.
• 34:23
  Speaker 1: Go there you can start reading up about it. Very soon.
• 34:26
  Speaker 1: We are coming up with a freemium version so people
• 34:29
  Speaker 1: will be able to log in sign up using a
• 34:32
  Speaker 1: credit system. You'll be able to look up and build
• 34:35
  Speaker 1: your own lists and your own bio groups. Also go
• 34:40
  Speaker 1: to substack. We are under Adgentive chronicles and Tony. This
• 34:44
  Speaker 1: is a really good resource because we are actually chronicle
• 34:48
  Speaker 1: chronicling reil life use cases, actual customers that are using
• 34:53
  Speaker 1: tools like Agentive, actual real life problems and how they
• 34:57
  Speaker 1: go about solving them. And then LinkedIn name Usman, USMA
• 35:01
  Speaker 1: and Shake Sagikhe and then Agentive also linked LinkedIn. Follow
• 35:08
  Speaker 1: us on.
• 35:08
  Speaker 3: That please well Usman, thank you for joining us again
• 35:12
  Speaker 3: on the show. I can't wait to have you back
• 35:14
  Speaker 3: to again. Blow my mind with all of the capability
• 35:19
  Speaker 3: that Agentive has. This is so exciting folks to see
• 35:22
  Speaker 3: the future of business development play out, and tools like
• 35:26
  Speaker 3: this are not reducing the number of business developers the
• 35:29
  Speaker 3: number of business developers is exponentially increasing. Why because it
• 35:33
  Speaker 3: enables us to deliver more value to our prospects and
• 35:37
  Speaker 3: customers and Usman, thank you so so much for delivering
• 35:42
  Speaker 3: so much value and capability to our profession today and
• 35:48
  Speaker 3: we can't wait to have you back on the show
• 35:49
  Speaker 3: again soon.
• 35:51
  Speaker 1: Thank you so much. Thank you Tony for having me here.
• 35:55
  Speaker 2: Thank you for listening to the Business Development Podcast. US
• 36:00
  Speaker 2: a free community of corporate partners and business development professionals
• 36:04
  Speaker 2: advancing the art, science, and ethics of the business development
• 36:08
  Speaker 2: profession at Gbdassociation dot org.