Exploring AI-Powered Solutions in Sales: A Discussion with Devin Johnson
In this episode of theCUBE, Devin Johnson, Chief Executive Officer of SalesAi, joins John Furrier at the New York Stock Exchange Studio. Johnson delves into the transformative power of artificial intelligence in sales through the company’s innovative solutions. SalesAi is known for its AI-driven voice agents that enhance the sales process by significantly reducing the time required to qualify and book leads.
Johnson shares insights into SalesAi’s pioneering technology that automates inbound lead qualification and supports tier-one customer interactions. The video features discussions with Furrier, co-founder and co-Chief Executive Officer of SiliconANGLE Media Inc., highlighting the growing importance of AI in optimizing sales and marketing processes. Johnson emphasizes the significance of integrating clean data and structured processes to fully harness AI’s potential, shedding light on SalesAi’s successful partnerships with companies such as HubSpot and DeepSeek-R1.
Key takeaways from the discussion include insights into the competitive advantage offered by AI in streamlining complex sales workflows, according to Johnson. The dialogue between Johnson and Furrier reveals that AI readiness and clean data are crucial for businesses eager to leverage AI technologies. The conversation concludes with a look at SalesAi’s current success and strategic growth alongside commentary on the broader implications of AI in business transformation.
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Devin Johnson, SalesAi
Exploring the Future of Cryptocurrency with Offchain Labs
Join us as we delve into an insightful discussion with Steven Goldfeder of Offchain Labs, analyzed by theCUBE Research. This segment, part of the Crypto Trailblazers series in collaboration with NYSE Wired, explores the innovative efforts redefining the Ethereum ecosystem and the broader blockchain landscape.
Steven Goldfeder, co-founder and CEO of Offchain Labs, discusses significant advancements and strategic insights in blockchain technology. In this engaging episode, hosted at theCUBE Studios, Goldfeder shares their expertise on how Offchain Labs contributes to the evolution of Ethereum through groundbreaking projects such as Prysm and Arbitrum, while discussing impacts on scalability and decentralization.
In this discussion, Goldfeder elaborates on key technological initiatives driven by Offchain Labs, focusing particularly on Arbitrum, the pioneering layer two scaling solution for Ethereum. They illustrate how innovative platforms such as Arbitrum significantly enhance Ethereum's capacity, efficiency, and scalability without compromising security or decentralization, closely analyzed by theCUBE Research.
Highlights include Goldfeder's insights on the future trajectory of Ethereum and its ecosystem, emphasizing the sustainable development model and potential for global business transformations. Goldfeder states that engaging with regulators now can ensure crypto's lasting impact, aligning with a US administration open to embracing this technological shift. This discussion offers valuable perspectives for developers, businesses, and policymakers navigating the crypto landscape.
#OffchainLabs #Arbitrum #Ethereum #theCUBE #NYSEWired #Blockchain #CryptoTrailblazers #Scalability #Decentralization #Innovation #Crypto #SmartContracts #PaloAlto #CryptoRegulation
Find more SiliconANGLE news and analysis https://siliconangle.com/.
Follow theCUBE's wall-to-wall event coverage https://siliconangle.com/events/
Learn about the latest theCUBE events https://www.thecube.net/
00:00 - Intro
00:06 - Exploring Innovations in Blockchain: A Deep Dive into Offchain Labs and Arbitrum
05:23 - Ethereum's Scalability and the Layered Architecture
08:01 - Smart Contracts and Developer Innovations on Arbitrum
11:46 - The Impact of Arbitrum on Blockchain App Development
16:08 - Navigating the Future: Offchain Labs and Ethereum in a Regulatory Landscape
>> Welcome back everyone to theCUBE here at our New York Stock Exchange Studio on the East Coast, part of the NYSE and theCUBE's partnership around building out NYSE Wired, a community and a program featuring the leaders. This is our crypto series, crypto trailblazing, blazing the trails. And of course, as these technology leaders change the game, we are living in the biggest sea change with data, technology, AI, and crypto decentralized. A complete upgrade and step function change. Obviously, I'm going crazy there. Here, I'm breaking it down. Devin Johnson, CEO of SalesAi is here. Devin, great to have you on theCUBE, for this podcast.
Devin Johnson
>> I appreciate it, man.>> First of all, I love the name of your company.
Devin Johnson
>> Thank you.>> SalesAi, You couldn't get any more explicit than that.
Devin Johnson
>> I know, and it's dot-com.>> It's an awesome URL. I mean, you had me at SalesAi. So quickly explain what you guys do and then we can get into it, because I know it's probably one of the most popular use cases right now in the AI side. There's a whole nother ball game behind that I want to get into it, but explain what you guys do.
Devin Johnson
>> Absolutely. So overall mission is to make AI incredibly simple, easy, and effective for businesses to use. What does that actually mean? So our primary product right now is voice agents that take an inbound lead, call them like a human, qualify that lead instead of a human having to do it and booking it to the calendar for business to actually close. One of the biggest issues in businesses is speed to lead. And so we solve that by that AI agent calling that lead from any form of opt-in, whether that's paid, your website, blogs, doesn't matter, and calling that lead, qualifying it, looking into the calendar to actually be closed. And then we also support tier one customer support. So that's actually about half-and-half right now. Between our 3,000 customers, it's 50-50 between customer support and the sales call.>> So the voice activation comes from the lead or the salesperson?
Devin Johnson
>> Yes. Yes. So it's automatic. So let's say you use HubSpot as your CRM. A lead comes from your website into HubSpot. It's traditionally a notification would go to a sales rep to call them, "Hey, call them, qualify them, whatever." Instead, it's an AI agent that calls them within 17 seconds and qualifies them based on your business and how you would traditionally train on that.>> So it's not like a robocall?
Devin Johnson
>> No. If we listen, if we did a call right now, you would not know it was AI.>> I mean, the technology is so massive. I saw a prototype, it has not yet been on the market yet. It was from a company doing some video. It's essentially esports meets Madden Sports. It's basically real-time basketball generated by AI. So the technology is so good now that you can have this kind of intimacy without, "Whoa, what is this rando call?"
Devin Johnson
>> Yeah. And we encourage our customers to disclose, it's an AI agent calling on behalf of the business. We're not trying to spoof anybody, but at the end of the day, we are in an age of speed and wanting things right now, instant gratification. And so with B2B businesses being kind of the slowest movers and being able to service customers very fast, this is a no-brainer solution for them.>> I really like this on multiple dimensions. On one, on the B2B side, the inbound marketing is old, stale and old. Leads, email marketing, okay, we'll get that in a second. But on the robocall side of it, it's much cleaner to get a call. Because one, you can hang up faster if you're not interested, one. But two, a clever, well-spoken response is direct response.
Devin Johnson
>> Yeah.>> That is the goal.
Devin Johnson
>> 100%. And we have hundreds of recordings of our own AI agents doing these interactions. Humans have bad days. They forget what to say. They give up on looping and trying to get that sale. And these agents, relentless. I've heard them take someone that was sad to happy and tell jokes to all->> I mean, people are having relationships with ChatGPT, the stories are endless.
Devin Johnson
>> Yeah, yeah.>> It's unbelievable.
Devin Johnson
>> We caught a rep having a weird relationship with one of our AI agents. It was very funny.>> Like he's a training, I'm trying to train the agent, and I got close to the agent. I mean, I don't want to go there. A whole nother store, but that's an hour pod right there.
Devin Johnson
>> Yeah.>> No, but this is the intimacy. Again, this is the benefits of the user experience changeover that we're seeing people getting smarter. They want to have a personalized experience that clearly on the AI side of the ledger of value is what we're seeing. I get great service with generative stuff. You can give great service and target that. So that's great on the user side. On the plumbing side, the inbound marketing/MarTech stack, we all know and MQLs are valuable, qualified leads. You're essentially automating the funnel.
Devin Johnson
>> Yes.>> You're basically putting a bullseye at the point of sale for the reps to walk in at the right time. This is the holy grail.
Devin Johnson
>> Yeah, absolutely. The previous business that I built and sold was outbound marketing. So I knew the challenges of these businesses having a ton of outbound leads come in, knocking on doors and not responding. So our number one churn reason was that they didn't have enough time, reps, human support tech to follow up with the leads we were generating in our previous business. And so I got tired of that. I wanted to go on the other side of the business. I knew exactly what I wanted to do when that business moved on and we launched sales.>> A lot of the stuff on these B2B and a lot of the AI that's solving is the muck, the toil, the grind that the grunt work. A lot of the best AI use cases are in sales and marketing, obviously, because there's language models and these things are advancing. And the other one is coding.
Devin Johnson
>> Yes.>> Code assistance and marketing are the hottest areas is the low hanging fruit right. Now, that turns into automation on process improvement. So all the agentic workflow infrastructure stuff that we cover on theCUBE and SiliconANGLE. Agents are hyped up and rightfully so. They should be hyped up, but the action is at the data layer.
Devin Johnson
>> Yeah, I actually want to talk about that. So we were at HubSpot INBOUND last week in San Francisco. We just released our official partnership. So we're your AI agent partner to do these phone calls inside of your marketing hub if you're a HubSpot user. So that was very successful, awesome launch. But 30 out of 45 minutes of talking that presentation, me and my team discussed. If you are doing it poorly with humans right now, AI is not your magic pill. You have to have clean data, clean processes, then AI. And the integrity of your data is absolutely everything. You have to have structured data going in or you're going to get crap out. And this is where some AI is getting a lot of bad rap is that, well, it didn't solve my problem, but you look at the user's prompt and it was one sentence.>> Yeah, I was watching CNBC I think last week and I watched a show, the stock took a hit because this MIT put out a study. Oh, yeah. People aren't really getting there probably. Well, I see, we have other data that goes against that. And the commentator on Tuesday, "Well, the big AI reset." AI reset? What are you talking about, AI reset?
Devin Johnson
>> It's just getting started.>> There's no reset.
Devin Johnson
>> One of the keynote speeches at HubSpot was they did a national study, and less than 10% of businesses are actually AI-ready. And we're talking about forget early adoption, we're in first mover stage right now. We're not even in early adoption. It's just getting started.>> So David, talk about the blocker, because I think the data piece is hugely important. Totally agree with you, and the workflows, and the domain expertise all got to be there. What can a company do and what do you guys do to relieve that? I mean, obviously, it's like the rock on the river. At some point, the water is just going to blow it away, but right now, that is a blocker. People just aren't ready. What are some of the tactics and best practices, playbooks, and what do you guys do to unclog maybe some of that dirty data or clean it up a bit?
Devin Johnson
>> We're definitely not in the data restructuring business. I don't want to mislead anyone, but one thing we do bring to the market is a readiness score. So we have a very in-depth AI-driven readiness assessment that's very detailed and it'll tell you where you're ready to deploy AI. And if it's not sales AI, it'll tell you suggestions for products that you are ready for, all the way to you're ready for a solution like SalesAi. And so you can get that from our website, SalesAi.com. It's free, no opt-ins, no nothing.>> How old is the company?
Devin Johnson
>> It's a year and two months old.>> You scored a great URL. Did you buy that of the domain brokers?
Devin Johnson
>> Yeah. So I buy domains for fun. A lot of tech people do.>> You're a whale in the GoDaddy world?
Devin Johnson
>> I mean, I have 300 plus domains.>> Yeah, I have a ton too.
Devin Johnson
>> Yeah. So this was one that I was->> I'm going to buy that domain.
Devin Johnson
>> Yeah, yeah. And so, yeah, this was one that I picked. I mean it was expensive. It was 20 grand, but I knew it was good. Yeah. I mean, GoDaddy says now it's over a million, your estimated value for some domains.>> It's real estate, it's appreciation. All right, so great name. Let's get into some of the ecosystem, because as you guys grow, killer product, value proposition is pretty clear. I mean everyone is wanting leverage out of their inside sales team, their go-to-market, all clearly being restructured. And why wouldn't you want to have the best self-service and operational efficiency on some of those high-volume beachhead deals or just inbounds, and then you grow them, net contract value, et cetera, et cetera. All right, so good. When you come in, you got to have an ecosystem. So I can see that you'd probably attract the data plumbers. "Hey, I can clean data. I have a service." Is that going on for you guys right now?
Devin Johnson
>> Yeah, we've got a partner division within the company. So I took a unique strategy and growth of this business. We made an acquisition early on in a telecom technology, because telecom technology services call centers. And what do they need more than anything? They need consistency and everything is about the speed to the phone being picked up. So we have a lot of vendors through that acquisition and we're able to refer out, and I've got my hand-picked favorites that I'll refer out too, but our primary ICP outside of the acquisition and the customers we're working through integrating with is HubSpot users. I mean, we have a very deep integration with HubSpot. I work with their executive team on a monthly or bi-monthly basis.>> It's a smart strategy actually because all the inbound marketing infrastructure, it's essentially going to be abstracted away. It's still critical infrastructure for inbound. I mean, that makes sense. On the telecom side, that makes total sense because a lot of the companies we cover in this area are mining their logs. They have call center data, so there's a muscle there of recording and storing and hoarding those calls. That's a data hoarding kind of philosophy.
Devin Johnson
>> One of the telecom agent case studies that we have internally is we saved a telecom call center business over half a million dollars in three months with consistency of just using tier one customer support. And they were able to augment a lot of their billing charges and be able to keep the same profit margin.>> So tell me about the company. Where are you guys located? What are some of the fundamentals, some of the momentum? Put a plug in.
Devin Johnson
>> Yeah, so SalesAi is based in Indianapolis, Indiana, believe it or not. So I've always been the black sheep in the Midwest.>> Colts had a good week.
Devin Johnson
>> Yeah. Danny Dimes might be all right. I was prepared for the worst.>> Pat McAfee, a hometown favorite over there too, right?
Devin Johnson
>> Yeah, he's in the suite next to me, so he's a character. But we've grown, just SalesAi book of business alone, 7.1 million in the first year. And again, we made a strategic acquisition on the telecom side. So massive momentum and typical growing pains that we've got right now with continuing to develop the right products for the right people. And that's why I really plugged our ... We know our HubSpot users are our best users.>> Yeah. And they're disciplined.
Devin Johnson
>> They're disciplined,>> And they know that-
Devin Johnson
>> You're using HubSpot, you're disciplined.>> And it's built into the business model, right? Because the funnel doesn't go away.
Devin Johnson
>> No.>> I mean, it might change more organic. Now, you're seeing a lot more organic behavior, so you can see a lot more like multi-touches coming in. So that's just behavior. The context is still the funnel. It's just, where's the bullseye? That's the secret, right? Just top of funnel, I mean, matriculate down to the bullseye or come right to the bullseye.
Devin Johnson
>> And that's where we talk about the conversion bow tie all the time. You know what that is. You've hit on three of the six main elements just since we've been sitting here. It's like that bow tie is different now. You used to be able to start with cold and work, work, work, work and ABM your way in. Now, it's got to be high intent from the start. That's the biggest challenge that businesses have. And then from high intent, how's it personalized? Well, you've got to be using AI in both of those to be able to keep up with the velocity.>> And then just align with who you're talking to. The faster you can align up, that's sales magic right there.
Devin Johnson
>> And a piece of advice I always like to give to founders or people growing their business is find your unideal customer, because then you figure out really fast who you want to sell to.>> It's like Wall Street. Cut your losses early.
Devin Johnson
>> Yeah. Find your unideal customer in your first six months and grow from there.>> Devin, great story. Looking forward to continuing at another time. Appreciate you coming up.
Devin Johnson
>> Thank you.>> And sharing the great story. Again, love the name, SalesAi. Again, it's hot area. It's a robust area and money is on the line, right? I mean, this is real, real economics.
Devin Johnson
>> Yes.>> It's one of those things that people can point to in a KPI and saying, "Look, we moved the needle."
Devin Johnson
>> Absolutely.>> This isn't just a cost reduction problem. This is top line and bottom line. Thanks for coming on. I appreciate it.
Devin Johnson
>> I appreciate it, man. Thank you.>> All right. We're bringing all the action here. Again, AI automation, the trailblazers there, that's happening. We're living in a sea change and it's an upgrade and it's an extension of existing businesses. As digital and physical come together, the magic will be in the data and the innovation. Of course, we're doing our part to bring you here on theCUBE. I'm John Furrier, your host. Thanks for watching.
>> Welcome back everyone to theCUBE here at our New York Stock Exchange Studio on the East Coast, part of the NYSE and theCUBE's partnership around building out NYSE Wired, a community and a program featuring the leaders. This is our crypto series, crypto trailblazing, blazing the trails. And of course, as these technology leaders change the game, we are living in the biggest sea change with data, technology, AI, and crypto decentralized. A complete upgrade and step function change. Obviously, I'm going crazy there. Here, I'm breaking it down. Devin Johnson, CEO of SalesAi is here. Devin, great to have you on theCUBE, for this podcast.
Devin Johnson
>> I appreciate it, man.>> First of all, I love the name of your company.
Devin Johnson
>> Thank you.>> SalesAi, You couldn't get any more explicit than that.
Devin Johnson
>> I know, and it's dot-com.>> It's an awesome URL. I mean, you had me at SalesAi. So quickly explain what you guys do and then we can get into it, because I know it's probably one of the most popular use cases right now in the AI side. There's a whole nother ball game behind that I want to get into it, but explain what you guys do.
Devin Johnson
>> Absolutely. So overall mission is to make AI incredibly simple, easy, and effective for businesses to use. What does that actually mean? So our primary product right now is voice agents that take an inbound lead, call them like a human, qualify that lead instead of a human having to do it and booking it to the calendar for business to actually close. One of the biggest issues in businesses is speed to lead. And so we solve that by that AI agent calling that lead from any form of opt-in, whether that's paid, your website, blogs, doesn't matter, and calling that lead, qualifying it, looking into the calendar to actually be closed. And then we also support tier one customer support. So that's actually about half-and-half right now. Between our 3,000 customers, it's 50-50 between customer support and the sales call.>> So the voice activation comes from the lead or the salesperson?
Devin Johnson
>> Yes. Yes. So it's automatic. So let's say you use HubSpot as your CRM. A lead comes from your website into HubSpot. It's traditionally a notification would go to a sales rep to call them, "Hey, call them, qualify them, whatever." Instead, it's an AI agent that calls them within 17 seconds and qualifies them based on your business and how you would traditionally train on that.>> So it's not like a robocall?
Devin Johnson
>> No. If we listen, if we did a call right now, you would not know it was AI.>> I mean, the technology is so massive. I saw a prototype, it has not yet been on the market yet. It was from a company doing some video. It's essentially esports meets Madden Sports. It's basically real-time basketball generated by AI. So the technology is so good now that you can have this kind of intimacy without, "Whoa, what is this rando call?"
Devin Johnson
>> Yeah. And we encourage our customers to disclose, it's an AI agent calling on behalf of the business. We're not trying to spoof anybody, but at the end of the day, we are in an age of speed and wanting things right now, instant gratification. And so with B2B businesses being kind of the slowest movers and being able to service customers very fast, this is a no-brainer solution for them.>> I really like this on multiple dimensions. On one, on the B2B side, the inbound marketing is old, stale and old. Leads, email marketing, okay, we'll get that in a second. But on the robocall side of it, it's much cleaner to get a call. Because one, you can hang up faster if you're not interested, one. But two, a clever, well-spoken response is direct response.
Devin Johnson
>> Yeah.>> That is the goal.
Devin Johnson
>> 100%. And we have hundreds of recordings of our own AI agents doing these interactions. Humans have bad days. They forget what to say. They give up on looping and trying to get that sale. And these agents, relentless. I've heard them take someone that was sad to happy and tell jokes to all->> I mean, people are having relationships with ChatGPT, the stories are endless.
Devin Johnson
>> Yeah, yeah.>> It's unbelievable.
Devin Johnson
>> We caught a rep having a weird relationship with one of our AI agents. It was very funny.>> Like he's a training, I'm trying to train the agent, and I got close to the agent. I mean, I don't want to go there. A whole nother store, but that's an hour pod right there.
Devin Johnson
>> Yeah.>> No, but this is the intimacy. Again, this is the benefits of the user experience changeover that we're seeing people getting smarter. They want to have a personalized experience that clearly on the AI side of the ledger of value is what we're seeing. I get great service with generative stuff. You can give great service and target that. So that's great on the user side. On the plumbing side, the inbound marketing/MarTech stack, we all know and MQLs are valuable, qualified leads. You're essentially automating the funnel.
Devin Johnson
>> Yes.>> You're basically putting a bullseye at the point of sale for the reps to walk in at the right time. This is the holy grail.
Devin Johnson
>> Yeah, absolutely. The previous business that I built and sold was outbound marketing. So I knew the challenges of these businesses having a ton of outbound leads come in, knocking on doors and not responding. So our number one churn reason was that they didn't have enough time, reps, human support tech to follow up with the leads we were generating in our previous business. And so I got tired of that. I wanted to go on the other side of the business. I knew exactly what I wanted to do when that business moved on and we launched sales.>> A lot of the stuff on these B2B and a lot of the AI that's solving is the muck, the toil, the grind that the grunt work. A lot of the best AI use cases are in sales and marketing, obviously, because there's language models and these things are advancing. And the other one is coding.
Devin Johnson
>> Yes.>> Code assistance and marketing are the hottest areas is the low hanging fruit right. Now, that turns into automation on process improvement. So all the agentic workflow infrastructure stuff that we cover on theCUBE and SiliconANGLE. Agents are hyped up and rightfully so. They should be hyped up, but the action is at the data layer.
Devin Johnson
>> Yeah, I actually want to talk about that. So we were at HubSpot INBOUND last week in San Francisco. We just released our official partnership. So we're your AI agent partner to do these phone calls inside of your marketing hub if you're a HubSpot user. So that was very successful, awesome launch. But 30 out of 45 minutes of talking that presentation, me and my team discussed. If you are doing it poorly with humans right now, AI is not your magic pill. You have to have clean data, clean processes, then AI. And the integrity of your data is absolutely everything. You have to have structured data going in or you're going to get crap out. And this is where some AI is getting a lot of bad rap is that, well, it didn't solve my problem, but you look at the user's prompt and it was one sentence.>> Yeah, I was watching CNBC I think last week and I watched a show, the stock took a hit because this MIT put out a study. Oh, yeah. People aren't really getting there probably. Well, I see, we have other data that goes against that. And the commentator on Tuesday, "Well, the big AI reset." AI reset? What are you talking about, AI reset?
Devin Johnson
>> It's just getting started.>> There's no reset.
Devin Johnson
>> One of the keynote speeches at HubSpot was they did a national study, and less than 10% of businesses are actually AI-ready. And we're talking about forget early adoption, we're in first mover stage right now. We're not even in early adoption. It's just getting started.>> So David, talk about the blocker, because I think the data piece is hugely important. Totally agree with you, and the workflows, and the domain expertise all got to be there. What can a company do and what do you guys do to relieve that? I mean, obviously, it's like the rock on the river. At some point, the water is just going to blow it away, but right now, that is a blocker. People just aren't ready. What are some of the tactics and best practices, playbooks, and what do you guys do to unclog maybe some of that dirty data or clean it up a bit?
Devin Johnson
>> We're definitely not in the data restructuring business. I don't want to mislead anyone, but one thing we do bring to the market is a readiness score. So we have a very in-depth AI-driven readiness assessment that's very detailed and it'll tell you where you're ready to deploy AI. And if it's not sales AI, it'll tell you suggestions for products that you are ready for, all the way to you're ready for a solution like SalesAi. And so you can get that from our website, SalesAi.com. It's free, no opt-ins, no nothing.>> How old is the company?
Devin Johnson
>> It's a year and two months old.>> You scored a great URL. Did you buy that of the domain brokers?
Devin Johnson
>> Yeah. So I buy domains for fun. A lot of tech people do.>> You're a whale in the GoDaddy world?
Devin Johnson
>> I mean, I have 300 plus domains.>> Yeah, I have a ton too.
Devin Johnson
>> Yeah. So this was one that I was->> I'm going to buy that domain.
Devin Johnson
>> Yeah, yeah. And so, yeah, this was one that I picked. I mean it was expensive. It was 20 grand, but I knew it was good. Yeah. I mean, GoDaddy says now it's over a million, your estimated value for some domains.>> It's real estate, it's appreciation. All right, so great name. Let's get into some of the ecosystem, because as you guys grow, killer product, value proposition is pretty clear. I mean everyone is wanting leverage out of their inside sales team, their go-to-market, all clearly being restructured. And why wouldn't you want to have the best self-service and operational efficiency on some of those high-volume beachhead deals or just inbounds, and then you grow them, net contract value, et cetera, et cetera. All right, so good. When you come in, you got to have an ecosystem. So I can see that you'd probably attract the data plumbers. "Hey, I can clean data. I have a service." Is that going on for you guys right now?
Devin Johnson
>> Yeah, we've got a partner division within the company. So I took a unique strategy and growth of this business. We made an acquisition early on in a telecom technology, because telecom technology services call centers. And what do they need more than anything? They need consistency and everything is about the speed to the phone being picked up. So we have a lot of vendors through that acquisition and we're able to refer out, and I've got my hand-picked favorites that I'll refer out too, but our primary ICP outside of the acquisition and the customers we're working through integrating with is HubSpot users. I mean, we have a very deep integration with HubSpot. I work with their executive team on a monthly or bi-monthly basis.>> It's a smart strategy actually because all the inbound marketing infrastructure, it's essentially going to be abstracted away. It's still critical infrastructure for inbound. I mean, that makes sense. On the telecom side, that makes total sense because a lot of the companies we cover in this area are mining their logs. They have call center data, so there's a muscle there of recording and storing and hoarding those calls. That's a data hoarding kind of philosophy.
Devin Johnson
>> One of the telecom agent case studies that we have internally is we saved a telecom call center business over half a million dollars in three months with consistency of just using tier one customer support. And they were able to augment a lot of their billing charges and be able to keep the same profit margin.>> So tell me about the company. Where are you guys located? What are some of the fundamentals, some of the momentum? Put a plug in.
Devin Johnson
>> Yeah, so SalesAi is based in Indianapolis, Indiana, believe it or not. So I've always been the black sheep in the Midwest.>> Colts had a good week.
Devin Johnson
>> Yeah. Danny Dimes might be all right. I was prepared for the worst.>> Pat McAfee, a hometown favorite over there too, right?
Devin Johnson
>> Yeah, he's in the suite next to me, so he's a character. But we've grown, just SalesAi book of business alone, 7.1 million in the first year. And again, we made a strategic acquisition on the telecom side. So massive momentum and typical growing pains that we've got right now with continuing to develop the right products for the right people. And that's why I really plugged our ... We know our HubSpot users are our best users.>> Yeah. And they're disciplined.
Devin Johnson
>> They're disciplined,>> And they know that-
Devin Johnson
>> You're using HubSpot, you're disciplined.>> And it's built into the business model, right? Because the funnel doesn't go away.
Devin Johnson
>> No.>> I mean, it might change more organic. Now, you're seeing a lot more organic behavior, so you can see a lot more like multi-touches coming in. So that's just behavior. The context is still the funnel. It's just, where's the bullseye? That's the secret, right? Just top of funnel, I mean, matriculate down to the bullseye or come right to the bullseye.
Devin Johnson
>> And that's where we talk about the conversion bow tie all the time. You know what that is. You've hit on three of the six main elements just since we've been sitting here. It's like that bow tie is different now. You used to be able to start with cold and work, work, work, work and ABM your way in. Now, it's got to be high intent from the start. That's the biggest challenge that businesses have. And then from high intent, how's it personalized? Well, you've got to be using AI in both of those to be able to keep up with the velocity.>> And then just align with who you're talking to. The faster you can align up, that's sales magic right there.
Devin Johnson
>> And a piece of advice I always like to give to founders or people growing their business is find your unideal customer, because then you figure out really fast who you want to sell to.>> It's like Wall Street. Cut your losses early.
Devin Johnson
>> Yeah. Find your unideal customer in your first six months and grow from there.>> Devin, great story. Looking forward to continuing at another time. Appreciate you coming up.
Devin Johnson
>> Thank you.>> And sharing the great story. Again, love the name, SalesAi. Again, it's hot area. It's a robust area and money is on the line, right? I mean, this is real, real economics.
Devin Johnson
>> Yes.>> It's one of those things that people can point to in a KPI and saying, "Look, we moved the needle."
Devin Johnson
>> Absolutely.>> This isn't just a cost reduction problem. This is top line and bottom line. Thanks for coming on. I appreciate it.
Devin Johnson
>> I appreciate it, man. Thank you.>> All right. We're bringing all the action here. Again, AI automation, the trailblazers there, that's happening. We're living in a sea change and it's an upgrade and it's an extension of existing businesses. As digital and physical come together, the magic will be in the data and the innovation. Of course, we're doing our part to bring you here on theCUBE. I'm John Furrier, your host. Thanks for watching.
