Why SDR Teams Are Moving to Omni-Channel AI Engagement with Alon Rosenberg

Nobody look at it from how it's happening from the outside and now I'm utilize messaging app in the more human way in order to do clearly you know the full transparency clearly somebody will come to do it but I think [music] you know the power then is is exactly like the fact that we've already established a lot of different customers already established kind of a lot of you know identities people that are engaging people that are reaching getting used into it so you know would love to have competitor that will help us [music] educate the market on on the value of you know how you utilize AI and messaging [music] up together like that that's for sure is going to be much more helpful rather than for now you [music] know fighting the battle oursel hi my name is Dmitri Bonichi and I'm a content

creator agency owner and AI enthusiast you're listening to the AI agents podcast brought to you by Jot form and featuring our very own CEO and founder Idkin Tank this is the show where artificial intelligence meets innovation productivity and the tools shaping the future of work. Enjoy the show. Hello everyone and welcome back to another episode of the AI Agents podcast. We're really excited today. We're going to be introducing a cool product um that is here and we're here with the co-founder and CEO Alan from Knock AI. How you doing Alan? >> I am doing great. How are you? >> I'm doing awesome. Thank you so much for uh spending the time today. Just want to kind of learn a little bit more about you, your background. Um, obviously, you know, knock is a really cool uh tool and I actually really like the tagline on

the website. I do agree that my traffic deserves more than forms and delayed responses. Um, but just just to kind of put it in as succinct of words um as possible, what exactly does Knock do and how did you get into AI in the first place? >> That that that's a fair question. So on a very high level, what NOC does is helping remove friction from pipeline creation. >> Nice. >> That that that's the goal, you know, in all the craziness out there today. Um, how do we help kind of if a pipeline need needs to be created, leads coming in, how do we help them get as fast as possible into the pipeline if there are fit um and get them deeper into the funnel um with the capabilities of knock basically? [snorts] >> And how did you get into AI in the first

>> So, how did I get in AI? You know, um it's a lot of it related into the fact of, you know, understanding and seeing the power of it. It's not like you know when CHPD came out of course like everybody you know started using it started um engaging through it um and there are two things that I saw with it is one which was clear um is the fact of the immediiacy it's kind of made all of us from behavioral perspective like super exciting how you ask a question get an answer floating it's not the you know slowness of response that everybody was used to um so that was definitely you super fascinating to see how it's going to impact the behavior of buyers. Um, so that that was one that kind of got me excited. But then the other part is then what's

going to be the next thing like okay it's great there is a text box and we can chat and we can do things but now how we can utilize AI to the next level basically and not just to be the thing that answer questions but much more in helping us in the back end in workflow in activity in identifying different things and then that that's what you know that's I think is much more excited than just a pure answer question type of a thing which we're all kind of still stuck ing um in a lot of aspects. So yeah. >> And who mainly uses your uh product like what uh roles and and type of companies? >> So we are targeting B2B that's that's the main focus. Um and in B2B crowd it's mainly I would say companies of around 80 100 employees and above.

So really companies that are trying and focusing on building pipeline on kind of know how you qualify better how you drive engagement better this is kind of in their mindset past a bit the beginning of like just give me meetings how really I'm starting to build something that is more um qualified and growing that those are kind of the the type of companies that we are currently target >> nice very cool and um when you say um you know B2B obviously that that totally makes sense to us. Um what would you say um type of roles specifically though kind of like use your product the most or are even replacing? What products types of roles maybe are you replacing or enhancing? >> Yeah. And so we are targeting now definitely marketers dimension VP growth demand like every everything related into demand and growth kind of

and or revenue marketing aspect. This is kind of the title and what we're replacing kind of take me further into what is the solution. basic we view the world um of creation of creating pipeline related into engagement end of the way that they we believe that especially with what ship and claude and all of those all the LLM are doing they're kind of taking the website and that the you know activity in the website visiting to the website are slowly going down because I can ask and learn a lot about the product and a lot of the solution in LLM And therefore the way we view it is how basically we can drive engagement now from anywhere make it simpler and easier to the user doesn't matter if he comes to the website doesn't matter if he sees a post in LinkedIn or he asks

something you know the LLM to learn more um so we believe that engagement should really come and and been driven from anywhere and therefore if you ask me what are we replacing it's all of the traditional solution that are running currently on the website whether it's the form builder, the chat widget, scheduling the training on the website. All of solution that are only focused on how to improve conversion from website. We want to replace all of them with enabling brands and B2B companies to really drive the engagement from anywhere and not just from the site itself. >> Okay. And and what kind of the main issues that you're finding that uh go to market people are having right now? So we see currently like I would say three main challenges that we keep on hearing over and over again. Challenge number one is like I'm

getting a lot of brands engaging or you know reviewing my marketing asset my website my post my YouTube videos etc but they're not engaging they're not filling out forms they're not kind of taking the next step to reach out to me. Challenge number two that we hear is even if they are filling out my form, still 30 to 40% of them are just not quality and not relevant, but they still waste sales people time in chasing them and qualifying them and and all of that and a lot of money is being spent on that. And then the third challenge is even if they are relevant and everything is happening from the first moment they click on a book a demo up until they become a true opportunity a lot of leads drop. it taking too much time lead just lose interest and lose intent. And

this is kind of a challenge we keep on hearing which the result of it is like increase in high percentage of no show. People book a meeting never show up to the meeting or people show up for the first meeting and doesn't show up to the next one. They might be amazing qualified but they're just not kind of taking the next step of really how to become you know part of the pi part of the pipeline or moving into the funnel. Yeah. No, that's totally fair. Um, and I I guess you know what primary tools do you kind of help uh augment or like what tools do you work through? I know obviously there's a lot of people are doing go to market through LinkedIn, WhatsApp, different tools like that. What what are you primarily doing? Is it those or other? >> So it's it's

a lot of those. Basically what we are doing is we are utilizing messaging app to be a true way to do engagement over B2B. So the lead basically you as a buyer can come pick the messaging app that you are most convenient with rather than again fill out a form or talk to the website chatbot you come in Slack is easy for you click on Slack start engaging on Slack you prefer LinkedIn go for that for WhatsApp so we enable the lead to pick the best channel of where they want to engage through and take it basically from there so that's kind of the the core of it is messaging app and on top of that of course there is an AI I and a lot of different layers that are built, but that that's the core. >> Very cool. Um, and what would you

say is the most common tool that people are trying to use right now to to do uh SDR work in GTM that um you you especially through the messaging platforms you're talking about? >> Yeah. Yeah. So of course you know still unfortunately still people still use email even though email proved itself like you know open rate are low people don't read email spam is being identified like it just doesn't work so you know we are definitely seeing the increase in LinkedIn messaging currently but that's I believe is going to get saturated exactly as email because it's at some point people are just abusing it automatically >> absolutely >> so so that that's kind of the concern that you know I I assume we'll start seeing like people starting ignoring LinkedIn as well and therefore we we look at it as more of that's why we

look at messaging app as a whole. I want to offer all the options so everybody can pick whatever works every buyer can pick whatever works currently for them rather than kind of be forced to the channel that the SDR decided which you know it's an email or LinkedIn messages. um those are type of a thing and when we look at our buyers right we really see a good mix of what they're using I mean some prefer Slack as kind of that's my business messaging that's I want to communicate that's I want to engage where others were seeing you know WhatsApp and we see even running like you basically started seeing like different types of messaging each person based on their background the title are you know using different things in that part >> no absolutely that makes sense um I I have a feeling as

well that it's going to get uh saturated too. Um the the specific thing being uh LinkedIn and you know I am curious on how WhatsApp kind of works because I I know that like texting people's like off limits in a lot of countries and stuff. What how does it work for WhatsApp? I actually don't know how that works. >> So I I would say actually what you see in Asia and Latin America WhatsApp is the main core. So they prefer to do it over WhatsApp. It's easy again the whole messaging the asynchronic of that etc. And when we add into that a layer of an AI that can engage with you and identify who you are and kind of all of those aspect it's turning this kind of WhatsApp into something that is much more of a powerful tool. Um that that's kind of thing

um related into that. But in WhatsApp it's the same thing. I'm clicking opening up my phone in an app start chatting start writing. Doesn't matter if you do it to a refer a friend or you do it for a B2B business. Same same idea, same approach. >> And what does your tool kind of do um to help out with not only like outreach but like responses and stuff now, right? Because there's a lot of stages in the process, right? There's like connecting in the first place on LinkedIn obviously and then the the back and forth type stuff. How does your company help with this? So what we do basically is that we enable leads to pick the messaging app that they want, click and start chatting. Doesn't matter what they pick, WhatsApp, Slack, LinkedIn, Telegram, iMessage, etc. They pick the channel and they start chatting.

What we do is a layer on top of that is we identify who they are with AI identify what's their intent provide them kind of the answer route them and let the the AI or the human handle them so we kind of enable all the flavors right if it's just just AI handle them chat give answers offer a demo take them in the right path or it's an AI who then pass it to the human because that's like a top hot lead that now definitely a salesperson should take it and take it to the next step. Um, so the tool enable all of that part, but we operate in an omni channel. What it means basically is that the lead pick the messaging app they want, sells it in Slack, get all the messages there, get all the knowledge from the AI and then communicate

only from the Slack. They don't need to monitor all the channel. They don't need to sit on WhatsApp. They basically sit on Slack and just answer everybody. So it's easier for the SDR, remove friction also for the SDR not to connect to another platform and and of course to delete because you know from their perspective it's a much more direct messaging and and ongoing and ongoing communication. >> Yeah. What do you feel like is um some of the main feedback you've heard from SDRs uh as you've kind of uh grown the product and forgive me if I forgot from earlier but how long has the product been around? >> So company has been around for a year and a half. >> Okay. um been running and and it's funny what that you ask about the SDR because when we talk to a lot of SDR

leaders right they're concerned my team will be focused on chat and is not going to do the rest of the job etc. But in reality, most of the SDR when they see like, oh, somebody started reaching me. I can communicate with a customer. >> Sure. >> Over messaging app, it's becoming easy. It's like I'm I'm on Slack all the time. I can continue the communication there. Like, so you start seeing like all of them jumping and starting to fight who's going to answer the lead first if it's a qualified lead. So we have customers that told us like every time a chat come in because they know that like 87% of the cases it's going to be a qualified lead sales people jump like who's going to be the first one to answer rather than the other way. So we see them you know loving

loving it from from that part. >> Yeah. No uh that's that's [music] totally fair. It's it's interesting like you just said they're basically I mean especially with mobile tools right like they're always on their um they're always on them. people are always on them. So, actually probably is more convenient because email I mean I I actually do some cold email. So, and I know some of the struggles with it with like you know it's like who wants to open up their email. I don't know what the difference it's it's kind of interesting even with those cold email platforms just being like I don't want to open this up this unib. Um I I am curious. No, you sorry you go. No. So I'm saying it's exactly that like unfortunately what have happened and what we've seen when we started is like a lot of go

to market tools edited AI to optimize the current channel like optimize a phone call optimize an email that being sent like still focusing optimize my AI chatbot that's running on the website but those channels are just not delivering. So instead of utilizing AI to take it to the next era right and take it to how people want to engage and all the capabilities in the back end that AI can do you know it was focusing on doing the optimization and that's really what we're trying to do in no is like change like saying you know people wants to engage in a humanly way right which is messaging app let's take this approach move it into the next phase utilize AI on top of the messaging app and really take it into the next phase of how we want to do it and it's exactly that

it's like the chatting is everything and it's also you see how people respond right on an email you need to think how do I orchestrate the email what's the right message that's going to hit the mark where in messaging app where like we all communicate we all check you know personally so it's a very easy to engage type of a thing um and therefore it's become very natural to to kind of use it and communicate over over chat um that that's what at least we are seeing there No, totally. Yeah, totally fair. And how um would you say that this product kind of differs from other ones that are out there on the market right now? >> I I think really like what we're seeing in the market currently is a lot of the focus is still on the AI that's running like the AI

check that's running on the website. It's like I need to come to the website, click on something, write on the website, stay on the website and it's only end of the day it's like a form or driving me to book a demo. That's kind of our state >> where what we stay in knock is the opposite. It's like let's move it to the environment that you control which is your messaging app that you picked. Let's enable you to engage from where you prefer to engage your LinkedIn post your YouTube G2 whenever you want to start a discussion started from there. And the last part is really the synchronic communication like it doesn't need to stop in the meeting book. It's kind of how I'm taking it from top of the funnel of learning, moving forward into the funnel, book a demo, continue the engagement after

a demo. It's really, it's much more widening the funnel and really going deeper into it. And that's I think that the the deep, you know, the bigger kind of difference there. It's less of how do I get an email to book a demo, but rather how do I get a qualified lead to further down into the pipeline. >> Yeah, good point. and and you know getting them down further into the pipeline obviously requires or is going to be augmented by what you do and um requires people at a certain extent but how are you able to even um how does the product necessarily work when it comes to uh utilizing AI to kind of analyze how the conversation is going and whatnot right because that's always something that people probably are >> have good skepticism about right well I think it's healthy% >> 100% And

that that's really the power of I as we see it right it's less of let me ask you less question let me ask you you know let me make it simple and get the AI to collect okay look at all the data set where the lead came from what the activity they have done on the website or other marketing asset what are the question they're asking the set so we push all of this data into the AI agent we kind of look and kind of identify intent and based on the identification and intent and knowing how to handle. You come to support I can give you the answer relevant to support route you into the right path to clo you know help you close the ticket you came for buying I want to feed you and send you to the right path maybe it's to

free sign up maybe it's to help you book a demo maybe it's you know to give you more answer to build the trust and then bring a salesperson with you to be their co-pilot into that so we utilize AI much less of just giving you answers but much more in kind of how in the back end it look collect all the different signals collect all the different element and then you know drive your push you in the right way where you know it can help you the most >> does it do any like contextual research on um products and like how they work outside of just your conversation >> so it's definitely looking at all of the enrichment of it's not just that okay you came from the US you are from a company with 200 employees it's actually looking much deeper than that what's

your stack tech stack how many um people are in your team currently. So kind of collecting all of those elements to say okay you are qualified because of all of th that part because of the question that you ask um all of those elements that it keep on collecting during the chat and you know from learning you outside of the chat that's what help it help it to you know qualify you and take you into the right path. Well, I think that kind of begs the question, where do you think people go wrong uh in regards to uh enrichment and why like maybe even though they feel like they have a good enrichment process, it might be failing? >> Yeah, because unfortunately it's kind of it's a bit of the enrichment though is all of nothing kind of I'm gonna [snorts] okay, I have an

email now I want to get like 50 fields on it where it's not necessarily relevant. You need to look at for each case what is the right data to use what is the right data to apply what's the data that's missing to me to make the next decision forward and that's I think what's kind of missing and again that's I think the power of AI where is super strong like we see it with clay right we've seen it with other tools >> that's exactly what it is how do I use that >> to kind of get the right data set to take me to the next sentiment the next signal the next step um rather than just give me pour me data not in real time that's going to come and not not really going to help me in making the right decision at the

right time. That that's basically the >> Yeah. No, that makes that makes a lot of sense. Um um what are your uh thoughts on clay as a product in general? Just because I use clay. I'm curious what what you think about it. >> Great. We use it as well. Love the solution. Not easy solution. Like it's amazing to see how a not easy solution to use still succeeded to get such you know such traction and such a loyal user base. So you know they're definitely amazing with you know how they're doing and I really think that >> the strong power of it is the ability to kind of >> take so many data source enable you to kind of collect them in one and then push an output somewhere. Um and I I think really being the facilitator which I know you know there are

CRM tools that are trying to do that now as well like there are a lot of there are a lot of tools that are trying to compete with them but I think really the their ability to consume so many data data points so many input and then enable it to really orchestrate it in a right way to to be able to utilize the data that's that's a superpower um that they have which I think it's you know that's that's what the most exciting list related into And is it kind of a core thing that you're trying to do? Obviously just trying to figure out what like the company's ethos is and everything. Are you trying to make it simpler than Clay to do a lot of these types of things? Because for me, I'm a very technical person, right? So Clay is not actually complicated

to me, but I get like and this isn't this is not an insult to to the masses. It's it's just like I've been making automations for a long time. But for other people, you know, obviously it's uh it's not always easy. So is something that you're trying to do um just make it easier for people to to do these types of things? >> So we are you know we don't see ourel competing with clay in any >> obviously sort of way. Yeah. Like we but but yes the goal is to make it simpler because my audience is marketers. My audience is marketing operation. They're not developers. there are not people who would sit and s build like crazy tables in clay compare you know add an NA10 tools and you know all of those type of things. So we want to make it simpler to

them how they utilize AI, how they use utilize data to then on one hand get pipeline rolling but then on the other end push all the insight push all of those signals into clay to take it into the next phase of what they want to do with the data right of the intent of the signals of of you know all the data that collected how they can use clay to take it to the next step and we have customers that exactly like take no data their CRM data you other intent tools out there. push all of it into clay to build better ABM um you know ABM list build indication about who in their list they should go after and they should target for a list of the SDR like you can utilize a lot of that knowledge to take it to the next phase

when you're you know predefining their ICP all of those aspects can be there are so many use cases of how you can use this data so yeah >> very cool um and what would you say is your favorite uh part of the product and how it works what feature specifically would you say is like oh wow I think that's something really cool that we do >> so I I think you know I would say two but one the first one is really um that we just launched now okay >> it's actually how we combine scheduling with all of that aspect um because >> scheduling has kind of been a thing right it's a calendar everybody has a calendar tools there are so many calendar solution out there but the thing and the pain that we hear a lot is that I booked a meeting the

meeting is in three days I'm not going to remember why I booked the meeting and who is the vendor and what what something peaked my interest when I booked the meeting but now it's like too much time has passed so I'm losing intent and then I'm not showing up so now we've added into this layer of scheduling basically the ability to drive engagement from it and therefore it's not staying like oh next stage is book a demo actually the demo is just in part of the flow so what we enable to do is you booked the demo we drive engagement from We'll send you a LinkedIn connection. We'll reach out to you over Slack. We'll ask for for an agenda that you want to cover. We push reminder into that. We keep on the engagement up until the meeting happens. So by the time the

meeting happened, I may already got some answers, invited more people into the chat. I remember who is this vendor. And what it does, it's helping us reduce the no-show rate to almost nothing. So that's I think >> that's I I think number one that I really like and I I used the opportunity to say that number two is really the qualification capability because part of the problem that we used to see right is an SDR would go into a qualification call. He has a list of 10 question they need to ask. He will ask the 10 question a bit of not answering what you are after. And I think that what we are and I think that what we are um doing on the on that part is really the fact of the qualification is looking at who they are and trying to push and

pull all the data related into this um lead in from the back end. So then I don't need to ask them how many people in your team what's your budget how you know how much you're spending on cloud because I get all the answer and then it helped me to move to a much more deeper discussion about the solution rather than the you know let's get to 10 discovery question just so I get all my checkbox before I'm showing you anything about the solution or kind of better explaining what I'm there doing. So those are the two things that I really like. >> Very cool. Um, and how would you say overall you kind of have um seen competitors attempt to do something similar and maybe where some of the pitfalls are there? >> So, it's a it's a good question, right? That we get

from a lot a lot of investors from time to time like you know >> Sure. Yeah. Right. >> Yeah. Exactly. And and honestly, for now, we haven't seen somebody that trying to go onto the messaging app like Yeah. There are a lot of AI chats that are running and trying to ask questions and all of that. Nobody look at it from how it's happening from the outside and now I'm utilize messaging app in a more human way in order to do clearly you know the full transparency clearly somebody will come to do it but I think you know the power then is is exactly like the fact that we've already established a lot of different customers already established kind of a lot of you know identities people that are engaging competitor that will help us educate the market on on the value and of you

know how you utilize AI and messaging up together like that that's for sure is going to be much more helpful rather than for now you know fighting the battle oursel um but that that that >> yeah that's fair um what do you think is uh some of the other cool like products out there in the um I guess go to go to market um AI space or is there any that you're you're looking at and going like wow that's great or is I'm just kind of curious kind of your take on what's going on in the So that definitely I mean I would I would split it into two like one on a personal level I think there are few um webmail solution um I myself use like shortwave but there are other like those that are fully utilizing AI to really save me time

and be more productive like I can search for email they build me a template they identify who is the email came from like should it go high priority low priority so I really like those you know this type of tool again I'm using short wave which I I really like because it saves me time um in communication which is great like you know what else do you need right? Um, and then another um I think another super cool ability is all the text to voice or or you know voice to text kind of and again it's a lot of the how it help me save time take what I'm asking what I'm talking about whether it's on a messenger app whether it's in an email correct it grammarly and then push it so it can save time to kind of draw notes um you know

push those type of things um it's definitely you know a new interesting ability that I believe um can can help a lot in again time saving and becoming more productive on that on that aspect and if I'm kind of need to pick really and and an an interesting right go to market tool like the bigger goto market tool of what they're using with AI I mean definitely clay you know is top come to mind as as as one of those tools that I you know for sure using that I mean and all the the rest of the mix like I'm big believer in claude using it a lot for a lot of different functionalities. So, yep. >> What what what is that kind of power for your guys as a company? Out of curiosity >> in in claude you mean or >> uh like uh

claude you said you it uh it powers you. How does it power you like in what ways? So a lot of it one is text helping definitely a lot like taking an email orchestrating nicely and coming and and you know and playing and seeing also how to think like I'm using cloud in a level now of like even if I'm coming to a negotiation discussion with the customer trying to test it how it's going to work like putting into cloud like you know behave like my buyer this is the role this is the age this is where you're located if I'm going to give you this pricing for this type of capability what was the response so kind of handling objection before I'm even getting to the stage of getting into the call. This is for example a one use case um that I've started

to use cloud which you know I've been done doing amazing how it's respond like it's moving away from being a pleaser to really starting objecting me and kind of giving the answer which you know that's one example um of that >> um to and then of course content which you know it's been amazing to see how it looks and how it help and how it help fix all of those type of things to help you with content creation as well. So >> yeah. Um totally. I uh I I am curious by the way um just for those that are unaware because I I tried to get on this earlier but maybe I can clarify it a little bit more. There's um no SMS uh obviously functionality in your tool is there. >> So there is going to be we are going to launch very soon

IM message. That's going to be the next phase on that part. Yeah. >> Gotcha. and what do you feel like um that's going to help unlock and how how would that actually work? >> So, it's going to be the same thing like Slack or LinkedIn or WhatsApp um it's just going to be another channel um that we started. you got some requests. Um, and and it really comes down to, you know, when we talk when you talk to the top salespeople, like you would they would tell you the way to close the deal is move away from the email and move into the personal, move into connecting over iMessage, connect, you know, texting with a buyer. So, I think it's again the whole idea of how I'm breaking the walls of what email create and moving it to be much more of a relationship perspective

of a human feeling. So that that's what I see you know from from that angle of how it's going to work. Um you know we always have the debate like do people want to use iMessage because it's kind of opening for them the phone number right and not everybody wants for the B2B provider to have a phone number to reach out to them. So it's it's definitely kind of the debate but once we launch it we're going to see which you know we see the impact on Slack and LinkedIn there it's kind of it's a bit of a difference. So it depends on again who is the buyer, what's their level in inside a company etc. of what the right behavior and the right messaging they're going. >> Yeah, totally. And this isn't a gotcha or anything. I am curious because I'm actually looking into

it for myself. Um is there any concerns with like um messaging people on like text though without like or do you need to have like consent and stuff like how does how does that actually kind of work with um >> Yeah, it's it's a great point. We don't do any outbound with it. >> Okay, got it. Okay. Just wanted to make sure >> I picked you to text with you and because I picked it that's the consent aspect of it that will run and we can do back. >> Perfect. >> Yeah. I wanted to make not not that I thought you wouldn't. I just uh I I wanted to call that out for the viewers because >> Amazing. >> This is probably something that people don't know is like you can't do that, you know, like you can't um >> 100%. >> Yeah. >> Yeah.

And I thought it was, you know, it's interesting. Do you know the reason why? I'm not actually quite uh sure on the reason why the I know that there's laws but um I'm not sure what the justification is cuz email is fine but for some reason >> even in email you need right to put the unsubscribe you need to enable things to be deleted right >> yeah like you can get char people don't realize you can get charged like 50,000 per email or something insane based on US law yeah [laughter] okay so cool that's good to know I wanted to to kind of clarify how that works and I think it is smart the SMS stuff is is important for um a lot of you know I know like some companies a lot of the calendar booking apps added that a little while ago and

it makes it much easier for people to go oh shoot I have a meeting >> right [snorts] >> yep totally totally it's I mean end of the day it's a convenience and that's that's why we want to enable all the options so you as a buyer pick pick whatever messaging you know pick the method that you want to do it rather than kind of you know be forced to go in one channel so I 100% agree >> yeah absolutely out of um curiosity as well. Um what would you say was kind of one of the harder things uh to get the ball rolling when when starting the company, right? Just this is more of a founder question, right? What what what kind of made it uh made it a bit difficult? >> So, you know, of course, go to market space is not it's not

an easy one. There's so much noise happening in this market and especially now with AI so many companies each one had their own flavor rapper on LLM like it's you know there is so much noise so one it's understanding kind of how you stay focused right that's and that's a bigger founder type of aspect definitely it's like how we stay focused with who are we after what's the problem we are ch we are you know trying to solve and kind of make sure that you know we are still keep on track and not being taken to a lot of different direction just because it's the one use case that's interesting etc. Um so that that has definitely been kind of the challenge is how you keep in focus when there is so much noise happening behind you know happening out there. Um so yeah >>

yeah absolutely that's a fair that's a fair point. Um, just going back to kind of general AI questions to um, get some of your opinions on the industry. Where do you think um, companies like yours are going to make a tangible impact on on the job market? You know, people stand in a couple different camps, it's going to get rid of jobs, it's going to make a bunch of uh, micro employees or it's going to make everyone's jobs a lot more chill. Where do you stand? Can be a different category, but that's the three answers I'm getting. >> Yeah. So I see it as not something like it's going to make us I believe much more professional in the job like the job that are like I'm only answering the phone and kind of being the operator to send to one from one to the

other right the let's say take the SDRs right the SDR all they need to do is ask 10 question and then book a meeting to the seller high likely it's you know they will need to evolve somewhere so I don't think it's going to eliminate it but it's going to make all of us being much more professional because you know collecting the data understanding who is the customer understanding what they're after giving them knowledge like educating them this is what AI can help in all of those aspect and now the question is how do I make myself more trustful more knowledgeable more something that can be bring value into the customer rather than the pure of you know rather than the pure of sorry the pure of a of of you know facilitating um kind of of of just you know following checkbox and that's

what I think I will help. I'm less thinking of oh now we don't need any more salespeople or we don't need more any more marketers. I think if you're not if you're understanding and trying to deepen it trying to become more knowledgeable that's what going to make you much more successful in the era. Hm. You know, I totally agree um that this is uh something that really to me um I I mean I everyone at the beginning it seemed like had this opinion like well those who don't use AI will be left behind and then somehow we got to the point where I think some agentic stuff came out and people just freaked out right and they're just like oh my gosh like [snorts] but practically though I do I do kind of wonder about um one other topic that will impact your industry you

know colds uh calling right or inbound uh receiving of calls. Do you feel like that'll ever um fully get AI automated to some for like first screens or how do you what do you think about that? I I honestly on that aspect I kind of prefer the regulation right because if it's cold calling done by AI and especially if all the voice um internet that is happening now you know I don't want to think that I'm talking to a human on the other side and then you realize oh no it's like a cold calling of somebody is not real from that perspective so I'm kind of on the on on the part of like yeah yeah let's let's keep those distance um from that perspective on on that part but uh but yeah but I do think that using AI on the other end if

I'm like asking to be called or if I you know wants to engage in that mechanism then yeah for sure let let's utilize AI to help me get faster because again if I need to do a research and I want to learn more about your product let me learn about a product the way I want to learn if I prefer to do it over voice then you know go for it why why limit us to kind of you know the same structure that everything used to be rather than really keep it open um in in the channel in the way of how we want to communicate and learn. >> That's totally fair. Um I would be freaked out if I got told that it was an AI, too. So, I don't blame you. I genuinely hope we do not do that. That'd be wild. Like,

um I [laughter] would be crazy. I mean, even though a lot of creativity things I'm sure will pop up of it, but on the other end, it's like Yeah. >> Yeah. I'll take a hard pass on that, dude. I don't want that. I don't I don't want that at all. I I'm a big fan of like it's saving, you I I it the reason I ask is that there's people who have, you know, in the HR industry kind of adopted it with um pre-screening for interviews. >> Interesting. >> Yeah. Which honestly, this isn't rude. I'm trying not to not be rude. Um HR, the highle HR person that would do like the pre-screening call that would they just went through a list of questions and it was just a bunch of if then logic. So anything that's like a just a bunch of if then

logic I do kind of get. However, that could be uh that could be uh stretched a little bit if you kind of like let it be the case um in your mind that everything is just you know uh deterministic like that. But um yeah I I've seen that so I was wondering what that's why I asked the question. >> Yeah but I mean h if you think about it HR and recruiter is a lot of selling right? is like the discovery if they're a fit and then kind of you know it's an ongoing ongoing uh ongoing funnel in in that part up until you either sol it or disclosed or not like you hire some not. So >> no absolutely and um tell me a little bit about what you kind of do for uh your personal usage of AI. What's your like favorite uh

tool that you're using right now? could obviously just be um the uh clawed you know normal list but what what is your favorite tool that maybe someone hasn't heard of if that's possible I don't think so >> yeah I guess I mean there are crazy amount of tools right so definitely definitely utilizing the browser like all the eye browser um still debating though you know between comet ad and now I've saw in a new one um called strawberry they're trying to help you do those type of things so definitely personally use those browser I'm trying to play with still haven't determined how much time it saves me but that's definitely on a personal level you know do a research of all the hotels that I want to you know book and what's will be the best one closest to the area that I want definitely

can see I play play a part and I've already utilized some of those so if I'm looking at the personal the next thing now I'm investigating is exactly those AI browser and how much time they can save me versus the learning function of it and kind of adjusting and configuring it. So, yeah. >> Nice. Um, what would you say is one thing that you'd like to tell everyone um that they should try out in your product um in order to just, you know, very short to the point like this is why you should try a product out using this specific feature. >> It's literally I would say everybody invited to go to our website. It's no-ai.com and click on the product and try it. I think that's the best way because once they would see the experience, they would think okay this is what I

want for my leads. This is what I want for my buyers to do. This is I want they need to communicate and once they do that then you know then I'm happy to talk and show them everything else from that perspective. So I would encourage everybody to just go to the website, click on the connect, pick the channel they want and start engaging, see the experience and you know half of it half of the sale I've already done once once they've done that. So so it's all it's all good. >> Yeah, absolutely. Well um is there anything else that you'd you know kind of like to close things out? Final thoughts before we kind of end the episode and we tell everyone where to go? >> No, I think I think you know great question and thank you for the time and the discussion. So,

yeah, >> absolutely. Well, no problem. I appreciate you for being on. And just so everyone knows uh where to check out um Allan uh and everything that he's doing over there, Alan Rosenberg at Knock, make sure to go to Knock-Eni.com. That's knify.com. If you liked this episode, make sure to hit that like button and um subscribe on YouTube. And also make sure to leave a review. and uh do that on both Spotify and Apple Podcast, whichever one you want. Same with you, Alan. You know, you want to get that boosted uh get that boosted listen time. So, with that being said, thank you all so much and we'll see you in the next one. >> Thank you. Peace.