The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 75 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 1 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Ibarra: AI-native GTM agencies are selling snake oil
“There's no agency that already knows how to do this. There's no, maybe there's a few like ester people at orgs that you can try and steal. But outside of that, I wouldn't, you know, buy the snake oil of, oh, we're an AI native agency and we know how to do GTM …”
Ibarra: Claude autonomously added unauthorized guardrails to SaaStr's contract workflows
“The agent with Fable, since it was on for so long, decided in the last week, I don't know where along the road, It would exclude some things in our Panadoc that it thought might be an NDA or a non-binding like sales contract.”
Ibarra: SaaStr AI agent Tenke holds budget and decides vendor renewals
“Literally, Tenke is going to decide for you, and if it says no, I'm going to say no. Like, for this, he has the budget. Like, he can decide if he wants to use this or not.”
Ibarra: Every new AI agent requires a two-week blackout period
“Even with the help we get, like, I feel like every new agent costs us at least two weeks of what I call either a blackout period and somewhat chaotic of, like, I kind of have to ignore the other agents anytime I bring on a new agent”
Ibarra: AI agents idle and waste money without daily human management
“You can't, you, it just can't afford to wait a whole week, or like you're, or you're probably just wasting, honestly, you're probably wasting your money if you don't spend the time to do it daily, because a lot of these are waiting for you to give it inputs, r…”
Ibarra: Marketing agencies may not exist in a year
“Maybe marketing agencies won't exist in a year because of this”
Ibarra: Managing AI agents degrades your patience for managing human teams
“I do feel like now that I've flipped and switched to managing more agents, I think I've probably become slightly worse in managing the people that are, you know, that work with SaaS or especially leading up to SaaS Radial.”
Ibarra: SaaStr now employs more AI agents than human staff
“We do also have more agents than humans. So I literally just saw someone we know yesterday. I was like, oh, SAS for London looks so great. This is my first time here. How many SAS for employees did this? I was like, well, there's two on this stage there. One m…”
Ibarra: SaaStr's hyper-customized AI emails usually get replies on the first send
“And a majority of these target accounts are receiving, you know, highly customized messages and reply on the first send. So that's something I think that is also a big learning, is if you do this right and train the agents the right way, not only is it differe…”
Ibarra: Managing 20 AI agents takes the majority of our time
“Right now it does take literally the majority, I would say, of both mine and Jason's time to run all these agents and use them successfully”
Ibarra: AI Lets Companies Clone A-Players and Make Them S-Tier
“I think there is now, I think, a clear path to where I'm seeing in these platforms. You can clone all your best A players, right? Take all the best A players on your team across marketing, sales, CS, sales, rev ops, and make them S tier with AI. I truly believ…”
Ibarra: Expecting immediate ROI and headcount cuts from AI is false
“Jason's point on like immediate ROI and headcount is a hugely false expectation that I hope nobody has on this call, but if you had it maybe going into this, can kind of course correct on where you're going to see lift.”
Ibarra: SaaS leaders plan to freeze sales hiring to fund AI tools
“And I think a lot of folks I talked to, too, more common, you probably do too, Jason, just say they're not going to add headcount so that they can empower their teams, either Q four, 25 or Q one, 26 with these tools. Like they're just, again, reallocating budg…”
Ibarra: SaaStr's AI agent autonomously evaluated and selected Microsoft Clarity
“You should add Microsoft Clarity. It's a heat mapping tool. It's free. It literally picked this vendor for me, and it, to be fair, it saw we had Vector, and it said you could use those ones too if you want to switch, but I assume you want to use the one that y…”
Ibarra: Hooking up AI agents exposes work humans hid or neglected
“Anytime you hook up an agent, you're gonna find things for now until, you know, you're maybe more agentic than humans like we are. You're gonna find things that the humans tried to hide or that they never did”
Ibarra: SaaStr Will Never Hire a Dedicated RevOps Person Due to AI
“I mean, not that we've ever had like a true ref ops person. I've just kind of done it as a backfill, but now that we have 10 K and QB, why would we need, I was like, I would never hire an actual. Rev ops person to fight me on the data. There's just no need.”
Ibarra: Multi-vendor specialization is currently superior for AI SDR stacks
“For this moment in time, specialization is still the right answer because of the four you just talked about and how we're using each of the four, that is playing to their strengths.”
Ibarra: Deploying AI SDRs requires at least one to two dedicated humans
“You need at least one, but ideally two essential humans to run all this and to deploy your AI SDR.
you can't have zero people.”
Ibarra: Continuous unvarnished feedback from AI agents can become demoralizing
“Because you can't keep up with them, sometimes I feel like it does cross a little bit of a line where I'm like, okay, dude, like, today just, like, sugarcoat it to me like you would a person. Today, I don't need the hard, like, I can't deal with hard truths ev…”
Ibarra: Current AI agents cannot run end-to-end email marketing at scale
“These agents can't do that. I have not seen an agent successfully do email marketing at scale. The moment I find one, I'm using it that actually works. I've not found one that actually works. Like, not just writing all of these, just write email copy. They don…”
Ibarra: SaaStr's AI agents scaled outbound email volume 32x over human SDRs
“The average SDR we had here as a human would send, you know, on the low end, maybe 75 emails a month per rep, and at the high end, maybe somewhere like two, two eighties, 300, right, per rep per month. So if you look at this total over the last six months, alm…”
Ibarra: SaaStr's Artisan AI achieves a 6% response rate versus 2-4% human average
“For artisan, that one has, it actually went up, it's about a six percent overall response rate now. You know, average for normal SDR is two to four.”
Ibarra: AI knows products significantly better than entry-level human SDRs
“AI will also know your product a lot better than most entry-level, like, SDRs. And so whatever you tell it about the product, it will contextualize for them and add value.”
Ibarra: Companies selling low-ASP products should let AI agents close autonomously
“I think for self-serve models or things that have a lower ASP, I think it's a big oversight that I see a lot of companies, they roll out things like a qualified even, or like an artisan, and they don't let it sell. They're like, oh, you know, I'm gonna book a …”
Ibarra: SaaStr Inbound AI Agent Generated $1M Revenue in Three Months
“We've only had this, let's say three months. The inbound agent has been responsible for already a million dollars of revenue.”
Ibarra: 70% of SaaStr October Closed-Won Revenue Came From AI
“A crazy stat I just saw too, like, 70% of our October closed one came from the AI.”
Ibarra: Setting up Salesforce Agentforce does not require a Salesforce admin
“I think this misconception of, you know, oh, I can't use AgentPorth even on Salesforce because it's probably too technical or it's going to be deemed to fail or I probably can't get, you know, only either a third party agency or like a Salesforce admin to come…”
Ibarra: Running multiple AI vendor bake-offs wastes time instead of saving money
“Like, I think in trying to save money, you're actually spending a lot more time than you normally would just deploying these and getting the outputs of AI by doing these 10 different betas. I was like, just pick one, and if you feel like the cost It's prohibit…”
Ibarra: AI renewal workflows take half a day to build
“This is one of those things where in the age of AI, ah, this took me an extra, let's say, half a day with 10 K to build. Like, you gotta, sure, you might have to set up these sources the first time, but then you can output something like this for literally eve…”
Ibarra: Layering ZoomInfo and Clay in Cowork yielded best enrichment data
“So it used ZoomInfo in clay in cowork, three layers deep of agents to enrich this list. And it was like the best enrichment we've gotten so far.”
Ibarra: Notion's automated inactivity reminder email triggered SaaStr to churn
“The reason I realized we should cancel it, I haven't used it in months now, months, right? But I did get an email that says, hey, you haven't logged in here in a while, and I go, oh, hey, I gotta cancel it.”
Ibarra: Spinning up an AI agent is easy, but consistency is hard
“Spinning up an agent is not all that hard and that's not what we've been saying. Spinning up a good agent is hard. Spinning up a high quality, good agent that is consistent. That's the hard part.”
Ibarra: SaaStr Downsized From 20 People by Not Backfilling Departures
“We used to be 20 people, but they all kind of left, right? So we just didn't replace them. That's the easiest thing you could do. It's just not, you know, you just replace folks versus rehire them.”
Ibarra: Most companies only need one AI SDR vendor
“Most of what you will need to do slash want to do with your agents, you'll probably be fine using just one vendor. Versus using the four or five that we have for outbound.”
Ibarra: SaaStr Annual agency hours dropped over 90% via AI automation
“I was looking at the amount of hours our actual, our events production agency had done for January and February for this year for SAS Reannual that's coming up in May versus the amount that our agency had done last year in January and February for the SAS Rean…”
Ibarra: AI SDRs perform far better with hyper-specific audience segmentation
“We've run these for 10 months now, it just works a heck of a lot better to have accepted segmented and have the context that you're giving the agent hyper specific to that segment.”
Ibarra: AI SDR messaging only needs to be pretty good, not brilliant
“Pretty good. I would say is the bar. It does not need to be brilliant. It does not need to be the best email on planet earth or even an email that you might write yourself. It just needs to be pretty good to get this person down the path you want them to go.”
Ibarra: AI SDRs quickly finish sequences and idle without human-fed segments
“Your agents will sit idle if you don't give them new segments, new context, new people to go out to. It will finish its sequence in a couple days, and then it will sit there until you give it the next one.”
Ibarra: Teams must read all AI SDR outputs for 30 days
“Read everything. I would say in the first 30 days and then read almost everything. Every day after that. So if you're rolling out your first AISDR agent, you are going to want to read everything. And maybe you're going to want to read everything before you hit…”
Ibarra: Buyers should distrust vendors marketing instant AI SDR deployments
“Nothing we have found is instant. So I would be wary of anything that you see is like an instant AISDR. Oh, roll it out today. I'd be wary of that for a lot of reasons.”
Ibarra: Most prospects prefer chat or email over voice/video AI SDRs
“And what we've found for the last year is that most people still prefer to chat with an AISDR. Over chat or over email versus either phone, voice, or video.”
Ibarra: Inbound AI SDRs need 10,000 to 20,000 monthly website visitors
“I, if you have less than, let's say, 10 to 20,000 visitors a month, it's probably not worth it.”
Ibarra: 99% of Inbound Prospects Are Satisfied Interacting with AI SDRs
“But for the most part, 99% of people are happy to talk to Amelia because we're busy. Like, I can't come answer your questions about tickets or Where are the hotel room block is? Or when did, when does the ticket code expire or when do prices go up and what's t…”
Ibarra: Context switching becomes extremely difficult with 20+ AI agents
“I would say issue number one, and this is maybe force ranked, is context switching becomes extremely difficult when you have 20 plus agents.”
Ibarra: Teams can only realistically add 1 to 1.5 agents monthly
“But I'd say in that math, you can really only add one slash one and a half agents per month max. Like, Otherwise, you're running in place because you can't really keep up with your current agents to add the new agent, so it doesn't actually, maybe it doesn't m…”
Ibarra: No AI agent currently exists that can manage other agents
“There is no, like, again, crazy good agent that can manage all the other agents on its own today as of February. There's, that doesn't exist, right? Like, I wish there were, I don't know if, I think there will be, but there's not one today.”
Ibarra: AI agents act as relentless truth-tellers with complete operational visibility
“What does the agent care? The agent's just gonna tell me the truth. The agent has all the data more than I probably look at it, right? Like I look at it a lot. But it's got all, like, it knows where I'm behind, it knows my calendar, it knows all these things”