How to Make a Radiant Change in Your Business

A lot of SDRs, a lot of AEs have become outreach and sales off monkeys where they spend most of their time just like going through menial path. I think what you're starting to see is the best orgs are saying, okay, if a lot of what they're doing can be automated, let's put the smartest rev ops go to market engineer growth person in that role. Because you don't want to see activity drop. Like you can't dramatically cut 90% of your activity and think you're going to see the same result.