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In 2019, I led the sales team and growth strategy for a venture-backed AI company called atSpoke. The company, which Okta ultimately acquired, used AI to augment traditional IT services management and internal company communication. At a very early stage, our conversion rate was high. As long as our sales team could talk to a prospect — and that prospect spent time with the product — they would more often than not become a customer. The problem was getting enough strong prospects to connect with the sales team. The traditional SaaS playbook for demand generation didn’t work. Buying ads and building communities focused on “AI” were both expensive and drew in enthusiasts who lacked bu... Full story

2 days ago, 10 June