Discussion: The Future Role of AI Agents in GTM Organizations and Their Impact on Workflows

·Mar 06, 2026 06:44 PM·

Hey guys! What's your take on the AI roadmap? Where do you see AI agents sitting in the GTM org moving forward? Are we looking at them being fully embedded in the workflow, replacing repetitive roles entirely, driving pipelinedirectly, or are we sticking to pilot mode for now? Would love to hear everyone’s thoughts on where the most value is.

13 comments

· Sorted by Oldest

Pete B.
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I think humans will ALWAYS be apart of the GTM roadmap. We want to talk to people and buy from people(most of the time). Agents will be doing all of the things sales people suck at. ie generating one pagers, filling out the CRM(actually managing pipeline and reviewing ALL conversations) organizing an AE’s day/tasks that are highest priority etc
🚀1
Brecht D.
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For some marketing agencies I know there are many teams being replaced by AI agents currently. But I think this is a question of efficiency and also a company preference. A highly skilled/ambitious salesperson doesn't have time to talk to anyone. I think this is where AI can step in for efficiency. I also think founders who are motivated to build interesting teams and culture will always keep doing so. But you can't ignore reality so I believe AI will take a supporting role in areas where it is more efficient than humans.
🚀1
Liad S.
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In my previous company my team and I built over 600 GTM agents, so believe me when I say - it works and quite well! Just a few cases we covered:
1.
Lead enrichment so sales reps will have more knowledge on the client (collecting signals etc)
2.
Peraonal linked & email auto outreach. It's simple - better content better engagement. Of course no magic wand here.
3.
marketing & sales generator - to empower the GTM strategy we tailored marketing content per product (over 40 products), language, channel etc. The marketing team was 4 people but working as they were 30!
Happy to share more examples in person, if anyone wants just DM me.
Nandini R.
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Love these takes! Thanks for weighing in. It’s clear there’s a massive divide between 'replacing' vs. 'empowering,' but the efficiency gains Brecht D. mentioned are hard to ignore. Appreciate the food for thought!
🙏1
Brecht D.
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Good that you can relate - it's an interesting question so I'm curious to see if we can get some other interesting conversations going with the people here.
✅1
Nandini R.
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Mike C. Pat H. Mychal R. Angela M. What are your thoughts?
Pat H.
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I have yet to find a company or tool that I can trust to do the job of a human SDR. I haven't had time to work on this topic, so I'm not the best to comment 😅
👍1
Liad S.
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If that helps I can share a screen and record it to show how we use them and bring you real cases from our org Pat H.
Pat H.
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All good
Charlie C.
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I think the AI SDR wave is starting to crest, and there are advantages for early movers or those tackling slower to adopt industries. But buyers are now starting to get used to AI and the effect is diminishing. For example, the once-novel trick of liking someone's LinkedIn post, and then summarizing it with AI and mapping it to your own value prop in a LinkedIn connect or email message, is getting to be old hat now. Big picture I think all of this becomes commoditized. Awareness will have to be driven by other means, such as relationship connections or events. So I'd be excited about AI being used to map relationships better (our CRMs are built for deal cycles, not relationship connection tracking). And AI to help with value prop fit and demonstration mid-funnel. These are things I think will be innovative once the first wave of AI SDR settles.
Liad S.
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·
Hey folks, you asked me to share a screen and make video about the AI SDR, so here is my evidence why Qualiflow IO and other AI companies replace human SDR: Pat H., Pete B. & Charlie C.
Liad S.
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·
second video - reviewing the results (call report). Hope it's solid evidence to y'all:
Adrian G.
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Hi Nandini, the teams I'm working with aren’t asking “replace or not.” They track “time-to-next-action.” When AI reduces the gap between touches (research to message to follow-up) below 24 hours, pipeline jumps. So most large sales orgs don’t replace SDRs they are starting to pair 1 rep with 3–5 agents and measure “Did speed increase without hurting reply quality?” Speed + relevance—not automation—is where I'm seeing AI win.
🙌1

Pete B.
·
·
I think humans will ALWAYS be apart of the GTM roadmap. We want to talk to people and buy from people(most of the time). Agents will be doing all of the things sales people suck at. ie generating one pagers, filling out the CRM(actually managing pipeline and reviewing ALL conversations) organizing an AE’s day/tasks that are highest priority etc
🚀1
Brecht D.
·
·
For some marketing agencies I know there are many teams being replaced by AI agents currently. But I think this is a question of efficiency and also a company preference. A highly skilled/ambitious salesperson doesn't have time to talk to anyone. I think this is where AI can step in for efficiency. I also think founders who are motivated to build interesting teams and culture will always keep doing so. But you can't ignore reality so I believe AI will take a supporting role in areas where it is more efficient than humans.
🚀1
Liad S.
·
·
In my previous company my team and I built over 600 GTM agents, so believe me when I say - it works and quite well! Just a few cases we covered:
1.
Lead enrichment so sales reps will have more knowledge on the client (collecting signals etc)
2.
Peraonal linked & email auto outreach. It's simple - better content better engagement. Of course no magic wand here.
3.
marketing & sales generator - to empower the GTM strategy we tailored marketing content per product (over 40 products), language, channel etc. The marketing team was 4 people but working as they were 30!
Happy to share more examples in person, if anyone wants just DM me.
Nandini R.
·
·
Love these takes! Thanks for weighing in. It’s clear there’s a massive divide between 'replacing' vs. 'empowering,' but the efficiency gains Brecht D. mentioned are hard to ignore. Appreciate the food for thought!
🙏1
Brecht D.
·
·
Good that you can relate - it's an interesting question so I'm curious to see if we can get some other interesting conversations going with the people here.
✅1
Nandini R.
·
·
Mike C. Pat H. Mychal R. Angela M. What are your thoughts?
Pat H.
·
·
I have yet to find a company or tool that I can trust to do the job of a human SDR. I haven't had time to work on this topic, so I'm not the best to comment 😅
👍1
Liad S.
·
·
If that helps I can share a screen and record it to show how we use them and bring you real cases from our org Pat H.
Pat H.
·
·
All good
Charlie C.
·
·
I think the AI SDR wave is starting to crest, and there are advantages for early movers or those tackling slower to adopt industries. But buyers are now starting to get used to AI and the effect is diminishing. For example, the once-novel trick of liking someone's LinkedIn post, and then summarizing it with AI and mapping it to your own value prop in a LinkedIn connect or email message, is getting to be old hat now. Big picture I think all of this becomes commoditized. Awareness will have to be driven by other means, such as relationship connections or events. So I'd be excited about AI being used to map relationships better (our CRMs are built for deal cycles, not relationship connection tracking). And AI to help with value prop fit and demonstration mid-funnel. These are things I think will be innovative once the first wave of AI SDR settles.
Liad S.
·
·
Hey folks, you asked me to share a screen and make video about the AI SDR, so here is my evidence why Qualiflow IO and other AI companies replace human SDR: Pat H., Pete B. & Charlie C.
Liad S.
·
·
second video - reviewing the results (call report). Hope it's solid evidence to y'all:
Adrian G.
·
·
Hi Nandini, the teams I'm working with aren’t asking “replace or not.” They track “time-to-next-action.” When AI reduces the gap between touches (research to message to follow-up) below 24 hours, pipeline jumps. So most large sales orgs don’t replace SDRs they are starting to pair 1 rep with 3–5 agents and measure “Did speed increase without hurting reply quality?” Speed + relevance—not automation—is where I'm seeing AI win.
🙌1