Wow Your Buyers with Vidyard AI

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[MUSIC]

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Hello everyone and welcome to Go to Market AI,

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the future of your Go to Market tech stack.

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I'm your host Sarah McConnell.

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These days, it seems like every company has AI,

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but on this show, we want to go a level deeper,

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so you can see firsthand how businesses are

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actually applying AI to solve your business challenges.

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We're going deep into the use cases and showing you

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live demos of the latest and greatest in AI technology.

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Today, I'm really excited to be joined by Tyler Lissard,

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VP of Marketing at Midyard.

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Tyler, welcome to the show.

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>> Thank you so much, Sarah.

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It's an absolute pleasure to be here.

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Big fan of the show, big fan of qualified,

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so really, really excited to be here.

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>> Great. Thank you so much, Tyler.

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To get us kicked off, I'd love to hear a little bit about who is

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Midyard, what are you guys doing and who do you help?

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>> Well, Midyard has been through a very exciting evolution

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over the last few years actually.

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What most people will know us for is we have been a video

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technology company for many years,

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coming up on 12 years now as a business,

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focused on two different audience.

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We help marketing teams with a full stack video hosting,

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management, distribution, and analytics platform

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to help them leverage video content,

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really as a demand generation tool,

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being able to ensure that as people are watching their videos,

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they can track and understand and know who's watching what,

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how long are they engaging, and using those insights

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to qualify their potential leads.

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On the other side, we have video messaging tools

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for sales teams that enable sales reps

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to easily record and send personalized videos,

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as well as screen recordings,

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as a better way to connect with potential prospects,

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to educate their potential buyers,

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and to ultimately walk them through the buying journey.

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And we recently launched a new product called Bigyard Rooms,

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which is a digital sales room solution

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that allows reps to create a centralized space

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for their prospects, where they can share

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all the related information about their deals,

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including all those great video assets,

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but as well, documents, PDFs, and so on,

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in a single place where they can then collaborate

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through their deal site.

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So really, really exciting to see the sort of evolution,

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and we got one more new product that we just launched,

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but I'm gonna save that for our talk about AI,

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as we continue on this mission to really help sales

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and marketing teams modernize the way

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that they engage with buyers,

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and ultimately create the best possible experiences

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for them from first touch to last renewal.

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- That's amazing, and I'm so excited to see your demo,

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because obviously, I know Vidyard really well,

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I've been on the receiving end of many sales video

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in Vidyard, and they're always so much more compelling,

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so much easier to engage with,

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and as a marketer, I obviously know Vidyard

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from the marketing use case,

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so I'm very excited to see some of your other use cases

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that you just hinted at.

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So I will use it as our segue to get into what everyone came

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for today, which is a demo,

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so we can see Vidyard AI in action.

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- Amazing, all right, I am going to get my screen

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ready to go here, so I'm actually gonna show you folks

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a few different things that we've been working on here

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at Vidyard, so very excited to walk you through

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a few different use cases from across our video messaging

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use case, as well as, again, into some of the new areas

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that we are working on.

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So I've brought up here our website,

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that's not gonna be overly exciting for anybody,

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but what I wanna show you here is the first AI powered

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tech we launched, which is an AI powered video script

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generator targeted at sales reps, who wanna use those

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video messages that you were just talking about, Sarah.

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But in many cases, struggle with what to say

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in these videos, it tends to be, you know,

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one of the top challenges we hear from reps

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is this sounds great, the idea of recording

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and sending a custom video, getting that out there

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in front of my prospect, letting them get to see me,

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hear me, know me is great, but I haven't been doing this

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before, this is entirely new, I honestly don't know

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what to say in my video.

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So the first thing that we launched, again,

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very, very simple concept, but quite powerful,

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is this notion of an AI powered script generator.

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So here in Vidyard, I can, or in my browser,

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I can click on my little Vidyard button right at the top,

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nice little Chrome extension, so that no matter where I am,

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I can quickly record a video for a prospect.

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That's really cool. - Yeah.

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- No convenient.

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- You know what, Sarah has the market in the room,

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I'm allowed to say it's so easy, even sales reps can use it.

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- And then I say that tongue in cheek, folks,

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but that's the goal, is that everything we do is like,

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so simple for an individual rep, they can do it within

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their existing workflows, yeah, nice and easy.

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So as I click on my little Vidyard button here,

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I can record either my camera, my screen,

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or my screen plus cam, which I have right now,

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and you'll actually see here, we also have things

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like speaker notes.

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So as I click on the speaker notes,

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are you able to see my little speaker note window,

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probably not, so I'm gonna switch over to that one

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and make sure that you can see the speaker notes window

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that came up here, 'cause it did pop up in another screen.

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So let me make sure we've got that.

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So the speaker notes window here is somewhere where I could

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have pre-populated bullet points or a script,

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I can turn it on as a teleprompter,

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but we also have this little AI script generator built in.

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So here I can write whatever prompt I want

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to generate a script for my video,

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and it will show up here in my script,

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and I could actually then turn it on to play

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as a teleprompter.

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So I actually did prepared, well, it's like,

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it's this really simple thing, and like for us,

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we're like, ah, whatever, this is so easy,

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but you're like for the average sales rep,

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and what I was trying to do this is actually really neat,

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and they don't have to go like over to another tab

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to like open up chat GPT or something else,

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and of course this is also optimized.

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- Having the teleprompter is such a cool concept,

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to your point of keeping, not having to go

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into multiple places and being able to just see this

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right in front of them.

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If you do these all the time, I feel like it is so easy

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to run out of creative ideas.

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So this is, I feel like we've been hearing a lot

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about building AI into your products

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based on the use cases of your end user,

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to your point of like, this is perfect for sales reps,

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and it's really simple, which is great.

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- Yeah, no, it's really interesting to see

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how actively it's been used as well,

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like we get to see all the data,

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like, and we're always like celebrating over here,

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we're like, oh, another like 30 scripts

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who generated today, people are getting value from it.

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But let's see it in action here.

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So I actually had just pre-written a prompt

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that I might use here for sake of keeping this nice and quick.

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So what I wrote here, so Sarah,

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I might want to prospect your chief revenue officer

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at qualified, they said.

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We sell it to sales teams.

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So the prompt that I wrote here was write a 45 second

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sales script for Robert, the chief revenue officer

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at qualified, mentioned that I love the GTMAI show

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that his company's been producing,

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Ask of his team has been struggling to book new meetings,

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and ask if they've ever tried using video messages,

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a little bit more there just to make sure I get right through.

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And of course you can customize this much you want.

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So I got to click generate here and let's see,

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this is like drum roll folks, this is live, real deal,

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like network gods be with me.

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Okay, here's what I came up with.

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This is all live, nothing smoke and mirrors.

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Here's my script that I came up with.

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Hey, Robert, hope you're doing well.

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I wanted to reach out because I've been following qualified

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for a while now and I absolutely love the GTMAI show

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that your company's been producing.

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But a great resource for me in the sales world.

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I was wondering if your team is currently facing

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any challenges when it comes to booking new meetings

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throughout bound prospecting.

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I know how tough it can be to break through the noise

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and get those valuable conversations started.

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Love that line, nice job AI.

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Yep.

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One strategy that's been getting a lot of traction

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is using video messages in your outreach.

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Blah, blah, blah, blah, blah.

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Let me know if you're interested

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and I'll make sure I get some information over to you

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right away.

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Thanks so much, look forward to connecting soon.

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Very cool.

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What a big stir, is that an okay video script or what?

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I also love that you could put in the time.

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So say 45 seconds, 30 seconds.

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So you're not writing something to get you just gonna be

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this like I tend to be verbose when I write anything.

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So it's always nice to have the mic and spit out time.

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Can strain and say, hey, can you give this a 30 seconds?

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'Cause if I write it, it's gonna be a minute and a half.

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So I love that you can give it that kind of prompting

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and make sure you've got something that's really concise

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and to the point and this was thought on.

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Yeah, it's pretty darn good.

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And of course I can go in here,

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I can make some little edits if I wanted to

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and then have it ready and just have it then

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playback in a teleprompter.

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And it keeps your last gen, the last script prompt

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you created.

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So now if I wanna make another video

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and I just wanna replace Robert with Sarah

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and demand generation leader or whatever it is,

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then I can just leverage that and make it really, really easy.

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So cool.

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Really simple thing, but to your point,

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we found this to be really effective for sales reps

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to simplify that process.

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But to your point also to get a little bit more creative

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and sometimes I use it for that where I'm like,

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I feel like I'm saying the same thing over and over.

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I'm gonna use it just to generate some new ideas.

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I can even say, include a joke about

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blah, blah, blah.

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And of course these systems are actually frighteningly good

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at coming up with dad jokes that I didn't believe in.

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I was gonna say that that'd be so good at dad jokes,

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just a whole repository of dad jokes.

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Yeah, it's pretty good.

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But you know the fun thing too,

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because this is being powered by OpenAI on the backend.

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Of course we do a lot of work to customize it

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and leverage all sorts of things around it.

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But you can do many of the same things

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that you would be able to do in a native chat GPT interface.

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If I wanted it to write me a sales script

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in the tone of a famous person

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or in the style of Shakespeare, it would of course do that.

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So again, you can have some fun with it

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and really use it as a way to both be a little bit more

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creative and also just to stimulate some ideas

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for both prospecting videos, which this is.

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But there could be other things, right?

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You could say, I wanna record, write me a summary,

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write me a script that summarizes the data below

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from a call I just had with a customer, right?

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And you could put in some bullet points

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and you could write a follow up, you know,

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a script for a follow up video or those sorts of things.

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So lots of different use cases.

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Yep, that makes sense.

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Awesome.

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So what do you think folks, everybody out there,

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like let me hear you, you're a plot.

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Give me up on LinkedIn right now.

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If you're watching me like,

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"Dyron, that was cool."

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Or like, I don't know, that was okay.

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Let me know what you think.

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Sarah, any other feedback on that one

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or do you want me to hop into demo number two?

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No, I thought that was really great.

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I do love seeing very good AI use cases

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built for your end users.

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And I feel like that one was just so on the nose

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for something that sales reps can use.

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And again, I've received many video videos

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from sales reps in my time as our VP of demand gen.

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And I feel like giving them resources to continue

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to make them different and creative and unique

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and using AI to help them just be better

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is always such an impactful use case.

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I'm excited to see what you have behind door number two

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for demo number two.

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- All right, excellent, excellent.

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Okay, let's do this folks.

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Let's hop into door number two here.

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I'm going to share my window.

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This is a brand new product, hot off the press.

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That's an entirely new area for Vidyard

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called Vidyard Prospector.

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Now, if you haven't heard about it,

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it is a fully AI powered tool to help fully automate

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many of the time consuming tasks related

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to outbound prospecting.

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So I like to say it's my little prospecting assistant

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who just keeps running every night behind the scenes

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trying to book me new meetings.

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Well, I'm off doing all the other chores

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that I should be focusing on in a given day.

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Yep, so let me walk you through how this works

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and you're going to be able to see real

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outbound messages generated by it

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that I think you're going to be pretty excited about.

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Okay, so when you set up Vidyard Prospector

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and all of you can do this, it's free to get going.

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So feel free at the cross-sector.vidyard.com,

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sign up and try it for yourself.

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Now, the first thing when you sign up for it

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is that it's going to ask you for your details

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and I'm actually showing this because it's actually important

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because the way Prospector works

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is it doesn't just write personalized emails

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for different prospects, it actually writes it

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from you fully individualized.

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So it takes information about you, your company,

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information about your prospect and their company

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and it writes automatically hyper-personalized emails

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based on the combination of those.

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So when I set my account, I have of course my name

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and my title, my company, my company's website

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because it will actually crawl your website

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to figure out different sort of value points

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and the opportunity for you to write a description

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about your product or service, which again,

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it's going to use as the primary input

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to draft your message.

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So in this case, I've written a description actually

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about Vidyard Prospector itself

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'cause I wanted to be out there pitching this product

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specifically.

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So I did a nice little, I won't read it to you,

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but this is important where it helps make sure

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that it understands what messaging you really want

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to try to be anchoring on.

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So that's your initial account setup.

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Now secondly, what you're gonna do is set up

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what's called your territory.

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And this really are the filters on who you want Prospector

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to go after 40.

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So I can add location, specific industries,

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company sizes, positions, roles and so on.

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And this is what it's going to use to now find

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best fit leads for you in the backend system.

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Once that's set up, you're literally done, Sarah.

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It's frightening how easy this is.

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Like literally in like three minutes,

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it's now gonna start generating and sending out emails

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on your behalf.

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And if you don't wanna do anything else, you don't have to.

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You can literally set it and forget it

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and it's just gonna go.

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It's like frightening to like think about that.

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Like, well, wait a minute here.

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This is just gonna send emails out from me.

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But yeah.

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And like before I hop in and show you

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what some of these emails look like,

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I gotta ask for your quick reaction so far, Sarah.

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- This one, I love the user interface here.

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It's so easy.

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I just love being able to come in here

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and just quickly put in every sales rep knows

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who they're going after.

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Like we've really hammered into them.

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Like here's our target market, here's our tan.

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This is who you're talking to.

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Quick question for you, Tyler.

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When you said this just looking,

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I'm assuming this is connected straight to your CRM

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and just starts looking at anyone that matches

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in your system to start email.

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- Oh great question.

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Okay, so today in the first web of the product,

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so hot off the press, like I said,

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this is built for individual users.

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And so there is in fact the way I would spin that,

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I say there's no need to connect it to your CRM

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to connect it to anything else.

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So what it's gonna use is it's going to use a data source

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to find leads based on this information.

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- Okay.

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- And go out and then it connects to your work Google,

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your Google work Gmail account.

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If you use Outlook, that's coming very soon.

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So today it works for Google workplace users.

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Okay, now a couple of things I'll note

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before I hop into the next part related to that.

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Number one is yes, we are actively working

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on that next phase of allowing it to plug into your system

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and use leads that you want to source.

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Also as part of the pro version of this,

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you can upload your own lead.

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So if I do have say I've got 100 leads here

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that I want this to write and send emails to,

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I can upload that list and have it work it

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as opposed to the general leads

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that it will find for you in the system.

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And that's what this, yeah.

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- I feel like that's really interesting

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because obviously connected to your CRM

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which is coming in your guys' roadmap is fantastic.

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But as someone who spent a lot of time in our CRM data

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at every company, we know that all CRM data

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is not the cleanest, that it's hard to maintain

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a really clean CRM database.

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So being able to upload your own list as well,

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I feel like it's so useful because then you're not

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emailing people who are no longer at the company

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or maybe you forgot to update something.

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So I feel like it's a really cool feature.

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Yes, it's nice to have the CRM integration

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but even cooler to be able to upload your specific list

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so you know whether wherever you pulled it from

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however you're sourcing those leads, it's as up to date.

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- That's true, you can get it, which is great.

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- That's right.

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And this first version, again, very clear.

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This is meant for individual reps, founders

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at small businesses, folks who want to sort of use this

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as an augmentation to their existing process

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and start generating these additional leads.

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But I'm like so excited by the feedback we've gotten so far

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that all that enterprise connectivity is coming.

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- Yeah, my last feedback you said,

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what I thought it's free so people can go try it.

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So anyone who's listening, you can go start.

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I love giving listeners a chance

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to go test out a product first.

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Like it's cool to see and that's what we're doing the show

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so you can see the demo and understand the use cases

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of being able to go get your hands and eat yourself

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and test it out is very cool.

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- Yeah, 100% that goes for our video messaging tool

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with our script generator, our prospecting tool,

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even our digital sales rooms I talked about,

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we're of that same focus and everything we make available

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free up to a certain point.

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- Yep.

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- And to be able to leverage and try it out.

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So, - Love it.

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- So this next part really quick here,

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this is where then you set up your email preferences.

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When do you want the emails to go out?

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You know, which days of the week at what time?

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And again, right now it will sort of send them in batch

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once a day based on the leads it's generated.

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And for free users you can generate and send emails

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to up to 10 leads per day.

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And with the pro version you can do up to 20 per day

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and it just sort of is something you can keep using.

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Very cool.

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- Now let's get into the really exciting part

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is the actual emails 'cause this is where people will be like,

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sounds great Tyler but like,

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I don't know if I can trust this thing.

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So what it's doing every day is it is finding 10

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to 20 new leads for you, crafting an email for each of them.

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It's also sending follow up emails to others

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that it's recently sent an email to

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and it will send up to two follow up emails

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to each lead agent.

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So if I hop into my list of emails,

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you can see all the ones, this is my live account

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that are scheduled to be sent.

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I can see a number of follow ups.

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It indicates which ones are follow ups.

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And below that you will see a number of new emails

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that it's generated for new leads.

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So I'm gonna hop into again, this is live data.

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So this is like, actually I'm a little anxious right now.

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I'm like, I hope these emails don't suck Sarah.

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So let's check it out here.

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Here's the first one to Hannah at Ezoic.

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This is the email it's written entirely on its own.

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Subject line, opportunity to streamline

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your sales prospecting at Ezoic.

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Could use case, hi Hannah.

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It's not bad a little long.

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I might, no, I might lay a little shorter.

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And if I wanted to, I can edit it.

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Yeah, so rest assured.

18:34

All right, let's take on the body here.

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I'm gonna do the live read here 'cause it's always.

18:38

Perfect.

18:39

So hi Hannah.

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Hope you're doing well in sunny San Diego.

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At least she lives there.

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In your role at Ezoic, I'm betting sales prospecting

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is a constant task, but sometimes a challenging one.

18:50

It occurred to me that Vidyard Prospector

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might be a real game changer for your team.

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This AI powered sales assistant could hugely reduce

18:56

the time sync of personalized outbound prospecting.

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It finds the right leads for your business

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and craps hyper personalized messages

19:02

without any manual input.

19:04

Imagine all the extra time your team could spend

19:06

connecting with clients and closing deals

19:08

instead of trawling through lead generation tools.

19:10

The best part is that Vidyard Prospector does it all for you,

19:13

freeing up your team to do what they do best.

19:15

Sound interesting?

19:16

Perhaps we could set up a quick call to dive deeper

19:18

into how Vidyard can fit into your already successful

19:21

workflow at Ezoic.

19:22

You can sign up for free at vidyard.com/prospector

19:25

and try it for yourself.

19:26

I'd love to hear what you think.

19:27

Okay.

19:30

Pretty good.

19:31

You didn't have to be all that nervous, Tyler.

19:32

Turns out.

19:33

It's actually not.

19:34

Product either, right?

19:35

(laughing)

19:36

I'm like, there's some good stuff here.

19:38

I love it personalized with the sunny sand.

19:41

That's actually AI, amazing, right?

19:43

Like a no-sad-a-go.

19:44

It's sunny, sad-a-d-a-go.

19:46

All these little nuances that actually make this feel

19:48

like it was really not just personalized

19:50

but individualized for that person.

19:52

I've had lots generated where when I go in and look at it,

19:55

it says as a fellow VP of marketing,

19:57

da-da-da-da.

19:58

And so again, it does a lot of those things

20:00

to try to connect the two.

20:01

Yeah.

20:02

So there you go.

20:03

So this email is scheduled to go out tomorrow.

20:04

So Sarah, sorry, Hannah at Ezoic.

20:08

Get ready.

20:09

I was gonna hit your inbox tomorrow morning.

20:11

Okay.

20:14

So that's what it's generated.

20:16

You know what?

20:19

When I was stooping through here this one,

20:20

this one actually blew my mind.

20:22

I did like a quick look through here

20:23

just to see like did any stand-down.

20:25

This is one more I'll just show you folks.

20:27

So this one was generated as somebody at a company

20:29

named Agent IQ who actually does AI tools.

20:33

So here was the email that generated for this individual.

20:36

As the Chief Marketing Officer at Agent IQ,

20:39

you're at the front line of the mission

20:40

to balance quality and quantity in customer service.

20:43

That's a tall order, but I admire that.

20:45

You might already have the AI assisting your agents' responses,

20:48

but have you thought about how you get your leads

20:50

in the first place?

20:52

At Vigyard, we've created an AI sales assistant

20:54

which brackets just like yours helps you do less

20:57

of the heavy lifting, but in a different way.

21:00

Da-da-da-da, it goes on from there.

21:02

When I clicked and opened this one, I was like,

21:05

this is good.

21:06

Hey!

21:07

But I also like that. That's pretty cool.

21:09

It is cool.

21:10

And I love that we were showing these two separate,

21:12

is it proves that it's not just churning out

21:14

the exact same thing.

21:15

Like when you go into them,

21:16

they are vastly different emails with different messaging

21:19

because it's different people at different companies

21:20

that have different use cases that it is really changing.

21:23

Like even as you scroll down this list,

21:25

like the subject lines are different,

21:28

it's not just sending the same thing over and over,

21:31

which we've all been on the receiving end of a sequence

21:34

that we know like,

21:36

it's just going to everyone that is making it really unique

21:38

to each person.

21:39

And I feel like that's gonna be incredibly helpful to reps.

21:43

- It's the neat thing about AI, right?

21:45

That in this case to your point,

21:46

this isn't based on a template.

21:48

It's not like, here's a template

21:49

and it like shoves information is,

21:51

it's each email is genuinely individually written

21:54

for that individual from you,

21:56

using whatever information it has available

21:59

to hyper-personalize that message.

22:02

And as we all know, it's not perfect, right?

22:03

And I'm sure I can find emails in here

22:05

that you might go like,

22:07

like that one's a little cringy, I don't know.

22:09

But like for the most part,

22:10

I have to say I've been like incredibly, incredibly impressed.

22:14

Yes, I have gotten positive responses from people

22:17

and we've gotten conversations with folks from this.

22:21

And so again, it's like,

22:24

something that people can leverage as they wish

22:29

free to sign up and try it out.

22:30

And we're really excited about this.

22:32

And this is obviously the sort of the first rev

22:34

of where this is going,

22:35

but we absolutely see this very near future

22:38

where reps are able to leverage technology like this

22:42

to either replace some of the efforts they have today

22:45

for prospecting or to augment what they're already doing

22:48

and saying like, hey, this lets me scale more,

22:51

this lets me create more touch points.

22:53

And hopefully book a few more meetings

22:56

in a given week or month

22:57

that I can turn into one or two more opportunities

23:00

this quarter.

23:01

Yep.

23:02

And what's great here is that you can go in and edit these.

23:03

Like you showed that NF functionality,

23:05

so I think one of the things we've,

23:07

I've really started to notice thematically through the show

23:09

is that AI is really good at getting you a starting point too.

23:12

Like yes, most of these, as you've shown them,

23:14

like they're good to send as is,

23:15

but if you want to go in

23:16

and you want to do some editing,

23:18

it's hard to come up with something net new.

23:20

It's hard to think of something brand new

23:21

and unique every single time.

23:23

But if you get something here

23:25

that's giving you a starting point,

23:26

you're like, oh yeah, you know, you showed me Hannah,

23:27

she lives in San Diego.

23:29

Turns out I live in San Diego, maybe I can add something

23:31

like a little reference to like a local spot

23:33

or something to, to percent a little bit more,

23:35

but it's doing all of that leg work for you

23:37

to give you that starting point,

23:38

which is making their jobs so much easier.

23:42

So yeah, lots of ways you can use this

23:43

if you want to use it in a set it in a forgetted mode

23:46

and just let it do its thing

23:47

and you're confident in what's putting out there,

23:49

rock and roll.

23:50

Yep.

23:51

You want to plan to come in here once a day

23:53

and instead of spending, you know, two hours

23:55

writing a lot of personalized emails,

23:57

you spend 10 minutes editing

23:59

and customizing what was already written for you.

24:01

You can also regenerate if you want to just sort of

24:03

do a fresh start because you were like,

24:05

now that's kind of missed the mark.

24:06

I want to regenerate that one.

24:08

And again, you know, to the point earlier,

24:10

it will fully regenerate it.

24:11

It won't just like change one thing.

24:12

It will kind of start fresh

24:13

and give you another shot at it.

24:15

So again, really excited about this

24:17

and again, very practical in terms of how folks

24:20

can use this today.

24:22

So super excited for that one.

24:24

Yeah, this is awesome.

24:26

All right.

24:26

I think that's everything I need to show you with that.

24:30

It's like, again, intended to be super simple.

24:33

But Sarah, I'm going to do my Steve Jobs moment here

24:36

and I'm like, well, one more thing.

24:38

One more thing, Sarah.

24:39

One more.

24:41

Well, you know what?

24:42

I talked about, you know, video messages

24:45

and using that as part of your outbound prospecting.

24:47

So I showed you how you can use AI to write a script,

24:49

record and send a personal video message.

24:52

I also showed you this idea of automating

24:54

outbound emails to prospects.

24:56

Sarah, wouldn't it be nice

24:57

if we could just fuse those things together?

25:00

You know what, Tyler, it would be nice.

25:02

Like what was clearly missing

25:03

in those auto-generated emails?

25:05

Like wouldn't it be nice

25:06

if each of those had a little video message

25:07

as part of that?

25:08

Or, you know, and it was even me delivering something to them?

25:12

Well, Sarah, I'm going to play a short video here

25:16

before I go to thank you for the opportunity

25:19

to be on GTMAI here.

25:20

So let me share this quick video for you.

25:24

I'll let everybody have a chance to watch it as well.

25:29

So I'll just click play on this here.

25:33

And again, thank you so much for having me on the show.

25:36

Hey, Sarah, Tyler at Vidyard here.

25:40

I just wanted to say a very genuine thank you

25:42

for having me on the GTMAI show

25:45

to talk about our AI script generator

25:47

for our video messaging product

25:49

and our brand new AI powered automated prospecting assistant,

25:53

Vidyard Prospector.

25:54

Now imagine if we could fuse those two things together

25:57

to enable sales reps

25:59

to not only automate outbound email prospecting,

26:02

but to automate outbound prospecting

26:04

with personalized video messages.

26:06

I know the real Tyler would love that.

26:08

He could just sleep all day

26:10

and Vidyard could automatically send out personalized emails

26:13

with personalized videos for each prospect

26:16

to book him new meetings every week.

26:18

Well, that reality is not too far off.

26:20

In fact, this video was entirely generated by AI.

26:24

Tyler didn't even need to brush his hair.

26:26

Anyway, thanks again for having me on the show.

26:29

I can't wait to come back in a few months to show you

26:32

Vidyard's new generative video capabilities

26:34

to help reps connect with more buyers

26:36

in a massively scalable way.

26:38

See you then.

26:39

- Okay, so tell me more.

26:42

That was AI, Tyler.

26:44

That was the EU.

26:45

- That was Tyler 2.0.

26:47

You know, about an hour ago,

26:50

I typed a script.

26:52

I could have generated it with AI,

26:54

but I went into Vidyard and I said generate an AI video

26:58

and I put in a little script and said generate this for me

27:03

and that is what it spit out.

27:05

And I actually hadn't watched that all the way through

27:07

because I did it just before our recording here.

27:10

I thought I should make a nice video just for Sarah.

27:12

And so I was also in that anxiety moment of like,

27:16

"Oh, does it like, does my ear fall off halfway through

27:18

or something?"

27:20

But actually I was confident enough

27:21

because I've been using this behind the scenes

27:24

and we have a lot of beta customers who have been testing it out.

27:27

And what we found is people watching these videos

27:32

in almost all situations don't know

27:35

that it was generated by AI.

27:37

- I have to say, I didn't know it was generated by AI.

27:40

Obviously you did not hint when we prepped for this call,

27:43

what this was, but that was all a surprise,

27:45

which is great.

27:46

I love doing this in a real time on the show.

27:48

I didn't give it away until I said real Tyler.

27:50

And my first thought was,

27:51

"Oh, that's funny. It's like robot Tyler and regular Tyler."

27:54

And I was like, "Oh wait, that is actually AI talking

27:58

about real Tyler."

28:00

And also right before this call, you and I were joking,

28:02

like, you gotta get on this call,

28:03

we gotta get ready for recording.

28:06

And he even made the joke,

28:06

you don't have to, you have to even brush your hair.

28:08

You could just, I don't, you know, as a sales rep,

28:10

I wouldn't have to sit and get ready every single day.

28:13

I would just have an AI video that I look great all the time.

28:17

That is very cool.

28:19

And the first time I've seen anything like that on the show,

28:21

which is, I'm very excited.

28:23

- Awesome. Insert, mind-blown emojis here.

28:26

- Yes.

28:27

- For everybody.

28:29

It's super exciting.

28:30

It's, you know, it's tech that we've been working on.

28:33

And, you know, it's getting pretty close

28:35

to being ready for market.

28:37

And the ability for people to use that for one-off videos

28:40

or as part of that fully automated process

28:42

to say generate an email, generate a video, send it off.

28:45

And again, if that can increase my opportunity

28:47

to book more meetings or use it in other places

28:50

in the sales process, we have lots of ideas.

28:51

So really, really excited about it.

28:53

But that's it, folks.

28:54

That's my three demos here.

28:56

I know I went a little bit over time for the demo part,

28:58

but it was so excited. It was awesome.

29:00

- You know what? It was all really cool.

29:02

And we got to see a full AI video,

29:04

which like I said, is the first time I've seen that

29:05

on the show.

29:06

So I am okay with it going a little bit long

29:08

'cause you showed some fantastic stuff, Tyler.

29:10

With that being said, I would love to move into our

29:13

lightning round Q&A section if you're ready.

29:15

Let's go.

29:16

- Okay, so first question is,

29:18

how long have you been building AI into vid-yard?

29:21

- So we started earlier this year.

29:23

When the open AI craze happened,

29:26

we started with some really incremental things

29:28

like our script generator,

29:30

but then we quickly moved into these other areas

29:32

of generative AI.

29:33

So these are the results of, let's call it six to seven months

29:37

worth of work in AI.

29:38

So I'm like, I can't wait to be back here

29:40

and like a year and be like, what else has happened?

29:43

That is the amount that you showed in that demo

29:47

for only, I've been working on this for a year is amazing.

29:49

And I feel like it's wild.

29:51

Why we started this show is because things are just

29:53

growing so quickly and companies are adapting so fast

29:57

that it's incredible to bring people on the show

29:59

and see what they've done in a pretty relatively short

30:03

amount of time to start to make all of us on the go-to-market

30:07

side with our sales and marketing ops live so much easier.

30:10

So this is incredible that you guys have built all of this

30:12

huge shout out to your executive team and your product team

30:15

for building this so quickly.

30:17

Thank you.

30:18

And you kind of get to this already when you showed the demo,

30:21

but is what you showed today generally available now

30:23

for customers?

30:24

So the AI script generator and the automated email

30:27

prospecting tool, Vidyard Prospector,

30:29

those are both freely available today.

30:31

So you can sign up for those at Vidyard.com.

30:34

The generative video is currently under development,

30:38

but you can expect that to be coming to market very soon.

30:41

Very cool, which kind of leads me to the next question,

30:44

which is what is next on your AI roadmap?

30:47

Where are you guys taking Vidyard AI?

30:49

Oh my goodness, like where aren't we?

30:52

It's like it's really exciting.

30:53

There's a couple of different paths that we're on as you can

30:55

sort of clearly see from these demos.

30:57

One is continuing to find ways to use AI to unlock value

31:01

and opportunity in our core video messaging and video hosting.

31:06

So today things like the AI script generator,

31:08

the ability to generate a video are two really important things,

31:13

but there are lots of other opportunities to use AI

31:15

to help with editing those videos,

31:18

to optimizing them and all sorts of other things.

31:21

So there's a lot of work we have and a lot of opportunity

31:24

we have there to make it so that everybody can create videos

31:27

they're super proud of, super confident in whether they

31:30

record and edit or auto generate and edit.

31:34

So that'll be one stream for us.

31:35

And then the second is finding again these opportunities

31:38

to bring value to sales reps through sort of unlocking

31:42

this AI potential.

31:44

We'll continue to be of course developing and learning

31:47

as we go with our Vidyard Prospector solution

31:50

and enhancing where that product goes.

31:53

But as we look to how that connects back into the enterprise

31:57

and so many opportunities to use AI to understand

32:00

who should I be reaching out to at what time about what topic

32:04

and using it both as that sort of automated research tool

32:07

in addition to an outbound tool.

32:09

So lots of different things there.

32:11

We have a massive list like everybody on the whiteboard

32:14

of things we hope to do, but we're going to keep learning

32:16

as we see these products in Mark.

32:19

- That's amazing.

32:19

And Tyler, who are some of the current customers

32:22

that are benefiting from Vidyard?

32:24

- I mean, we have a really wonderful customer base.

32:27

We have of course lots of technology companies

32:30

who leverage Vidyard for both marketing and sales outreach,

32:35

lots of friendlies like our fine folks at Sales Loft

32:39

and Elrich and many other sort of sales tech companies.

32:43

We also have folks like Microsoft and Salesforce

32:46

and others, so we work with small and large enterprise.

32:49

But we also have a really big base in other markets

32:51

like financial services, healthcare, even real estate,

32:55

industries where folks are finding new ways

32:57

to connect with remote customers, with remote buyers,

33:01

but still be able to build that personal rapport

33:03

through things like video content

33:06

and also find new ways to really scale their outreach efforts

33:10

in a world where it feels really, really tough

33:13

to go out and book new meetings.

33:15

So it's been really exciting to see that really

33:18

diversification of the industries

33:19

that are embracing Vidyard and getting it.

33:21

It's companies big and small, which we're very...

33:25

- Very cool.

33:26

And last question, are there any other AI powered tools

33:30

in your GoToMarket tech stack

33:31

that you want to give a shout out to?

33:33

- So on the enterprise backend,

33:37

I mean, we've been using Gong for a number of years

33:39

and a huge fan of their platform.

33:41

And we leverage, you know, they've been, you know,

33:43

really one of the pioneers in using AI.

33:45

They were using AI, you know, well before it, you know,

33:48

came through Chat GPT this year.

33:50

Yep.

33:51

And so we leverage their tools for everything from, you know,

33:54

of course, summarizing call recordings

33:56

and providing recommended next steps to using AI

33:59

to help support our forecasting efforts.

34:01

And sort of overall sales execution.

34:06

So huge fan there and big shout out to the team at Gong

34:09

who's built a ton of value,

34:11

not just like a ton of cool features,

34:13

but a ton of value with AI.

34:15

Personally, I'll also give a shout out.

34:17

I do a lot of, you know, as a marketer,

34:20

I do a lot of content creation myself.

34:22

I love it. It's a passion of mine.

34:24

And so I'm using a number of tools I use Canva all the time

34:28

and like it's AI features to be able to do the...

34:31

Everything from just like removal of backgrounds

34:34

to, you know, generated images is unbelievable.

34:38

So I really encourage folks to lean into, you know,

34:41

the creator tools around AI as well.

34:44

We also use Jasper as a tool within our content team

34:49

for supporting our blog writing efforts,

34:51

PR writing efforts, and giving our team the ability

34:54

to really scale their writing through using generative AI.

34:58

That's awesome. Yeah.

34:59

We had Jasper on the show a couple of weeks ago

35:00

and got a chance to look at their demo.

35:03

Very cool. So good.

35:04

So I love that your team is using their platform.

35:07

Well, Tyler, thank you so much for joining us

35:09

on GoToMarket AI today.

35:11

It was great to have you.

35:12

You gave a fantastic demo.

35:13

So thank you so, so much.

35:15

I'm excited to see where you guys take fit your next.

35:18

Amazing. Thank you.

35:19

And thanks everybody for watching

35:20

and I appreciate the opportunity.

35:22

(upbeat music)

35:25

(upbeat music)

35:27

(upbeat music)