This episode features an interview with Scott Holden, the CMO of Brex and a two-time Qualified customer. With a long history leading marketing teams at companies like Salesforce and THSpot, Scott is a seasoned CMO who has been instrumental in architecting the B2B marketing technology world.

In this discussion, Scott shares his excitement about the natural evolution of Qualified's products, specifically the new AI-powered SDR, Piper. He explains how AI is changing the marketing landscape by automating menial follow-up tasks, making SDR teams more efficient, and enabling smarter, faster, and more relevant customer outreach. Scott also commends Qualified for its rapid pace of innovation in the fast-moving world of AI.

‍Key Takeaways:

• AI is the natural next step for website engagement. Following up with customers who show intent on your website is a crucial marketing function, and using an AI-powered SDR like Piper is the next logical evolution to capitalize on that interest.

• AI makes your SDR team more efficient and productive. By having an AI worker handle initial follow-up, it removes the guesswork and menial tasks from your SDRs' plates. This frees them up to engage with leads that have already been warmed up, leading to more productive conversations.

• AI can be smarter and faster than humans. Tools like Piper can instantly pull in various intent signals from website activity to craft a better response than a human could, delivering it in seconds.

• Rapid innovation is key in the age of AI. The AI landscape is moving incredibly fast, and technology partners must demonstrate they can keep up and lead the pack with a quick pace of product development.

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TRANSCRIPTION

Dan Darcy: I'm here with Scott Holden, the CMO of Brex, an incredible Qualified customer. Hey, Scott. Thanks for joining us today.

Scott Holden: Thanks for having me, Dan. It's a pleasure.

Dan Darcy: Well, you've had Qualified now for about a year. Tell me, how's it been going?

Scott Holden: It's been awesome. The partnership's been amazing. I'm, as we've talked about in the past, I'm a two-time Qualified customer, and while it's only been a few short months here at Brex, it's already been a ton of impact.

Dan Darcy: Well, I mean, you just heard we just announced Piper mail So, what are your thoughts on this announcement?

Scott Holden: I mean, for me, it's a it's a total natural evolution from where you all have already been. I'm super pumped about Piper and email naturally. Like, everything we do on the website, Qualified helps us basically track what's going on and respond to the customers when they're on our most valuable marketing asset, the website. And now the next obvious evolution of this is having, you know, an AI SDR be there to follow up when a customer shows intent and interest on the website. So, I think everything you're doing here just in terms of making life easier for our SDR team is huge because, you know, as marketers are always talking about like what's the SLA, who's going to follow up, how long's it going to take, what did they download, what are we going to say. Piper takes all the guesswork out of out of all of that. She's super fast and she responds with a better answer than a human would give in seconds. So it's it's pretty sweet.

Dan Darcy: Well, Scott, you know what? You're a super seasoned CMO and you spent the last nine years at ThoughtSpot. Before that, you were leading marketing teams at Salesforce and you've had a long history in really architecting all the B2B and the marketing technology world. What do you see happening right now?

Scott Holden: Boy, everything's changing really fast. I mean, the power of AI in this particular use case is huge. I mean, you know, a lot of the work that our SDRs do to follow up, it's kind of like very menial work. And so, if we can have an AI worker like Piper step in and take some of that off of them so that they can sit back and wait for Piper to get a little bit further engagement, warm the leads up a bit for them to then have a more, you know, productive conversation. It's huge. And it makes everything more efficient. And it it also like what I like about Piper is it In many cases, she can be smarter than pull in all these different intent signals that you all collect from everything that's happening on the website and make that that outreach back to the customer even better. So, um I I love how AI has sort of captured people's imaginations, but you all are putting it to work in a use case obviously that's near and dear to the hearts of of marketers like me.

Dan Darcy: Awesome. Well, Scott, do you have any final thoughts for us?

Scott Holden: Keep up the innovation. I've been blown away with the pace at which you all are shipping new product. I mean, this AI world is moving super fast and you all are qualified are proving that that you're keeping up and leading the pack. So, well done.

Dan Darcy: Scott. Thank you so much for joining us today.