Attio with Zev Lebowitz

Outline Summary: Attio Platform Deep Dive

Intro

• This transcript showcases Zev Lebowitz of Attio presenting a comprehensive, AI-first CRM designed to be both easy to set up and highly flexible. The emphasis is on molding the CRM to a company’s go-to-market (GTM) processes, not the other way around. The conversation highlights rapid data integration, relationship intelligence, AI-assisted insights, and built-in automation—all within a single platform.

Center

• Core vision: Adio aims to be the easiest-to-use yet most scalable CRM, enabling organizations to model their business processes rather than force-fit workflows.

• First-time setup: Upon sign-up, users connect their email inbox. The system instantly auto-populates with all companies and people contacted, removing data-loading friction.

• Data enrichment: Out-of-the-box enrichment adds industry data, company size, and estimated revenue from third-party sources, strengthening relationship context from day one.

• Relationship intelligence: The platform maps conversations and relationships across the network, showing who has interacted with whom and the strength of those relationships. This lowers barriers to value realization early on.

• Communication intelligence: Attributes track when teams touched accounts, who engaged, and the strength/ownership of relationships, enabling precise ownership assignment and faster context.

• ICP and AI attributes: Custom AI-driven attributes (e.g., ICP criteria) can flag inbound leads that meet North Star criteria, accelerating prioritization.

• Data modeling flexibility: Users can add unlimited attributes and custom objects; all paid plans include custom objects, supporting diverse GTM motions (PLG, two-sided marketplaces, etc.).

• AI-native capabilities: AI features are embedded throughout—call recordings linked to relationship data, AI-generated summaries, and insight templates to standardize meeting notes and decisions.

• Call recording and insights: Built-in call recorder links to relationship history; insight templates summarize calls with sections like Key Insights, Decisions, and Next Steps. Mood tagging adds qualitative context.

• Workflows and automation: Aio’s workflow tool (no-code automation akin to Zapier) sequences actions such as marking priority, updating record stages, enrolling contacts in email sequences, and creating tasks automatically.

• Sequences and outreach: Email sequencing leverages live data (names, company, product usage if available); automated responses adapt to replies or calendar bookings, even pausing sequences on OOO replies.

• Routing and triage: Sophisticated triage workflows determine the appropriate GTM path for new signups or trials, using live research, ICP tagging, and Slack-based human-in-the-loop decisions for edge cases.

• Integrations and data export: The system supports API access and native integrations (e.g., Segment), enabling data ingress/egress and cross-tool synergy while emphasizing “one platform” philosophy.

• Boards across roles: The platform supports RevOps, sales, and CS by providing a unified view of deals, accounts, usage data, and health metrics.

• Reporting: Rich, flexible reporting tools connect live CRM data to dashboards—MQLs by source, pipeline health, funnel metrics, and product-signup analytics. Reports can drill into underlying data for deeper investigation.

• System of record and system of action: The speaker emphasizes immediate action on data within Adio, avoiding handoffs to separate tools for list-building or task creation.

• Business growth thesis: Adio positions itself as a “builder-first” CRM, scalable from quick starts to complex, data-rich implementations, designed to grow with rapid GTM needs.

Outro

• Zev reiterates that Adventurous builders—CMOs, RevOps leaders, CTOs, and first-time sales reps building the system—will find Adio uniquely adaptable to their product and processes. Anthony closes by noting the practicality of seeing behind the scenes: how automation and reporting are constructed to deliver real-time, actionable insights. The exchange ends with enthusiasm about Alpha/early adoption and the potential for Adio to streamline CRM, sequencing, call recording, and analytics in one cohesive platform. The conversation underscores that Adio is not merely a CRM but a complete GTM cockpit designed to accelerate time-to-value while remaining human-centric and flexible.

Full Transcript

[Music] We have Zev Liowitz here today from Adio. Zev, I'm so pumped to go through the platform today. I think what you all have built at Adio is really, really exciting. It's probably one of the easiest CRM I have seen to get set up, get your data integrated, get all of your accounts and contacts and everything set up and ready to go. And I love that it's AI first and built on an AI platform to take advantage of all of the latest and modern AI uh platforms and techniques. So Zev, I know you have a lot prepared for us today. Uh but would just love to hear a brief overview of Adio, who you think a best fit customer would be, and then can't wait for you to jump into the platform. Yeah, thanks Anthony. I'm super excited to be here and and to walk you through the product. There's a lot we've launched even since we last talked a couple weeks ago that I'm that I'm going to get to share with you. Um, you know, I think the most important thing for us as a product is that we we aim to be both the easiest to use but also most flexible and scalable CRM out there. And those two things, right, like seem like they may be at odds to each other. But but I hope today to walk you through the demo to kind of really highlight um that the goal of Atoio is to be able to mold your CRM to the way that you do business as an organization. Um and our mantra really is to not feel like you have to change the way you do business to fit into the CRM that you're building and and that you're setting up to run, you know, to run your go to market processes. I love it. I love it. No, and I think sometimes the biggest part is just getting set up. So, I think the way you integrate with all of their data and make it so easy just from day one um is a huge win for anybody looking for easy yet powerful CRM. Awesome. Yeah, there will be lots of lots of times of value things to walk you through as I uh as I jump in. Perfect. Well, I know you prepared a demo for us today, so excited for you to hop in and show us what Adio is all about. Great. So, here's Atoio. Welcome. Welcome to the product. Welcome to the app. Um, and the the very first thing that I want to highlight, you know, covering Atio is when the first thing you do when you connect when you sign up for an account with Atoio is connect your email inbox. And when you connect your email inbox to Atio, we immediately populate the system with all of the companies and all of the people that you or others in your Atoio workspace have communicated with. So, as an example pulled up here, I have the, you know, the library of all of the companies in our demo environment here for Baseoint. Um, and anyone at the company that has ever emailed, right, with any of these organizations, um, or rather any organization that you've ever emailed with will automatically pop populate in in Atio. So, in terms of ease of use and getting started, um, you're not loading data into Atio when you start using the system. And if I open up if I take a look at any one of the companies um we're that we have loaded that that you have set up in ATIO here um we automatically enrich data in your CRM with data from thirdparty providers with industry information with company size information with estimated revenue data again right out of the box available for all of our customers and with that syncing of all of the companies and people you interact with and we'll spend a bunch of time talking today about the relationships um and between all of the different elements or data objects as we call them within the system. So, not only can I see all the companies that we've contacted with, I can and see the actual emails across our company um where we've communicated with them when we communicated with them. Um I can also then see related records um with specifically here the people that we've interacted with. So, right out of the box, first setting up your CRM, um, you've got a whole database of the whole relationship, what we call relationship intelligence and communication intelligence against your whole network of prospects and customers. And the last thing I'll mention before I jump in to some some really specific customer examples here are what we call communication intelligence uh, attributes. So I'll add a couple an example of um some of other data points that we then are able to display um or they're automatically bring into the system which are information about when we've been in touch with each of these customers and who at our business um who at our business has been in touch with them and what our relationship strength of any given customer is. So Marissa is our strongest contact with Apple. Um if I pull up relationship strength, right? Um we understand exactly who in our network, who among our prospects we already have existing relationships with. So again, out of the box is clear picture of all of your communication history with anyone you've interacted with is just the core foundation that then we use to model on top of all of your core business systems and and go to market tooling. This is really powerful because usually you would need another tool in order to get this level of integration with your data and you would have to go through a whole process of uploading and enriching the data. So you would need like three other tools just to get to this point and this is as soon as you sign up right out of the box you already have your entire uh relationships mapped out. especially I love the strength and weakness of the data or of the relationship as well. I think that's really insightful. Um and who should likely own that contact or that company too. Um that's really big. I I think a lot of people this is a huge barrier to getting set up properly for most CRM. Yeah. Yeah, and it's one of the things that we just find to be totally ubiquitous across all customer sizes um and industries that we work with, right? Just simply understanding, do we know these people? Have we interacted with them? When did we last talked to them at your fingertips? Um is a is a huge part of the value ad and the time to value that we're that we're providing as a product. So, let's then start talking about, you know, how you actually use Atio to run a go to market motion. I'm going to open up uh a our deals object, right? You know, every CRM has a different name for it. Um but the place that I would go as a rep to see the opportunities that I'm working on. And I've got a view, my own kind of window on the world for the inbound um the inbound um inbound prospects that have come into my pipeline as as an AE. And right in this view, we can see that we have access to not only information about the deal, but information about the company this deal was associated with. So, Cosme is a 10 is a B2B finance tech company that's raised $10 million and has somewhere between 50 and 50 and 250 employees. And in addition to the enrichment that we do through thirdparty providers, we also have built in and you'll see this lots of places in Atio um native integrations for AI. And our our approach to AI is really focused on areas of the customer journey and the prospect life cycle where we think AI adds the most amount of value for adding context to making better decisions on top of your data. So this ICP attribute, you'll see the little stars next to it, is a custom attribute that we've built into our CRM here, uh, as an example, um, which is what we call an AI attribute where I've provided to ATIO a prompt to specify what we define as our ICP. So we define as a business or IP ICP as companies that have raised money from a VC. They were funded within the last 10 years. We have some loca location criteria. We're providing this promp prompt to Atio. It will then assess any inbound lead for that ICB criteria and immediately flag to me a rep whether or not uh this customer meets that you know meets that definition that we as a business want to set as our northstar. all of the attri you know I've talked a lot about the the data points that come out of the box but another big you know um other one of the one of the other elements that we f that we believe is really unique about is how flexible and easy it is to again create this data model that maps to your particular particular business motion. So there's no limit to how many attributes you can add to any of your records in your system. Every one of our paid plans has access to custom objects and we'll talk more about the different object types in ATIO to create the particular data elements that uh represent the the people the businesses that you work with. I think that's going to be really important to go into because a lot of companies even when they're early startups they have a level of complexity in their go to market motion just the way they run their business. So having that flexibility to create a robust data model paired with the ease of getting it set up is really important for these startups. Yeah. Yeah. And if you you know everybody's go to market motion looks a little bit different. If you're a PLG company, right, you're bringing your product data into you. I'll talk about that in a little bit. If you're a two-sided marketplace, you don't just have accounts and opportunities, right? Or companies and deals. You've got a whole ecosystem of different data elements. And it's critical for your go to market teams to have that whole context in an organizational system that actually aligns the way you do your business. And that's exactly what the data model into is design is designed to support. So let let's dig in one level deeper. Again, I'm an AE. I've got this new inbound lead come that came in. We're reasonably sure that this is an ICP customer, one that we probably really want to chase after, but I want to dig a little bit deeper to understand the relationship history that we've had with this account before I I decide what to do as a next step. So, I'm going to click into the company, right, that this deal was associated with and start to kind of peruse our relationship history with this uh company. So, on the activity tab on this company, I can see all of our all of my and my colleagues communication history with this company. In fact, we had a meeting with uh with Cosme about 3 months ago. Um, and this is where I'll pause to actually walk you through ATIO's builtin call recorder. Um, so if I click, if I open up right, our recording from that call, calls are recorded directly from AIO. You know, we join uh join your calls whether you're in Google or Zoom or Teams. Take no sides in that in that debate. Um, but the benefit of having your call recorder directly integrated in part of your CRM is it then immediately right links to this data model of relationships that exists within your CRM. So there is no incremental work here to have each meeting tied with the company which is a tied to the users which is tied to the deal. So this ability to again keep all of your data in one consistent place for all of the relationship context is is really critical in everything that we do. Yeah. And in most cases would be another tool that you'd be layering in. You'd be adding gong or something like that just to get this functionality to. Yeah, for sure. One other thing that I'll that I'll add um you know about our call recorder is this has been another place where we're really thinking really hard about the right way to use AI um to facilitate go to market teams getting their job done. So I want to flip to uh actually our call last week that we had Anthony uh to talk to you talk to you a little bit about um what we call insight templates. Um, inside templates give you the ability to define exactly how you want to summarize calls for the information that is most relevant for each step in your goto market journey. So you might have a particular set of qualification criteria you use. There might be really specific questions that you want to make sure that you're asking or your post sales team needs answers to. And you can define these insight templates to create custom summaries of uh of your calls that are available to everybody in the team. And and I'm going to, you know, roll the dice here and do a live do a live demo. So this general discussion insights template right now has three sections. Key insights, decisions and agreements, and next steps. And in another tab here, I'll I'll show you where you actually define these um these templates. And let I'm going to add a new section to that template which I'll call mood. And I'm going to ask the um ask our insights engine here to uh describe the mood of each participant on the call. Um I'm going to publish the changes to this template. If I now go back to the um place where I'm reviewing this particular call, update the template. Hopefully, I was in a good mood that day. So, I know uh I I did test this in advance and it it gave some uh it gave some it said nice things about all of us. Okay, good. Anthony was angry. He's probably hungry. Didn't eat lunch yet. Yeah. Yeah, exactly. So, we have a you know, you can create a library of insights that you can apply to any given call. Um here we go. Right. you are eager and you're excited about the video project and its potential impact. Um, so super super easy, right, to take automated notes to collect the particular things that you need out of a call that are relevant to the way again you do business as an organization. Um, again, another example of the of why we really consider ourselves, you know, AI native in the way that we're building this app. That's really really smart and I love how intentional it is. And I'm just thinking of the ways that we would use this at lean scale, not just with prospects, but also with existing customers and our engagements and getting the right information in the right way. Um, really really love how integrated and seamless that is. Again, I mean, we do this. We we manage revops for VC back startups. Typically, everything you've shown here is a mix of six different tools to get to where you're at right now. So, really, really impressed. Thanks. Um yeah, we even use our call recorder on internal meetings um to just create, you know, quick summaries so that people who didn't join have have access to know what to know what happened. Kind of continuing on our our story here, our journey, right, about um qualifying this particular opportunity and deciding what the next steps are, right? We had a meeting with this customer a month ago. We've got some notes uh that the last uh that someone took on a call um a uh this looks like this was a couple months ago as well. I have the whole email history right from anybody our organization and how they've interacted with this customer in the past. One thing to note here is that our email sharing we have a lot of privacy settings that every user that each user can customize on top of all of our email sharing. So while we'll create records for anyone you've emailed, you can control as a user who if anybody is able to see the subjects of emails or the bodies of emails um to protect, you know, obviously the privacy of of that of that information in your inbox, but at the end of the day, really important to know whether someone else has been in touch with this customer or not. And that information will always be here. Um uh and then, you know, last but not least, right, our deal history with this customer. We Marissa had a closed loss deal with Cosme. Um, again this was a few months ago and now right I really finally under I feel like now I feel like I have a true sense right of the whole history um of this lead of what our relationship has been has been with them in the past. We've used AI and summaries to understand if this is a really good fit for our business. We've got access to our enrichment data to again again get a sense that this is a lead that we really do want to pursue. This an inbound lead we want to do pursue I do want to pursue. And now we'll start talking about the automated workflows that are built into Atoio for how you can take action right on data once you've brought in that full context from your relationships and and from enrichment um on any account that we're working with. So I'm going to run a workflow here in AIO. We've decided this is a lead that I do want to actively reach out to try to get on a call with and you know apply you know really hightouch resources here for trying to close. So, I'm going to go ahead and run a workflow, and I'll show you how this works in a minute that we've built to mark this deal as high priority. And when I click mark this deal as high priority, we'll see just looking at the deal itself, a handful of things changed with just one click of a button. The priority level of this deal has been updated. I've um we've moved the deal to our contacted stage. That's because we've actually sent them an email, and I'm going to show you how we done we've done that with our sequences tool in a second. Um, and I've created a task for myself, um, to make sure that I get a discovery call on the books by a week from today. Um, and we won't not going to dive deep into it, but we have a pretty rich task task management system where I can see all of the tasks assigned to me assign that have been assigned to me or others when they're due to manage just, you know, my day-to-day uh, day-to-day workflows and and follow-ups as well. So the the quick button that I selected here was using Atoio's uh workflow tool. We've built a customized workflow to take that really specific set of actions for again these these leads that a rep a lead that a rep has determined to be high-profile um or high high value rather high priority. Uh, and I want to walk you through what it would look like as a member of a RevOps team or a founder or CTO to to actually create that automated workflow to speed up the day-to-day of a team. Workflows in Atio are managed in our workflow tool. They're a noode automation builder. You can think of it like a Zapier or make.com that lives directly within Atio. They're also the place where we offer integrations between Atio and other systems which we'll talk more about later. But the particular workflow that I kicked off as a rep a minute ago to mark a deal as a high priority has really five simple steps. We build a workflow that is that is a record command which lets any user trigger that workflow automatically on a deal that they're looking at. The next step of the workflow was to enroll the the main contact on that deal into one of Ato's email sequences. And I want to show you what that email sequence looks like. But we've taken, you know, the people associated with that deal um and added them to an email sequence. In this case, particular using one of our um our sales reps as the sender. You can customize that based off of the owner of the deal or any other attribute within the system. And then we've automat the workflow then automatically makes the updates to the record that we showed you a minute ago. Uh updates the deal stage to contacted, updates the priority level to high priority. We calculate the due date for when we want the task to be due and we and the workflow creates a task. So I talked a little about you know time to value and flexibility for just getting in atio having all of your contact data there creating a data model to fit your particular business motion. But when we think about larger companies, right, you know, fastmoving startups, um, really trying to build a set of automations and workflows and a cockpit for their team to get their work job done as quickly as possible. But in the really way you want to run your business, workflows are just a key portion, a key tool, right, in that in that um in that toolkit, right, of building these completely automated or semi-automated with a human in the loop um time savers um to make sure the team is working efficiently but also consistently in the way they run, you know, they run any engagement that you have with prospects and customers. It looks really powerful, also really intuitive. And I think this is where kind of the rubber meets the road with can it handle some of the automation that if you're scaling a go to market or you need that level of automation and handle the complexity and I love how easy it is to build it out and that everything is just built in. You enrolled it into a sequence. It's not creating a connection to another tool to then sequence which creates a whole another like level of work to do to build out in that tool as well. Um it's really really impressive to see it all in one place. Yeah, again time to value one of our key you know kind of key drivers here for the way we build the product. Putting as much in the in under one roof as possible. I will talk about integrations because we know especially with scaling organizations we think that you should be using the best-in-class tool for each section of your go to market t tech uh here at um and integrations with other best-in-class systems and the ability to get data in and out right is is another key you know uh key um key value for the way that we run our business and our product and I'm going to get to that in a couple minutes as well. Perfect. Um, so we're not a we're not a closed, you know, we definitely are not trying to build a closed system either while at the same time trying to make things as easy as fast as possible. Quick just a quick overview of our sequences um uh app here within Atoio. This is the sequence that we automatically enrolled that user into. When you're building a sequence, you set up a series of emails. You can bring in right attributes from the records in the Atoio system. So, when I my first email is going to obviously include somebody's name, but also the name of the company they're associated with. If I want to bring in usage data about how they're using the product, as long as you have that data at AIO, you could bring it right into the sequences that you're building because AIO is connected directly to your inbox and your calendar, right? we can make sure that users that a a user is exited from a sequence when a reply is received to an email when an email is booked. Anytime they book a meeting with you, they'll immediately get knocked out of uh the sequence because you know you've got a meeting come up with them. Um and it's another place where we're using AI really in really um uh really specific ways to make sure that the outreach you're doing to your customers are as effective as possible. And this is one I just it's a fun one that I like to note. Um, anytime we send an email via our sequences product in Atoio, if AIO receives an out of office response, AIO will parse that out of office response, it will find using AI find the date that that user that person is coming back to the office and hold the next email to send until they're back at their desk. Another just another kind of I think fun example, right, of places where we're using AI really really tactically to make sure that automated tools are acting as close to as intelligently as a human being as as you would if you were managing this all yourself manually. That's really smart. Really smart. The last couple things I want to talk about, you know, so we've talked about kind of a day in the life, right, of a rep managing their pipeline, executing on the next steps in a given deal. Um, the same thing can be said of customer success teams working on an onboarding or working on, you know, a um, uh, prepping for a QBR with a customer if you're in customer success. Um, so I want to kind of switch gears a little bit and and talk um now just about some of the kind of more advanced features um both in workflows and our data model to talk about to to demonstrate um how flexible ATIO's data model and workflow system and and reporting um as well is. So I'll cover just a couple other examples of objects that you can build within ATIO. Um we have five standard objects but then you can create custom ones as well. So invoice is an example of a custom object that you might um set up uh in atio to track again a concept that exists within your business like an invoice. Um but the workspaces and users objects are really really critical objects that we really uh recommend any of our software businesses get set up within to bring your product data into. A workspace being that kind of top level of account that a company will sign up for and then the users being all of the users that are collaborating within that individual workspace. You can bring that data into ATIO via our API or via native integrations with common tools like segment um or via uh reverse ETL tools coming directly from your warehouse. So, if you've got your product data in a database or a warehouse like a BigQuery and a snowflake, super super easy to get a replica of those signups, that customer usage data into your CRM so that your go to market team actually knows what your customers are doing in your product. We here at our PLG company, we have c our customers can sign up for their own workspace without ever talking to our sales team. And those signups are the most critical source of inbound leads, right? really high intent in embed leads for our sales team. So we have a setup very similar to this right where we're bringing in on an automated basis in our case using segment um every single customer sign up to our product with information about how many seats they've signed up for when they started using the product what plan they're on how active their users have been in the last 30 days and what their current contract status is whether they're in a trial or a paying customer. And these then data points that get automatically ingested into Atio become the trigger for our sales team reaching out to warm leads become the trigger for our customer success team understanding when customers are at risk of churn that and and find creating again automations and workflows. Task for our sales team task for our customer success teams um reporting for for our leadership to understand um what actions we should be taking. based off of the whole context of what customers are doing in our app, what relationship, what communication we've had with them um and what in ancillary information we're able to find um you know using AI about these accounts and that's so important for especially most of the companies we serve they're B2B SAS or AI as a service and a lot of them have productled growth motions um they have premium models so people are able to just come in sign up And often that that lead flow which is core to most of these businesses ends up being so complicated by like where are they signing up, where are you routing that data, what tool are you using to bring them in. And I think just integrating it right here where you can clearly see it. Um again just making the life of a saleserson, a customer success manager so much easier by having access to all the data in one spot. Yeah. Yeah. Absolutely. and and we've put a lot of work into making our APIs really really uh scalable and robust and having a huge amount of coverage across the app so that that really you know technically for proficient businesses can get all of the data that's most important to them into the shape that makes sense for their business. So, while I'm talking here about build seats and first contract start date, just to be clear, right, these are examples, right? These are attributes you might set up for your objects in your CRM, but each one of these is completely customizable to the particular data points that you data points that you track. Anthony, I I know we didn't go through this in depth too too much ahead of time, but I feel like you're like just really setting me up for the next step here, which is I did want to share like a little bit more of a complicated workflow for exactly what you mentioned, which is triaging leads, right? So, this we worked at looked at a workflow earlier that was triggered when a sales rep actually wants to click a button and take a series of actions. This workflow is an automated triage process. So anytime a new workspace is created, right, anytime a new customer signs up for a trial of our business, this is a workflow that will then determine how if and how or which rather which one of our sales pipelines we want that customer to run through. So first step, trigger this workflow anytime a new workspace is created. Second step, use ATIO's research agent to go search the internet to understand highle context about this company. Give me a two-cond explanation of what the who of the company's product and who their customers are. And again, right, help me tag whether or not this customer meets our ICP. We'll use that in the next step to then decide what we actually want to do and which of our lead pipelines we want to send this customer through. We've got our enterprise deals pipeline, right? A really really hightouch salesled flow for any customer that is identifi any any prospect um that's identified as having more than a thousand employees. What are we going to do? We're going to roundroin that lead across our sales team and immediately create a deal for that rep to work on just like the deal we started with at the beginning, you know, the beginning of this whole exercise. On the other end of the spectrum, right, if a customer does not meet any of your criteria for being worth having a hightouch engagement with, um, we'll send them to our self-service onboarding workflow, which uses our ATIO's integration here with Mailchimp. You can send out data into a whole slew of other systems as well as send a web hook into any output you might want to send it to whether that be Zapier directly pinging the API of a downstream system sending into a email marketing system a customer marketing system like a customer IO whatever it might be um but routing leads right to our self-service flow if they don't meet the criteria to get that human touch and in the middle we've kind of got the most fun one here which is well what about customers that fall somewhere in between they're not enterprise are not fully self-service. In this case, um, we're going to we want to we want to make sure we're pulling out startups to get someone's eyes on it to decide what to do. We don't want to totally automate this, right? We do want to bring a human in the loop into the process for so for any company that's raised at least $10 million of funding. We're not going to fully automate this. We're actually going to bring right our, you know, our our team into the process to decide what flow to bring them into. And this is we're going to do this by sending an update about this particular lead into Slack. So I'll show you exactly what that looks like. We've got our Slack. We've got a triage channel set up here that our team monitors and we're sending in a summary to the channel of the customer that has shown up and signed up a workspace. That AI summary of who their business is, what their customer are best guess, right? Or AI's best guess at whether they are whether our ICP. um and then giving literally buttons right within the Slack message to decide which sales channel to route this lead through. So we're in, you know, we are automating, but we're still letting the human apply judgment at the fringes, right, at these edge or at these cases where we do want to give our reps autonomy, right, and the ability to decide which accounts are the best ones to work with. So I'm going to click our enterprise route, right? We'll go back into Atio, open up, right, open up our deals, and I can immediately see, right, that new deal that just got created. It got roundrobined. It got assigned to Matt. Um, and it's now in the system. um with again just a click of a button to still take advantage of all of the automation to to roundroin to get the data in the right place to get our workspace signups and all of the related information about them into our deal flow but still allowing right the our our team to make good judgment calls and and be part of the process and deciding how we're handling you know handling any given that's so powerful it's so powerful and so easy to set up I think um you know I I've I've been in revops for a long time and just seeing it's a CRM, it's a CSP, it's a sequencer, it's a lead router, it's a call recorder, it's everything you need plus easy access to get any data in that you need. It's really really powerful to be able to do that. And I think um you know for people who may not be as familiar, the amount of work it takes to get all of those other tools integrated and connected and working well together um is absolutely tremendous. So to be able to do it all in one platform right out the gate but then have the flexibility to get complex later or bring in you know really specialized point solutions um it makes it a pretty compelling choice when you're setting up a CRM like just start with audio. Yeah. Yeah. I mean we we really think of every customer engagement as an opportunity to grow with us right and to start with that kind of out of the box CRM with all your contacts in there for a simple deal flow. But when you're ready to take things to the next level, bring in more custom data, integrate with other systems, bring in additional teams to manage post sales workflows, right? Um um Atio being a tool that will grow with you is is is definitely something that's really important to us. So I obviously have to get to reporting, right? Last stop on the tour here. Uh we have a really rich and flexible uh reporting tool set built into Atoio. Again, having all of that data under one roof facilitates getting all of the data for the whole life cycle journey for a customer into one place. So, I'm looking at right marketing MQL flow by source right within my dashboards. I'm looking at the our ability to convert those MQLs into deals and I'm looking at the actual total revenue growth of our business over time that incorporates not only right our sales touch deals but but our self-service business as well through the product data that we're ingesting into the system because we've got all of our contact because you have all of the relationship intelligence and contact in info into I can track the number of new customers a new customer calls that our team has is having with prospects over time, you know, both over time and last week to see in ter see how we're meeting goals. Um I can then of course understand because we're using Atto as a system of record for our deals the health of our pipeline at every step of the pipeline looking at um among our open pipeline closing in this quarter, right? How are each of my sales reps doing? Are they on target to hit their numbers? How much do they have left in the tank? and what's the likelihood that it's actually going to close this quarter? Um, and what are the deals that we want to dig into when I'm sitting down and doing my deal review with any one of these reps? Um, and then kind of deeper analytics on our ability to effectively move, right, move deals through our pipelines with funnels. I'm looking at this quarter's funnel versus last. Looks like we're doing a pretty good job here of of maintaining our ability to effectively qualify and get customers down to you know down through um you know down ultimately to close one and looking at the amount of time we spend with customers in each stage sales of the process. This is looking at last quarter versus this quarter. Teams both kept our funnel metrics consistent but is also doing a pretty good job at at tightening up the way we run our processes. getting you know the average amount of time a customer comes in qualification from uh last quarter at about 21 days down to down to 12 in this quarter. So again, having a really flexible reporting tool for asking whatever kind of questions that you want and and again I'll highlight here this is I'm not showing you the only the out ofthebox reports that you get in AIO. I'm showing you the the types of reports that you can build with our very very flexible uh reporting uh tool set. So, if I go over to create a new report here, I can create whatever sub type of chart I want off of any of the data that exists within our system. Um, whether I want to report on deals or companies that we're talking to or workspaces and signups of our product. I can choose um, you know, what I want to report on, what metric I want to report on, how I want what I want to put on my x-axis. Let's look at um um let's let's just look at created date um and I can look at the owner of these deals um to understand you know who had you know which of our um which of our reps been contributing most heavily to our let's say self-sourc pipeline weekly over the last set of four weeks. Looks like the week of May 12th was a really strong week for creating deals. So again, when I'm when I'm talking about reporting here, we're not talking about just the ability to um uh sorry, not uh not only talking about the ability to have out of the box reporting, but really to create reporting on whatever set of objects you have in the system, whatever sort of attributes, whatever stage of the pipeline I might be uh, you know, might be managing within that. Got a just quick example, right, of a of a customer success use case here of understanding for our customers that are churning, why are they doing so? and understanding are we seeing changes over time in those current reasons that might reflect maybe a change in our sales process, maybe a change in our product that we need to go and investigate. Um, and the very last thing that I'll show you here is because the reporting tools are built directly into the CRM because they are sitting on top of the live data in your, you know, in Atio. Um, anytime a new deal gets created, you'll see a little widget here that says, "Hey, new data available. um do I want to you know refresh uh uh refresh the data with what's happening in our CRM right now? I can always and I can always dig down to the underlying data behind any element of any report that I see. So for customers that have recently canled who have specified that they canceled because of cost I can click in I can see who were those five customers. I can dig further and understand well when did they become a customer? How long were they a customer with uh with us and before they turned what was their ARR right um to decide whether I want to actually go chase after some of these customers and actually again not just being a system of record but a system of action just like I showed you in workflows in in workflows before right at any point in the tool I can go select right and a select a record and then go do something with in this case maybe I'd add it to a list, right, to our churn and save program to go kick off, right, a program that our CR one of our CSMS, right, is going to um is going to then uh follow up with um on top of any one of those accounts. So, it it's all a circle. It's all connected here because AIO is the is the place where data about our customers lands. It's a place I take action to go sequence to schedule a call to send an email to our customers and the place that I then also report uh you know report on top of that data for for leadership or for you know attack you know uh just tactical understanding of my particular book um for whatever portion of the business that I own. I love the way you describe that combining the system of record with the system of action. So when you're going through the data, you're going through the reporting, you can immediately start actioning on that data. Not, hey, let me get that list over to this other tool and then we'll upload it. We'll send that to RevOps so they can tag it and I can start working on it. You can just start working on your data right away. And the way you built the reporting to be able to drill in, you know, that's how it happens. You're in a pipeline review meeting. You're in an executive dash executive dashboard review meeting. You go look at the turn accounts. You go look at, oh, why did all of these deals get uh built on that time? Let's cut it by lead source. Let's dive into the details. Oh, is there something wrong? Or, you know, no, I just need to see the detail to understand it. I think that daytoday experience and day-to-day actioning on the data is what people are looking to do. And more often than not, they're held back by their systems to be able to have that bias towards action and take the next step. Yeah. Yeah. Absolutely. Well, I you know, Anthony, that was that is what I wanted to walk you through today. I hope this has been uh I hope this has been fun for you. I I always love, you know, getting to show off getting to show off Atoio to new folks. Um, but I really appreciate you having me on and I hope that this uh, you know, is useful to your guys' audience. No, I appreciate it. Zev, I'm really excited to get it um, first in front of our customers. I think a lot of our customers would be interested in uh, what you've built, how you've built it, and getting in front of our team. Um, and of course the audience that we have on on YouTube and LinkedIn and other social platforms, I think we'll really enjoy watching it. I appreciate you not just showing the output but showing behind the scenes of how to build it. Uh so for a lot of the RevOps folks who are like okay well how do I actually build those automations? Um is it smoke and mirrors? No, here's how you actually build those things. And again, I I just want to reiterate really impressed that in one platform, it's a very functional CRM, customer success platform, call recording solution, sequencer, a full reporting suite, everything that you need to get up and going quickly, and then getting your data that's living in your email and calendar in there right away. It's really, really impressive how you pull it all together, and um just excited to get it out there. So yeah, glad to hear it. I really appreciate that. And I think you really hit the nail on the head um for that, you know, for for talking about builders, right? being the folks that really get the most out of right that you know maybe you're a maybe you're a revop maybe you're the head of revops maybe you're the first sales rep who's in charge of building the system out maybe you're the CTO or the CEO and you need to get a system you want to build out you want to onboard a CRM that actually maps to the way that you've built your product and the way that you're running your business um those are the folks that those are the folks that when I get on calls with them and I see the workflows they've built I'm really wowed and floored by in terms of their ability to customize and map and meld atio to the way that they want to run their business. Um, you know, we talk about builders as being the the persona that we're really going after. Um, and that we think are the best fit for ATIO today. Um, and I'm really glad that's something you picked up on. I appreciate it. Well, thank you so much, Zev. Appreciate it again you being here and can't wait to see what you guys build next. Awesome. Thanks, Anthony. Take care. [Music]