How to Use AI Agents to Grow Your Business & Why AI Will Eliminate 50% of These Tasks by 2026

**Mark Bouris** (0:00)
Daniel Vasilev, Founder of Relevance AI, welcome to The Mentor, mate.

**Daniel Vassilev** (0:04)
Thanks for having me.

**Mark Bouris** (0:05)
Now, I'm definitely no expert, and I'm really just a citizen AI guy. In other words, I know a little bit about it. I don't know much about it, but your game is, you know lots about it because it's your business. First important, I think very importantly, tell me about Relevance AI, what does it do?

**Daniel Vassilev** (0:20)
Yeah, maybe I'll just preface. I think we're all in this journey together. I think the great thing about AI is that there's so much opportunity for everybody to jump on and be at the same place as many others. So I think we're not that much further ahead than you. But at Relevance, we have a simple goal. We help our customers build what we call an AI workforce. When we look into the future and think about how businesses are scaled, they're very much going to be scaled with ideas rather than headcount. But how do you do that? That's the question we try to answer. We provide our customers with a product that helps them take a lot of the processes that are usually required to do very manual mundane work and automate that. So some of our customers, we power entire swaths of the go-to-market teams to be able to eliminate those manual tasks.

**Mark Bouris** (1:03)
So can you give me an example?

**Daniel Vassilev** (1:04)
Yeah. So if you think about the BDR function, top of funnel for most enterprise go-to-market teams is literally hundreds of people oftentimes sending out lots of emails, making lots of phone calls to try to generate business.
The reality is those environments are really difficult to be in. The average tenure is eight months. Everyone wants to get promoted. The top performers wants to get promoted into an AE role, which is a closing role, and it's a real environment to be in, and no one likes doing that job. So a lot of companies are trying to find ways to alleviate the scaling pressures that they have on their teams, reduce that burnout and introduce other ways to contact people, to sell their products, to introduce their company. So that's one of many examples. Another example might be customer success teams. They work with customers to try, show them how to get best success with their product. That's a really difficult role. You're on all hours of the day with many different customers on calls, and you're expected to prepare great PowerPoint decks, great materials, engage with the customer, understand their business. We help them automate a lot of that, like actually understand what their customers need, create the collateral for them, send it out to the customer. So the way we talk about it is we think that this year, 50% of go-to-market tasks are going to be eliminated. They're going to be hammered by AI.

**Mark Bouris** (2:20)
This year, 26

**Daniel Vassilev** (2:22)
Those really mundane manual pieces of work, it's going to be gone. We can delegate that to AI, and we're helping our customers do that.

**Mark Bouris** (2:29)
So when you say that, if I could just open up a little bit, you mentioned BDRs, or I might call them BDMs, business development managers, whatever you call them. But these are people who are generally speaking, trying to get business for the business.

**Daniel Vassilev** (2:41)
That's right.

**Mark Bouris** (2:42)
I know, I'm trying to get customers. So I might be, it might be like a call center. And the old call center, you remember whatever that famous movie was, where they're trying to sell shares and sell stocks. They're just sort of ringing up random, hey, go on, blah, blah, blah. Are you interested in this? They're the sorts of people that Relevance AI is trying to make much more efficient using AI. How does that happen though?
So do you create a voice? Is it done through voice, or is it done through emails and messaging?

**Daniel Vassilev** (3:11)
To your point, yeah, we're trying to make it not only more productive, but also make that work a little bit more joyful. Like actually, like what is the thing that we want people spending their time on? I don't think the value add from those people is necessarily just on the, let me pick up the phone and make a hundred dials and hope two of them convert. I think the value add is thinking about who should we be targeting? How should we target them? What messaging we should use? That's what sets apart the best people in that role versus the worst. And so in the future, like you're going to see a lot more of that grunt work that really requires basically no differentiation from person to person be handled by AI. We're going to delegate that to AI. And what's the best evidence of that? Look what happened last year with software engineers. In the history of software engineering, you had to write lines of code by hand. Now, most software engineers are delegating that to AI. AI is writing the lines of code. Software engineers are thinking more about the architecture, what to delegate to the AI. And I think the opportunity of that is huge. We see already an explosion in apps submitted to the App Store, number of websites launched. So I don't think that necessarily means software engineers go away. It just changes what they can produce, how much of they can produce and the quality of it. And so I think the same thing is going to happen to go to market teams. The quality that they can give their customers is going to be higher because of AI, not lower. So let me give you an example. We process all of our inbound with AI entirely. If you book a demo today with Relevance, if you go to a website, book a demo, that whole experience is handled by AI. And it's a brilliant experience because it's instantaneous. You're not waiting.