The Superhuman AI Agent - with Amanda Kahlow, CEO & Founder, 1Mind

**Ray Rike** (0:08)
Welcome to today's episode of the AI to ROI Podcast. Today, I am joined by Amanda Kahlow, founder and CEO of 1Mind. We'll be covering four main topics with Amanda today. One, the vision behind 1Mind. Second, how customers are using AI in the customer acquisition process using the 1Mind platform. The benefits that 1Mind customers are receiving, and then how companies are measuring the return on investment of deploying AI in the customer acquisition process. So with that, Amanda, would you take a moment to give a brief background of your journey to becoming a guest here on the AI to ROI podcast?

**Amanda Kahlow** (0:49)
Sure thing, Ray. Thank you so much for having me. It is such a pleasure to be here. Yeah, my name is Amanda Kahlow and I am the CEO and founder of 1Mind. I was the founder and former CEO of 6sense. My one line to the market is I started 6sense to find buyers and 1Mind to close them.
1Mind, we are building what we call go-to-market superhumans and they take on the job across the life cycle of your customer journey. Everything from inbound on the website to qualify, give a live demo, pitch, and in for your commercial and SMB business, they can go all the way to close. We also have superhumans that join calls and can be a sales engineer, can onboard for your PLG or your customer success motion, a cross sell, upsell, etc. So, super excited to be here and share how our enterprise customers are deploying and what we see in the market.

**Ray Rike** (1:40)
Well, I would almost call that a full cycle AI superhuman. You know, you talk about full cycle AEs, now you've got a superhuman doing it.

**Amanda Kahlow** (1:49)
It's, you know, the big lift is and the big difference between humans and superhumans is they have unlimited capacity. Humans can't take on five jobs, right? They can do one job, one role. They have time, recall, capacity limitations and superhumans don't, so they can keep going.

**Ray Rike** (2:04)
I'm still looking for that seven day a week, 24 by seven. We're going to go beyond 996 But let's start with your background. So you founded and built 6sense for over 16 years and to the category leader in intent data. And now I don't want to put words in your mouth, but you're essentially saying intent data as we knew it is behind us. How do you reconcile that in your own mind?

**Amanda Kahlow** (2:29)
Yeah, so just to clarify, I didn't build it from all 16 years, and there was an amazing team that came behind me when I stepped down. But I did play, I believe, a large part in the success of 6sense and where it is today. At 6sense, we started and we just saw the fundamental problem that big enterprise companies, we started selling to enterprise before we went down market and mid market. And they just couldn't find, they didn't know where to focus their resources and couldn't find buyers. And in today's world, that seems pretty nascent when you think about all the tools and technologies that are available today. And it was on a mission to help companies prioritize and know who to call and when to call and find the buying committees, etc. Today, we're moving into a world where at 1Mind, the idea intent data, as we know it, if you actually break it down and you take it back a step to the buyer journey, back then, we do a Google search, we end up on a website, we're looking across third party research, we're looking at Gartner and other third party tools, we're trying to figure out the best solution, and then we call a sales rep and we move forward. Today, the world is so fundamentally different. Buyers are no longer going to all these third party publications, they're no longer doing the Google search anymore as we know. And what they expect is not a linear journey, they expect a two-way conversation. So, if we think about how we are engaging with GPTs today, we're at the large language models and the foundational tools, we're asking a question, and then we're getting back rich content and information back. And it's on our terms, in our way, and so that's what buyers expect. They no longer want to go to a website and dig around and look through thousands of pages to find the right answer, and it's only one way. Like, you can think about all of our email campaigns and everything we do in Outbound. It's blasting people with a one-way form of communication. So, I think that the journey has fundamentally shifted, that buyers expect a two-way conversation, they expect solution selling, they want their needs to be heard and met with a response, and they also want trust. And so, I think we look at where AI is today, we worry that, I think the number one thing, I was actually just reading a report yesterday, people talk about the number one negative detractor from using AI as trust. But when companies and individuals realize that when you put AI on tight guardrails, that trust chasm will shift. And they will start to trust AI more than a human. And I love when people ask me if you can trust the superhuman. I'm like, and if it's going to hallucinate, I'm like, do your sellers hallucinate? And do they do so knowingly, nefariously? So I think that chasm is shifting and they're expecting a two way form of communication. That was a long answer to your question. But it's a completely different world today and we have to move and change and adapt based on it.