ÜBER DIESE EPISODE
Mark Deacon, CRO of CaniBuild, has gone further than most leaders talking about agentic GTM. He's actually built it, measured it, and has the numbers to back it up: a 400% improvement in revenue per human headcount and a demo-to-close rate now sitting above 60%, more than double what it was before AI.
What separates this conversation is the operational depth. Mark walks through the exact sequencing logic behind their AI SDR workflow, the buy vs. build decision criteria he applies to every tool, how he onboards and governs AI agents the same way you would a new hire, and the centralized AI operating system he built from scratch to keep an 80-person company running with consistent governance across the stack.
Topics Discussed:
400% revenue per headcount improvement and 60%+ demo-to-close rate after AI deployment
SMS-first sequencing strategy that increased AI SDR pickup rates through A/B testing
ICP based routing logic that books demos directly into the right rep's calendar
Buy vs. build decision framework based on uptime requirements and maintenance cost
Two-to-three month AI agent onboarding process before handoff to the business owner
Slack-native AI chief of staff architecture that routes tasks across a team of specialized agents
One-script Claude Code config deployment for consistent governance across all team members
AI-first vs. AI-only operating model and why the 80/20 split on support tickets matters
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