{"success":true,"count":11,"items":[{"videoId":"I-R1bc1rlFs","chunkIndex":0,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 1 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["ai-agents","sales","go-to-market","b2b","startup","automation","sdr","revenue-operations","future-of-work","saas"],"normalizedKeywords":["비즈니스·전략","리더십·매니지먼트","기술 트렌드"],"targetAudience":[{"who":"창업자","why":"영업 조직을 AI로 재구성하는 실전 의사결정과 리스크를 배울 수 있음"},{"who":"세일즈 리더","why":"SDR/AE 역할이 어떻게 바뀌는지와 운영 방식의 전환점을 볼 수 있음"},{"who":"AI 스타트업 실무자","why":"AI 에이전트를 실제 GTM에 적용하는 방식과 한계를 이해할 수 있음"}],"normalizedAudience":["창업자·스타트업","지식노동자 일반"],"summary":"이 영상은 SaaStr의 Jason Lemkin이 자신의 세일즈/고투마켓 팀을 인간 중심 구조에서 AI 에이전트 중심 구조로 바꾼 경험을 바탕으로, AI가 영업 조직을 어떻게 재편하는지 이야기한다. 그는 10명가량의 인력 대신 20개의 AI 에이전트와 소수의 인간만 남긴 뒤에도 비슷한 성과를 내고 있으며, 오히려 훨씬 효율적이고 확장 가능한 구조가 되었다고 말한다.\n\n핵심 메시지는 'AI가 모든 걸 자동으로 대체한다'가 아니라, 좋은 사람과 좋은 스크립트를 기반으로 충분히 훈련된 에이전트가 인간 수준의 일을 수행할 수 있고, 특히 반복적이고 하기 싫은 영업 업무부터 빠르게 대체된다는 점이다. 동시에 그는 미래의 SDR은 사라질 가능성이 높지만, 에이전트를 관리하고 시스템을 설계할 수 있는 사람은 더 높은 가치를 갖게 될 것이라고 본다.","insights":["AI 전환은 인력 절감보다 운영 구조 재설계에 가깝다.","반복적 영업 업무일수록 에이전트로 대체되기 쉽다.","좋은 에이전트는 '최고의 사람+최고의 스크립트'를 학습해야 한다.","미래의 SDR은 실행자가 아니라 에이전트 관리자에 가깝다.","AI는 평균적인 인력을 먼저 압박하고 상위 인재는 더 돋보이게 만든다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c0:1-3","startSegmentIndex":1,"endSegmentIndex":3,"startTime":2.07,"endTime":18.24,"durationSeconds":16.2,"preview":"에이전트 사무실의 탄생","mustSee":false},{"clipId":"I-R1bc1rlFs:c0:4-7","startSegmentIndex":4,"endSegmentIndex":7,"startTime":18.24,"endTime":37.04,"durationSeconds":18.8,"preview":"성과는 같고 구조만 다르다","mustSee":false},{"clipId":"I-R1bc1rlFs:c0:8-12","startSegmentIndex":8,"endSegmentIndex":12,"startTime":37.04,"endTime":63.28,"durationSeconds":26.2,"preview":"SDR의 미래 재정의","mustSee":true},{"clipId":"I-R1bc1rlFs:c0:14-18","startSegmentIndex":14,"endSegmentIndex":18,"startTime":73.2,"endTime":136.64,"durationSeconds":63.4,"preview":"조직 전환의 의미","mustSee":false},{"clipId":"I-R1bc1rlFs:c0:62-83","startSegmentIndex":62,"endSegmentIndex":83,"startTime":426.56,"endTime":595.44,"durationSeconds":168.9,"preview":"에이전트가 배운 방식","mustSee":true}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. AI is replacing the jobs people don't want to do today and it is displacing the media the midpack and the mediocre.","startTime":828.8,"endTime":838.24,"durationSeconds":9,"level":"C1","overallScore":8.8,"rationale":"AI 대체의 방향을 압축적으로 설명함."},{"segmentIndex":41,"text":"They are their jobs are at risk. They are at risk. 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It really doesn't matter what the technical term is and you correct it and each and if you do this for 30 days and every day you spend an hour or two correcting those mistakes by the 30th day it's going to be pretty good and this is anyone can do this that has been in B2B or SAS anyone can do what I just described it is not that different than other things we've done it's just sequenced differently but nobody does this everyone's panicked and if you if this everyone's panicked and if you can go do this pick any tool pick uh agent force pick qualified pick artisan pick whatever you want If you can go do this and get it live into production, you're hyper employable. You upload some stuff and it kind of knows it and isn't great at it.","startTime":1553.6,"endTime":1560.96,"durationSeconds":7,"level":"C1","overallScore":9,"rationale":"실행법과 커리어 효익을 압축 제시."},{"segmentIndex":22,"text":"And we used to use prefin intercom and we're so busy we would answer like two weeks later like it was ter worst support ever and the agent just started doing support on its own and then it did this thing where it sold sponsorship on its own right so start you can start with so one place to start if you haven't started is in support okay and you don't have to buy Sierra and you don't have to buy decacon necessarily and you don't have to buy Finn but one potential place to start is your support like can you do great 24/7 support?","startTime":1930.08,"endTime":1951.44,"durationSeconds":21,"level":"C1","overallScore":9,"rationale":"도입 전략과 실행 조언이 매우 구체적임."},{"segmentIndex":37,"text":"It doesn't have to be qualified but and they'll be the bubble the intercom like bubble is tuned to qualifying inbound prospects. If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. Embrace the plays. And so, read all these go to market and sales books and take great items from them, which was always the goal from a book, right? Right.","startTime":5458.56,"endTime":5467.28,"durationSeconds":9,"level":"B2","overallScore":8.8,"rationale":"조언이 선명하고 학습 표현도 풍부함."},{"segmentIndex":24,"text":"It's not that complicated. When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:20:35.929Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":1,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 2 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["artificial-intelligence","sales","go-to-market","b2b","sdr","automation","productivity","startup","saas","enterprise-sales"],"normalizedKeywords":["비즈니스·전략","마케팅","기술 트렌드"],"targetAudience":[{"who":"창업자","why":"AI로 세일즈 조직을 재구성하는 방식과 효율화 포인트를 배울 수 있음"},{"who":"마케터","why":"고관여 B2B 수요가 커질 때 어떤 플레이북이 통하는지 이해할 수 있음"},{"who":"학생·주니어","why":"SDR 같은 प्रवेश 직무가 AI로 어떻게 바뀌는지 미리 감 잡을 수 있음"}],"normalizedAudience":["창업자·스타트업","마케터·그로스","학생·주니어"],"summary":"이 구간은 SaaStr의 세일즈/GTM 조직을 AI 에이전트로 재구성한 실제 경험을 바탕으로, 앞으로의 B2B 영업과 마케팅이 어떻게 바뀌는지 설명한다. 핵심은 '세일즈 플레이 자체는 여전히 유효하지만, 이를 운영하는 플레이북과 인력 구조가 AI 시대에 맞게 완전히 달라져야 한다'는 주장이다. 저자는 기존에 8~10명이 하던 일을 1.2명의 인간과 20개의 AI 에이전트로 수행하며, 중간 이하 실력의 SDR/AE 업무가 빠르게 대체되고 있다고 말한다.\n\n또한 AI 제품과 고ROI 소프트웨어는 시장 수요가 폭발해 '모두가 동시에 in-market'인 상황이 벌어지고 있어, 전통적 아웃바운드 방식보다 선택적 대응, 효율적 오케스트레이션, 제품 자체의 압도적 가치가 더 중요해졌다고 본다. 반대로 수요가 약한 영역에서는 더 강한 효율화가 필요해지며, 2026년에는 양극화가 더 심해질 것이라고 전망한다.","insights":["플레이는 안 죽고, 그걸 운영하는 방식이 죽는다.","평범한 SDR·AE 업무는 AI가 가장 먼저 대체한다.","AI는 최고 인재보다 중간 이하 인력을 더 빠르게 잠식한다.","수요가 폭발한 시장에선 '누구를 칠지'가 핵심이 된다.","고ROI AI 제품은 모두가 동시에 사려는 시장을 만든다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c1:4-19","startSegmentIndex":4,"endSegmentIndex":19,"startTime":616,"endTime":710.56,"durationSeconds":94.6,"preview":"세일즈 분업의 재편","mustSee":false},{"clipId":"I-R1bc1rlFs:c1:20-31","startSegmentIndex":20,"endSegmentIndex":31,"startTime":710.56,"endTime":774.399,"durationSeconds":63.8,"preview":"10명에서 1.2명으로","mustSee":true},{"clipId":"I-R1bc1rlFs:c1:32-42","startSegmentIndex":32,"endSegmentIndex":42,"startTime":774.399,"endTime":857.36,"durationSeconds":83,"preview":"중간층이 먼저 무너진다","mustSee":false},{"clipId":"I-R1bc1rlFs:c1:43-60","startSegmentIndex":43,"endSegmentIndex":60,"startTime":857.36,"endTime":996.079,"durationSeconds":138.7,"preview":"플레이북의 붕괴","mustSee":false},{"clipId":"I-R1bc1rlFs:c1:61-85","startSegmentIndex":61,"endSegmentIndex":85,"startTime":996.079,"endTime":1160.4,"durationSeconds":164.3,"preview":"양극화된 시장의 법칙","mustSee":false},{"clipId":"I-R1bc1rlFs:c1:86-91","startSegmentIndex":86,"endSegmentIndex":91,"startTime":1160.4,"endTime":1207.76,"durationSeconds":47.4,"preview":"SDR의 미래","mustSee":true}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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It really doesn't matter what the technical term is and you correct it and each and if you do this for 30 days and every day you spend an hour or two correcting those mistakes by the 30th day it's going to be pretty good and this is anyone can do this that has been in B2B or SAS anyone can do what I just described it is not that different than other things we've done it's just sequenced differently but nobody does this everyone's panicked and if you if this everyone's panicked and if you can go do this pick any tool pick uh agent force pick qualified pick artisan pick whatever you want If you can go do this and get it live into production, you're hyper employable. You upload some stuff and it kind of knows it and isn't great at it.","startTime":1553.6,"endTime":1560.96,"durationSeconds":7,"level":"C1","overallScore":9,"rationale":"실행법과 커리어 효익을 압축 제시."},{"segmentIndex":22,"text":"And we used to use prefin intercom and we're so busy we would answer like two weeks later like it was ter worst support ever and the agent just started doing support on its own and then it did this thing where it sold sponsorship on its own right so start you can start with so one place to start if you haven't started is in support okay and you don't have to buy Sierra and you don't have to buy decacon necessarily and you don't have to buy Finn but one potential place to start is your support like can you do great 24/7 support?","startTime":1930.08,"endTime":1951.44,"durationSeconds":21,"level":"C1","overallScore":9,"rationale":"도입 전략과 실행 조언이 매우 구체적임."},{"segmentIndex":37,"text":"It doesn't have to be qualified but and they'll be the bubble the intercom like bubble is tuned to qualifying inbound prospects. If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. Embrace the plays. And so, read all these go to market and sales books and take great items from them, which was always the goal from a book, right? Right.","startTime":5458.56,"endTime":5467.28,"durationSeconds":9,"level":"B2","overallScore":8.8,"rationale":"조언이 선명하고 학습 표현도 풍부함."},{"segmentIndex":24,"text":"It's not that complicated. When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:21:06.465Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":2,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 3 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["artificial-intelligence","sales","lead-generation","agentic-ai","b2b","startup","gtm","automation","management","career-growth"],"normalizedKeywords":["비즈니스·전략","커리어·성장","기술 트렌드"],"targetAudience":[{"who":"창업자","why":"AI 에이전트를 GTM에 직접 도입하는 방법과 조직 변화 대응을 배울 수 있음"},{"who":"세일즈 리더","why":"SDR/AE 역할 변화와 팀 재설계를 어떻게 봐야 하는지 얻을 수 있음"},{"who":"주니어 지식노동자","why":"AI 시대에 살아남기 위해 어떤 역량을 키워야 하는지 구체적 조언을 얻을 수 있음"}],"normalizedAudience":["창업자·스타트업","지식노동자 일반","학생·주니어"],"summary":"이 구간은 AI 에이전트가 세일즈와 GTM 조직을 어떻게 바꾸는지에 대한 매우 실전적인 주장으로 채워져 있다. 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You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. 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When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:21:41.252Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":3,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 4 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["ai-agents","sales-automation","startup","b2b-saas","outbound-sales","customer-support","lead-generation","ai-gtm","sdr","salesforce"],"normalizedKeywords":["비즈니스·전략","마케팅","리더십·매니지먼트"],"targetAudience":[{"who":"창업자","why":"AI 에이전트를 어디서부터 도입할지 실전 사례로 배울 수 있음"},{"who":"그로스 담당자","why":"지원·아웃바운드·인바운드 자동화의 높은 ROI 포인트를 얻을 수 있음"},{"who":"세일즈 리더","why":"사람이 안 하던 반복 업무를 에이전트로 대체하는 기준을 이해할 수 있음"}],"normalizedAudience":["창업자·스타트업","마케터·그로스"],"summary":"이 구간은 \"AI 에이전트를 어디에 먼저 써야 실제 성과가 나는가\"를 Jason Lemkin이 자신의 SaaStr 운영 경험으로 설명하는 내용이다. 그는 디지털 클론 같은 화려한 데모보다, 지원(support), 아웃바운드, 인바운드, 리드 재활성화처럼 사람이 원래 잘 안 하거나 늦게 하던 업무에서 에이전트가 먼저 효과를 낸다고 말한다.\n\n핵심 메시지는 두 가지다. 첫째, AI GTM 제품의 차이는 기능보다 '배포와 튜닝을 끝까지 도와주는 파트너십'에서 갈린다. 둘째, 많은 회사가 \"우린 데이터가 적다\"고 생각하지만 실제로는 웹 방문자, CRM, 미처리 리드만 있어도 충분히 자동화의 이득을 볼 수 있다는 점이다. 즉, AI 에이전트는 거창한 혁신이 아니라, 이미 있는 수요를 24시간 놓치지 않게 만드는 실용 도구로 봐야 한다.","insights":["AI 에이전트는 화려한 데모보다 반복 업무에서 먼저 돈이 된다.","지원, 아웃바운드, 인바운드는 사람이 늦게 반응하는 구간이다.","도구 선택의 핵심은 기능보다 도입을 끝까지 도와줄 팀이다.","데이터가 '적다'는 생각은 대부분 착시다.","리드가 쌓여도 사람이 다 못 보면 자동화가 바로 ROI를 만든다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c3:3-20","startSegmentIndex":3,"endSegmentIndex":20,"startTime":1809.84,"endTime":1899.84,"durationSeconds":90,"preview":"디지털 클론 실험","mustSee":false},{"clipId":"I-R1bc1rlFs:c3:21-25","startSegmentIndex":21,"endSegmentIndex":25,"startTime":1899.84,"endTime":1978.64,"durationSeconds":78.8,"preview":"지원부터 자동화","mustSee":true},{"clipId":"I-R1bc1rlFs:c3:26-38","startSegmentIndex":26,"endSegmentIndex":38,"startTime":1978.64,"endTime":2047.76,"durationSeconds":69.1,"preview":"아웃바운드 성공조건","mustSee":false},{"clipId":"I-R1bc1rlFs:c3:39-50","startSegmentIndex":39,"endSegmentIndex":50,"startTime":2047.76,"endTime":2119.839,"durationSeconds":72.1,"preview":"인바운드 즉시전환","mustSee":true},{"clipId":"I-R1bc1rlFs:c3:65-80","startSegmentIndex":65,"endSegmentIndex":80,"startTime":2200.88,"endTime":2288.079,"durationSeconds":87.2,"preview":"데이터는 충분하다","mustSee":false},{"clipId":"I-R1bc1rlFs:c3:81-100","startSegmentIndex":81,"endSegmentIndex":100,"startTime":2288.079,"endTime":2394.64,"durationSeconds":106.6,"preview":"리드 재활성화","mustSee":false}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. Embrace the plays. And so, read all these go to market and sales books and take great items from them, which was always the goal from a book, right? Right.","startTime":5458.56,"endTime":5467.28,"durationSeconds":9,"level":"B2","overallScore":8.8,"rationale":"조언이 선명하고 학습 표현도 풍부함."},{"segmentIndex":24,"text":"It's not that complicated. When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:22:12.841Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":4,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 5 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["ai-agents","sales-automation","outbound-email","gtm","enterprise-software","startup","business-process","ai-training","personalization"],"normalizedKeywords":["비즈니스·전략","마케팅","프로덕트"],"targetAudience":[{"who":"창업자","why":"AI 에이전트 도입의 현실적 한계와 세일즈 GTM 기회를 배울 수 있음"},{"who":"마케팅·세일즈 리더","why":"아웃바운드 이메일 품질을 높이는 훈련 방식이 직접적으로 유용함"},{"who":"프로덕트 매니저","why":"새 도구를 도입할 때 비즈니스 프로세스 변경 비용을 이해할 수 있음"}],"normalizedAudience":["창업자·스타트업","마케터·그로스","프로덕트 매니저·기획자"],"summary":"이 구간은 20개의 AI 에이전트를 운영하면서 생긴 현실을 다룬다. 에이전트는 '켜기만 하면 되는' 마법이 아니라, 계속 리뷰하고 훈련해야 하는 시스템이며 오히려 관리 시간이 늘어날 수 있다고 말한다. 동시에, 잘 훈련된 에이전트는 형편없는 인간 세일즈 메시지보다 충분히 나을 수 있고, 특히 아웃바운드 이메일에서는 최고의 인간이 쓴 템플릿을 학습시켜 반복적으로 A/B 테스트하는 방식이 핵심이라고 주장한다.\n\n또한 사람들은 AI가 보낸 이메일인지 여부를 크게 신경 쓰지 않으며, 중요한 건 즉시 응답과 실제 가치라는 점을 강조한다. 다만 고가치 소수 타깃을 상대하는 경우에는 여전히 인간의 정교한 리서치와 맞춤형 접근이 강하고, 반대로 대량 세일즈나 확장 국면에서는 AI의 장점이 커진다고 정리한다. 전체적으로 'AI가 인간을 완전히 대체한다'보다 '좋은 인간의 방식을 복제·증폭하는 도구'로 보는 시각이 중심이다.","insights":["AI 에이전트는 도입보다 운영이 더 큰 일이다.","잘 훈련된 AI는 평균 이하의 인간보다 낫다.","좋은 아웃바운드는 '최고의 인간'을 템플릿으로 삼아야 한다.","사람들은 AI 여부보다 이메일의 가치와 속도를 본다.","소수 고가치 타깃은 인간, 대량 확장은 AI가 유리하다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c4:1-6","startSegmentIndex":1,"endSegmentIndex":6,"startTime":2402.79,"endTime":2468.319,"durationSeconds":65.5,"preview":"에이전트 운영의 피로","mustSee":false},{"clipId":"I-R1bc1rlFs:c4:7-18","startSegmentIndex":7,"endSegmentIndex":18,"startTime":2468.319,"endTime":2529.2,"durationSeconds":60.9,"preview":"도입 폭증의 역풍","mustSee":false},{"clipId":"I-R1bc1rlFs:c4:20-43","startSegmentIndex":20,"endSegmentIndex":43,"startTime":2534.96,"endTime":2686.64,"durationSeconds":151.7,"preview":"AI 이메일을 잘 쓰는 법","mustSee":true},{"clipId":"I-R1bc1rlFs:c4:44-74","startSegmentIndex":44,"endSegmentIndex":74,"startTime":2686.64,"endTime":2853.04,"durationSeconds":166.4,"preview":"인간보다 나은 평균","mustSee":true},{"clipId":"I-R1bc1rlFs:c4:75-97","startSegmentIndex":75,"endSegmentIndex":97,"startTime":2853.04,"endTime":3009.76,"durationSeconds":156.7,"preview":"대량세일즈의 현실","mustSee":false}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. Embrace the plays. And so, read all these go to market and sales books and take great items from them, which was always the goal from a book, right? Right.","startTime":5458.56,"endTime":5467.28,"durationSeconds":9,"level":"B2","overallScore":8.8,"rationale":"조언이 선명하고 학습 표현도 풍부함."},{"segmentIndex":24,"text":"It's not that complicated. When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:22:34.156Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":5,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 6 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["sales","ai-agents","gtm","automation","enterprise-software","revops","lead-generation","inside-sales","business"],"normalizedKeywords":["비즈니스·전략","리더십·매니지먼트","기술 트렌드"],"targetAudience":[{"who":"창업자","why":"영업 조직을 AI로 재구성할 때 필요한 운영 방식과 인력 요건을 배울 수 있음"},{"who":"세일즈 리더","why":"SDR/AE를 대체하는 AI 에이전트 운영과 관리 체계를 이해하는 데 유용함"},{"who":"마케터·그로스","why":"리드 세분화, 리타게팅, 자동화 운영의 현실적인 한계를 볼 수 있음"},{"who":"지식노동자","why":"AI 도구를 '구매'하는 것보다 '관리'하는 역량이 중요하다는 점을 얻을 수 있음"}],"normalizedAudience":["창업자·스타트업","마케터·그로스","지식노동자 일반"],"summary":"이 구간은 세일즈 조직을 인간 대신 AI 에이전트로 운영할 때 무엇이 실제로 바뀌는지, 그리고 무엇이 여전히 사람의 몫으로 남는지를 설명한다. 화자는 대부분의 회사가 최상급 세일즈 인력을 끌어오지 못하는 현실을 지적하며, 그 공백을 AI가 메울 수 있다고 본다. 다만 AI는 완전 자율로 굴러가지 않기 때문에, 에이전트를 감시·세분화·조정할 수 있는 내부 오퍼레이터가 반드시 필요하다고 강조한다.","insights":["AI는 영업 인력을 대체하지만, 운영자를 없애진 못한다.","좋은 도구의 핵심은 자동화가 아니라 지속적 감독이다.","대부분의 회사는 최상급 세일즈 인재를 끌어오기 어렵다.","에이전트가 많을수록 고객 세분화와 조정이 더 중요해진다.","새 역할은 '세일즈 출신'보다 '데이터형 오퍼레이터'에 가깝다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c5:1-8","startSegmentIndex":1,"endSegmentIndex":8,"startTime":3001.27,"endTime":3046.319,"durationSeconds":45,"preview":"사람보다 빠른 응답","mustSee":false},{"clipId":"I-R1bc1rlFs:c5:14-28","startSegmentIndex":14,"endSegmentIndex":28,"startTime":3068.16,"endTime":3160.16,"durationSeconds":92,"preview":"평범한 팀의 현실","mustSee":false},{"clipId":"I-R1bc1rlFs:c5:29-39","startSegmentIndex":29,"endSegmentIndex":39,"startTime":3160.16,"endTime":3228.8,"durationSeconds":68.6,"preview":"AI 세일즈 구조","mustSee":true},{"clipId":"I-R1bc1rlFs:c5:40-55","startSegmentIndex":40,"endSegmentIndex":55,"startTime":3228.8,"endTime":3334.96,"durationSeconds":106.2,"preview":"오퍼레이터가 핵심","mustSee":false},{"clipId":"I-R1bc1rlFs:c5:63-70","startSegmentIndex":63,"endSegmentIndex":70,"startTime":3371.2,"endTime":3437.2,"durationSeconds":66,"preview":"세분화가 먼저다","mustSee":false},{"clipId":"I-R1bc1rlFs:c5:84-88","startSegmentIndex":84,"endSegmentIndex":88,"startTime":3518.799,"endTime":3567.04,"durationSeconds":48.2,"preview":"새 커리어 기회","mustSee":false}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. 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When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:22:55.733Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":6,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 7 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["ai-sales","revops","b2b-saas","startup","sales-automation","forward-deployed-engineer","customer-success","crm","productivity","enterprise-software"],"normalizedKeywords":["비즈니스·전략","리더십·매니지먼트","기술 트렌드"],"targetAudience":[{"who":"창업자","why":"AI 제품을 고객 성공까지 책임지는 방식으로 팔아야 함을 배울 수 있음"},{"who":"세일즈 리더","why":"AI로 영업 생산성을 극단적으로 높이는 조직 설계를 이해할 수 있음"},{"who":"주니어 영업직","why":"AI 도구를 거부하기보다 능숙하게 활용하는 쪽이 커리어에 유리함"},{"who":"B2B 스타트업 실무자","why":"FDE와 서비스형 세일즈를 통해 대기업과 차별화하는 법을 볼 수 있음"}],"normalizedAudience":["창업자·스타트업","지식노동자 일반","학생·주니어"],"summary":"이 구간은 AI가 세일즈와 RevOps를 어떻게 바꾸고 있는지, 그리고 그 변화에 개인과 조직이 어떻게 적응해야 하는지를 강하게 주장한다. 주니어는 AI 도구를 가장 잘 쓰는 사람이 되어야 하고, 매니저는 에이전트를 직접 써보며 배포·학습·오케스트레이션까지 이해해야 한다고 말한다. 동시에 AI가 투명성을 극대화하기 때문에, 일을 안 하거나 회피하는 사람은 더 이상 숨을 수 없다고 경고한다.\n\n핵심 메시지는 '적응하는 사람의 생산성은 기하급수적으로 올라가지만, 저항하는 사람은 도태된다'는 것이다. 특히 스타트업은 forward deployed engineer(FDE)처럼 고객의 도입 성공을 직접 책임지는 인력을 두고, 소프트웨어만 던져주는 방식이 아니라 서비스와 함께 시작해야 한다고 강조한다. 지원은 이미 AI가 대부분 대체했고, 앞으로는 SDR의 전통적 역할도 빠르게 줄어들 것이라고 전망한다.","insights":["AI 시대엔 도구를 거부하는 사람이 아니라 잘 쓰는 사람이 승자다.","생산성 향상은 업무 감소가 아니라 더 많은 일을 소화하는 압박이다.","세일즈의 핵심 경쟁력은 소프트웨어가 아니라 도입 성공 보장이다.","투명성이 커질수록 '일하는 척'은 가장 먼저 들킨다.","지원·SDR처럼 반복 업무는 AI가 가장 먼저 대체한다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c6:1-8","startSegmentIndex":1,"endSegmentIndex":8,"startTime":3602.309,"endTime":3664.4,"durationSeconds":62.1,"preview":"AI를 받아들이는 사람","mustSee":false},{"clipId":"I-R1bc1rlFs:c6:9-24","startSegmentIndex":9,"endSegmentIndex":24,"startTime":3664.4,"endTime":3774.24,"durationSeconds":109.8,"preview":"투명해진 일의 세계","mustSee":false},{"clipId":"I-R1bc1rlFs:c6:26-47","startSegmentIndex":26,"endSegmentIndex":47,"startTime":3778.319,"endTime":3946.88,"durationSeconds":168.6,"preview":"스타트업의 FDE 전략","mustSee":true},{"clipId":"I-R1bc1rlFs:c6:48-65","startSegmentIndex":48,"endSegmentIndex":65,"startTime":3946.88,"endTime":4103.92,"durationSeconds":157,"preview":"도입 성공이 본질이다","mustSee":false},{"clipId":"I-R1bc1rlFs:c6:66-79","startSegmentIndex":66,"endSegmentIndex":79,"startTime":4103.92,"endTime":4208.239,"durationSeconds":104.3,"preview":"세일즈의 미래 변화","mustSee":false}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. Embrace the plays. And so, read all these go to market and sales books and take great items from them, which was always the goal from a book, right? Right.","startTime":5458.56,"endTime":5467.28,"durationSeconds":9,"level":"B2","overallScore":8.8,"rationale":"조언이 선명하고 학습 표현도 풍부함."},{"segmentIndex":24,"text":"It's not that complicated. When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:23:23.655Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":7,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 8 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["sales","ai-agents","go-to-market","enterprise-software","cold-calling","customer-success","automation","saas","salesforce","future-of-work"],"normalizedKeywords":["비즈니스·전략","커리어·성장","기술 트렌드"],"targetAudience":[{"who":"스타트업 창업자","why":"AI가 세일즈와 GTM을 어떻게 바꾸는지 사업 전략 관점에서 바로 연결된다"},{"who":"세일즈 리더","why":"콜드콜·SMS·파일럿·전환 방식이 어떻게 재편되는지 실무적으로 유용하다"},{"who":"B2B 마케터","why":"리드 발굴과 아웃바운드 자동화의 한계와 가능성을 함께 볼 수 있다"},{"who":"직장인","why":"AI 시대에 어떤 업무가 대체되고 어떤 역량이 더 가치 있어지는지 보여준다"}],"normalizedAudience":["창업자·스타트업","마케터·그로스","지식노동자 일반"],"summary":"이 구간은 AI가 세일즈를 대체하기보다, 세일즈의 기준선을 크게 끌어올리고 있다는 논지에 집중한다. 단순히 '사람 대 사람' 관계를 잘하는 것만으로는 부족해졌고, 고객 반응을 빠르게 읽고 AI를 붙여 생산성을 증폭시키는 사람이 더 가치 있어진다고 주장한다. 특히 텍스트 메시지·음성·AI 에이전트가 결합되면 기존의 콜드콜 중심 영업보다 더 넓은 영역에서 자동화와 반자동화가 가능해진다고 본다.\n\n동시에 저자는 AI가 결국 기업의 수요를 더 키우기 때문에 세일즈 인력 자체가 사라지기보다는, 더 많은 인간이 더 높은 수준의 GTM 일을 하게 될 것이라고 말한다. 다만 예전처럼 느슨하게 일하면서 몇 건만 따는 방식은 끝나고, AI를 직접 다루고 학습시키는 사람이 훨씬 더 고연봉·고가치 인재가 될 것이라고 정리한다.","insights":["AI는 세일즈를 없애기보다 기준선을 끌어올린다.","'사람 좋음'만으로는 더 이상 판매 경쟁력이 아니다.","텍스트로 닫히는 거래는 AI가 닫아도 된다.","파일럿보다 먼저 ROI를 보여줘야 하는 시대다.","AI를 다루는 세일즈 인력이 더 비싸질 것이다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c7:1-15","startSegmentIndex":1,"endSegmentIndex":15,"startTime":4200.79,"endTime":4282.719,"durationSeconds":81.9,"preview":"사람성의 한계","mustSee":false},{"clipId":"I-R1bc1rlFs:c7:16-35","startSegmentIndex":16,"endSegmentIndex":35,"startTime":4282.719,"endTime":4410.88,"durationSeconds":128.2,"preview":"콜드콜의 현실","mustSee":false},{"clipId":"I-R1bc1rlFs:c7:36-55","startSegmentIndex":36,"endSegmentIndex":55,"startTime":4410.88,"endTime":4580.32,"durationSeconds":169.4,"preview":"AI가 닫는 거래","mustSee":true},{"clipId":"I-R1bc1rlFs:c7:56-81","startSegmentIndex":56,"endSegmentIndex":81,"startTime":4580.32,"endTime":4799.84,"durationSeconds":219.5,"preview":"고가치 인력의 시대","mustSee":true}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. AI is replacing the jobs people don't want to do today and it is displacing the media the midpack and the mediocre.","startTime":828.8,"endTime":838.24,"durationSeconds":9,"level":"C1","overallScore":8.8,"rationale":"AI 대체의 방향을 압축적으로 설명함."},{"segmentIndex":41,"text":"They are their jobs are at risk. They are at risk. 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You upload some stuff and it kind of knows it and isn't great at it.","startTime":1553.6,"endTime":1560.96,"durationSeconds":7,"level":"C1","overallScore":9,"rationale":"실행법과 커리어 효익을 압축 제시."},{"segmentIndex":22,"text":"And we used to use prefin intercom and we're so busy we would answer like two weeks later like it was ter worst support ever and the agent just started doing support on its own and then it did this thing where it sold sponsorship on its own right so start you can start with so one place to start if you haven't started is in support okay and you don't have to buy Sierra and you don't have to buy decacon necessarily and you don't have to buy Finn but one potential place to start is your support like can you do great 24/7 support?","startTime":1930.08,"endTime":1951.44,"durationSeconds":21,"level":"C1","overallScore":9,"rationale":"도입 전략과 실행 조언이 매우 구체적임."},{"segmentIndex":37,"text":"It doesn't have to be qualified but and they'll be the bubble the intercom like bubble is tuned to qualifying inbound prospects. If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. Embrace the plays. And so, read all these go to market and sales books and take great items from them, which was always the goal from a book, right? Right.","startTime":5458.56,"endTime":5467.28,"durationSeconds":9,"level":"B2","overallScore":8.8,"rationale":"조언이 선명하고 학습 표현도 풍부함."},{"segmentIndex":24,"text":"It's not that complicated. When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:23:54.898Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":8,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 9 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["artificial-intelligence","sales","startup","automation","gtm","saas","productivity","no-code","agents","future-of-work"],"normalizedKeywords":["비즈니스·전략","기술 트렌드","리더십·매니지먼트"],"targetAudience":[{"who":"창업자","why":"AI 에이전트로 GTM과 운영을 재설계하는 실전 감각을 얻을 수 있음"},{"who":"영업 리더","why":"세일즈/지원 업무를 AI로 대체·보강할 때의 판단 기준을 배울 수 있음"},{"who":"프로덕트 매니저","why":"AI가 제품 경험과 온보딩, 지원 흐름을 어떻게 바꾸는지 볼 수 있음"},{"who":"크리에이터","why":"도구 선택과 실험, 반복 개선의 태도를 얻을 수 있음"}],"normalizedAudience":["창업자·스타트업","프로덕트 매니저·기획자","지식노동자 일반"],"summary":"이 구간은 AI 에이전트가 세일즈, 마케팅, 제품 제작, 지원 업무를 빠르게 바꾸고 있다는 강한 확신을 중심으로 전개된다. 화자는 자신이 코드를 잘 못해도 Replit 같은 도구로 앱을 만들고, 에이전트가 다른 에이전트를 불러 협업하는 수준까지 왔다며 현재를 \"가장 흥미로운 시기\"로 규정한다. 동시에 모든 조직이 중간지대에 머물 수는 없고, 더 열심히 AI를 받아들이거나 더 느리게 성장하는 길을 선택해야 한다고 주장한다.\n\n후반부에서는 현실적인 실행법도 제시한다. 추상적인 전략 회의보다, 인코그니토 모드로 실제 사용자처럼 자신의 제품을 써 보며 지원·세일즈·온보딩의 구멍을 직접 확인하라고 권한다. 또한 AI 도입이 일자리 위협처럼 보일 수 있지만, 최상위 인재의 생산성을 높이고 기존 인력을 다른 역할로 재배치하는 방식이 더 현실적이라고 말한다. 핵심 메시지는 AI 시대에 조직이 숨기지 말고, 솔직하게 바꾸고, 가장 아픈 문제부터 에이전트로 해결해야 한다는 것이다.","insights":["AI 시대엔 중간지대가 사라지고 선택이 선명해진다.","도구가 좋아질수록 코딩보다 문제 정의와 실험 속도가 중요해진다.","제품의 약점은 내부 회의보다 실제 사용자가 더 빨리 드러낸다.","AI 도입의 핵심은 해고가 아니라 재배치와 보강이다.","조직은 AI를 숨기기보다 솔직하게 설명해야 저항이 줄어든다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c8:8-16","startSegmentIndex":8,"endSegmentIndex":16,"startTime":4835.679,"endTime":4903.12,"durationSeconds":67.4,"preview":"AI 시대의 선택","mustSee":false},{"clipId":"I-R1bc1rlFs:c8:17-24","startSegmentIndex":17,"endSegmentIndex":24,"startTime":4903.12,"endTime":4944.56,"durationSeconds":41.4,"preview":"느린 조직의 현실","mustSee":false},{"clipId":"I-R1bc1rlFs:c8:28-35","startSegmentIndex":28,"endSegmentIndex":35,"startTime":4969.92,"endTime":5069.84,"durationSeconds":99.9,"preview":"도구가 바꾼 생산성","mustSee":true},{"clipId":"I-R1bc1rlFs:c8:45-61","startSegmentIndex":45,"endSegmentIndex":61,"startTime":5125.52,"endTime":5236.4,"durationSeconds":110.9,"preview":"인코그니토 점검법","mustSee":false},{"clipId":"I-R1bc1rlFs:c8:65-80","startSegmentIndex":65,"endSegmentIndex":80,"startTime":5252.08,"endTime":5395.6,"durationSeconds":143.5,"preview":"일자리와 재배치","mustSee":true}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. Embrace the plays. And so, read all these go to market and sales books and take great items from them, which was always the goal from a book, right? Right.","startTime":5458.56,"endTime":5467.28,"durationSeconds":9,"level":"B2","overallScore":8.8,"rationale":"조언이 선명하고 학습 표현도 풍부함."},{"segmentIndex":24,"text":"It's not that complicated. When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:24:26.353Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":9,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 10 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["ai","gtm","sales","marketing","startup","saas","crm","automation","leadership","career"],"normalizedKeywords":["비즈니스·전략","마케팅","커리어·성장"],"targetAudience":[{"who":"창업자","why":"AI 시대의 GTM 변화와 창업 판단 기준을 직접적으로 얻을 수 있음"},{"who":"그로스/세일즈 리더","why":"AI 에이전트와 기존 세일즈·마케팅 운영의 대체 가능성을 배울 수 있음"},{"who":"커리어 전환 고민자","why":"지금 다니는 회사가 가장 좋은 스타트업일 수 있다는 관점을 얻음"}],"normalizedAudience":["창업자·스타트업","마케터·그로스","지식노동자 일반"],"summary":"이 파트는 거의 전부 lightning round 형식으로, Jason Lemkin이 AI 시대의 GTM(Go-To-Market)과 커리어에 대해 짧고 강한 조언을 던지는 구간이다. 그는 오래된 GTM 책과 플레이북은 빠르게 낡고 있지만, 유용한 'plays'는 골라 쓸 수 있다고 말하며, AI 회사에서는 기존 성장 공식이 잘 안 통한다고 강조한다. 또한 Pluribus의 hive mind 비유를 통해, AI 에이전트가 서로 데이터를 공유하며 24/7로 일하는 구조가 인간 팀을 압도할 수 있다고 설명한다.\n\n후반부에서는 자신이 매일 쓰는 이미지 생성 앱 Reeve를 예로 들며, B2B 마케팅용 이미지 제작은 이미 AI가 인간·캔바 워크플로를 크게 대체했다고 본다. 마지막으로는 요즘의 창업/퇴사 열풍 속에서도, 이미 고객이 있는 회사가 오히려 최고의 스타트업일 수 있으니 섣불리 그만두지 말라고 조언한다. 이어 Saastr의 대표적인 과거 토크와 행사 역사까지 짚으며, B2B도 AI 시간대에는 빠르게 낡는다는 메시지로 마무리한다.","insights":["플레이북은 빨리 낡지만, 쓸모 있는 플레이는 남는다.","AI GTM의 본질은 에이전트가 24/7로 협업하는 hive mind다.","좋은 고객이 있다면 지금 회사가 가장 좋은 스타트업일 수 있다.","AI 시대엔 마케팅·세일즈 도구의 격차가 곧 생산성 격차다.","낡은 B2B 공식보다 지금의 데이터와 속도가 더 중요하다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c9:7-14","startSegmentIndex":7,"endSegmentIndex":14,"startTime":5430.96,"endTime":5481.92,"durationSeconds":51,"preview":"플레이북은 낡는다","mustSee":false},{"clipId":"I-R1bc1rlFs:c9:17-28","startSegmentIndex":17,"endSegmentIndex":28,"startTime":5497.76,"endTime":5589.52,"durationSeconds":91.8,"preview":"AI의 하이브 마인드","mustSee":true},{"clipId":"I-R1bc1rlFs:c9:34-48","startSegmentIndex":34,"endSegmentIndex":48,"startTime":5618.239,"endTime":5706,"durationSeconds":87.8,"preview":"이미지 작업의 자동화","mustSee":false},{"clipId":"I-R1bc1rlFs:c9:51-69","startSegmentIndex":51,"endSegmentIndex":69,"startTime":5717.76,"endTime":5842.08,"durationSeconds":124.3,"preview":"지금 회사를 떠나지 마라","mustSee":true},{"clipId":"I-R1bc1rlFs:c9:82-98","startSegmentIndex":82,"endSegmentIndex":98,"startTime":5897.76,"endTime":6003.199,"durationSeconds":105.4,"preview":"B2B도 빨리 낡는다","mustSee":false}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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If you're literally doing nothing and you start to do something that's high ROI, like you're going to get return, right? So, we did that one. We trained it. It's great.","startTime":2031.6,"endTime":2041.519,"durationSeconds":10,"level":"C1","overallScore":9,"rationale":"도입 초기 ROI 원리를 강하게 설명함."},{"segmentIndex":56,"text":"It doesn't mean the features are parody. So, because you have to train them because it takes a month, the world's best software with no help training you is not one 99% of people should buy.","startTime":2142.56,"endTime":2154.96,"durationSeconds":12,"level":"C1","overallScore":8.8,"rationale":"소프트웨어 선택 기준의 역설을 잘 짚음."},{"segmentIndex":24,"text":">> So the two maybe the two biggest learnings um take your best person on your sales team, the best marketer you have, take their email copy and use that as a template for your AI.","startTime":2556.24,"endTime":2570.48,"durationSeconds":14,"level":"B2","overallScore":8.8,"rationale":"구체적 실행 조언이 매우 강함."},{"segmentIndex":24,"text":"That's with all these agents and all the output they create and Ameilia does a lot of it but even I am working the hardest but it but it's better but it's not less work it's the it's more work the agents are so productive you have to keep up so I so sorry to interrupt for the managers buy an agent deploy it yourself don't have someone else do it do everything from training to ingestion to orchestration and those terms will be less scary to you for the junior folks be the guy the gal the person that loves these tools and that is the first person to embrace whatever it is.","startTime":3744.72,"endTime":3774.24,"durationSeconds":30,"level":"C1","overallScore":9,"rationale":"관리자·주니어 대상 조언이 매우 밀도 높음."},{"segmentIndex":33,"text":"the hallucinations went away and then this is just like you got to get excited about folks may not know this and other tools when V3 came out I don't know 45 days ago now it has agents talking to agents so what happens is when you when agents so what happens is when you and I again I can't really code so when I have an issue and I'm trying to figure out how to do something the agent calls in an architect or another agent and they debate and argue with it and they come up with the right answer the first time this happened I just fell out of my chair it's just so not only is it magical I mean great you can do a prompt and build a crappy app it doesn't work now like 150 days later you have agents debating how to build better code with each other and you don't even need to know how to code I mean this is the greatest the only greater time is going to be next year right I've been waiting I've been right I've been waiting right um and uh you know and just that the things that you can build today and the other I mean you know this but other folks I mean that's me building without being able to code the other Captain Obvious thing you know if you're building any why are folks so productive on all these tools I Every bit of open source software in the world is in these tools.","startTime":4997.36,"endTime":5060.8,"durationSeconds":63,"level":"C1","overallScore":9,"rationale":"구체 사례·통찰·표현이 모두 풍부함."},{"segmentIndex":80,"text":"they just when they go this time we just said now it's the agents right and so that's a much bigger force of nature than some random layoffs which probably aren't really new to AI right it's probably not because you brought in 20 agents in 2025 it's probably because you just want to downsize anyway and this is the excuse um so it's not a it's probably less of a threat to you than you think AI um but it what it does mean is if you're not don't want to embrace it Lenny maybe don't leave your current job >> yeah I was just >> maybe don't leave your current top >> because the new place might not be hiring for this role.","startTime":5363.199,"endTime":5395.6,"durationSeconds":32,"level":"C1","overallScore":9,"rationale":"AI 고용 충격의 본질과 대응을 통찰함."},{"segmentIndex":12,"text":"Run from the playbooks. 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When AI really is the hive mind, when it can share all of the data across all of your agents and knows everything that happens, then humans are at risk in GTM.","startTime":5537.199,"endTime":5550.159,"durationSeconds":13,"level":"B2","overallScore":8.8,"rationale":"조건-결론 구조의 강한 통찰 문장."},{"segmentIndex":56,"text":"It might seem easier to quit in the age of AI, but I'd rather take those 500 happy customers, build that badass AI product, and sell it to 500 happy customers and go off to find them from scratch.","startTime":5761.76,"endTime":5773.199,"durationSeconds":11,"level":"B2","overallScore":8.8,"rationale":"대안 전략이 구체적이고 설득력 있음."},{"segmentIndex":60,"text":"I just usually think the best startup as f for founders, not necessarily for everybody else, is the one you're already working at.","startTime":5794.96,"endTime":5801.28,"durationSeconds":6,"level":"B2","overallScore":8.8,"rationale":"핵심 결론이 명확하고 기억에 남음."},{"segmentIndex":89,"text":"And it's a moment in time right after he sold a billion dollar company where he talks about how the deal almost fell apart, where he challenges almost every B2B metric we know, how what you know, running a profitable business at that scale, not really caring about CLTV and CAC or any of these things, what really matters for customers.","startTime":5940.719,"endTime":5957.28,"durationSeconds":17,"level":"C1","overallScore":8.8,"rationale":"사업 통찰과 고급 실무 표현이 밀집함."}],"generatedAt":"2026-06-25T00:24:51.049Z","keyClipsTotalSec":2060},{"videoId":"I-R1bc1rlFs","chunkIndex":10,"totalChunks":11,"title":"We replaced our sales team with 20 AI agents—here’s what happened next | Jason Lemkin (SaaStr) — Part 11 of 11","thumbnail":"https://i.ytimg.com/vi/I-R1bc1rlFs/maxresdefault.jpg","duration":6131,"uploader":"Lenny's Podcast","youtubeUrl":"https://www.youtube.com/watch?v=I-R1bc1rlFs","keywords":["saas","sales","ai-agents","gtm","automation","revenue-operations","startup","business","productivity"],"normalizedKeywords":["비즈니스·전략","프로덕트","기술 트렌드"],"targetAudience":[{"who":"창업자","why":"AI 도구로 세일즈와 GTM을 재구성하는 관점을 얻을 수 있음"},{"who":"마케팅·그로스 담당자","why":"실험해볼 만한 AI 기반 revenue 도구와 활용법을 참고할 수 있음"},{"who":"프로덕트 매니저","why":"SaaS 커뮤니티용 도구를 어떤 방식으로 설계·개선하는지 볼 수 있음"}],"normalizedAudience":["창업자·스타트업","마케터·그로스","프로덕트 매니저·기획자"],"summary":"이 구간은 인터뷰의 마무리로, Jason Lemkin이 청취자들에게 자신이 만든 SaaStr/SASI 도구들을 직접 써보고 피드백해 달라고 요청한다. 특히 valuation calculator와 AIVC 같은 도구를 플레이해 보며, 단순히 기존 툴을 소비하는 것을 넘어 커뮤니티를 위한 자체 제품을 만드는 재미와 가능성을 강조한다.\n\n전체적으로는 AI와 SaaS가 만나는 미래를 체감하게 하는 동시에, 제품 개선의 출발점은 실제 사용 경험과 정직한 피드백이라는 점을 보여준다. 마지막에는 구독·리뷰·웹사이트 방문 안내가 이어지며, 에피소드가 깔끔하게 종료된다.","insights":["도구는 홍보보다 실제 사용 피드백이 더 중요하다.","커뮤니티용 제품은 오래 기다린 만큼 실행력이 강해진다.","AI 시대의 경쟁력은 툴을 '구매'하는 것만이 아니다.","작게 만들어 빨리 써보게 하는 것이 가장 좋은 검증이다."],"keyClips":[{"clipId":"I-R1bc1rlFs:c10:9-14","startSegmentIndex":9,"endSegmentIndex":14,"startTime":6053.679,"endTime":6087.6,"durationSeconds":33.9,"preview":"직접 써보는 피드백","mustSee":false},{"clipId":"I-R1bc1rlFs:c10:12-16","startSegmentIndex":12,"endSegmentIndex":16,"startTime":6072,"endTime":6098.88,"durationSeconds":26.9,"preview":"자체 도구의 가치","mustSee":false},{"clipId":"I-R1bc1rlFs:c10:19-21","startSegmentIndex":19,"endSegmentIndex":21,"startTime":6108,"endTime":6133.119,"durationSeconds":25.1,"preview":"마무리와 확산","mustSee":false}],"curatedSegments":[{"segmentIndex":58,"text":"We would make a matrix and we would do their thing and we would compare features and do it. You got to do another column which is your forward deployed engineer or solution architecture your SE and talk to them and say who is going to help me and before you write a check get on the phone with Lenny and see if Lenny's really going to do deployment and if Lenny rocks and the other vendor is better and won't help you don't do it.","startTime":2159.52,"endTime":2178.56,"durationSeconds":19,"level":"C1","overallScore":9.8,"rationale":"실행 가능한 벤더 평가 원칙이 매우 강함."},{"segmentIndex":47,"text":"So it becomes an imperative if you want to win like you need I you this term has been bandied about too much but you need a team of humans we can call them forward deployed engineers that make a 100% sure that when the agent is turned on it's awesome that's your job as a founder make sure it's awesome versus in the old days that even when I built one of the first e signature services that was so easy to use we'd have some customers take them two years to go live big customers that's just not okay in the age of AI >> right >> yeah And these forward to deploy engineers is that just another name for sales engineer or is that a different sort of background?","startTime":3912.48,"endTime":3946.88,"durationSeconds":34,"level":"C1","overallScore":10,"rationale":"핵심 주장·배경·교훈이 모두 응축됨."},{"segmentIndex":51,"text":"It's people person is great when people buy enterprise software that's going to take two years to roll out and they have no idea how it works and it's a hope and a prayer when you expect the agent to work during the pilot before the big check comes people person is insufficient terrific talk tell me the person that's going to launch my agent train it and get into production for me before I even pay you it was you know it is this is the dream when he this is maybe this is one of the biggest changes of all when I talk with Mark Beni off and Salesforce is the biggest right it's 44 billion it's the biggest ship to turn right he's like the number one thing I envy in Palunteer one is their high deal sizes he made that joke in all the media and all the press but the other thing is I wish he said I wish I could I can't today I wish every Salesforce customer now could go live before they pay that is so different from how we've been trained in many ways to almost rip off the customer to get them to buy the product.","startTime":4488.08,"endTime":4552.4,"durationSeconds":64,"level":"C1","overallScore":9.8,"rationale":"핵심 통찰이 매우 밀도 높고 표현 풍부."},{"segmentIndex":82,"text":"Um, but when you dial them in, when you take your best person or your best script and you train an agent with your best person and best script, that agent can start to become a version of your best salesperson, your best person.","startTime":578.48,"endTime":592.399,"durationSeconds":14,"level":"B2","overallScore":9,"rationale":"구체적 학습 포인트와 표현이 매우 풍부함."},{"segmentIndex":40,"text":"So we're not doing This is the thing. 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