The Evolution of Software and the Impact of AI on Sales and RevOps
In a recent conversation with Brett Queener, Managing Director at Bonfire Ventures and former Salesforce executive, we explored the transformative power of AI in software applications, especially for sales and revenue operations (RevOps).
The Three Ages of Software
Brett breaks down the evolution of software into three key eras:
On-Premise Era:
In the early days, companies like Siebel dominated the market with software that required CD installations and constant customizations.
Software didn’t necessarily help users do their jobs better, particularly in sales. These systems mostly supported management tracking, leaving users to hunt through tabs and fields to extract any value.
Cloud Era:
The cloud era improved deployment but not usability. Customization became easier through declarative interfaces (like Salesforce), empowering users to make changes without consultants.
Yet, users were still navigating complex tabs, lists, and screens. Software offered more flexibility but often led to feature bloat, with too many tools in the tech stack for users to navigate efficiently.
AI Era (The Agentic Era):
Brett’s insight into the AI age is that it fundamentally shifts how software operates. Rather than acting as a tool to track data or automate basic functions, AI transforms software into an intelligent assistant capable of proactive decision-making.
What Does the AI Era Mean for Sales and RevOps?
According to Brett, AI in software should be as intuitive and helpful as a well-trained assistant. Imagine your sales enablement team—rather than being reactive, updating documentation and reports—AI assistants will anticipate what sales reps need and provide instant, contextual guidance.
Key insights from Brett's vision for AI in software:
Personalization at Scale: AI systems will know your business processes, customer pain points, and internal data so well that they can deliver personalized insights to each sales rep in real time.
Reduction of Friction: Current software forces users to juggle multiple tools, leading to wasted time and energy. AI-driven software will streamline workflows, eliminating redundant tools and helping users focus on meaningful work.
Consolidation of Tech Stacks: As AI becomes smarter, fewer standalone tools will be needed. Companies won’t need multiple systems for CRM, sales enablement, forecasting, and analytics. Instead, a single AI-powered platform could manage everything efficiently.
Key Takeaways for Go-To-Market Teams
AI is set to redefine how businesses approach go-to-market (GTM) strategies, especially in sales and RevOps:
AI-Driven Sales Enablement: Sales teams will be able to leverage AI to get real-time feedback on deals, buyer personas, and competitive analysis without leaving their CRM. This can drastically reduce the time spent on manual data entry and research, leading to higher productivity.
Automated RevOps: AI can analyze performance metrics across teams, suggesting improvements in forecasting, pipeline management, and sales processes. Rather than waiting for quarterly reviews, teams can make proactive adjustments based on real-time AI insights.
Smarter Hiring and Onboarding: The AI era will also impact the way teams are structured. With AI taking over many operational tasks, RevOps leaders can focus on strategic growth and continuous improvement rather than routine processes.
Additional Materials:
Listen to the full podcast here or watch the full Interview here
Video Short: Why the AI Agent Era Will Change Everything with Bonfire Ventures' Brett Queener
Brett Queener’s Substack – For more thought leadership on the future of SaaS and AI, check out Brett's writings on Tales from the Bonfire.
FAQs
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The three eras include the on-premise era, the cloud era, and the current AI era. Each stage introduced advancements in software deployment, but AI represents the biggest shift in making software more user-centric, intelligent, and proactive.
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AI will consolidate many standalone tools and transform software into an intelligent assistant that anticipates user needs, offers real-time insights, and automates routine tasks. This will drastically reduce friction in sales and RevOps processes, allowing teams to focus on strategic goals.
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An agentic interface refers to software that behaves like a highly trained assistant, capable of understanding context, responding to queries, and performing complex tasks on behalf of users. It's a major departure from traditional interfaces where users have to search and navigate through data manually.
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GTM teams should start by reassessing their current processes with a first-principles approach. Identify areas where AI can streamline operations, reduce manual work, and provide actionable insights. Start integrating AI-driven tools for sales enablement, forecasting, and pipeline management to stay ahead of the curve.
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BeaconGTM’s tools, such as the Sales System and In-App Guide, offer best practices in pipeline management, discovery, and forecasting that can be enhanced by AI technologies. Resources like Brett Queener's Substack and the Revenue Operations Manual provide further insights into leveraging AI for business growth.
