Executive Summary
Vercel's COO just revealed the most significant shift in enterprise sales since CRM was invented. While the market obsesses over AI features, DeWitt's team achieved 90% cost reduction in their SDR function using 'GTM Engineers'—technical sales professionals who build AI agents to automate prospecting, qualification, and follow-up. This isn't theoretical: they reduced a 10-person SDR team to one human managing an AI agent, maintaining identical conversion rates while redeploying nine salespeople to higher-value activities. The kicker? The AI agent costs $1,000 annually versus over $1 million in salaries. DeWitt's insight that 'AI will finally get salespeople to spend 70% of their time with humans instead of 30-40%' represents a fundamental rewrite of sales economics. Companies still buying traditional sales tools are about to face competitors operating at 10x efficiency. The winners won't be the AI companies everyone's watching—they'll be the infrastructure providers enabling this GTM engineering revolution. This synthesis of our recent PLG research with DeWitt's enterprise sales insights reveals a massive arbitrage opportunity in sales infrastructure stocks.
Key Insights
what Jeanne DeWitt Grosser said“My go-to-market engineer is helping me build an agent where we're coming up with, okay, well, what's the human workflow that you would have done? And then how do you encode that using Vercel workflows, as an example, you know, in actual code that's both deterministic and less so”
what Jeanne DeWitt Grosser said“People are generally not going to go give you a million dollars via self-serve flow. So, at some point, if you want to sustain growth rates, you're going to have to have your deal sizes get bigger and bigger”
what Jeanne DeWitt Grosser said“We take all of our Gong transcripts and we dump them into an agent called the Dealbot... it said, actually, you lost because you never really got in touch with the economic buyer”
Investment Opportunities
Key Risks
Timing & Catalysts
Contrarian View
The market is making a fundamental attribution error by focusing on AI model capabilities rather than sales infrastructure transformation. While everyone debates which LLM will win, DeWitt's data shows the real disruption is in sales process re-architecture. Traditional sales software companies are being written off as legacy plays, but the winners will be those providing the infrastructure for GTM Engineers to build AI-powered sales machines. The 90% cost reduction DeWitt achieved isn't about better AI—it's about rebuilding sales workflows from first principles. Companies like HubSpot trading at 0.338 PEG ratios are being priced for decline when they're actually positioned for the biggest sales transformation since the internet. The consensus obsession with AI features misses the infrastructure opportunity entirely.