SaaStr AI销售拆解：10K中枢、动态 prospectus与无UI

We talk a lot on The Agents pod about what our agent stack does. This episode Amelia walked through what it actually, exactly looks like, screen by screen, with the real inputs and the real outputs: the leads, emails and decks that went out this week.

Sponsorship revenue has doubled in the last 12 months. Three humans, 21+ agents in production. Below is where that came from, what’s working, and the one part of the funnel that still isn’t solved.

The numbers, before anything else

• Sponsorship revenue: 2.1x year over year, with the year just started
• New business from inbound: up 60%, directly attributed to the inbound agents
• Renewals: 60% ahead of last year year to date. We’ve already passed all of last year’s renewal total in roughly three months since Annual
• Outbound revenue: up 124%
• ~3M website sessions in the last year, 17,000 conversations with our inbound agent, ~600 meetings booked for SaaStr AI Annual, at roughly $90K ACV

A 60% increase in new business is a big number at any company. At three people it’s a different number entirely.

10K is the backend, and Salesforce is headless underneath it

Everything runs through 10K, our AI VP of Revenue, built on Replit. He is the dashboard we open every day, the queue, the renewal tracker, the AP tracker, and the thing that writes to Salesforce.

We didn’t start there 6+ months ago when we built the very first version of 10K. We started with a basic Replit dashboard, hooked Salesforce into it, and it turned into headless Salesforce almost by accident. Today our full-time human sales exce logs into Salesforce … sometimes. Amelia logs in to click a button as necessary. I never log in at all. Nobody really uses the UI.

Salesforce is still the system of record. Headless 360, Momentum for call recording, Qualified, Marketing Cloud (now on Agentforce), classic Sales Cloud, Slack. All of it feeds 10K, and 10K is plugged into about 30 other things on top of that. That’s why headless works for us: the agent can pull from all of them at once, and the Salesforce UI only shows you Salesforce.

Our AI agents did 17,000 actual customer conversations and booked 600 meetings in the past 12 months.

For CY2027, that's lead to a 2.1x growth in revenue year-over-year.

And here's why and how it actually worked, with a real live lead and prospect: https://t.co/K3DjeKDu9M pic.twitter.com/9LvtmP80Zd

— Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) September 18, 2026

Inbound door one: the agent on the site has had 17,000 conversations

Thirteen months ago the customer / contact us / sponsor page was just … a page with a long contact form. It came to Amelia, she round-robined it to herself or David, and someone followed up within about a day.

The follow-up email was always some version of: “Hey [company], you look like a great fit for SaaStr, let’s book a time.” Amelia’s take on that email, unedited: it’s the worst email on planet Earth. If you’ve raised your hand and reached out to a company, the last thing you want back is a form letter telling you that you’re a great fit.

Now the sponsor page has two doors. Door one is Amelia AI, our avatar on Qualified. She answers questions in real time, qualifies (budget, lead gen vs. brand vs. speaking, which competitors they’re watching), and books the meeting on the spot.

The results over the last year:

• 3M sessions
• 17,000 conversations
• ~600 meetings for Annual
• A couple million in influenced and closed pipeline
• Real logos, including OpenRouter

Some of those 17,000 were goofball conversations. Doesn’t matter. The conversion path is clear: they do their own discovery, they talk to the agent, they book their own meeting, they close. For a tech-centric buyer, that’s how they want to buy. And for AI-native sponsors specifically, seeing agents in the sales process is part of the evaluation. If you’re pitching yourself as one of the top AI events in the world and the buying experience is a PDF and a two-day email lag, they notice.

Inbound door two: a tokenized prospectus that rewrites itself 10 minutes after you download it

For a while we debated killing the self-serve path entirely. We didn’t, because a real share of buyers won’t talk to an avatar. They want the packages and the pricing, not a conversation, at least not yet.

The old self-serve path was a download link to a Google Slides prospectus. It converted worse than Amelia AI for a year. Here’s what replaced it.

• Step 1. Shorter form. On submit, they get a tokenized version of the prospectus on our site, unique to their company, not a static PDF.
• Step 2. Microsoft Clarity (10K picked it! we’d never heard of it) heat maps what they do on it. 10K picked Clarity as the vendor itself.
• Step 3. The agent waits 10 minutes. We landed on 10 because most self-serve visitors click off after 5 to 7, so 10 means the session is done and we have the full heat map.
• Step 4. The agent builds the narrative. It runs first-party signals first: have they hit the site, are they in an outbound sequence, have they seen our LinkedIn or X ads, are they on the newsletter, have they attended, have they spoken, have we written about them on SaaStr.com. Then competitors as the second-biggest signal. That takes 30 to 60 seconds.
• Step 5. It emails Amelia, Slacks her, drops the lead into a live dashboard queue, and writes it to Salesforce with the heat map and the custom link attached. That last part used to be a quarterly CSV upload.
• Step 6. She approves or edits the pitch. The email goes out from her, personalized. And the prospectus link they already have updates in place.

That last piece is the one worth copying. The prospect downloaded something generic. Ten minutes later they go back to the same link and it says “Marlin, here’s why Base44 should be at SaaStr,” with their competitors and their recommended packages in it. Same URL, and now it’s a living document we can keep updating through the whole cycle.

The Base44 example in the episode was a real lead from the day before. The heat map showed him on the package overview, briefly on Super Gold, mostly on Gold, then a long stretch on the contact form. He’d also self-reported Gold and Super Gold. The pitch the agent wrote led with their competitors who were at Annual and the public, non-proprietary result that Replit was top of the leaderboard as the number one sponsor.

He replied to say it was a great follow-up and it was fast, and booked for Friday.

We rebuilt Calendly in 20 minutes because the calendar was the last silo

Before: David sent his Calendly, Amelia sent her Read AI link, two different tools, neither connected to anything.

10K’s suggestion was to just build our own. It took the agent 20 minutes. Now the booking link carries the company name, the agent tracks whether they hit the page and didn’t book, and it ties back to the prospectus they were looking at. When someone opens the booker and bounces, the agent tells Amelia and offers to draft the next email.

Amelia’s first reaction was that it’s just a calendar, who cares whether it’s part of the flow. At 20 minutes of build time it was worth doing anyway, and it closed the last tracking gap in the funnel.

Routing is agent-decided too. Base44 got routed to Amelia rather than David because she owns Replit and Lovable, and the agent weighted that volume over David owning Vercel.

The renewal agent: different slides for the CEO than for the events team

The renewal agent is about a month old and it’s the reason renewals are 60% ahead.

Two mechanics explain most of it. First, we now contact every renewal. We used to work top down and spend our time on the big accounts. Agents follow up with every customer at every ACV. Second, depth of context: anything worth reporting (leads, impressions, coverage) becomes a real-time or monthly touch instead of a conversation that only happens at re-up time.