Where AI Is Actually Working in Revenue Teams with Alex Bilmes

[upbeat music] Welcome to the Revenue Builders podcast hosted by John Kaplan and John McMahon. Today we're joined by Alex Bilmes, CEO of Endgame. Alex's team analyzed more than 30,000 real AI workflows across go-to-market teams to understand where AI is actually being used in production, not just where people think it might help. In this clip, Alex breaks down the areas where AI is gaining traction: account intelligence, conversation readiness, deal acceleration, pipeline inspection, and team enablement. But the more important insight is that the strongest teams are not just using AI to generate outputs faster. For revenue leaders, that distinction matters. AI can help a rep build a deck or prep for a meeting, but the bigger opportunity is connecting the organization around the same account context, methodology, and customer truth. Let's dive in.

So Alex, let's talk about in your, um, survey, like really-

Yeah

... now, in a practical sense, how have you seen people implement AI where it's actually, let's say, working?

Yeah. Uh, so survey, just to give a little color, we, we ran, um, over a six-month period basically an analysis on 37... or sorry, 30,000 workflows. So it was 30,000 workflows, and we just looked at what people were actually doing. Uh, we took away any bias. We said we're not gonna have opinions on what people are doing. We're not gonna come in and create any surveys, um, because there's also some bias in those surveys depending on how you frame the survey. We're purely gonna look at usage data in production, uh, with customers that are actually using AI for real work and using it every day. Um, and just to kind of break, uh, apart at a high level what we saw the buckets to be.

Mm-hmm.

Uh, the buckets were, were number one account intelligence.

Yeah.

Which is just deeply understanding both internal and external data on the account.

Very helpful, 'cause it usually takes so long to do research on an account.

Yep. Not just research, uh, and maybe you can bucket this in research, but like who are the people in the account? Who do we know? What are the stakeholders? Um, what are power dynamics? What does the power map look like? How are decisions being made, um, in the organization? So that was one. Uh, two was conversation readiness. Um, a lot of that is, is stuff that you'll be familiar with, meeting prep, call debriefs, building decks for EBRs, QBRs. Um, three was deal acceleration, so how do you actually build things like business cases, um, and other, uh, deliverables to accelerate the deal? There was pipeline inspection, which is what you think it is, and then, and then team enablement. And it was interesting to see, um, the usage and also how teams were using this and the different personas. So o- one of the things, and we talked about this a little bit, that we found was most teams were using Endgame to better understand what was happening, and a lot more of the usage was really trying to figure out what was going on versus generating the outputs. You know, as I mentioned earlier, creating a deck, creating a document or an account plan is pretty easy.

Yeah.

Uh, AI can do that pretty well. K- knowing what should be in those documents