Scale Faster with Tribble AI Autonomous Agents
Sunil Rao, Founder & CEO at Tribble, shows us how Autonomous AI Agents can integrate into your systems and learn from your data.
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Hello everyone and welcome to Go to Market AI,
the future of your Go to Market tech stack.
I'm your host Sarah McConnell.
These days it seems like every product has AI,
but on this show we want to go a level deeper,
so you can see firsthand how businesses are
actually applying AI to solve your use cases.
We're going deep into those use cases and showing you
live demos of the latest and greatest in AI technology.
Today I'm joined by Sunil Rao, founder and CEO at Triple.
Sunil, welcome. Thank you for joining us on the show today.
>> Thanks for having me, Sarah.
>> All right. I'm really excited.
I will admit that I have not seen a demo of
Triple before, but before we jump into that, I'd love to know.
Who is Triple? What do you guys do and who are you helping in the market?
>> Yeah. Once again, thanks for having me.
Super excited to talk to you guys today about what we do.
Triple is all about Go to Market automation.
A little bit of the background of the founder and CEO and my co-founder of Ray,
we're both ex-Silsforce employees.
In our experience scaling teams at Salesforce,
one of the things that we came across quite a bit was this synergy
across Go to Market teams,
thinking through how we bring together these new products that we're
launching at the company and how we bring them to scale and bring them to
customers.
We both shared many roles at the company.
But I think suffice to say,
one of the biggest challenges we came across was scaling deep product knowledge
and deep industry knowledge across the presales and Go to Market teams in the
company.
If we think about who Triple is meant to help,
it's meant to help B2B companies scale their Go to Market teams.
I think if you think about how we've built the product and how we're thinking
about
what it means for our customers,
we're seeing a lot of proliferation of SaaS technology out there.
I mean, this is no surprise to anyone.
People have SaaS fatigue, I think,
out there if you talk a lot of customers.
And we're all about kissing these apps goodbye.
We genuinely think that we are now in a new phase of how software will be
developed.
Just the other day, Bill Gates put this blog post out talking about how AI
agents are the future.
And I know you're going to hear a lot of that terminology coming up
and people are going to start talking about it now.
But we really believe that from day one.
And that's how we've been building our product.
It's about these agents that go in.
They integrate with the systems you already have.
They learn from your data and they take action within the tools you already
have.
I think that's a key point.
Reuse what you have and maximize the utility of those things.
That's amazing.
And I'm so excited to now move into the demo
because the fact that you guys are meant for Go to Market teams,
and this is Go to Market AI,
I can't think of a better demo to get on the shuffle.
So that being said, Sunil, I would love to jump into the demo
and just see what tribals all about and see your AI functionality in action.
Excellent.
So right before I jump in, just some context setting,
you know, we're going to focus on one out of the multiple agents that we have.
We'll focus on the questionnaire RFP agent.
But in how we built out the stack, really, there's three, right?
There's this questionnaire RFP agent.
There's a sales engineering agent.
We'll touch on that just briefly during the demo today.
And we've also got this content agent for marketing,
which we will talk about, but not be shillion.
Often.
Look at that.
The beautiful document that is the RFP, beautifully colored
and in all its full glory that every seller out there flinched a little bit.
They saw it and just kind of, "Ugh."
And look, you know, I've had much of these.
I used to be a sales engineer many years ago.
And these things, you know, they take a lot of time
and these things are still rampant,
whether they're in the form of actual RFPs or they are infosex,
where, you know, you now have to provide a lot of the security
and compliance information back to your customers
about what your software can, can't do, etc.
So I'm going to play the role of Daniel, who's actually one of our engineers.
And I'm going to quickly walk through what Daniel does when one of these comes
in at trouble.
So, you know, he kind of opens this up.
And typically, you know, you're working out of a Google sheet
or you're working in some weird portal where, you know,
the structure of these questions reveals itself as you click this two-zero
adventure navigation.
But regardless, the point is let's read Daniel where he lives, which is in the
browser.
And as a result, the first modality for this RFP questionnaire agent
is a Chrome extension inside the browser.
So here I've clicked this button on the top right
and it's popped open the triple Chrome extension.
And very quickly, you can see Daniel can see
all of the different questionnaires or infosecs or RPs
he's already started in his answer.
And if I scroll down over here, I've already got one for info
for the infosec for OpusTech.
When I pop that open, you can see some of the questions
that are in this document on the left that have already been sent in by Dan.
And the intention here really is, hey, I've got all these questions.
I now typically would have to go through these
and maybe use some legacy software,
which has a Q&A data bank and a whole bunch of project management stuff.
So can I just get straight to the answer?
Like, can't I just have this generate answers?
And that's really what triple isn't intended to do in this scenario.
So I'm going to very quickly select all these questions here on the left side.
And when I come over here on the right in the panel, I can go in
and I can add all these questions when I paste it.
Triple immediately recognizes that there are 18 of them.
And then I can say, look, all these questions that I just added to the system
actually, they're all security related questions.
So I'm going to assign them and apply it and immediately organize this.
And then I click on generate answers and triples off to the races.
The intention here is Daniel doesn't have to spend the time looking for answers
Triple will generate them.
And as they come in, Daniel can now take a look at what's come in
and dig in to whether or not the answer is acceptable.
So let me click over here on this first one, which is already pre-generated.
And Daniel can quickly see, hey, there's some detailed documentation that was
referenced.
You can actually even see the reference numbers of the documentation here.
Hello.
As he reads this, if you want to understand a little bit more about where it
came from,
you can click on sources.
This is actually all of our internal stock to compliance talks, right?
Stuff that Daniel and T.
don't like digging through in order to find an answer.
But you can very quickly see all the different sources that were referenced
and how they were pulled into the answer.
And the interesting thing here, Sarah, is when you sometimes answer these
questions,
you might not want to generate a new answer.
You might actually see something in an existing doc that was good enough as is.
And in that case, you can just quickly use that answer verbatim so that you're
not creating
something new or deviating away from the general acceptable answer that's it.
That's really amazing.
I love a theme that we've seen a little bit on this show that I don't think
actually we've
seen enough of in all the products is the sources.
And I love that you've built into the UX here that I can just see where that
came from.
So I trust what's being generated.
I know what sourced it.
I can go in and to your point, just select something or use that as a
foundation.
I also could absolutely see a use case where you find some outdated documents
that you didn't
even know were outdated because you see it's pulling and you're like,
oh, I got to go change this in our systems because I forgot that this is our,
you know, our info sec from last year, whatever it might be, our stock to from
last year.
So this is really, really cool.
I love that you went there, Sarah, because that is precisely one of the first
things
that one of our customers brought up, which is like, hey, this is a look right.
It's like, well, when you debug further, you realize that your documentation
wasn't updated.
And, you know, I've been part of good market teams for a long time, even at
Salesforce.
I recall how many times documents go stale, right?
So it's like, this gives you the ability to also crowdsource the constant
update without
having to do these batch updates at the beginning of the year that take a lot
of time
as you kind of hunt and pack these things down.
So, you know, that was one question for Daniel.
He's got a bunch more to go.
And as he goes through these, you know, you can kind of go in.
And one of the things you can also do is mark them for review.
So light workflow instead of having a heavy project management base workflow,
really so that it's focused on getting the answers out.
You know, one of the other things we've heard from our customers is most people
have an SLA and turnaround time of like a week when they get one of these.
And it's difficult to turn around if you don't have some assistance.
So very quickly going down here, let's take a look at this question.
Opus technology prioritized data security compliance.
Daniel takes a look at this and he says, wait a minute,
HIPAA compliance, we're not HIPAA compliant.
Maybe that sets off an alarm.
Now that this could be for any reason, either Daniel is not up to date or the
documentation is not.
But in this case, you know, it's probably Daniel that's not up to date.
So he goes in and says, look, I'm going to, I'm going to provide it at eight
here.
Because I think that this is actually not correct.
So I'm going to, I'm going to come in here and say, although
we are not HIPAA compliant.
And then this route, this part over here.
Okay, great.
That looks great.
So now it's not talking about us being HIPAA compliant.
I won't get in trouble.
And then he hits say.
So now you might not necessarily want people to be able to make these kind of
modifications
without having some sort of a checking mechanism in the background.
Like, yeah, just overrated something in the back.
And listening to our customers, you know, this is one of the key things where
we really didn't
want to rebuild workflow into the tool.
We wanted this to be in a tool that they already live and work in.
So with that, if I quickly slip this change over now, and now I'm going to play
myself,
Sunil, I'm the approver of Daniel's request.
Oh, and look, that's a wonderful offsite from last week, the team having dinner
But then here on the left side, I see a Q&A approval notification.
And when I click on that, I see that that questionnaire triggered an approval
directly
in Slack using the workflow capability.
So once again, it's that questionnaire agent tied into the tools that you work
in,
taking action, asking me for a decision.
And then I take a look at this as a reviewer and I'm like, wait a minute, that
doesn't sound right.
We are HIPAA compliant.
Why is Daniel saying this?
So what do I do?
Well, the beauty of it is now with the sales engineer agent,
which is another manifestation of the RFP agent, I can add mention,
triple directly here and say, are we HIPAA compliant?
You know, I'm not going to call out Daniel by name, but let's see what's
triple and understand why Daniel might be suggesting that change.
I'm going to quickly click on reply over here and close the extension so we see
the whole screen.
Like, oh, okay, well, that's pretty clear.
We've become HIPAA compliant a week ago.
So this is very clearly documented and I have a reference over here.
The beauty of this is this agent is not just connected to data sources,
it's also connected to systems.
So now I could do something like at triple how, you know, Daniel's talking to
Opus, was it?
So this is for Opus, heck, why do they need HIPAA?
And this could be any kind of a question related to the data about the customer
that may be
locked up in another transactional system.
In this case, you know, it's going to pull up that specific account record over
here
that's sitting in your external system and it's telling you the reason why,
and this in this case, it actually took it from a notes file that was attached
to that record.
But what's happening here is the sales engineer agent has access to systems as
well, not just
the data that we fed it.
And it can now help debug and look at the system and take action within it.
Before I decide, hey, actually, Daniel, I reviewed your request.
I'm going to click on this decision here, say declined.
We are already HIPAA compliant plus C was like Opus needs this, whatever that
case may be.
So that's in a nutshell, the tie in of how the questionnaire agent works
alongside
the digital SE that's in Slack and all these things come together for our
customers.
So, both of it?
So cool. So being at a mid-sized company, I still see, I'm at some of it,
I joined when we were very much smaller.
So I'm still in a lot of Slack channels that I don't necessarily know anything
about.
But a lot of times I see when we get RFPs, RSEs, we're fantastic, asking a lot
of these security
questions. And every once in a while, if I go into the threads, you can see how
there's confusion.
Like stuff changes rapidly, data security, they live in a lot of different
systems.
And you'll even see people kind of going back and forth in Slack about like,
is this the right answer? Are we actually compliant here?
And it just almost reminded me of like, you can just ask it like Google, like,
hey,
why do we need this? And it's going instead of that SE having to then go into
your CRM data or into
wherever your repository for your documents are and try to hunt this down,
which is going to take a ton of time.
That was so fast. And he showed that in just a couple of minutes.
That's incredible. And I know our SEDM, no one loves an RFP. They do take a lot
of time.
And I have to imagine this is just speeds up that process immensely.
Yeah, no, sir. That's spot on. I think, you know, the customers that we have
right now,
the business cases are very clear cut, right? It's actual amount of hours saved
and time back.
So those folks can focus on the more strategic conversations in the deals where
SE should be frankly spending their time not hunting down knowledge.
And as your team grows, that stuff starts to get really spread out.
There's a lot of people information doesn't get passed around as easily. We're
all virtual.
So yeah, I see a ton of use cases here.
Yeah. And the last thing I'll say, Sarah, is, you know, the interesting thing
is we're at this
precipice where all of a sudden what can happen with these tools is broaching
what we're only was
only restricted to the domain of humans, right? Like people could only like you
would get hired
into a new role at a company. You get this Google Drive of training docs put in
front of you.
You get three months to get onboarded and you get a bunch of SaaS licenses and
you got to figure
out how to weave all this stuff together. Well, what we're doing is very much
looking at
parts of that stack and saying SaaS licenses to different systems. Yeah, we can
connect to those.
We'll connect to that Google Drive or whatever the input training content is.
We'll train the tool on that information and allow it to take actions and
assistance.
And I think we're going to see a lot more of that paradigm take shape.
Yeah. Well, that's amazing that you guys are on the forefront of this. And with
that being said,
I would love to transition us into our lightning round Q&A section. If that's
okay with you.
Yeah. The first question here being how long have you been building AI into
triple?
So I would say like, can I give you an answer, which is negative in time?
Because before we even started triple, I think as early back as GPT-2,
when one of these first language models became a little bit more prevalent at
OpenAI,
everybody's something, I had already started playing with it and looking at use
cases in terms
of how we can help create content and wired into the workflows within GoTo
Market. But joking aside,
since day one, Sarah, I think that's one of the most amazing things of that
this journey has been
how we as a team are baking all this technology into everything that we do from
day one.
And building an AI first company is really exciting because I feel like a kid
in a candy store
every day, there's something new that we can incorporate to make the product
better for our
customers. I love asking that question to any company that has .ai as their
domain,
which if you're listening to this and you want to check out triple, triple.ai
is the domain,
because I know the answer is going to be, this has been the foundation of our
product since day one.
So love that. Now, what you showed in the demo today, is it generally available
now for anyone
if they were to go purchase triple today or tomorrow? It is. It is generally
available today.
You can download that Chrome extension, but it won't do you until you have an
account.
And one of the things that we're doing with all of our customers is spending a
lot of time front
thinking through how we load their information in a trusted way and integrate
with their systems
in order to make what we just showed you on the screen.
Amazing. And speaking of customers, who are some of the current customers that
are benefiting
from Triple's AI functionality? We're very fortunate to have some awesome
customers,
even since the earliest of days. We're working closely with the teams over at
UICath
and over at OwnBackup. And a lot of companies that we're working with are in
the software space,
but we're also starting to work with companies and other industries as well.
Because as you can
see, the technology is broadly applicable, I think, especially when it comes to
this problem.
Amazing. Okay. Now, I love this question. What is next on your AI roadmap?
Where are you guys
trying to take Triple in the future? Yeah. One of the hard things to crack in
this space, Sarah, is
it's a data engineering problem, right? If you look at how much information is
there within the
enterprise, everyone is trying to solve a similar problem in the base of AI,
which is,
how do we make sense of all this information? How do we structure it correctly
before we take it in
in order to make better use of it? A lot of the work that we're doing is really
being deliberate
about how we think about homelessness of information, how we provide AI-
assisted
tooling in terms of cleaning up data before it gets into the system, and then
also building out
ways to measure the ongoing efficacy of the tool and allowing users to really
see the inner
workings. Because when you're in this world of handing off a piece of work and
having an agent go
complete it, you really want to see the task and what it's doing in the
intermittent steps,
because then you have this balancing act of trust versus the output is magical,
but you do want
some level of auditing. So all of these are the big questions I think of this
space, and our roadmap
really is aligned to, as we release new magical features, how do we make sure
there's transparency?
That's amazing. Okay, the very last question is, are there any other AI-powered
products that
your team is using in your GoToMarket tech stack that you want to give a shout
out to?
Absolutely. There are actually another Salesforce Ventures portfolio company
shout out to
Grain. We're using them since day one. You see this, you know, Sunil's note t
aker or Ray's note
taker pop up at every meeting that we're in. And what it's done a really good
job of is just
help us build this database of all the meetings that we've had. And it's been
fantastic for
onboarding new employees, because all of our customer conversations, everything
that we've done,
as we think about using them as assets for enablement, it's just been a very
low maintenance
way of collecting that information, but then also a high impact onboarding
asset when we think
about getting people up to speed on the company. So big shout out to Great. It
's an awesome product.
Amazing. Well, Sunil, thank you so much for joining the show. As a Salesforce
Ventures
company, I qualified. I love having other Salesforce Ventures and Salesforce
backed
and founded companies on the show, because I know you guys can just build
really cool
and useful products for your end users. So I love the demo. This has been
amazing. Thank you
so much for joining us today. Thank you for having me, Sarah.