{
  "apiVersion": "v1",
  "passage": {
    "id": "vercel-shadow-best-sdr-six-weeks-90th-percentile-2026",
    "text": "We had a GTM engineer, as I mentioned, shadow one of our best SDRs for a few days. … Watching every single tab she opened, … The engineer converted each of those data sources into a step in a tool calling workflow. … After building our first version, … ran in production in shadow mode for six weeks. Our best SDR reviewed every single output to create a feedback flywheel. And then finally, she couldn't improve it anymore. The architecture reflects exactly what she was doing manually. But now, it performs like the 90th percentile rep, 100% of the time. We applied the same framework to 30 different SDR workflows, … SDR quotas increased by 30% this quarter.",
    "context": "Vercel's COO describes how her team built the lead qualification agent, step by step, and what followed.",
    "speaker": "Jeanne DeWitt Grosser",
    "speakerId": "jeanne-dewitt-grosser",
    "speakerUrl": "https://the-ai-record.com/people/jeanne-dewitt-grosser",
    "speakerLevel": "executive",
    "role": "Chief Operating Officer, Vercel",
    "voice": "person",
    "organization": "Vercel",
    "organizationId": "vercel",
    "organizationUrl": "https://the-ai-record.com/organizations/vercel",
    "aiVendor": true,
    "work": {
      "title": "Going from 10 to 1 SDRs. How We Deployed AI Across our Sales Org with Vercel's COO",
      "type": "talk",
      "date": "2026-11-04",
      "publisher": "SaaStr AI (YouTube); talk at SaaStr AI Annual 2026",
      "locator": "15:00",
      "url": "https://www.youtube.com/watch?v=wXHLbr4W-8s"
    },
    "grade": "B",
    "gradeMeaning": "The organization's own post, paper or talk.",
    "verification": {
      "status": "verified",
      "meaning": "An independent second reader re-fetched the source and confirmed the wording.",
      "reviewedOn": "2026-11-08"
    },
    "topics": [
      "sales-and-marketing",
      "ai-evals"
    ],
    "functions": [
      "sales-marketing"
    ],
    "figures": [
      {
        "metric": "sdr-agent-shadow-period",
        "value": 6,
        "unit": "weeks",
        "period": "first version, as spoken",
        "definition": "time the first version ran in production in shadow mode while the best SDR reviewed every output",
        "level": "human-approves"
      },
      {
        "metric": "sdr-workflows-automated",
        "value": 30,
        "unit": "workflows",
        "period": "as of the talk, 2026",
        "definition": "SDR workflows built with the same framework, as the speaker counts them",
        "level": "unclear"
      },
      {
        "metric": "sdr-quota-increase",
        "value": 0.3,
        "unit": "share",
        "period": "this quarter, as spoken",
        "definition": "increase in SDR quotas this quarter; the speaker does not say whether this is a target or attainment",
        "level": "n/a"
      }
    ],
    "url": "https://the-ai-record.com/passages/vercel-shadow-best-sdr-six-weeks-90th-percentile-2026",
    "json": "https://the-ai-record.com/api/v1/passages/vercel-shadow-best-sdr-six-weeks-90th-percentile-2026.json"
  },
  "notice": [
    "Every passage is reproduced word for word from the cited source.",
    "Check the verification status: \"reported\" means not yet confirmed by an independent second reader.",
    "Organizations flagged aiVendor sell AI tools or services and have a reason to publish flattering numbers.",
    "An empty result means the archive holds nothing on it, not that nobody has said anything."
  ]
}