{ "apiVersion": "v1", "person": { "id": "jeanne-dewitt-grosser", "name": "Jeanne DeWitt Grosser", "role": "Chief Operating Officer", "level": "executive", "levelMeaning": "A chief officer, president or founder of the organization.", "organization": "Vercel", "organizationId": "vercel", "passages": 8, "reported": 0, "url": "https://the-ai-record.com/people/jeanne-dewitt-grosser", "json": "https://the-ai-record.com/api/v1/people/jeanne-dewitt-grosser.json", "background": "COO of Vercel; the video page says she set up a go-to-market engineering team about six weeks after joining, in June 2025.", "whyCredible": "Runs operations at Vercel and created the go-to-market engineering team behind its internal agents, so she is in a position to know their cost and staffing; she speaks as an executive of a company that sells AI tooling.", "linkedin": "https://www.linkedin.com/in/jeannedewitt/", "x": null, "profileSource": "https://www.youtube.com/watch?v=wXHLbr4W-8s" }, "passages": [ { "id": "vercel-lead-agent-under-5000-year-32x-roi-2026", "text": "To give you some perspective, the lead qualification agent that I opened with costs us under $5,000 a year between infrastructure and tokens to run. It takes about 20% of one engineer to maintain it. That's a 32x ROI. … It's now $5,000 and it operates 24/7 with faster speed to lead and all the quality of human equivalent metrics.", "context": "Vercel's COO, making the case that agents change the build-versus-buy decision, gives the running cost of the lead qualification agent she described at the start.", "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": "14:05", "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": [ "ai-cost-and-spend", "internal-tools" ], "functions": [ "sales-marketing" ], "figures": [ { "metric": "lead-agent-annual-run-cost", "value": 5000, "unit": "usd", "period": "per year, as spoken", "definition": "upper bound ('under $5,000') on infrastructure plus tokens to run the lead qualification agent", "level": "n/a" }, { "metric": "lead-agent-roi-multiple", "value": 32, "unit": "x", "period": "as spoken", "definition": "return on investment of the lead qualification agent, as the speaker states it; she does not give the calculation", "level": "n/a" }, { "metric": "lead-agent-maintenance-engineer-share", "value": 0.2, "unit": "share", "period": "as spoken", "definition": "share of one engineer needed to maintain the agent", "level": "n/a" } ], "url": "https://the-ai-record.com/passages/vercel-lead-agent-under-5000-year-32x-roi-2026", "json": "https://the-ai-record.com/api/v1/passages/vercel-lead-agent-under-5000-year-32x-roi-2026.json" }, { "id": "vercel-lead-qualification-agent-20-percent-engineer-team-10-down-to-one-2026", "text": "So we launched a lead qualification agent back in August of last year. We started that with about 20% of a single engineer working on that agent. And with a human in the loop over the course of six weeks, we're able to completely move … our team of 10 on that function down to one.", "context": "Vercel's COO describes the first agent her go-to-market engineering team shipped, for sales development.", "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": "01:33", "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", "headcount-and-hiring" ], "functions": [ "sales-marketing" ], "figures": [ { "metric": "sdr-lead-qualification-team-size", "value": 10, "unit": "people", "period": "before the agent, as spoken", "definition": "size of the team doing lead qualification before the agent launched in August 2025", "level": "n/a" }, { "metric": "sdr-lead-qualification-team-size-after", "value": 1, "unit": "people", "period": "after six weeks with a human in the loop, as spoken", "definition": "people remaining on lead qualification in the US after the agent; the speaker adds later that about 20% of a person covers Europe and APAC", "level": "assisted" }, { "metric": "lead-agent-engineer-share", "value": 0.2, "unit": "share", "period": "at launch, as spoken", "definition": "share of a single engineer's time spent on the lead qualification agent", "level": "n/a" } ], "url": "https://the-ai-record.com/passages/vercel-lead-qualification-agent-20-percent-engineer-team-10-down-to-one-2026", "json": "https://the-ai-record.com/api/v1/passages/vercel-lead-qualification-agent-20-percent-engineer-team-10-down-to-one-2026.json" }, { "id": "vercel-one-person-us-20-percent-europe-apac-shift-roles-2026", "text": "We now still have one person running that in the U.S. And then about 20% of a person doing all of Europe and all of APAC. And when this came out, people decried the end of the knowledge worker. But for us, really … what we did was to shift all of those people into more valuable roles.", "context": "Continues the account of the lead qualification agent, right after a sponsor break in the recording. 'That' is the lead qualification work.", "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": "02:57", "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": [ "headcount-and-hiring", "sales-and-marketing" ], "functions": [ "sales-marketing", "people" ], "figures": [ { "metric": "lead-agent-us-staffing", "value": 1, "unit": "people", "period": "as of the talk, 2026", "definition": "people running lead qualification in the US now", "level": "n/a" }, { "metric": "lead-agent-europe-apac-staffing", "value": 0.2, "unit": "people", "period": "as of the talk, 2026", "definition": "share of one person covering lead qualification for all of Europe and APAC", "level": "n/a" } ], "url": "https://the-ai-record.com/passages/vercel-one-person-us-20-percent-europe-apac-shift-roles-2026", "json": "https://the-ai-record.com/api/v1/passages/vercel-one-person-us-20-percent-europe-apac-shift-roles-2026.json" }, { "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" }, { "id": "vercel-vertex-300-month-three-engineers-off-the-shelf-2026", "text": "Then there's Vertex. This is our customer service agent, … Vertex costs us $300 a month in infrastructure, plus 12,000 in tokens. It's $150k a year. It operates at significant scale, handling thousands of technical cases a week. And three engineers work on it, three. We started with an off-the-shelf solution, but weren't seeing enough results. We built something … in two months and had it in production.", "context": "Vercel's COO describes Vertex, the internal customer service agent behind its help page, as an example of building rather than buying.", "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": "16:21", "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": [ "support-cost", "internal-tools" ], "functions": [ "support" ], "figures": [ { "metric": "support-agent-annual-run-cost", "value": 150000, "unit": "usd", "period": "per year, as spoken", "definition": "what the speaker says Vertex costs a year: $300 a month for infrastructure plus 12,000 in tokens; she does not say whether the tokens figure is monthly", "level": "n/a" }, { "metric": "support-agent-engineers", "value": 3, "unit": "people", "period": "as of the talk, 2026", "definition": "engineers who work on Vertex", "level": "n/a" }, { "metric": "support-agent-build-time", "value": 2, "unit": "months", "period": "as spoken", "definition": "time to build Vertex in house and put it into production, after an off-the-shelf product fell short", "level": "n/a" } ], "url": "https://the-ai-record.com/passages/vercel-vertex-300-month-three-engineers-off-the-shelf-2026", "json": "https://the-ai-record.com/api/v1/passages/vercel-vertex-300-month-three-engineers-off-the-shelf-2026.json" }, { "id": "vercel-tripod-engineer-data-scientist-expert-human-in-loop-2026", "text": "What the working model that we've used for all of our internal agent development is basically a tripod. It's a GTM engineer, a data scientist, and then the best person, the best subject matter expert in that function. And they sit down shoulder to shoulder and document the best practice for that particular function and then encode that in workflows that ultimately form an agent. We then keep a human in the loop so that human will basically QA the agent. The agent won't be allowed to autonomously execute its action. And then over time as the subject matter expert has less feedback for the agent, we finally pull that person.", "context": "Vercel's COO explains how her team builds internal agents ('GTM' is go-to-market).", "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": "03:24", "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": [ "team-structure", "employee-built-agents", "autonomy-and-oversight" ], "functions": [ "company-wide" ], "figures": [], "url": "https://the-ai-record.com/passages/vercel-tripod-engineer-data-scientist-expert-human-in-loop-2026", "json": "https://the-ai-record.com/api/v1/passages/vercel-tripod-engineer-data-scientist-expert-human-in-loop-2026.json" }, { "id": "vercel-d0-data-analyst-agent-week-to-minute-2026", "text": "Probably the most popular agent at Vercel used by the entire company is D0. D0 is a data analyst agent that everyone at Vercel can access via Slack. Questions that used to take a week to ticket and get an answer back to from the data science team can now be answered in less than a minute.", "context": "Vercel's COO describes D0, an internal agent in Slack, in the part of the talk on why agents need a strong data foundation.", "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": "12:01", "url": "https://www.youtube.com/watch?v=wXHLbr4W-8s" }, "grade": "B", "gradeMeaning": "The organization's own post, paper or talk.", "verification": { "status": "reported", "meaning": "Not yet confirmed against the source by an independent second reader." }, "topics": [ "internal-tools", "ai-across-the-company" ], "functions": [ "data", "company-wide" ], "figures": [ { "metric": "data-question-turnaround-before", "value": 1, "unit": "weeks", "period": "before D0, as spoken", "definition": "time to ticket a question and get an answer back from the data science team, as 'a week'", "level": "n/a" }, { "metric": "data-question-turnaround-after", "value": 1, "unit": "minutes", "period": "with D0, as spoken", "definition": "upper bound ('less than a minute') on time for D0 to answer the same kind of question", "level": "unclear" } ], "url": "https://the-ai-record.com/passages/vercel-d0-data-analyst-agent-week-to-minute-2026", "json": "https://the-ai-record.com/api/v1/passages/vercel-d0-data-analyst-agent-week-to-minute-2026.json" }, { "id": "vercel-support-agent-handles-93-percent-content-agent-96-2026", "text": "we now have automated, actually, a decent number of core functions within the company. For example, our customer support agent, and you can imagine at Vercel, a lot of our cases are complicated and highly technical, now handles 93% of total caseload. Similarly, our content agent is used heavily by the marketing organization and did 96% of our major content updates last quarter.", "context": "Opening a SaaStr AI Annual 2026 talk, Vercel's COO lists functions the company says it has automated after ten months of building agents.", "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": "00:54", "url": "https://www.youtube.com/watch?v=wXHLbr4W-8s" }, "grade": "B", "gradeMeaning": "The organization's own post, paper or talk.", "verification": { "status": "reported", "meaning": "Not yet confirmed against the source by an independent second reader." }, "topics": [ "ai-support-resolution", "ai-across-the-company" ], "functions": [ "support", "sales-marketing" ], "figures": [ { "metric": "support-agent-caseload-share", "value": 0.93, "unit": "share", "period": "as of the talk, 2026", "definition": "share of total support caseload the customer support agent 'handles', as the speaker puts it; 'handles' is not defined further", "level": "unclear" }, { "metric": "content-agent-major-updates-share", "value": 0.96, "unit": "share", "period": "last quarter, as spoken", "definition": "share of the marketing organization's major content updates the content agent 'did'", "level": "unclear" } ], "url": "https://the-ai-record.com/passages/vercel-support-agent-handles-93-percent-content-agent-96-2026", "json": "https://the-ai-record.com/api/v1/passages/vercel-support-agent-handles-93-percent-content-agent-96-2026.json" } ], "reportedPassages": [], "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." ] }