How to get the human and AI split right

Asymbl has already run the experiment that many GTM leaders are still making predictions about. Roughly 120 employees work alongside 200 digital workers, and every one of those agents reports to a named manager, the same way a new hire would.

In this episode of Revenue Architects, John Lloyd is joined by Greg Symons, Founder, President and COO at Asymbl, to walk through a sales play that runs across both. It starts with Teddy, their AI SDR.

Inbound leads get sorted from spam, graded and scored, and once they clear a threshold, they land in Teddy’s queue, where he researches the account against their ICP and persona before the first touch. He has his own email account, Salesforce user record, and Slack presence, so when he books a meeting on Jordan’s calendar, the human BDR he reports to can see every exchange that came before it. Each week Jordan reviews Teddy’s dashboards and runs an export of his emails through a separate AI tool to check the messaging.

Then the extremes. With people alone, Greg expects similar output at a significantly higher cost of acquisition. With agents alone, the output wouldn’t hold up, because Asymbl’s buyers make big financial decisions that depend on trust. John and Greg also get into why Asymbl rebuilt Stanley, an internal agent built in Claude, on plain compute and cut his run time from as long as two days to five minutes, how third-party data from ZoomInfo widened what Teddy could do, and why the first step is naming the outcome before choosing the tool.