How Qualified generated $7M in pipeline with an AI-powered GTM workforce
Qualified partnered with Relevance AI to automate manual RevOps and BDR workflows, build an AI BDR in one week, and deploy a growing AI workforce across its go-to-market motion.
"I was a little skeptical about building an AI outbound BDR. We gave about 40 or 50 tasks to the Relevance team, and they came back a week later with basically an AI BDR that could do tasks at the same level that ours could."
Kieran Snaith
SVP Revenue Operations, Qualified
The scaling trap
More pipeline meant more manual work. Qualified's revenue goals were growing, but so was the operational load behind them. The traditional answer was to add more people. Qualified saw an opportunity to change the equation.
"I looked at 60 different vendors. What stood out about Relevance was its ability to integrate not only into our tech stack, but into our customized processes."
For Qualified's leadership team, the breakthrough was not just automation. It was the ability to create agents that could understand context, operate inside real GTM processes, and be trusted across revenue-critical workflows — from outbound to pipeline creation.
Building an AI outbound BDR
Qualified needed to scale outbound, but hiring more BDRs was not sustainable. The team was skeptical that AI could handle the nuance of real BDR tasks — research, personalization, and context-aware outreach.
The team handed 40-50 BDR tasks to Relevance. Within one week, Relevance returned an AI BDR that could perform those tasks at human-level quality — researching accounts, writing personalized outreach, and booking meetings.
What started as skepticism became the proof point that AI agents could operate inside Qualified's GTM motion. The AI BDR was live and performing in under a week.
Automating manual RevOps and GTM workflows
Qualified's RevOps team was overloaded with manual tasks, data cleanup, and repeatable processes. Every pipeline target increase meant more operational load, not more selling time.
Relevance helped the team identify workflows that could be delegated to agents while preserving quality standards. Agents were built to handle repeatable GTM execution — from data enrichment to workflow handoffs.
10x increase in output across automated GTM workflows. The team reclaimed time for higher-value revenue work instead of repetitive ops.
Training agents on Qualified's own processes
Qualified did not want generic automation. The team needed agents that could understand how their business actually worked — their frameworks, priorities, and decision logic.
With Relevance, the team could give agents their processes, goals, and way of thinking about the job. Agents were trained on Qualified's internal frameworks and began operating against them immediately.
Agents that work the way Qualified works — not generic playbooks, but trained workflows that reflect how the team thinks, prioritizes, and executes.
Scaling from one agent to an AI workforce
After proving the first workflows, the challenge shifted: how do you go from individual agents to a coordinated AI workforce that operates across the entire GTM motion?
The team expanded from individual agents into a broader AI workforce. Rich now manages around 25 agents, with 150 AI tools built alongside the Relevance team to support agent workflows across outbound, RevOps, data cleanup, and GTM execution.
35+ agents deployed across the organization — with non-engineers building and managing agents that amplify human capabilities throughout the business.
From GTM automation to enterprise-wide AI adoption
What started with GTM workflows has expanded across the business. Today, agents are top of mind in every department at Qualified.
Relevance fit into Qualified's existing GTM systems instead of forcing the team to redesign how they worked
Agents were trained on Qualified's own workflows, goals, and operating logic — not generic playbooks
Revenue and GTM operators could build and manage agents without needing to be engineers
"Sky's the limit. There are opportunities across the entire customer lifecycle and every business department."
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