How Sarah McConnell Scales Demand Gen at Qualified (And How You Can Too)

The old launch playbook is broken, and we’re not waiting for GA to prove it. We sit down with Sarah McConnell, VP of Demand Generation at Qualified, to unpack a product launch strategy built for AI speed: CEO-led storytelling, live demos that actually work, and agent-driven follow-up that turns events into measurable pipeline. If you’ve wondered how to ship, sell, and scale an AI product before the ink is dry, this is the blueprint you’ve been hunting for.Sarah explains how Qualified moved from a simple chatbot to Piper, an AI SDR agent designed to generate pipeline, and why Piper X sits front and center on the website guiding buyers in real time. We dig into the mechanics of a high-velocity launch: crafting the keynote that becomes the messaging script, filming studio-grade demos with an in-house team, and running virtual and in-person events that prioritize hands-on access. The kicker? Piper handles email outreach for registrations and post-event follow-up, driving a reported 70% lift in event-sourced pipeline.We also explore how measurement and SEO are shifting. Registrations and CTA engagement remain core, but “pipeline in the room” now sets sales priorities. On the discovery side, AEO (AI Engine Optimization) matters: structuring pages so LLMs and Piper can cite, navigate, and highlight content leads to smaller yet higher-converting traffic. Throughout, Sarah shows how AI accelerates the work without replacing the human judgment that makes a launch land. Ready to rewire your go-to-market for AI speed and real outcomes? Hit play, subscribe, and share your boldest launch experiment with us.I am always looking for ways to improve. Send me a text and let me know your thoughts! - Kevin🎧 Tech Marketing Rewired is hosted by Kevin Kerner, founder of Mighty & True.New episodes drop regularly with unfiltered conversations from the frontlines of B2B and tech marketing.Catch the video version of the podcast on our YouTube channel.👉 Catch all our episodes at www.techmarketingrewired.com📩 Got a guest idea or question? Email us at [email protected]🔗 Follow Kevin on LinkedIn for more insights and behind-the-scenes takes.📰 Subscribe to Kevin's Substack at:  Subscribe to Kevin's Substack at:  https://kevinkerner.substack.com/📰 Want more tech marketing insights? Subscribe to the Drag & Drop newsletter for fresh thinking, real talk, and tools that make your job easier.www.mightyandtrue.com