Stacked GTM

Prabhav Jain, CEO of 11X, opens with something you rarely hear from a founder in this category: AI SDRs, as the industry has framed them, don't actually work. The problem isn't the technology. It's that everyone is pointed at the wrong question. This conversation gets into what the right questions are, and how 11X has built its entire go-to-market, product, and customer qualification process around answering them.From a multi-factor customer qualification model that disqualifies CEOs and CROs as sponsors by design, to a two-week deployment process and a living "17 problems" document they hand to DIY skeptics, Prabhav shares the operational specifics that most founders keep internal.Topics Discussed:Why "AI SDR" is the wrong frame, and what actually works insteadMulti-factor customer qualification criteria that screens for GTM maturity, channel fit, and operational ownership before the saleThree internal questions every team must answer before any pilot has a chance of succeedingOutbound signal strategy: why commoditized signals fail and how to find ones that actually convertUsing PLG and product usage data to trigger personalized cross-sell and upsell outreach at scaleSMS and WhatsApp as pre-call warming channels to lift inbound connection ratesThe "17 problems" sheet Prabhav sends to companies considering building in-houseHow 11X runs a two-week deployment, including mailbox warming, CRM mapping, and why voice agents take slightly longerThe case for collapsing the 50-tool GTM stack into a single agentic platformWhat rev ops looks like when sub-agents own execution and humans own optimization