Question 1

What is Hobbes and how does it change the traditional sales demo?

Accepted Answer

Hobbes is an "agentic" conversational AI designed to replace the static "Request a Demo" button and the subsequent multi-day wait for a human sales representative. Unlike traditional product tours that follow a rigid, linear script, Hobbes acts as a 24/7 knowledgeable teammate that lives on a website. It engages prospects immediately, conducting discovery to understand their specific roles and goals before providing a personalized, interactive walkthrough of the software.

Question 2

How does the "Discovery First" approach benefit both the buyer and the sales team?

Accepted Answer

For the buyer, the discovery phase ensures they receive a high-signal experience tailored to their needs; for example, a CTO might see security features while a Marketing Manager sees integration tools. For the sales team, Hobbes captures all the intent and context from these conversations and feeds it into the CRM. This transforms the first human-to-human meeting from a basic "discovery" call into a "strategic" closing call, as the representative already knows the prospect's pain points and interests.

Question 3

Can Hobbes handle technical questions or non-linear navigation during a walkthrough?

Accepted Answer

Yes, Hobbes is designed to follow the flow of a natural conversation rather than a pre-defined path. If a prospect asks a specific technical question—such as how the product integrates with a CRM like Salesforce—Hobbes can pivot instantly to demonstrate that feature. This fluid approach allows buyers to explore the product at their own pace and receive immediate answers to their most pressing questions, keeping them engaged in a state of "flow."

Question 4

How does Hobbes improve over time and integrate with existing business tools?

Accepted Answer

Hobbes is a self-improving engine that learns from every interaction, capturing which messages resonate and which workflows cause confusion. This data is democratized across the company, helping marketing and product teams refine their strategies. Implementation involves setting a baseline with existing documentation, running simulations to test responses, and then rolling out the agent. Hobbes integrates with stacks like Slack, Salesforce, HubSpot, and Attio to ensure seamless data syncing and real-time lead alerts.

Question 5

Is Hobbes only useful for top-of-funnel sales inquiries?

Accepted Answer

No, Hobbes is designed to be versatile across the entire customer journey. In Customer Success, he can act as an onboarding guide to help new users navigate "How do I do X?" questions, reducing support tickets. In the later stages of a sales cycle, reps can send standalone Hobbes links to prospects to help them address new objections or explore specific workflows on their own time, maintaining deal momentum even when the human representative is offline.

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