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 instead

• Multi-factor customer qualification criteria that screens for GTM maturity, channel fit, and operational ownership before the sale

• Three internal questions every team must answer before any pilot has a chance of succeeding

• Outbound signal strategy: why commoditized signals fail and how to find ones that actually convert

• Using PLG and product usage data to trigger personalized cross-sell and upsell outreach at scale

• SMS and WhatsApp as pre-call warming channels to lift inbound connection rates

• The "17 problems" sheet Prabhav sends to companies considering building in-house

• How 11X runs a two-week deployment, including mailbox warming, CRM mapping, and why voice agents take slightly longer

• The case for collapsing the 50-tool GTM stack into a single agentic platform

• What rev ops looks like when sub-agents own execution and humans own optimization