Dima Ivanouski

Tech Entrepreneur | Co-founder @ Naoma AI: an AI video sales agent that runs personalized demo calls 24/7 in any language | ex-Head of SMB Sales @ PandaDoc 🦄

[Dima Ivanouski @d_ivanouski]

Tomorrow on the Human-Centred AI panel at Bridge Summit, I'm making this case:
The real test of Human-Centred AI is not whether the AI sounds like a person. It's whether the experience around it finally treats the person like one.

#BridgeSummit #AI

[Dima Ivanouski @d_ivanouski]

Everyone's arguing about which AI agent is smartest.

Every agent is roughly as smart as the data you feed it.

The real moat in 2026 isn't the model. It's whoever the agent trusts for context.

#AISales #B2BSaaS

[Dima Ivanouski @d_ivanouski]

@fin465 Bold claim but makes total sense.
Question for anyone running this: how do you handle deliverability and human review before emails go out? Don't want to sound like AI slop.

[Dima Ivanouski @d_ivanouski]

@Aria_Nawi Every visitor who bounces = lost revenue is the perfect pain hook. What's the average close rate you've seen in your tests?
Doing something similar in a different vertical.

[Dima Ivanouski @d_ivanouski]

@poyark 's data this week: SDR job posts down 21% YoY.

Same data: companies loudly "killing the SDR with AI" doubled their SDR headcount.

The replacement narrative is selling well on LinkedIn. It's not what's happening on the ground.

#AISales #B2BSales

[Dima Ivanouski @d_ivanouski]

Gartner's latest forecast: AI software spend will grow 60% in 2026 to $453B.

Another 41% in 2027 to $638B.

That's not a trend. That's the largest software spending cycle in B2B history.

The companies arguing whether to "experiment with AI" are missing the point.

#AISales #B2BSaaS

[Dima Ivanouski @d_ivanouski]

B2B teams obsess over the demo button.

Buyers don't care about the button.

They care about what happens 5 seconds after they click it.

#AISales #B2BSaaS

[Dima Ivanouski @d_ivanouski]

Speaking at The Bridge Summit in Warsaw 🇵🇱 next week.

Panel: Human-Centred AI - what founders actually need to know in 2026.

The question of where AI should lead vs where humans still need to lead is the real question of the next 18 months.

#BridgeSummit #AISales

[Dima Ivanouski @d_ivanouski]

Salesforce ships a Customer Engagement Agent on June 15.

Runs natural conversations on your website. Qualifies leads 24/7.

Most founders would call this a competitor.

When the largest CRM on earth puts your product in their roadmap, that's not threat. That's the category becoming real.

#AISales #B2BSaaS

[Dima Ivanouski @d_ivanouski]

Our AI demo agent disqualified 43% of engaged conversations last month.

That's the most underrated stat in B2B AI right now.

Most sales tools optimize to create more leads. The real unlock is filtering out the wrong ones at the door.

#AISales #B2BSales

[Dima Ivanouski @d_ivanouski]

Latest B2B benchmark: 73% of inbound leads are never contacted.

Average response time when they are: 42 hours.

Everyone's debating outbound AI agents.

The bigger problem is what's already on your website.

#B2BSales #Inbound

[Dima Ivanouski @d_ivanouski]

Cognition: $37M to $492M ARR in 12 months.

That's not a "code copilot" curve. That's an "autonomous worker" curve.

AI in sales is on the same curve. Just 18 months behind.

#AISales #B2BSaaS

[Dima Ivanouski @d_ivanouski]

@salesforce just put AI in every search bar.
Cool.

But your reps aren't losing deals in the search bar.

They're losing them in the 27 hours between "Book a Demo" click and the actual demo.

#AISales #B2BSaaS

[Dima Ivanouski @d_ivanouski]

ust got back from three conferences in three weeks.

One observation kept getting louder: we're living in two worlds right now.

Full thoughts on LinkedIn: https://t.co/uq3zZhqESk?

[Dima Ivanouski @d_ivanouski]

Salesforce's biggest AI move this month wasn't a model release or pricing change.

It was deciding that one agent isn't enough. Enterprises now want agents handing off to each other the way humans do.

If you're building AI for sales, the question just changed.
Not "what does our agent do?" but "what does our agent do when other agent calls it?"

#AISales #B2BSaaS

[Dima Ivanouski @d_ivanouski]

@jasonlk At PandaDoc we pushed SMB to self-serve because unit economics forced us. Anthropic just showed that even enterprise can move there if the buying experience is good enough.
The question isn't whether self-serve enterprise works. It's how fast the rest of B2B SaaS catches up.

[Dima Ivanouski @d_ivanouski]

Tallinn this morning.

Everyone here built their company assuming the home market wasn't big enough.

That's how you get Skype, Wise, Bolt. Constraint is the best feature.

#Latitude59 #StartupFounder

[Dima Ivanouski @d_ivanouski]

The countdown is on! See you at Latitude59 in Tallinn on May 20-22. ⚡️

Drop a comment if you're going. I'd love to say hi.

#latitude59 #latitude592026

[Dima Ivanouski @d_ivanouski]

A week in the Valley.

Day 1, you reject everything. The food, the talks, the houses, the cars.

Day 7, you want to be part of it.

Every conversation here is about tech. Everyone lives AI. The FOMO hits hard.

Naoma might need to be here.

#SaaStr #StartupFounder

[Dima Ivanouski @d_ivanouski]

@jasonlk at SaaStr today:

“Your AI agents are like human employees. The more time you spend with them, the more you talk to them, the better they get.”

Most teams treat AI like an off-the-shelf tool. The ones winning treat it like a new hire.

#SaaStr #AISales