Outbound Agents: B2B, and Your First Ten Customers

Workuity co-hosts and sponsors Ship AI, a free, community-run AI education project for builders. This is session three of Zero to Launch, the dedicated B2B night, recorded at Workuity 24th & Camelback on September 2, 2026 with Santos Hernandez presenting.

The first hour is the room asking questions. Santos, who announces that Ship AI's community is becoming grokbot.community, shows how he runs several businesses through named AI agents with specific jobs: an engineering manager, a product manager, a chief of staff, a fraud analyst, a revenue reporter. The thread that runs through the answers is his own line: we used to mold the business around software, and now software is molded around the business.

Then the playbook. Every famous B2B company looks like a machine in year five; in month three it was a founder with a list of names. Stripe's first room was the YC batch, installed on the spot. Amplitude's first paying customer came after thirty conversations, and the next ones came from one champion's old teammates. Segment took a year to close two paid deals. Same shape every time: a named room, a first yes, a champion, then a process.

From there Santos gets specific: an ICP with a company, a role and a trigger, tested by whether you can name twenty real accounts; where those twenty names come from, warm first; why you learn what travels before you buy ads; the difference between five hundred generic emails and twenty that name the problem; the sequence, the fifteen-minute call, the stages from awareness to expansion, the pilot with a kill date, the stall, when they go quiet, and the referral ask with a price on it. He closes with Gojiberry's open-source team of thirteen outbound agents, the thing he plans to build next.