Building World-class Agentic GTM: Learnings from Monaco for Monaco

Building a custom agents platform is one of the key pieces to unlocking AI for complex verticalized business workflows. Monte Carlo is the sales-specific system we've built to help scale Monaco's revenue: a platform where revenue teams encode their own playbooks as agents that run against everything we've ingested about their business, including pipeline, outbound, calls, and the CRM. Sales is a particularly complex vertical for the following reasons: no two revenue orgs look alike, the data is large and heterogeneous, and the expertise that matters lives in per-rep workflows nobody has written down. Over the last 2 years, we’ve built a custom harness and orchestration system to power our world-class GTM team.

In this talk, I'll break down the components a verticalized agent platform needs in order to be fast and correct, including an execution plane, memory and curated implicit and explicit context, how expertise gets represented, and the evaluation loop, along with what is still unresolved.