Arjun Pillai
Co-Founder & CEO of DocketDocketArjun Pillai is a three-time founder and operator at the intersection of data, sales, and go-to-market strategy. With two successful exits—including Insent.ai’s acquisition by ZoomInfo—he now leads Docket, an AI company backed by a $25M. Formerly ZoomInfo’s Chief Data Officer and EVP of Product, Arjun brings a builder’s perspective shaped by early failures, large-scale data systems, and category creation. He actively mentors founders, invests in startups, and contributes to the broader tech ecosystem as a speaker and advisor.
The Death of the MQL: How AI Agents are Rewriting Lead Qualification
The MQL isn't dead—it just doesn't work anymore. Traditional MQL systems were built for speed: capture contact information as quickly as possible, min…The MQL isn't dead—it just doesn't work anymore. Traditional MQL systems were built for speed: capture contact information as quickly as possible, minimize friction, move on. But here's what changed: the depth of knowledge a prospect has before reach…The MQL isn't dead—it just doesn't work anymore. Traditional MQL systems were built for speed: capture contact information as quickly as possible, minimize friction, move on. But here's what changed: the depth of knowledge a prospect has before reaching your site is dramatically different than it was five years ago. Today's buyers arrive more informed, higher intent, and expecting ChatGPT-level interactions—not forms. Meanwhile, you're still opti…The MQL isn't dead—it just doesn't work anymore. Traditional MQL systems were built for speed: capture contact information as quickly as possible, minimize friction, move on. But here's what changed: the depth of knowledge a prospect has before reaching your site is dramatically different than it was five years ago. Today's buyers arrive more informed, higher intent, and expecting ChatGPT-level interactions—not forms. Meanwhile, you're still optimizing for a 1-1.5% form fill rate while 5-6% of your visitors are actively in buying mode. That's not a conversion problem. That's a qualification problem. In this session, Arjun Pillai, Co-Founder & CEO of Docket, will walk you through how AI agents are replacing MQLs with Agent-Qualified Leads (AQLs)—prospects who've had meaningful conversations with AI agents, self-qualified themselves, and are ready for deep engagement from the first sales call.Show MoreClick the title to see all detailsShow More
