Salesforce generates $7 million in early-stage pipeline with Qualified

Knowledgeable guidance on demand

Now when prospective customers visit Salesforce.com, they can instantly connect with Piper, an AI SDR that answers questions, recommends the right solutions, and helps them take the next step.

For a buyer researching CRM solutions late at night, the experience feels like having a knowledgeable sales rep available on demand via text, voice, or video.  A prospective customer exploring Agentforce Service might ask whether it’s a good fit for a growing small business. Piper explains how the solution can support organizations of that size then asks follow-up questions to better understand the customer’s goals, priorities, and use case. Based on the conversation, Piper recommends relevant solutions and resources, helping the buyer confidently identify the best path forward.

As visitors engage, every interaction is logged back into Salesforce, where lead records are automatically created and updated and conversation transcripts are attached as activities, creating a complete record of engagement. 

When the prospect is ready to connect with sales, Piper qualifies them in real time based on the conversation and books a meeting directly on the appropriate seller’s calendar. The handoff happens seamlessly so the buyer can continue their journey without interruption.

“The future of demand generation isn’t handing off leads. It’s orchestrating engagement,” said Tabbert. “Piper proactively connects with prospects at the moment of intent, transforming our website from a lead capture channel into a true engagement channel.”

Connected data and reasoning

Piper is an out-of-the-box AI SDR agent from Qualified, a pipeline generation platform. To tailor Piper for Salesforce.com, Salesforce connected the agent to live Agentforce Sales data, approved website content, and existing sales workflows. That foundation allows Piper to understand who it’s engaging with, respond using trusted Salesforce information, and follow the same business rules and routing logic as the company’s sales teams.

Behind the scenes, Piper continuously references real-time CRM data from Agentforce Sales, including lead and contact records, routing rules, and domain-based business logic. This information helps it understand each visitor and apply Salesforce-specific qualification and routing criteria. For example, visitors from public sector and nonprofit organizations are automatically directed through specialized engagement paths based on their email domains.

Salesforce also configured Piper to write engagement data directly back to Salesforce through its native CRM integration. As conversations progress, the agent automatically creates or updates lead records, attaches conversation transcripts as activities, and maintains a complete engagement history. The team also enabled Qualified’s out-of-the-box Google Calendar integration, allowing Piper to schedule meetings directly on SDR and AE calendars without requiring sellers to coordinate availability manually.

To answer questions accurately, Piper relies on a curated knowledge foundation built from Salesforce.com content. Salesforce connected the agent to approved product pages, FAQs, solution content, and event information while intentionally excluding sources such as the Salesforce 360 Blog to keep responses focused on pipeline generation. As website content evolves, the knowledge base can be refreshed so Piper continues responding with current, approved information.

$7 million in early-stage pipeline

Since its launch in April 2026, Piper has generated $7 million in early-stage pipeline, and achieved a 6% conversion rate. Along the way, Piper has booked over 60 meetings per week on average, helping turn moments of buyer intent into qualified sales conversations.

“What stood out most about working with Piper and Qualified was the partnership,” said Tabbert. “The team took the time to understand our business, adapt to our goals, and help us build a qualification process that matches our sophistication. The impact has been meaningful for both our SDR team and the prospects we serve.”

This tailored approach strengthened one of the highest-value moments in the buyer journey: the marketing-to-sales handoff. By handling much of the initial discovery process, Piper accelerates that transition. Sellers enter conversations with more context and focus on higher-value discussions from the start. Real-time visibility into buyer engagement also helps teams prepare before meetings begin, creating a more informed and personalized experience for prospects.

In the future, Piper will extend engagement beyond the website. If a prospect isn’t ready to schedule a meeting during their session, Piper will automatically send personalized follow-up emails, continuing the conversation across channels and nurturing interest over time. This will allow buyers to explore at their own pace while ensuring they always have a clear path to the next step when they’re ready.