The GTM maturity curve

Recording calls is the start. Compounding revenue per head is the end.

An executive brief on the shift from passive recording to autonomous execution. Four questions place your team on the curve.

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01 Call recording Record it
02 Conversation intelligence Understand it
03 Revenue execution Run it
04 Agentic GTM harness Compound it

01 · The shift

Revenue growth has decoupled from headcount.

60%

of a rep's time goes to non-selling work: admin, data entry, hunting for the right deck.

Salesforce, 2026

17%

higher revenue growth for AI-enabled sales teams (83% grew, against 66% without).

Salesforce State of Sales

4.8h

saved per seller per week by AI, yet 72% of organizations never reinvest the time.

Gartner, 2026

$2.59T

worldwide AI spending in 2026, up 47% in a single year.

Gartner, 2026

53%

of organizations now deploy AI agents, up from 12% in 2024.

KPMG, 2026

54%

of sellers have already used AI agents, and roughly 9 in 10 plan to by 2027.

Salesforce, 2026

Adoption is no longer the differentiator. Position on the curve is: how far conversation data drives execution, and the revenue per head that results.

01 · Continued

Buyer behavior has changed the requirements.

67%

of B2B buyers prefer a rep-free buying experience.

Gartner, 2026

81%

have a preferred vendor before the first sales conversation.

6sense

95%

of seller research workflows will start with AI by 2027, from under 20% in 2024.

Gartner

02 · The maturity curve

The four stages of GTM maturity.

01

Call recording

Passive · Record it

Human role
Manual listener
Business impact
Basic auditability at high friction. Insight arrives too late to affect the deal that produced it.
02

Conversation intelligence

Reactive · Understand it

Human role
Active consumer of insights
Business impact
Better deal visibility and rep development, paid for with added analysis overhead.
03

Revenue execution

Active · Run it

Human role
System manager
Business impact
Standardized playbooks, better forecast accuracy, and recovered selling time.
04

Agentic GTM harness

Proactive · Compound it

Human role
Human in the loop on an agent
Business impact
Compounding gains in revenue per head. This is the steepest section of the curve.

Progression is continuous, not binary. Return is available at each step. The largest gains, and the most common point of stall, are at the move from operating a system to operating an agentic harness.

03 · Locate yourself

Locate your current stage.

Step 1 of 2

See where your team sits.

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Scoring: your stage is the most frequent answer, bounded by the lowest. Advanced analytics that still rely on manual interpretation is stage 02, whatever the tooling.

Where Airspeed fits

Built for the move from stage 01 to stage 04.

Mathew Fitzgerald, Foleon, on what changed when the system started doing the work rather than recording it.

Using Airspeed across our GTM motion helped us increase outbound-generated deals by 41% and improve churn by 2.4%.

Carl Carell Carl Carell Co-Founder & CRO, GetAccept

After rolling out Airspeed, none of our reps would ever go back to a non-AI-native setup.

Jay Mirpuri Jay Mirpuri Founding GTM, Light

Everything which can be automated with follow-up and prep can be automated, thanks to Airspeed.

Mathew Fitzgerald Mathew Fitzgerald Foleon

Airspeed briefing is my daily habit I can't imagine living without.

Natalia Panowicz Natalia Panowicz CEO and Co-Founder, Codility

Foleon, after moving to active execution

8h

of admin time back per seller, per month.

2 months

for the license to pay for itself.

100%

of the team onboarded in an hour.

Read the full story: how Foleon gave reps time back, or see what other teams say.

Teams running on Airspeed

FERMÀT
Foleon
PriceFX
Persona
TripleTen
Qdrant
Comply
Netradyne
Autogen
Menlo Security
Speechmatics
Reachdesk
Advantive
GetAccept

Identify your stage and the shortest viable path

Book a GTM maturity assessment with Airspeed.

Twenty minutes with our team. We take your current stage, one of your real call types, and show you what moving up looks like on your own pipeline.

Sources

Market statistics compiled from primary sources: Gartner; Salesforce State of Sales (2026); KPMG AI Pulse (2026); Menlo Ventures State of Generative AI in the Enterprise (2025); Capgemini Research Institute (2026); McKinsey State of AI (2025); 6sense Buyer Experience Report; Gong Labs. Customer statements are published testimonials from Airspeed customers.