IN THIS EDITION
Everyone in go-to-market is building agents. Almost nobody is talking about who maintains them at 2am when the model ships an update and half your workflows quietly break. That was the thread through our latest webinar. Plus Devang in Authority Magazine, a walkthrough on building a sales deck in minutes, five things new in Airspeed, and where we'll be this autumn.
01 · Deep dive
Building the agent-native revenue org: the hard part is owning the agents, not building them
Standing up an agent is the easy part. The question that decides whether your revenue org wins or drowns is who owns the thing over time, and what it costs to keep it alive. We put that to three people who see it from very different seats: Chris Reisig, a five-time CRO and GTM advisor, Cliff Simon, CEO of Polaris Ops and host of the Lodestar Podcast, and Devang Agrawal, Airspeed's CTO and co-founder, with our VP of Growth Marketing, Tamar Martirosian, hosting.
Start with the model, because the wrong one sends you down an expensive path. Chris's argument: your roster just changed. Agents are a new member of the team, not a tool you buy, and like any teammate they need onboarding. Enablement is no longer only product and process. It is "here is your agent stack, and here is how you work alongside it." The human touch in sales never goes away. People buy from people. Agents take the grunt work off reps so they can make the human part better.
You cannot skip the foundations, and most teams want to. Cliff's line was the best moment of the session: AI is a super-intelligent six-year-old. It can do amazing things at scale, but only the things you have given it a very concrete understanding of. The IP agents work from, the process, the SOPs, the actual meaning of your data, lives in people's heads, unstructured, in twenty conflicting versions across BDRs, AEs, marketing, and finance. You need one source of truth everyone runs off. Guardrails first, ambition second.
Then there is the build versus buy trap. A year ago the forward-leaning move was to grab an LLM and build your own thing, and it worked, at first. Then you had to maintain it. Suddenly your best ops person, the one you rely on for a hundred things, is a full-time software developer deciding which LLM to bet on. Devang named what comes next: agent builder burnout, and the bus factor. If one person built everything in a codebase no one else can access and then leaves, you are left with agents your team loves and no way to run them. Cliff put a number on the ongoing tax. A good GTM engineering team spends a third of its time keeping what it built working as the models shift underneath. Implementation is never done.
So what is the alternative? An agent harness: one layer that orchestrates all your tools and keeps the intelligence in one place, instead of an agent living in every platform and each accruing its own maintenance debt. Get there and you create compounding loops that lift revenue per head. And you keep a human on the critical judgment. Cliff will not put an AI's numbers in front of a board unchecked.
"When you build it all yourself, it becomes a beast that needs to be fed." Chris Reisig, five-time CRO and GTM advisor
The debate over whether to use agents is over. The open question is ownership, and the teams that win will not be the ones with the most agents. They will be the ones with a harness, so their intelligence compounds in one place instead of decaying in twelve.
Watch the full webinar → How to Build an Agent-Native Revenue Organization
Read the full piece → Building the Agent-Native Revenue Org: The Hard Part Isn't Building Agents, It's Owning Them
02 · In the press
"Insight is cheap, action is everything": Devang Agrawal in Authority Magazine
Airspeed co-founder and CTO Devang Agrawal joined Authority Magazine's series on entrepreneurs pushing the boundaries of AI. He traces the line from a DeepMind Christmas quiz to a company built on one idea: knowing what is happening in a deal is not the same as doing something about it. Kanpur to Cambridge, DeepMind to a $20M Series A, and the specific engineering problem that turned a research career into a company.
Read the interview → Insight is cheap, action is everything
03 · Watch
Build a custom sales deck in minutes
A walkthrough of turning a prospect's context into a tailored, on-brand deck with Airspeed, in minutes rather than an afternoon. Point it at the account, tell it what you are pitching, and let it draft the slides.
04 · New in Airspeed
01: Call playlists Save the calls worth coming back to. Group great demos, discovery calls, or tricky objections into playlists and play them back to back. Build one from the calls page, or just ask: "Create a playlist of our best discovery calls this quarter." See the release note → Call playlists
02: Your CRM fields, alongside your deals Bring priority, next steps, deal source, and other CRM fields into Airspeed's deal table, so the context you need for deal reviews sits in one view. Admins pick and reorder the fields under Manage CRM fields. See the release note → CRM fields in the deal table
03: Bring your files into Ask Airspeed Give your agent the context behind the question. Attach PDFs, Word docs, spreadsheets, slide decks, or images, up to 20 files, then ask it to work with what is inside. Handy for tailoring a demo from a prospect brief or pulling key details from a pricing PDF. See the release note → Hand an agent a file
04: Charts in Ask Airspeed See the shape of your pipeline in the conversation. Ask Airspeed turns your data into charts to compare deal stages, spot trends, and explore call activity. Try "Chart my open pipeline by stage," then dig in with a follow-up. See the release note → Agents can now generate charts
05: A fresh look for playbooks Find the right guidance before your next discovery call. Preview playbooks at a glance, upload Markdown versions, and revisit earlier ones. Turn on Evolve automatically and Airspeed makes evidence-backed updates from recent conversations for you to review. See the release note → A fresh look for playbooks
And one for admins: our MCP server now works with the Claude web browser, ships with new branding, and is faster to set up. Find it under the MCP section of your settings. See the release note → A new MCP server
05 · What's coming up
17 SEP: Signal Rich, Action Poor · Virtual Your CRM records what happened and your intelligence layer explains it, but the work still lands on a person at 6pm on a Thursday. Leaders from Airspeed, Clay, HubSpot, and Apollo map the third layer, where a signal becomes a completed action without a human relaying it. Live at 12:00 PM ET. Register → Signal Rich, Action Poor
28 SEP: Pavilion GTM2026 · New York Airspeed is sponsoring Pavilion's GTM2026 at The Glasshouse, September 28 to October 1. Over 1,000 VP+ operators across sales, marketing, customer success, RevOps, and the CEO seat. Register → Pavilion GTM2026
30 SEP: GTM Takes Flight · New York GTM leaders and hiring managers gather aboard the Intrepid to talk about building and scaling go-to-market teams. Co-hosted by Airspeed and Captivate Talent. Register → GTM Takes Flight
14 OCT: Revolt 2026 by RevGenius · Virtual Airspeed is one of the first two sponsors. Two days, fully digital, October 14 to 15, focused on AI-led GTM. Registration is free. Register → Revolt 2026
