IN THIS EDITION
This edition: how one customer turned custom insights into 75 prompts that actually run the funnel, the recap of what we heard on the ground at Pavilion, and three things that shipped this week. Plus where to find us over the next few weeks.
01 · Deep dive
How to run custom insights as a program, not a feature
Most teams have conversation intelligence switched on. Far fewer run it as a program, and the difference shows up in the pipeline. We wrote up how Magic, an early customer with around 140 people in go-to-market, turned custom insights into a system that runs 75 of them across the funnel.
The first move is leaving keyword tracking behind. A keyword tracker tells you a competitor got mentioned. It cannot tell you whether the prospect is leaving that competitor, actively evaluating them, or name-dropping something they used years ago, and it logs all three as a plain yes. Prompt-based insights read the surrounding conversation and hand back the context, defined in plain language, from budget and competitors to sentiment and buying intent.
The playbook has a shape. Tag your calls first, so each insight only fires on the call types it belongs to. Group insights by lifecycle stage and by program. Put every new one through a QA group before it writes a thing to the CRM, and review each one about every 30 days, retiring anything that drives no action. Magic even ran its qualification framework silently for two months, before reps knew it existed, to get an unbiased read on opportunity quality.
Then it compounds. Four discovery-call insights feed HubSpot fields that personalize a seven-email sequence, so it reads like a human wrote each one. Automating CRM admin during one experiment handed each rep back two to three hours a week. And the rule we like most: if someone asks Ask Airspeed the same question twice, turn it into an insight, a scorecard, or an agent.
Read the full playbook → Custom insights, run as a program
02 · From the data
"Magic runs 75 custom insights across its go-to-market team. Automating CRM admin alone hands each rep back two to three hours every week."
Revenue Decoded · from the custom insights playbook
03 · From the field
What we heard at Pavilion GTM2026
GTM2026 · New York.
Last edition we said we'd write up what stuck with us from a week on the ground at Pavilion's GTM2026 in New York. It's live. One line from the week sums it up: everyone at GTM2026 is using agents, and almost nobody is sure they're using them right.
The question in the room had moved on from "should we use AI" to "what should AI actually be doing for us." The leaders furthest ahead weren't the ones with the most tools, they were the ones harnessing what worked, taking one rep's strong workflow and making it run for the whole team. And the read on reps was just as clear: buyers still buy from people they trust, and that trust is the part agents can't replicate. What agents can do is buy reps the time to build it.
Read the full recap → What we heard at Pavilion GTM2026
04 · New in Airspeed
Three things that shipped this week
01 OCT · Agents: Dictate your messages to agents Talk to your agents instead of typing. Hit the mic next to Ask, talk through the request the way you would to a colleague, and edit the transcribed text before you send.
05 OCT · Calls: Share your call playlists Built a playlist worth passing on? Share it with your whole org or with specific people. Everyone sees only the calls they already have access to, so nothing leaks.
05 OCT · Notetaker: Customize how your notetaker looks Give the notetaker a display picture and a recognizable name, so the people on your calls know exactly what it is. Set it once under Notetaker appearance and it carries into every meeting from there.
See all release notes → Release notes
05 · What's coming up
Featured · 14 OCT: The New Revenue Tech Stack, at Revolt 2026 · Virtual Our session at RevGenius's Revolt 2026 on the AI-era revenue stack: what to build, what to buy, and what to integrate. Fully digital and free to attend. Register → The New Revenue Tech Stack
08 OCT: Revenue Leaders Dinner · New York Sales Assembly's executive dinner for revenue leaders in NYC, with Airspeed at the table. Peer conversation, no pitch. Register → Revenue Leaders Dinner
14 OCT: GTM Breakfast · London Coffee and breakfast with CROs and RevOps leaders at Dishoom Covent Garden, 8:00 AM BST. An honest hour on which revenue workflows are ready for AI agents. Request a seat → GTM Breakfast
14 OCT: Zapier x Airspeed Dinner · San Francisco Zapier and Airspeed co-host a dinner for GTM operators in SF, an evening of peer conversation on AI in revenue work. Register → Zapier x Airspeed Dinner
15 OCT: GTMfund Retreat · Napa Airspeed is at GTMfund's annual retreat in Napa, October 15 to 17, three days with around a hundred GTM leaders from the network. Details → GTMfund Retreat
15 OCT: Pavilion Dinner · New York An open-table dinner for Pavilion members and revenue leaders in NYC. Peer conversation, no agenda, no pitch. Register → Pavilion Dinner
27 OCT: Airspeed Hackathon · Boston An in-person hackathon for GTM builders and operators. Bring a revenue workflow and leave with an agent that runs it. Details → Airspeed Hackathon
27 OCT: Redesigning Revenue Work for Humans and AI Agents · Virtual Adam Liska joins Enablement Edge, Asana, and Revenue Enablement to work through how to redesign revenue as a connected system, not a set of isolated AI tasks. 1:00 PM ET. Register → Redesigning Revenue Work
See all events → Airspeed events
