Own your data, or rent someone else's architecture

IN THIS EDITION

Why owning your revenue data comes before playbooks and hires, a fresh look at the commercial brain bet from DN Capital, and how our own SDRs prep cold calls in minutes. Plus where to find us over the next month.

01 · Deep dive

Own your data, or rent someone else's architecture

Fresh off a $20M Series A, Airspeed co-founder and CEO Adam Liska sat down with Pavilion's Sam Jacobs on Topline Spotlight to trace the full arc: from DeepMind to founder-led sales to the unglamorous work of turning a founder's instincts into a system a team can actually run.

Jacobs put a sharp question on the table: do you own your revenue data, or have you quietly let a CRM vendor design the architecture for you? Liska's answer was candid. The principle matters even before the infrastructure catches up. Knowing how to access and reason over your own data is what makes data-driven decisions possible at all, whether a human or an AI system is making the call.

The sequencing he describes: data first, then playbooks, then hires, never the other way around. Capture everything from day one, build living playbooks on top, and let that same discipline extend into how the whole organization runs. It's the throughline connecting a Nashville lunch that became a six-figure deal to a Series A four years later.

Read the full breakdown →

02 · Company news

DN Capital backs Airspeed's commercial brain vision

Adam sat down with Thomas Rubens, managing partner at DN Capital, on why DN invested and where the category is headed. After 25 years in software, Rubens points to a persistent problem: organizations rarely have clarity on why deals are won or lost, and sales, product, and leadership are often disconnected on what customers actually want.

His bet: go-to-market is shifting the way search shifted to AI, from systems of record to systems of action, and Airspeed is positioned to lead the commercial brain category over the next decade. The conversation also covered Q2 agentic workflows, the new forecasting module, and the New York expansion.

03 · How Airspeed uses Airspeed

How an SDR preps a cold call in minutes, not hours

Anthony, an SDR on our New York team, walks through his prep. The Objection Predictor agent queries every sales conversation across the team, including calls from before he even joined, and predicts the objections he's about to face. Then it goes further: a suggested response written in his own voice, backed by real proof points from historical calls, plus a disarming question for the top of his notes.

No digging through transcripts. No 50-minute demo replays. No pasting calls into a generic AI tool that doesn't know your deals.

Try it on your pipeline →

04 · More from the blog

Making your CRM the source of truth → How a 100-rep team rolled out Airspeed in three levels: fix the data, make coaching measurable, let agents answer questions.

What an AI-native AE actually does all day → Not fewer humans in the deal. Better-prepared ones.

Why agent harnesses built for individuals break at enterprise scale → Individual-first tools leave leaders with a black box. Why we built one command center with full visibility.

05 · What's coming up

21 JUL: RevGenius Demo Day Airspeed takes the virtual stage. See the lineup →

28 JUL: Webinar: Your Sales Forecast Is Lying to You A live conversation on why forecasts keep missing, and what the fix actually looks like. Register →

5 AUG: GTM Dinner · Boston An off-the-record dinner for 20 GTM leaders. Pipeline, AI, and what's next for sales. Request an invite →

19 AUG: Pavilion Exec August Drinks · London A summer evening on the Lighterman terrace. Bubbles on arrival, burgers later, no agenda, just good people. Request an invite →

Airspeed captures every call and writes structured updates straight to Salesforce and HubSpot, automatically. Book a demo →