IN THIS EDITION
Last month we gave you a first look. The full report is out now, so you can read it and place your own team on the curve. This edition: the report in full, what we took from the stage and the booth at Pavilion, and how one SDR gets a competitor brief in his inbox every morning.
01 · Deep dive
The 2026 GTM Maturity Report, in full
The argument we have been making all quarter now sits in one place. Revenue growth has decoupled from headcount, and the teams pulling ahead in 2026 are the ones raising output per person, not the ones adding reps. The report lays out why revenue per head is the number that settles the argument, and what actually moves it.
At the center is the maturity curve, four stages that run from passively recording calls, to making them searchable, to running execution off what buyers actually said, to an agentic harness that acts and routes the work back to a person for approval. There is a measurable return at every stage, and the largest gains, along with the most common point of stall, sit at one move: from operating the system to directing it.
Inside there is a four-question self-assessment that places your team on the curve in about a minute, the same model read four ways for the rep, the manager, RevOps, and the CRO, and a customer story to ground it: Foleon, which went from a legacy call recorder to 145 agents in production and about 54 hours back per rep every month. Most organizations sit lower than they expect. This is the place to find out where you are.
Read the report and place yourself on the curve → 2026 GTM Maturity Report
02 · From the data
"72% of organizations never reinvest the time AI saves back into selling. The hours are real. They just never reach the P&L."
Revenue Decoded · from the 2026 GTM Maturity Report
03 · From the stage
What Pavilion taught us
GTM2026 · New York.
We spent the last week of September at Pavilion's GTM2026 in New York, and it was a good one. Devang's session, "If AI Isn't Increasing Revenue per Employee, You're Doing It Wrong," was our highlight of the week, and the room kept returning to one question: what has to change in the work itself, not just the tooling, for AI to move output per person.
Then came GTM Takes Flight, our happy hour aboard the Intrepid with Captivate Talent. Thank you to everyone who came out and stayed late.
The takeaway we brought home from booth 38: AI only earns its place when revenue per head goes up. The hours it saves are real, but they count only when they go back into selling, and the teams getting there are the ones letting the system run the work, not just record it.
04 · New in Airspeed
How one SDR starts every morning knowing what buyers say about the competition
Anthony, an SDR on our team, built an Airspeed agent that reads the call transcripts every morning and sends him a brief on what prospects and customers are saying about competitors: the complaints, the concerns, and the priorities, sorted around what he cares about most. It runs daily, straight to Slack and email, not weekly or monthly.
Cold calls go better when you are not guessing, and the useful detail usually sits buried in transcripts or stuck with the AEs and the CS team. Because Airspeed reads context and sentiment rather than keywords, the brief covers the things that actually matter in a call: recording reliability, technical language, AI quality, pricing and paywalls, deal intelligence, and support. From a single line he can jump straight to the recording where it came up, or pick up the thread in Slack by tagging Airspeed. It is easy to skim when he is busy, and there to dig into when something catches his eye.
Run it on your own calls → Book a demo
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, free to attend. Register → The New Revenue Tech Stack
07 OCT: Designing 2027 · London A revenue leaders' dinner at SUSHISAMBA Covent Garden, 6:30 PM BST. Twenty seats, by invitation, no presentations and no pitches, just the people, structure, and systems decisions that will define 2027. Request a seat → Designing 2027
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
See all events → Airspeed events
