IN THIS EDITION
How conversation signals become your GTM moat: why the record of what your buyers actually said beats any signal a vendor can sell you. Plus Adam and our investor Jamie Macfarlane in the Airspeed cab, Airspeed landing in the Slack marketplace, five product updates worth your attention, and where to find us next.
01 · Deep dive
The signal money can't buy
Revenue teams spend heavily on buyer signals while ignoring the richest one they already own. Any team with a budget can buy intent data, job-change alerts and funding announcements, and the same records are landing in your competitors' inboxes. Meanwhile the most valuable signal your company generates, the record of what a buyer actually said on a call, evaporates the moment the meeting ends.
Here's the part nobody talks about: recording is not remembering. Most teams already capture their calls, and they still let the signal die. A transcript in a folder is an artifact nobody reopens. The buyer said "circle back after our fiscal reset in Q1." The champion mentioned they were also evaluating Gong. The deal had no economic buyer in the room. All of it was captured, and all of it was lost the moment the tab closed.
Rented signals decay. Every new intent feed starts as arbitrage, the crowd arrives, the strongest prospects get contacted five times over, and performance peaks then fades. Conversation signals do the opposite: they compound. A bought signal is worth the same to you as to the three competitors who bought it. Your own conversations stack into organizational memory of every deal, objection and outcome your team has ever produced.
"A competitor can copy your playbook. They can buy the same intent data you buy. They cannot copy your memory."
Three workflows any RevOps team can stand up now. Each follows the same four beats: classify → reason → structure → act.
1. The timing the buyer handed you. Tag the inconclusive discovery calls ("come back after our fiscal reset"), store the date in the deal record, and draft the follow-up when it arrives. The buyer already wrote the reason.
2. The risk nobody logged. Missing economic buyer, stalled next step, silent champion. Flag it against the memory of deals you've won, write it to CRM with the reasoning attached, and draft the corrective email before pipeline review.
3. One signal, one message. Competitor named → battlecard play. Incumbent renewal inside 90 days → displacement sequence. Promise made on a call → tracked to follow-through. The message doesn't need to be clever; the signal makes it relevant.
Recording is a feature. Remembering, and acting on what you remember, is the category.
Read the full piece → How Conversation Signals Become Your GTM Moat
02 · In the cab
Adam and Jamie Macfarlane, in a branded taxi
We gave our investor Jamie Macfarlane (Creator Fund) a ride, in the fully branded Airspeed taxi, to talk about what revenue execution really means. Our CEO Adam Liska unpacks why "I'll follow up" quietly kills more deals than any competitor, and how Airspeed keeps momentum alive from first meeting to close.
In this conversation: why more data hasn't made sales teams better · how we draft the emails, business cases and prep sheets so reps focus on selling · the "Commercial Brain", the engineering work we're proudest of, building a digital twin of your best salesperson · surfacing similar past deals right when reps need them · the prep sheet reps keep calling the killer feature · building a global company from day zero.
From a first meeting with "two clever guys from DeepMind" to the Airspeed car. Great to have Jamie along for the ride.
Watch the ride → https://youtu.be/E2wPPkVXDK0
03 · Using Airspeed
Airspeed is now on Slack 🎉
Airspeed is available as an app in the Slack marketplace. Anthony Abrew walks through what that means for SDRs and AEs: you can tap into Airspeed's agents and get answers from your sales data without ever leaving Slack.
He shows how to pull up a call an AE shared and instantly ask what they did well, with Airspeed applying your own review style, no context lost. How to turn a one-off question into a standing workflow with a proactive agent. And how to set up a "Best Cold Call of the Week" agent that runs every Monday at 8:00 AM and drops the top call straight into your DMs.
For anyone juggling a hundred messages and a packed day, this is the difference between "I'll get to that call later" and having the insight delivered before you ask. This is just one way to use Airspeed in Slack. We want to hear yours. 👇
Watch the walkthrough → https://youtu.be/1fTX6xxdm1A
Get Airspeed in the Slack marketplace → Book a demo
04 · What's new
AGENTS: Agents can now read and post comments Post-call coaching straight into the thread, tracking recurring complaints across calls, and auto-mentioning the right product owner when something lands in their area.
CALLS: Save views in the call list Save your call-list filters as named views, private or shared across the organization, the same way deal views already work.
PLAYBACK: Focus playback on a single speaker Isolate one voice on a recording. Useful when you're coaching a specific rep or want to hear exactly what the buyer said, without the rest.
DEALS: Full change history on every deal The activity feed now shows every field change with its author and a good/bad direction arrow, and the deal table surfaces each editable field's latest change from the past week.
SHARING: Agent share links now stay live Share links follow the full conversation instead of freezing a snapshot, with lock and globe icons showing exactly who can see what.
05 · What's coming up
19 AUG: Pavilion Exec August Drinks · London 18:00 BST at the Lighterman. A summer evening on the terrace with Pavilion Exec members. Bubbles on arrival, burgers later, no agenda. Details → Pavilion Exec August Drinks
14 OCT: Revolt 2026 by RevGenius · Virtual Airspeed is one of the first sponsors of Revolt 2026, two fully-digital days on AI-led GTM, October 14 to 15. Registration is free. Register → Revolt 2026
