IN THIS EDITION
Why Airspeed Forecasting reads calls instead of CRM fields, a brand-new AE onboarding herself entirely on agents, and Devang live at RevGenius Demo Day. Plus a forecasting masterclass with Doug May on July 28.
01 · Deep dive
A close probability is useless if it can't tell you why
Most forecasting tools hand you a number and expect you to trust it. The number comes from CRM fields a rep filled in from memory: stage, amount, an activity count. So it reflects what got logged, not what actually happened in the deal. That's why forecasts miss. The signal that decides a deal lives in the conversation, not the fields.
Airspeed Forecasting reads the calls. It infers your qualification fields (budget, decision-maker, timeline, pain) from what was actually said, then scores every open deal with a close probability, the reasoning behind it, and a trend: improving, declining, or flat. It flags risk early, while there's still time to act: stalled deals, missing stakeholders, unanswered objections. On closed-lost deals it surfaces loss-reason patterns, so coaching gets sharper over time. And because it ingests every call and syncs with HubSpot and Salesforce, it stays current on its own.
Gong used to give us a close probability, but it was just a number. Airspeed gives us a close probability and it'll actually give you a breakdown of why that percentage is the way it is.
Dakota Kummer, Sr. Sales Manager at Peek
And it works. In evaluation across five real orgs, scoring won and lost deals at the 25%, 50% and 75% marks of their lifecycle, the model hit 0.742 AUC, outperforming reps' own forecast calls. One design choice mattered most: the probability is period-aware. It answers "will this close this quarter," not "will it ever close," because that's the only question a CRO is held to.
02 · Live on July 28
Your Sales Forecast Is Lying to You
A working session with Doug May, SVP at Harness, and Thang Nguyen, VP of Sales at Airspeed, on building a forecast leaders can defend: why close dates lie, why judgment beats a MEDDPICC score, and how AI changes the roll-up. Bring your pipeline questions.
03 · Using Airspeed
A brand-new AE onboards herself, on agents
Emily Rich joined as an AE and skipped the shadowing marathon. She asks Airspeed "what does a new AE need to know about our market, product and objections?" and it reads every call, email and Slack thread across the whole team to brief her. Then she wires up agents: daily call prep, a web trigger for when a target account's CRO changes, and a weekly digest of the best-scored demos with heavy objection handling, straight to her inbox.
For the wider view of what selling looks like once the busywork is gone, read what an AI-native AE actually does all day.
04 · On the record
Devang at RevGenius Demo Day: agents with a brain
Co-founder and CTO Devang Agrawal took the RevGenius Demo Day stage to make one argument: today's GTM agents fly blind because they act on shallow signal. Airspeed pairs a self-learning commercial brain, connected to every customer-facing system, with an agent harness that can actually execute. He builds a prospecting agent live in under ten minutes and walks through a CRO cockpit that answers which deals will slip, which accounts will churn, and how competitors are shifting their pricing week to week.
05 · What's new
DM @Airspeed in Slack. You can now message Airspeed directly in Slack. The web app is still home for the heavy lifting, but this is handy for quick questions on the go.
Post-call follow-up emails, drafted for you. After every call, Airspeed generates a follow-up email and drops it straight into your drafts. Review, tweak, send.
Team Calendar for managers. Managers now get a Team Calendar tab: pick any person on the team to see the calls and meetings on their calendar.
06 · In the press
Airspeed x DN Capital. Our lead Series A investor sat down with us on where AI is really moving the needle in GTM, and why they backed the team building the commercial brain. Watch the conversation →
07 · What's coming up
5 AUG: GTM Dinner · Boston 7:00 PM ET. An off-the-record dinner for 20 GTM leaders. Real talk on pipeline, AI, and what's next for sales. Request an invite →
19 AUG: Pavilion Exec August Drinks · London 6:00 PM BST at the Lighterman. A summer evening on the terrace with Pavilion Exec members. Bubbles on arrival, burgers later, no agenda. Details →
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 14-15. Registration is free. Register →
Airspeed reads every call and scores every deal with the reasoning attached. Book a demo →
