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THE GTM AI MATURITY MODEL

Are you actually on track to hit your AI goals?

Are you actually on track to hit your AI goals?

Are you actually on track to hit your AI goals?

Most revenue teams made an AI commitment at the start of 2026. Halfway through the year, the question isn’t whether your team is using AI. It’s whether any of it is compounding.

Most revenue teams made an AI commitment at the start of 2026. Halfway through the year, the question isn’t whether your team is using AI. It’s whether any of it is compounding.

Most revenue teams made an AI commitment at the start of 2026. Halfway through the year, the question isn’t whether your team is using AI. It’s whether any of it is compounding.

The GTM AI Maturity Model maps the four stages we see revenue teams move through, from scattered experimentation to intelligence-led revenue. Find where your team actually is.

CRM

calls

email

Slack

Account Memory

People · Activity · Conversations · Signals · History

Recommended action

Prioritize the VP Sales thread before renewal risk reaches the forecast call.

THE TENSION

Most teams think they’re further along than they are.

Most teams think they’re further along than they are.

Most teams think they’re further along than they are.

The tools are in place. Reps are experimenting. Leadership sees activity. RevOps sees something else: scattered workflows, inconsistent output, shadow AI, and no clear read on what’s actually moving pipeline. That gap, between what leadership thinks is happening and what’s happening in the field, is where six months of runway quietly disappears.

Most teams believe they’re at Level 2 or 3. Their RevOps team is watching Level 1 chaos.

Most teams believe they’re at Level 2 or 3. Their RevOps team is watching Level 1 chaos.

THE CURVE

The four stages of GTM AI transformation

The four stages of GTM AI transformation

Level 2 +5%

Level 3 +15–20%

Level 4 25%+

LEVEL 1

Spray & Pray

Disparate tooling. AI is happening, but not by design. Reps use whatever they want, output varies wildly, no one owns the outcome.

LEVEL 2

Tool Adoption

Copilots and task agents. The stack is in place and some workflows exist, but quality depends entirely on who’s using them. Agents work in isolation.

LEVEL 3

Operationalized

Proactive, always-on. Consistent workflows and guardrails that work for every rep. Usage data drives iteration. Pipeline starts to compound.

LEVEL 4

Intelligence-Led

Organizational intelligence. Per-account agents prescribe the next best action. The system learns from every outcome and gets smarter as it runs.

Across the customer lifecycle:

Prospect → Qualify → Close → Retain & Expand

WHY THIS ISN’T JUST ANOTHER MATURITY MODEL

The unit of transformation isn’t the tool. It’s the account.

The unit of transformation isn’t the tool. It’s the account.

The unit of transformation isn’t the tool. It’s the account.

Everyone has a maturity model. Here’s the part most miss. Tools get copied. The moat is what compounds: persistent account context, prescribed next-best action, and learning that accumulates every time a deal is worked, won, or lost. A team at Level 4 gets smarter every day. That knowledge doesn’t leave when a rep does. It doesn’t reset at a handoff. A team at Level 1 or 2 starts over. Every quarter. Every new hire.

Enterprise account memory

People

6 stakeholders

Activity

fresh this week

Conversations

risk theme detected

Signals

new exec hire

Next step

Rebuild the mutual plan around the new revenue sponsor.

THE UNLOCK

Moving up the curve takes more than more tools.

Moving up the curve takes more than more tools.

01

Centralized account context

Calls, emails, CRM activity, enrichment, and external signals unified into one continuously current source of truth per account.

02

Decisive, deal-wide guidance

The next best move prescribed across the whole account, not one-off task agents, by learning from what actually wins.

03

Proactive background work

Agents working continuously, surfacing what’s missing and progressing accounts, from neglected ones to high-stakes deals, before anyone asks.

WHY ACTIVELY

From AI activity to AI advantage.

From AI activity to AI advantage.

Most AI tools are built around tasks: summarize this call, draft this email, research this company, update this field. Those matter. But they don’t answer the harder question: what should we do on this account right now? That takes persistent context. Actively gives every account its own agent, one that holds memory, watches what changes, reasons about what matters, and moves the account forward across the full lifecycle.

AI activity

Tasks completed. Drafts generated. Fields updated.

AI advantage

Account-level memory, reasoning, and next-best action that compounds across the lifecycle.

H2 PLANNING

H2 is where this has to get real.

H2 is where this has to get real.

If your team made AI commitments in January, now’s the moment to pressure-test whether they’re compounding or just creating activity. We’ve been mapping where revenue teams actually sit on this curve. Worth comparing notes on where yours is heading into H2.

If your team made AI commitments in January, now’s the moment to pressure-test whether they’re compounding or just creating activity. We’ve been mapping where revenue teams actually sit on this curve. Worth comparing notes on where yours is heading into H2.

Talk to us about your H2 AI plan