LodeStar x Airspeed: Focus on the Long Game in GTM

Most GTM teams think AI scales when every rep gets access to the tools. Our co-founder and CTO Devang Agrawal thinks it scales through the system underneath them. Devang joined Cliff Simon, CEO of Polaris Ops, on the Lodestar Podcast. They talked about context graphs and agent harnesses, why the next phase of AI in GTM has to work across the whole organisation, and how a technical founder stays close to buyers. The conversation starts with how Airspeed is built. We began with a context graph made from an organisation’s call and email data, then deployed an agent harness on top of it. That foundation lets agents work through complex RevOps questions, like diagnosing a drop in conversion or running sub-agents across a set of discovery calls, without inference costs spiralling. From there, Devang looks at where companies are with AI today. Until early 2026, most of it was individual experimentation: everyone given broad access to tools, or a handful of isolated point solutions. He believes 2027 will ask for something different. An agent harness brings context, tools, and memory together in one framework, so a company can build as many agents as it needs and deploy them consistently across the whole organisation. The point is to raise the bar for everyone, rather than rely on the one rep who figured it out. Also in the episode: → The DeepMind Christmas pub quiz that changed how the team saw language models → From Apple Siri and Google DeepMind to founding Airspeed → Why the context graph has to come before the agents → Running RevOps analysis with agents while keeping inference costs in check → What an agent harness is, and how it differs from building individual agents → Why one standout rep doesn’t add up to an AI-transformed GTM organisation → Why so many companies underinvest in their own product → Time to value as the real driver of adoption → Going all in on New York as a UK founder → What Devang loves about India, the UK, and the US → Balancing international travel with a young family If you’re working out how to take AI from a few power users to your entire GTM team, this one’s worth your time. Thanks to Cliff and the Polaris Ops team for having us. The Lodestar Podcast explores the human side of modern growth, through conversations with founders, operators, and GTM leaders navigating AI, leadership, and scaling teams.