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Meeting preparation starts with a current understanding of the deal
When a system maintains deal context continuously, it can prepare an agenda around what changed. The rep can focus on judgement and the conversation ahead.
Meeting prep is a good test of whether your GTM system is actually AI-native.
If the rep still has to reconstruct the deal before every meeting, we haven’t really changed the operating model.
We’ve just made retrieval faster.
A meeting isn’t an isolated event.
What should happen in that meeting depends on everything that has changed around the deal:
→ Who became involved
→ What the buyer now cares about
→ What was agreed previously
→ Where the decision is getting stuck
→ What similar deals have taught us
→ What needs to happen next
An AI-assisted workflow can search the CRM, calls, email, Slack and documents faster.
An AI-native system should already understand the commercial State.
So when the meeting approaches, it doesn’t start researching the deal from scratch.
It prepares from maintained context.
The interesting consequence is that the rep spends less of their time figuring out what happened and more of it deciding how best to respond.
The system might know that a security leader joined after discovery, that security review has stalled similar deals, and that approval steps now matter more than another product walkthrough.
So it can prepare the agenda, surface the relevant context and explain why it matters.
The rep still decides how to run the conversation.
That’s the division of labour I think matters:
The system maintains understanding.
The human applies judgement.
That is a much bigger shift than adding an AI meeting-prep button.
This essay is versioned. Where our thinking develops materially, we will update the version and explain why - the revision history is preserved, not polished away.