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“AI won’t fix your content chaos. But it can amplify what’s working, if you start with a better system.” - Seth McGuire, COO, Spekit
If you’ve ever launched a product and felt like it disappeared into a black hole after launch day… you’re not alone.
And if you’ve ever heard a rep pitch a brand-new feature using six-month-old messaging? You’re in good company.
In today’s “change economy,” product innovation is moving faster than ever. But most go-to-market (GTM) motions still act like we’re shipping once a quarter.
The result? Content chaos. Missed revenue opportunities. And product launches that fall flat, not because of bad strategy, but because of broken execution.
In a recent webinar, our COO Seth McGuire, Sr. Product Marketing Manager Jeanna Roggow, and Head of Customer Strategy David Lott unpacked what needs to change and how teams are using AI to fix it.
This recap gives you the full playbook but you can watch the full recording below as well.
The new reality: Product innovation outpaces GTM systems
“You’re not imagining it, there are more launches, more updates, more change. But your content systems aren’t built for speed.” — Seth McGuire
Let’s start with the elephant in the room: the pace of change.
According to Mary Meeker’s recent AI report (a cool 340 slides), we’re living through an era of exponential product innovation. Features ship weekly. Launches are constant. Reps are bombarded with updates.
But while the pace of product is speeding up, the systems meant to support sales haven’t evolved.
Old playbooks (static sales decks, launch enablement emails, once-a-month training sessions) just can’t keep up.
And it’s not just a hunch. Consider these numbers from our own research conducted recently with the Sales Enablement Collective (you can snag the full report here):
- 92.3% of enablement leaders say reps use less than 60% of their content
- 40% of a rep’s time is spent searching for or recreating content
- 50% of teams say more than 40% of their content needs a refresh
Bottom line? We’re overwhelming our reps, underdelivering at launch, and missing the moment to drive revenue.
What’s broken: The content-to-revenue disconnect
Seth broke it down in six clear friction points, three on the creation side, three on discovery:
1) Broken content creation
- Every launch starts from scratch
PMMs feel like they’re rebuilding the wheel every time with new decks, docs, one-pagers, training. - Content lives in too many formats
A single launch can require assets in Google Docs, SharePoint, PDF, Slack, LMS, email… it’s overwhelming. - There’s no central view of what’s live or accurate
If you’ve ever found five versions of the same deck in five places, you know the pain.
2) Broken content discovery
- Reps are overwhelmed by comms
Launches get announced in email, Slack, the LMS, the wiki. Which one’s right? Who knows? - Content is fragmented across systems
Most reps check 3+ repositories to find anything useful. - You can’t see what’s working
Is that slick one-pager being shared? Did that case study land? With no insight, it’s all guesswork.
The result? Missed quotas, inconsistent messaging, and product launches that don’t stick.
The turning point: Why AI Is only part of the solution
“AI is powerful but it can’t save a broken process.” - Jeanna Roggow
AI is everywhere. 81% of sales teams are using it, and those that do are seeing faster growth.
But here’s the uncomfortable truth: AI can’t help if your foundation is fragmented.
More content isn’t the answer. Better connected content is.
To make AI work, you need:
- Structured content (tagged, labeled, versioned)
- Unified access (no more content scavenger hunts)
- Contextual delivery (relevant to the buyer, moment, and workflow)
AI is an amplifier. It doesn’t automatically clean the house, it shines a light on the mess.
What does work: 3 friction points you can actually solve with AI
Gina laid out a tactical roadmap, pulling from her experience as both a PMM and a former startup marketer:
1. Content must be unified and measurable
“Unified doesn’t mean ‘dump it all in a folder.’ It means structured, trackable, and flexible.” - Jeanna Roggow
With Spekit, companies create modular, centralized content systems that:
- Let one asset live in multiple places (onboarding, deal rooms, battlecards)
- Automatically surface based on role, industry, or stage
- Tie back to usage data and revenue insights
This is the opposite of “build and hope.” It’s “build once, measure always.”
2. Content must be delivered in the right moment
“Just-in-time delivery isn’t a nice-to-have, it’s table stakes.”
- Jeanna Roggow
Even great content fails when it shows up late. AI Sidekick solves that by:
- Reading the screen, CRM, or email thread
- Surfacing the right case study, asset, or email template
- Delivering it in the moment of need (in Gmail, Salesforce, Outreach, and more)
This isn’t just time-saving, it’s trust-building. Your reps stop guessing. Your buyers feel heard.
3. Impact must be measurable and visible
“You can’t optimize what you can’t see.” - Seth McGuire
Spekit’s analytics engine closes the loop with:
- Real-time tracking: see what’s viewed, shared, clicked
- Deal room engagement: which assets move the needle
- Revenue attribution: tie content to closed-won deals
Seth even shared how he filters by launch date to check if reps are using new case studies post-release. “It’s how I hold my team accountable,” he said.
Customer story: What it looks like in the wild
David walked through a real-world product launch from a major tech company using Spekit:
1) They started with a Playlist
One central hub for reps with:
- FAQs
- Product overviews
- Pricing updates
- Messaging and positioning
- Buyer-ready collateral
2) AI Sidekick handled delivery
When a rep emailed a CRO about a new product, Sidekick popped up:
- Talking points tailored to the CRO
- Suggested case studies
- Internal training docs
- External links to add to a deal room
3) They tracked everything
- What got shared
- Who viewed it
- What content moved deals forward
- Which personas were most engaged
It wasn’t magic. It was structured content, surfaced in context, tied to outcomes.
Internal best practices: How we do it at Spekit
“Our CEO caught me asking questions I should’ve checked in Spekit. That’s how embedded it needs to be within the culture.” - Seth McGuire
At Spekit, we practice what we preach. Every launch is supported with:
- Spotlights: In-app announcements linked to fresh specs
- Playlists: Role-specific content journeys for onboarding and training
- AI Sidekick: Embedded across our apps to answer questions and surface help
- Trackable Links: Used in live selling to see what lands
- Revenue Insights: Monitored weekly to spot what’s driving real impact
It’s how we’ve made “just-in-time” not just a theory but our operating system.
The bigger vision: Just-in-time enablement, realized
If you’ve read Chapter 5 of Melanie Fellay’s book, Just-in-Time: The Future of Enablement in a World of AI, you’ll recognize the threads running through this entire conversation.
This webinar wasn’t just a product demo, it was the application of that vision:
- Personalized, contextual, in-the-flow content
- AI-powered, but human-relevant
- Structured systems that scale and adapt
Here’s how Melanie puts it:
“Imagine your rep’s super-smart buddy—an AI assistant—whispers, ‘Use this case study instead.’ That’s the future. Not more noise. But the right whisper, at the right time.”
That’s what Spekit is building.
Final thought: You can’t out-enable chaos
Your reps aren’t lazy. They’re overwhelmed.
Your buyers aren’t disengaged. They’re inundated.
Your enablement isn’t broken. It’s just outdated.
But you can fix it, with structure, AI, and systems that deliver what reps actually need.
If your launches feel chaotic, reactive, or disconnected from revenue, this isn’t just a recap. It’s your roadmap.
Want more?
- Get your free copy of the book, Just-in-Time: The Future of Enablement in a World of AI: justintimeenablement.com
- Watch the full webinar replay here: YouTube Link
- Ready to see Spekit in action? Get a demo
