Rewriting the GTM playbook with AI agents
How a 12-person team out-shipped a 200-person org by handing the funnel to agents.
In conversation with
Mara Lindqvist
CMO · Northwind Labs
Mara dismantled the SDR pyramid, replaced 4 tools with 1 agent, and lifted pipeline 3.4× in two quarters.
We stopped thinking of the funnel as a relay race. It's a closed loop now — agents listen, qualify, draft and follow up faster than any human-led cadence ever could.
The bet wasn't on AI. It was on removing the handoffs. Every handoff between MQL and SQL was a leaking pipe. Agents don't leak.
Six months in, we run a 12-person revenue team that out-paces the 200-person org we left. Half the cost. Twice the velocity.
Pull quote
"The bet wasn't on AI. It was on removing the handoffs. Every handoff between MQL and SQL was a leaking pipe. Agents don't leak."
— Mara Lindqvist
