Key takeaways
- Start from two or three workflows you want agents to run, written out step by step.
- Context decides quality: an agent that does not know your company writes generic work.
- Look for clear approval rules on every action that reaches a customer or a record.
- Ask direct questions about data use, model training and certifications held versus pending.
- A short pilot on real accounts tells you more than any demo.
What makes a GTM platform agentic
A platform is agentic when its AI can carry out a multi-step task, such as researching an account, finding contacts and drafting a first email, rather than answering one prompt at a time. The agent plans the steps, uses tools and hands back work for a person to check or approve.
That is different from a sales tool with an AI writing button bolted on. The test is whether the agent can move work forward across research, records and outreach without someone copying text between tabs.
Which criteria matter most when you compare platforms
Five criteria separate platforms that work in practice from those that only demo well: context, control, connections, data handling and cost predictability. Weigh them against the workflows you wrote down, not against a generic checklist.
Context is the easiest to underrate. Ask where the agent learns your offer, your ideal customer and your tone of voice, who keeps that knowledge current, and whether it is shared across the team or rebuilt by each person in their own prompts.
- Context: company knowledge, brand voice and memory the agents share.
- Control: which actions ask for approval, and whether you can change that.
- Connections: your mailbox, calendar, CRM and the other tools the workflow touches.
- Data handling: tenant separation, model training and the security marks actually held.
- Cost: how usage is charged, so a busy month does not surprise finance.
How do you test human control and approvals
Test control by trying to make the agent do something it should not do on its own. Ask it to send an email, update a record or book a meeting, and watch whether it asks first, queues the action or acts straight away.
Good platforms let you choose the level of autonomy and make the current setting visible. Be wary of any vendor who says the agent always asks before acting without explaining which mode that depends on.
Which questions should you ask a vendor about data
Ask four questions in writing: is our data used to train a model, is our workspace separated from other customers, which security certifications are held today, and which are only in progress. A clear vendor answers each in one sentence.
Treat a pending certification as pending. If your security team needs a specific report, ask for the target date and decide whether you can start before it lands.
What does a fair pilot look like
A fair pilot runs one workflow on real accounts for a fixed period, with a named owner and a written definition of success agreed before it starts. Two to four weeks is usually enough to see whether the work is usable.
For example, an invented software company could give two SDRs the agent for account research and first drafts on a new segment, while two colleagues work the same segment by hand. At the end, compare the time spent, how much editing the drafts needed and what the prospects said.
How to evaluate an agentic GTM platform, step by step
Work through the steps in order and keep notes on each platform against the same workflows.
- Write down two or three workflows you want agents to run, with every step and the tools each one touches.
- Check where the agents get their context: your company knowledge, brand voice and any shared memory.
- Test the approval rules by asking the agent to send, write to a record and book a meeting.
- Confirm the platform connects to the mailbox, calendar and other tools your workflows need.
- Get written answers on model training, workspace separation and which certifications are held or pending.
- Pilot one workflow on real accounts for a fixed period, then decide against the success measure you agreed.
Agentic GTM platform scorecard
Use the same rows for every platform you test.
| What to check | Warning sign | |
|---|---|---|
| Context | Where the agent learns your offer, customer and voice | Every user pastes the same background into each prompt |
| Control | Which actions ask for approval in each mode | No visible setting, or vague promises about safety |
| Connections | Mailbox, calendar, CRM and team tools | Key steps still need copying between tabs |
| Data | Training use, workspace separation, certifications | Pending certifications described as held |
| Cost | How usage and seats are charged | No way to see usage before the invoice |
Where Pebbles Ai fits
- CapabilityAI workspaceAssistant chat runs in Auto, Plan or Manual mode. The web app starts in Manual, where sends, CRM writes and other actions that reach the outside world wait for approval; template send and calendar delete always ask, in every mode.
- FoundationCompany IntelCompany Intel holds your business knowledge and brand voice, built from your website, company information and files, and every assistant works from it. Your company information is never used to train an AI model.
- FoundationIntegrationsConnect Gmail, Outlook, Google Calendar, Notion, Slack and servers from the MCP catalogue in Settings, then use them from Assistant chat.
Common questions
Is an agentic GTM platform the same as an AI SDR tool?
Not quite. An AI SDR tool usually focuses on prospecting and first outreach, while an agentic GTM platform aims to cover research, records, content and communication in one place, with agents working across them.
Who should run the evaluation?
Give one person ownership, usually from RevOps or a GTM engineer, with a seller and a marketer testing the workflows. Security and finance should review the data and cost answers before any contract.
Should we replace our CRM when we adopt agents?
Not as part of the evaluation. Test whether the platform works alongside the CRM you have, and decide on consolidation once you know which workflows the agents handle well.
How many platforms should we pilot?
Two at most. Piloting more spreads the team too thin to judge any of them fairly, so shortlist on the scorecard first.
About this page. Written by the Pebbles Ai team for people who run sales, marketing and growth. Last updated .
