The AI policy your GTM team will actually read
open.substack.comMost B2B SaaS AI policies are generic documents written by Legal that reps never actually read, leading to risky behaviors like pasting customer contracts into personal ChatGPT accounts. A GTM-specific AI policy should name the actual artifacts, tools, and moments where sales teams reach for AI without thinking. The article provides a framework starting with approved tools, clear data boundaries, peer-led adoption networks, and practical training that connects tool usage to proper governance.
Sales reps make AI decisions in real-time moments (renewal prep, pricing discussions, call transcription) that generic company policies don't address. Without a GTM-specific policy that acknowledges these workflows, teams operate in the dark, creating compliance and brand risks similar to Cursor's public AI chatbot failure. A practical, rep-focused policy bridges the gap between what Legal requires and what frontline sellers actually do.