PLGTM

Creating the best event for GTM leaders & professionals at companies with a product-led motion. Learn more at PLGTM.com.

Co-founder PLGTM.com

Inflection.io

Co-founder & CMO

Co-founder & CEO

Adobe

I joined Adobe via the Marketo acquisition. I led a passionate team of marketers driving ABM for Marketo and Magento.

Director, Account-based Marketing

Marketo

I joined Marketo via the Bizible acquisition. I led a passionate team of marketers driving enterprise demand generation & ABM for Marketo.

Head of Enterprise Demand Generation & ABM

Bizible

I led an amazing marketing team in growing Bizible through revenue focused B2B marketing, which ultimately lead to a positive exit to Marketo. 

Some of awards we won as a team:
179th fastest growing company in the US in 2017 (Inc Magazine)
22nd best place to work in the US in 2018 (Glassdoor)
2018 Best places to work in the US (Inc)
2017 Best places to work in WA (PSBJ)
2016, 2017, 2018 Best places to work in WA (Seattle Business Magazine)
2017 Gartner "Cool Vendor" (Gartner)
2018 Top 100 Software Companies (G2Crowd)
2018 #8 fastest growing Saas startup (SaaS 1000)
2017, 2018 Category Leader in marketing attribution, account based reporting, and marketing analytics (G2Crowd)
2017 Best SaaS Product for Business Intelligence or Analytics (SaaS Awards)

Head/VP of Marketing

Microsoft

I was part of the team that launched the Bing Ads brand. I developed the first ever Bing Ads brand campaign, directly managed paid media, and launched the first influencer program. I learned I that I love B2B marketing.

Product Marketing Manager - Bing Ads

I joined the Bing marketing team right as Bing launched and held various growth-oriented roles. I learned my passion for growth.

Marketing Manager - Bing 

My intern project was to developed product marketing assets for a clever new program to drive search volume from workplaces. I learned my passion for working in tech.

Marketing Manager Intern

Quicken Loans

I drove organic search efforts for the nation's largest online mortgage lender were I increased organic search engine referrer traffic over 30% in less than 4 months. I learned that my passion for digital marketing can be a career.

Search Marketing Intern

Inflection.io - b2b marketing automation

Dave Rigotti (He/Him) is a CEO and marketing leader who has dedicated his career to furthering the B2B marketing industry and those who serve in it. Dave is the cofounder of Inflection.io, a modern B2B marketing automation startup.
 
He is a student, writer, and speaker about product-led growth, demand generation, marketing operations & technology, and account-based marketing. He’s presented at some of the industry's top conferences such as Adobe Summit, Marketo's Marketing Nation Summit, Demandbase's ABM Summit, PLGTM Summit, and many others.
 
Previously, Dave was a Director of Marketing at Adobe, responsible for account-based marketing in the Digital Experience division, supporting Marketo and Magento. Dave made his way to Adobe via two acquisitions. First, he was the VP of Marketing at Bizible where he helped grow revenue over 100x in 5 years. Bizible was acquired by Marketo, which was subsequently purchased by Adobe in 2018. Prior to Bizible, Dave spent nearly 5 years at Microsoft introducing Bing and Bing Ads to the world.
 
Dave is from Ohio and holds a degree in business (marketing and entrepreneurship) from the University of Toledo.

Dave Rigotti

Automatic "no hire" for me that surprisingly weeds out more than 1/2 of applications for my BDR role

1. No picture on LinkedIn profile

2. Emails littered with typos 

3. Fails to follow a simple instruction (please book time with me using this Calendly link)

4. They book time 2 weeks out

5. Won't turn on camera even after I ask them to do so 

Great way to weed out people honestly

On flip side, here are things I don't care about that a lot of other hiring managers do care about

1. Asking about salary on first call (totally fine)

2. Didn't graduate from college or maybe never went to college (totally fine)

JSESSIONID

li_at

Largest B2B marketing conf in SF → DemandandExpand.com & co-founder at Inflection.io

5 years ago to the day I left a cushy marketing job at Adobe to start Inflection.io

We're in my favorite phase of marketing, which is the 1 - 10 journey.

We've done a lot in the last 5 years and I'm excited to see what we can accomplish in the next 5. 

I'm very appreciate of great customers and champions in folks like Jocelyn Brown M.H. Lines Adam Schoenfeld Adam New-Waterson Kristen Malkovich Katie Peters Paul Wilson 🤫 Andy Mowat Sangram Vajre Ronnie Duke Kris Rudeegraap Osman S. and early supporters of our conference like 🔮 Sandy Mangat Tido Carriero Eric Keating Ramli John ⭐️ great partners like Mike Rizzo Lauren Aquilino 💕 Sydney Mulligan ☕️ Courtney McAra 🤠 and honestly hundreds more people.

Thanks to everyone who has been a supporter and cheering us on, it means a lot!

SaaS Customer Success and Sales Executive

I wrangle chaos and bring strategic quality to the revenue tech stack

CEO at Keyplay.io | Analyst at PeerSignal.org

agentic ai

Revenue Marketing & Technology Leader

Marketing Operations & Strategy Leader

Enterprise GTM Systems Architect | Head of GTM Systems & Architecture at Mural | Speaker & Industry Voice on GTM Systems, Data & AI | Former Salesforce ▫️Slack ▫️Adobe ▫️Marketo

I connect great people <​> companies / 4x unicorn exec

Built two $100M+ companies | WSJ Best Selling Author of MOVE on go-to-market | GTMonday Editor with 175K+ subscribers teaching the GTM Operating System

Marketing Operations and Demand Gen Leader | Marketo Certified Expert

Co-CEO of Sendoso

GTM Ops at Clay

Head of Marketing @ Pocus (Coatue, First Round, Box Group) 🪄 🔮

Building Cursor

VP Marketing at Cloud Capital | Founder, Product-Led Growth Collective | GTM leader | AI native | Ex-ZoomInfo, Appcues, Compete

Building a community for product leaders (VP and Director-level). Founder @ Delight Path. 2x best-selling author. New book “Eureka” now available. Author of “Product-Led Onboarding” (+40K copies sold).

When it comes to Community and Marketing Ops, I'm your huckleberry. Community-led founder and CEO of MarketingOps.com and MO Pros® -- where 20K+ Marketing Operations Professionals engage and learn weekly.

CEO @ EMMIE | SFDC certified | 2x Marketo Champion | cohost @ Pretty Funny Business

EMMIE Co-Founder | Pretty Funny Business Co-Host | Ops Nerd | Professional Shitposter

Taming wild databases | Independent MarTech Consultant | 5'1" 📏

We finally cracked outbound at scale for Inflection because of AI-based personalization

We're now booking more meetings per month WITHOUT BDRs than when we had 2 BDRs

Here's how we do it:

"Week in review" emails are a popular Inflection use case

Clay does a great job with theirs

Lots of other customers too

So we used AI to scan our prospects websites.

Download their logo, grab their brand colors, analyze their website for how someone might use their product

Then AI generates a sample "week in review" email for their company.

Account-based marketing at scale, finally

8 hours to setup the AI

1 hour to generates 1000s of account-specific "week in review" emails

Less than $10 in AI credits

Amazing

Inspired by Chili Piper's outreach which is the best outbound email outreach I ever received

Chili Piper

I just spent $20K on swag b/c my CEO was using swag from our #1 competitor 

and so was a CSM and our Head of Success 🤦

Something like 7 years ago Marketo gave out REALLY nice backpacks

Our CEO and Head of Success were working at Marketo at the time, so got the backpack and the CSM was working in marketing operations and was a Marketo customer, so got one too.

It was so nice that they all hung on to it.

Even after we launched a Marketo competitor...

Even after we've moved companies from Marketo to Inflection...

They would even bring it to Inflection events 😢

Enough, I said! ha

We've finally bought some Inflection.io swag and I just had to get the nice backpack to finally replace the Marketo one

Starting your career in marketing operations is such a cheat code. Opens up so many paths...

Just at Inflection we’ve seen

MOPs → Product Sushrut S.
MOPs → Success Alicia Wilson 

I'm also trying to hire a BDR who is formerly MOPs

What is unique about marketing ops is you obsess over people, process, and have an efficiency improvement discipline across the entire marketing org. 

Plus, MOPs are some of the most "on it" people I've ever met.

Product @ Inflection.io | MOps | RevOps

Principal Solutions Architect @ Inflection.io | Marketing Platform for B2B & AI-native companies

Fight robots, fight!

I have a new hobby with my kids... combat robots! 

Specifically the 3lb weight class.

We are now competing at NHRL, a international level competition (last month had folks from 9 countries!), and it's been a blast. 

We're having fun together and learning a lot about engineering, design, continuous improvement improvement.

I have also been teaching them marketing. They helped pick the name, branding, a theme for us (we throw out candy to pump up the crowd to get a 'home field advantage') etc.

Thanks to everyone who came to our session at EvolveDigital + EvolveDrupal Summits in NY today!

I had a great time discussing and hypothesizing how AI is impacting marketing, the web, and customer experiences. 

I'm also grateful to my great panelists Catherine Spence and Charm W. who made it the session special, thankful to Kevin Shively from Pantheon for meting a great moderator, and appreciate the thoughtful questions from the audience. 

Here are some of the tools and resources mentioned in the talk

- Amplitude for AEO/GEO monitoring Carmen DeCouto
- Noble for getting placements in LLM citations Rahul Jain
- Inflection.io for marketing automation
- Docket Webless Worknet who is building web experiences for the feature (chat or voice based) Arjun Pillai Suyog Deshpande Ami Heitner
- Clay for their awesome billboards that have nothing to do with AI Bruno Estrella
- G2 as a site to care about for off-page AEO/GEO Sydney Sloan Palmer Houchins
- s/o to Sentry who added a toggle to turn off "marketing mode" on their site Rahul Chhabria

and +1 to Charm's great plug for Women in Revenue Shari Johnston

I can't wait to continue the conversation on many of these topics at Demand & Expand

EvolveDigital + EvolveDrupal Summits

Operating Exec | Investor | Enterprise AI | GTM Growth Partner

Strategic Marketing Leader | Expert in GTM Strategy, Brand Positioning, Global Campaign Execution, and Product Marketing

VP of Corporate Marketing @ Pantheon. Lets talk marketing, technology, and what makes the web work.

Pantheon

Amplitude

Growth | Product Marketing

Ensuring your company shows up on AI search | CEO & Cofounder at Noble

Docket

Webless

Worknet

Cofounder & CEO at Docket | fmr CDO at ZoomInfo (Nasdaq: ZI) | 2x Startup exits | Investor

Co-Founder CEO @ Webless | Generative Search & Content Discovery for B2B | Ex-Marketing Leader @ Samsara, Salesforce, Amplitude

We help users grow your business.

Clay

Head of Marketing @ Clay | ex-Webflow

Chief Marketing Officer | Board Member | Venture Advisor

VP, Marketing at G2

Sentry

VP of Marketing @ Sentry

Women in Revenue

COO | SaaS GTM Leader| Founder of WomeninRevenue.org | ABX Evangelist

Demand & Expand

Congratulations Sushrut S. who demo'd our MCP server for Marketo at Mopsapalooza! Thanks for putting on a great event Audrey Harze ✨ and Mike Rizzo

CMO + MarTech Leader | Turning Strategy into Execution that Scales | Operational Intelligence™

This is THE most impressive marketing automation demo I have ever seen

And really captures how Inflection is an AI-native marketing platform

In this demo, Aaron draws out a journey, uploads the photo to Inflection with a prompt, and Inflection builds out a draft

Demand & Expand call for speakers is OPEN!

The audience quality is very high. Most conferences assume attendees are newer in career and push 101 content.

We want the opposite. We assume attendees are smart, experienced, and want content that is innovative and pushes people's boundaries.

We'll be closing it in a month.

This is your chance to speak at THE B2B marketing conference.

Apply today: https://lnkd.in/eRbGm3Vw

The Call for Speakers for Demand & Expand is now open! (The largest B2B marketing conf in SF). 

We have 4 tracks this year:

Demand - demand generation
Expand - customer marketing & expansion marketing
GTM Ops - marketing ops
PLGTM - product-led marketing

Talks featuring creative uses of AI are HIGHLY encouraged and GREATLY increase chances of being selected.

Demand & Expand is the largest B2B marketing conference in SF. It's happening in May and we hope to see you there!

You can submit you talk here: https://lnkd.in/eEUN3RET

or learn more about the selection process here: https://lnkd.in/eRbGm3Vw

past speakers include Katie Peters Bruno Estrella Kris Rudeegraap Vanessa Thompson Tanya Littlefield David Yockelson Dave Boyce Angela Winegar Kyle Poyar Marcel Santilli Ramli John ⭐️ Sonal Mane

docs.google.com

Demand & Expand 2026 Call for Session Speakers

VP, Revenue & Growth Marketing

VP of Growth Marketing at Amplitude | Proven track record scaling teams and revenue at startups, scale-ups and growth stages | Growth | Product Marketing | Customer & Lifecycle | SaaS | PLG | AI

Distinguished VP Analyst and Gartner Fellow focused on Technology GTM (He/Him/His)

All-in on PLG and AI-assisted GTM.

SVP of Marketing @ Invisible | Angel Investor & early stage GTM Advisor | Ex-Bain, Carta, Investor

Founder & Creator | Growth Unhinged

CEO @ GrowthX.ai 🇺🇸 🇧🇷 // Ex- Deepgram, Scale AI, HashiCorp, ServiceTitan // CMO, Advisor, Investor

AI-First Product & Growth Executive | Chief Growth Officer | Scaling Partner Ecosystems & Product-Led Revenue Engines | $0–$500M+ Revenue Impact | Databricks | Former: Qualtrics, Microsoft

We're seeing fundamental shifts in martech user experience

From rule based workflows to agent-based chats

It used to require specialized teams of people with certifications to draft a campaign in marketing automation

Now anyone with a login can create a great first stab

Campaign ops teams are being upended from creators to reviewers

Also campaigns that used to take weeks of back and forth between many people is being compressed to just a few minutes of prompts now that the campaign owner can build a draft

Kudos to Mustafa Khan, Bruno Estrella, Karishma Rajaratnam, Osman S., Tong-Tong Li and the Clay team on crossing $100M ARR!

It was an honor having the Clay team a sponsor of Demand & Expand this year.

Their booth was more of a lounge than booth and it was AWESOME. Mustafa and Tong-Tong Li inspired me make more formal changes to Demand & Expand sponsorships for 2026 to let sponsors bring their own personality to the event. Long live brand!

Head of Events at Clay + Event Producer for Lenny Rachitsky's Summit + Founder of Daybreaker San Francisco

PMM at Clay • Formerly Head of Marketing at Vidyard • Early team at Chargebee

GTM Engineering Manager @ Clay | Artist | Self-Love Coach | ex: Shopify, Tesla

I didn't make it to Mopsapalooza this year, but so amazing to see the Inflection.io brand organically show up throughout! Hope everyone had a good time!

New! Inflection now has folders

Folders are near and dear to many marketing professionals and this was one of our most requested features.

Folders are not about categorizing emails or lists or journeys. It's about categorizing emails and lists and journeys. 

For example, you might have a Prospect folder with the marketing database list with the prospect template with all the prospect journeys like nurturing and separate folder for customer communications.

Much more to come here, but excited to see this one ship!

See you at D&E in May!

https://lnkd.in/esp3ccfM

"Chat with your data" is a ubiquitous use case for MCP servers.

Reporting on a single campaigns isn't too hard, but:

Reporting on trends is much harder. eg how has webinar performance changed over time

or even harder...

analyze campaigns over time and developing recommendations on how to change performance

Someone could literally spend a week full time analyzing hundreds of campaigns and developing some improvement recommendations.

Inflection's new AI capabilities can do it in a matter of minutes.

What marketing events are you going to in 2026? Here are the ones on my radar! https://lnkd.in/eSXdchyA

We see this with marketing teams at PLG & AI companies all the time:

Marketing is tasked with driving adoption, usage, and expansion,

but is unfamiliar with the product events and milestones to drive to and product & data times not having the bandwidth to fully support marketing.

One great use case with Inflection’s new AI capabilities is “product data discovery.”

Since Inflection has all the product events, you can ask it to provide you a list and recommend a campaign to drive your goal – eg more adoption, more expansion, etc.

THEN IT CAN ACTUALLY BUILD THE CAMPAIGN FOR YOU. 

Complete with audience and email assets.

If you are a martech vendor and want to have a customer speaker at the largest B2B marketing conference in SF, DM me.

We will have more than 600 attendees at Demand & Expand this year and looking for quality speakers.

CEO @GTM Partners | WSJ best selling Author of MOVE | Co-founder @Terminus @Peak Community

10 years ago, found my true passion: Teaching.

1️⃣ Teaching business – How to build and scale companies.
2️⃣ Teaching leadership – How to align teams for success.
3️⃣ Teaching life – Because business without purpose is empty.

That’s why I combine them all to teach the business of Go-To-Market, leadership, and life.

Built and exited two well known companies (Pardot → Salesforce $2.7B, Terminus → acquired twice).
Written 3 books, including WSJ bestseller MOVE: The 4-Question Go-To-Market Framework.
Created the GTM Operating System, now used by thousands.
Hosted 1,000+ podcast episodes on GTM Made Simple.
Taught 70,000+ students through my LinkedIn courses.

I write daily on LinkedIn around the five core truths about Go-To-Market:

🚀 Trust in NRR.
🚀 CEO owns GTM.
🚀 Systems > Goals.
🚀 GTM is a transformation process.
🚀 Business transformation happens in teams.

175K+ people read my weekly research note on GTM: https://gtmonday.substack.com/
11K+ subscribers follow my personal insights: https://becomingintentional.substack.com/
To Book me for speaking, keynotes: https://sangramhere.com/

I’m on a mission to make Go-To-Market simple—for CEOs, founders, and teams. If you want to bring clarity, alignment, and trust to grow your business, let's talk.

Join my MOVE book companion course for CEOs, founders and GTM leaders 
and GTM Operating System Course (Used in two $100M+ exits, rated 4.5/5 stars

DM me. Let’s build something great—intentionally. Join the MOVEment!

Sangram Vajre

i met a founder last month who fired their full-time CMO… and replaced them with a fractional CMO — for half the cost.

and the wild part? their revenue jumped 28% the next quarter.

they’d been paying roughly $300K a year for someone who built reports, not pipelines. 

no don't get me wrong... at some point you might need a full time CMO but most early stage and mid-stage companies really don't need to do this.

you might be hiring full time c-level folks, too early.

so this founder/CEO tried something founders used to think was risky: 

hiring a Fractional CMO — someone who runs strategy, execution, and alignment… without the overhead.

this fractional CMO rebuilt their funnel, automated half their marketing ops, and plugged sales back into data and since she had 20+ years of experience in the industry, she didn't need to learn from the business.

suddenly, marketing wasn’t a department — it was a growth engine bcos the fractional CMO is no longer sitting in 100+ meaningless meetings.

she is leading the most important go-to-market meetings.

and the craziest part? 

this model only works if you position yourself like an operator, not a marketer.

because this shift? 

it’s just getting started.

love,
Sangram
p.s. i am putting together the largest fractional CMO and go-to-market leaders to help founders, PE firms and CEOs build their business, profitably. 

if you want be considered to be on this verified list, like this post and DM me.

want a top-tier GTM facilitator for your 2026 executive planning meeting?

hire one of these top 40 fractional GTM leaders and here's why...

most CEOs, if they are honest about themselves, are not the best facilitators. 

CEOs, by definition have a lot of bias towards the direction they want their team to move (i am CEO so talking from experience).

but... if it comes across as my way or the highway, you might get people to do what you say for a little while, but not with clarity, alignment or trust.

CEOs: our research GTM Partners shows that 68% of the companies are failing in their GTM execution bcos of of internal competition.

think about how ridiculous that is!

imagine now if you can have a unbiased GTM leader with 10-20+ years of experience in your industry to guide your team thru frameworks make business decisions.

well that is exactly what these exceptional 40 GTM OS Certified Partners do.

GTM is the business.

CEOs knows this that roughly 70% of your business expenses can be on GTM related initiatives.

so why wing it for 2026... just like 2025?

use frameworks and experienced GTM leaders in your industry to run a proper process (at fraction of the cost of a full-time executive) that ultimately gives what you and your team deserves:

clarity, alignment and trust.

love,
sangram
the list of 40 GTM OS Certified Partners is also on the GTMarketplace with their detailed experience based in the UK, Canada, Australia, the USA and across the globe.

just did a keynote at a recruiting and career counseling event led by Jay Litton and his group. 

here’s what i learned:

- job market for full time employment is really tough.
- families are destroyed when you lose a job.
- you question your self-worth and wonder if you are enough.

but while i was there, here’s what got me fired up:

- i saw people praying for and with each other
- i saw people crying and getting comforted
- i saw people sharing a meal 

i have been there myself 15 years ago and that’s when i decided, i don’t want to let any employer decide my day to day and became a business owner. 

i firmly believe that if you have 10/20+ years of experience - you don’t need to become an AI expert.

you are an industry expert because of your experience that no one can take away from you.

may be this is the time you bet on you and not the employers and become a fractional or a business owner. 

love,
sangram 

p.s. Jay Litton - thank you for letting me be part of this! if you are looking for a job in atlanta follow him.

No alternative text description for this image

She Made More as a Fractional Than as a CMO — And She’s Sharing Everything, LIVE!

this is her actual quote:

“Thank you so much for the shout-out — it’s true, I will make more this year (my first full year of fractional and advisory work) than I did as a CMO. And I have more time to think, strategize, and have a life!”

— Sarah Allen-Short (look her up!)

she’s doing something I’ve never seen a fractional do:

she’s pulling back the curtain on her first full year as a GTM fractional and advisor…

and she’s showing everything.

i asked her, “Everything?”

she said: "Yes. The real numbers. The mistakes. How much I made. What worked. What didn’t."

and let me say this clearly:

- she is not selling anything.
- this is pure transparency and generosity so give her a LOT of love!

if you want to join her (most likely not recorded, just live), pls link and comment to support her.

love,
Sangram
p.s. the link in the comment, of course!

today - i see over 20 generic thanksgiving emails and newsletters in my inbox, already.. 

to these marketers… really?

protip: if you have nothing valuable to say, just don’t send anything. 

no one will miss your email. 

super pro tip: pick up the phone and call some of the people in life and customers who matter to you. 

may be dm or text them and be specific why you are thankful.

i have been doing this all week and its way more fun! 

give it a shot. 

love,
sangram

brand drives demand.

agree or disagree?

love,
sangram
p.s. clip from my keynote at Dave Gerhardt amazing Exit Five event!

95% of the AI projects are failing in GTM based on top tier research.

but no one is talking about why.

my keynote at the awesome Marketing AI Pulse Community organized by Aby Varma was focused on 2026 planning and how to avoid being part of the 95%.

well... the reason the AI projects and your 2026 planning is already in jeopardy is because you have not aligned on the problems you are committed to solve.

our research GTM Partners shows that there are only 15 GTM problems that CEO and board really care about to address their growth.

if you can align on any of these GTM problems in your 2026 planning, you will be a rockstar.

so... do this:

- print these 15 GTM problems
- get your exec team to select top 3 GTM problems
- debate for profitability, speed, market, team, priorities, and your PoV

once you figure that out, create projects to address these 3 problems as part of your 2026 GTM planning.

most people start with execution and projects.

but this process, starts with strategy that connects to execution that creates the right projects.

caution: if you skip this step, it's likely your projects will be part of the 95% failed initiatives for 2026.

your take?

love,
sangram
p.s. you can also hire any of the 50+ GTM OS certified partners to facilitate your 2026 planning process that have experience your industry and market.

need help on the title for my upcoming 2026 GTM keynote…

here’s my draft idea:

- product is no longer the moat. 

anyone can and will duplicate all features and pricing in days if not minutes. 

- culture is importnat but no longer a moat. 

with smaller teams and rise of fractionals, purpose-built agencies  and GTM tools, you team is going to be a mix of all three. 

- sales-led growth is no longer a moat. 

bigger deals are getting closed everyday with less sales involvement and buyers testing before buying. 

so what’s going to be the moat in 2026?

my take:

brand.
creativity.
community. 

and exponential clarity on your north star for a long-term play.

your take and a title ideas pls?

love,
sangram

most GTM leaders still struggle with the definition of GTM.

well... when Bryan Brown and i wrote the MOVE book in 2021, we interviewed over a 100 CEOs, VCs, P.E. firms and executive teams and asked about 50 questions on go-to-market.

one of them was how do you define GTM and boy, did we get a 100 different answers on it.

so for the first time, since there wasn't a clear definition of it, we took on ourselves and later wrote an article on this in the Harvard Business Review and here it is.

let me break it down for step by step:

1. GTM is a transformational process (not a project or 1 day offsite)
2. its for create path to market (not a marketing campaign or product launch)
3. its requires as a high-performing GTM team (not marketing or sales pipeline meeting - you need the entire GTM team to be part of it which includes the CEO, product, rev ops, and CS leaders)
4. it's in the service of the customers (not internal but external focused)

as you plan for 2026, getting the same (even if it's not right) definition of GTM across your executive team is the first step today's clarity, alignment and trust.

yes we wrote the book on GTM and it's a WSJ best-seller with 175,000+ people reading our weekly research note but you know what... i feel that i have become a student of GTM. 

and i am loving it!

love,
Sangram
p.s. become a student of GTM for your 2026 planning, use this definition if it's helpful and share it.

so here’s the most popular dos and donts of 2026 company-kick off…

1. frame it as a company-level event.
2. share a unified GTM strategy with clear owners and KPIs - not just motivation. 
3. you need more customers speaking than internal people for reality check. 
4. it’s not one and done… build a quarterly cadence so you keep reinforces the plan.

Do Not:

1. do not run a sales only event. that is where misalignment begins.
2. do not let the CEO just riff. clear narratives matter.
3. do not drown people in features. focus on what moves deals.
4. do not set goals that ignore capacity.
5. do not skip role plays.
6. do not let the plan evaporate by March.
7. do not make it a motivation-only event. 

what one thing stuck out to you?

love,
sangram
p.s. i am personally participating in 8 kick-offs next quarter and this is what i share on the call.

new research you cannot outbuild a broken gtm with ai

high alpha’s latest benchmark shows ai features are up but monetization and retention are stuck ai fixed everything except alignment

this week’s research note includes
 ✨ gtm research you cannot outbuild a broken gtm with ai
 🌟 gtm os certified partner spotlight Bobby del Rosario
 📅 upcoming events and access

join 178k plus leaders reading gtmonday every week.

and follow me Sangram Vajre here for more updates 🙌

High Alpha’s latest benchmark shows why AI features are up but monetization and retention are stuck: AI fixed everything except alignment. Thanks for 

New Research: You Cannot Outbuild a Broken GTM with AI

Marketing Consultant | Founder, ArcWave Consulting ✦ Driving product and partnership go-to-market strategy to elevate performance and growth ✦

sometimes you think you have a sales problem. 

you chase new scripts or new hires. 
you run another training. 
nothing changes. 

the truth is you rarely have a sales problem.

you have a GTM problem that shows up as an enablement problem.

i see the same pattern inside growth-stage companies. 

sales, marketing, and CS run in different directions. no shared ICP. 

messaging that feels flat. confusion about what skills the sales team even needs, because no one has defined the motion. 

this is where Elissa Carroll steps in. 

she joined as a GTM OS certified partner and she knows how to turn strategy into action. 

here are 10 things that made me write this post about Elissa Carroll:

1. she has built enablement from zero. 
2. she has led sales strategy. 
3. she knows how to get an exec team aligned and moving with clarity. 
4. she also jumped in fast.
5. she supports the community and made it her top priority. 
6. she is super sharp with tech-ecosystem conversations. 
7. she shows up for other fractionals who need help and not just for herself. 
8. she works with CEO and exec team exceptionally well. 
9. she can quickly build a customized GTM plan that works.
10. her approach matches mine. she starts with the GTM Operating System. 

if you want enablement that actually works, you need GTM that works. 

don't just fix sales. fix GTM.

talk to Elissa Carroll for your 2026 GTM planning or tell me and i can connect you.

clarity. alignment. trust. 

that is the game.

love,
sangram

the top 3 most common GTM questions we get when helping with 2026 planning:

1. who should be in the GTM meeting (duh... anyone that impacts your customers and has the voice of the customers)

2. who should own GTM (again... duh! the CEO.. ultimately every day you make at least 10-20 GTM decisions like investments, priorities, hiring that are all go-to-market decisions)

3. how often should we meet as a GTM exec team (the best-in-class meets daily... not to just review a scorecard alone but also to align on changing GTM priorities. weekly becomes status update and monthly become a show)

your take?

love,
sangram

HOT TAKE - you got direct mail!

most teams are drowning in AI slop and email noise. 

you probably are too. 

that is why we are sending something rare for 2026 planning.

we are sending you GTMonday by snail mail!

it’s a short, useful piece built to help you make sharper GTM decisions before Q1 hits.

we are putting the finishing touches on it today!

if you are in the U.S. you want a copy, give us your mailing info. 

that is it.

sign up here to get it at no cost to get a literal mail in your office or home!

(offer expires by 8 am tomorrow morning)

link in the comments. 

love,
sangram
p.s. thank you Christopher Ryan for your partnership on this!

most GTM fractionals struggle to get meetings and close deals without the CEO buy-in. 

here is a cheatsheet on what to do when the CEO says no (or not now)

print it.
learn it.
follow it.

we have built a $7M advisory business following this process.


what you make of it?

love,
sangram

all the data you need for 2026 gtm planning

2025’s top benchmark reports reveal how pricing, ai, and growth efficiency really work. growth leaders aren’t chasing tactics they’re running systems.
this week’s research note includes

 ✨ gtm research the data behind the 2026 rules of gtm
 🌟 gtm os certified partner spotlight Ken Kramer
 📅 upcoming events and access

join 178k plus leaders reading gt monday every week.

and follow me Sangram Vajre here for more updates 🙌

View newsletter: GTMonday from GTM Partners

What 2025’s top benchmark reports reveal about pricing, AI, and growth efficiency Thanks for being one of over 178,000 forward-thinking GTM Leaders wh

Open article: All The Data You Need For 2026 GTM Planning by Sangram Vajre • 10 min read

All The Data You Need For 2026 GTM Planning

three moves that will actually prepare you for 2026

most teams will spend december polishing decks. the smart ones will fix the parts of gtm that create drag.

this week’s research note includes
 ✨ gtm research three moves that will actually prepare you for 2026
 🌟 gtm os certified partner spotlight Avnita Gulati
 📅 upcoming events and access

join 178k plus leaders reading gtmonday every week.

and follow me Sangram Vajre for more updates 🙌

Most teams will spend December polishing decks. The smart ones will fix the parts of GTM that create drag. Thanks for being one of over 178,000 forwar

Open article: Three moves that will actually prepare you for 2026 by Sangram Vajre • 5 min read

Three moves that will actually prepare you for 2026

we are about 30 days away from 2026.

if you’re a seasoned GTM leader, this is your moment of decision.

here’s your choice:

keep chasing the next executive role...

or

build your own fractional business that gives you freedom, flexibility, and control.

You might say you will “figure it out next year.”

but 2026 will belong to the ones who make the move now.

bcos here’s the truth:

you don’t need a massive audience.
you don’t need a new degree.
you don’t need to start over.

the hard truth:

if you don’t make the decision, someone else will make it for you.

2026 can either be another year in the grind or the start of your fractional freedom era.

your experience already built your credibility.

now it’s time to build your business.

love,
sangram 
p.s. dm me if you want to talk more as my goal is to help a 100 fractional be financially free in 2026.

🔥 HIGHLIGHTS this week in gtm🔥 

if your sales kickoff still feels like 2015, you’re already losing 2026.

 skos aren’t about motivation anymore!  they’re about movement, alignment, and momentum across your whole gtm org.

inside this week’s gtmonday:

gtm research: why traditional skos fail and how to run a kickoff that actually aligns your company for 2026

certified partner spotlight: meet Ariana Shannon, helping b2b saas leaders cut through the noise, accelerate demand, and win their market

analyst note: clari + salesloft merge → creating a new predictive revenue powerhouse

event: how to build a fractional business in 2026 (live session with real numbers, real mistakes, real wins)

thanks for being one of 178,000+ forward-thinking gtm leaders reading gtmonday every week

follow me Sangram Vajre for more updates

The goal of SKO shouldn't just be motivation . . . it's movement and momentum Thanks for being one of over 178,000 forward-thinking GTM Leaders who su

Open article: If Your Sales Kickoff Still Feels Like 2015, You’re Already Losing 2026 by Sangram Vajre • 7 min read

If Your Sales Kickoff Still Feels Like 2015, You’re Already Losing 2026

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