Jonathan Moss

Turning GTM into a revenue factory through recurring impact & helping GTM leaders do the same | GTM Executive leveraging AI ✨ | Keynote Speaker & Advisor | Podcast 🎙️ Host |

I created the Revenue Nervous System™ a framework for building intelligent, self-improving growth engines that learn, adapt, and scale. The IMPACT+ Framework™ is how you implement it: a structured approach for embedding AI across the revenue lifecycle and turning strategy into execution.

I help Founders, Business Executives and Go-to-Market leaders transition to AI-native GTM and architect Agentic Growth Systems that eliminate friction and turn AI into measurable performance outcomes across their business.

At Experity, I serve as EVP & GM for Patient Engagement and Care Agent, the industry's first AI-native clinical intelligence platform. We're transforming how urgent care connects with patients through a multi-agent system that automates communication, personalizes engagement, and unifies clinical + commercial workflows across 3,000+ clinics.

Think of it as the Orchestration and Routing Layer for Healthcare: where data, context, and intelligence finally work together.

Beyond Experity, I work with founders, executive teams, and AI-native startups on growth architecture, GTM execution, and multi-agent system design.

Quick professional stats:
→ 87% median growth rate across all of my roles
→ $1B+ capital raised across portfolios
→ Scaled revenue $0 → $15B
→ Backed by Sequoia, Lightspeed, GTCR, Warburg Pincus, SoftBank

Core expertise: Revenue Nervous System™ | IMPACT+ Framework™ | Agentic AI Growth Strategy | AI-Native GTM | Patient Experience & Healthcare AI

Executive Member

2.5 million patient conversations in 60 days. Not over a year. Not projected. Done. 𝗪𝗲 𝗮𝗿𝗲 𝗵𝗶𝗿𝗶𝗻𝗴 𝗮 𝘁𝗲𝗮𝗺!
 
Care Agent just crossed that mark....1M+ users, 2,000+ clinics....and we're still in the opening act.
 
Here's what nobody talks about in healthcare AI: Everyone's building copilots. We went after something different.
 
The 60% of staff time lost to phone tag. Manual workflows. Printing paper that goes straight into the recycling bin.
 
When you see that same pattern across thousands of clinics and millions of patient visits? It stops being a local problem. It's an industry design flaw.
 
So we built the solution. 
 
𝗡𝗼𝘄 𝘄𝗲'𝗿𝗲 𝗵𝗶𝗿𝗶𝗻𝗴 𝗼𝘂𝗿 𝗳𝗶𝗿𝘀𝘁 𝘁𝘄𝗼 𝗿𝗼𝗹𝗲𝘀 𝘁𝗼 𝘀𝗰𝗮𝗹𝗲 𝗶𝘁:
 
→ 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 –  Lead acquisition and growth initiatives across current and emerging market segments
 
→ 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗠𝗮𝗻𝗮𝗴𝗲𝗿 – Drive impact and value realization across our install base through growth, retention, adoption, usage, and product feedback aligned with our customers business goals and top priorities. 
 
What makes this different:
 
You'll operate like you are building a startup, but with the resources of a platform company behind you. 

Lean team. Big mandate. Shared services across marketing, RevOps, enablement, support, etc.
 
Being AI-native in how you work isn't a nice-to-have. It's table stakes. 

You'll be selling an AI-powered future while using AI to outperform traditional approaches in your own role every day.
 
This is the fastest-growing business in our organization. One of our strategic big bets.
 
If you want to transform how 40M+ annual patient interactions happen...reducing friction for both patients and the people who care for them.. let's talk.

🚨 I am not going to answer LinkedIn DMs or Comments. Here is the assignment. 

→ Find someone in my network, that I know, that will vouch for you. 𝘜𝘯𝘭𝘦𝘴𝘴 𝘺𝘰𝘶 𝘢𝘭𝘳𝘦𝘢𝘥𝘺 𝘬𝘯𝘰𝘸 𝘮𝘦. 
→ Have them reach out to me on your behalf as a recommendation. 
→ Include why you want to tackle this problem for the industry, how you are using AI today, and what impact your experience and skillset can make with our customers and team. 

#𝗛𝗶𝗿𝗶𝗻𝗴, #𝗥𝗲𝗰𝗿𝘂𝗶𝘁𝗺𝗲𝗻𝘁, #𝗝𝗼𝗯𝗦𝗲𝗮𝗿𝗰𝗵, #𝗖𝗮𝗿𝗲𝗲𝗿𝘀, #NowHiring

EVP @ Experity | AI-Native GTM Architect | Revenue Nervous System™ | Care Agent | Healthcare AI

Look ma I made it! 

84% of executives believe agentic AI will transform their business.

Only 5% have defined success metrics for it.

Harvard Business Review just dropped their agentic AI research—623 executives surveyed on expectations, readiness, and results.

The gap between belief and execution is massive.

→ 74% say AI is very important to their organization 
→ Only 26% say they're effective at using it for business outcomes

That's a 48-point gap between PowerPoint strategy and operational reality.

The report also confirms what I've been saying: this isn't a technology problem.

The biggest barriers cited? 
→ Lack of talent/skills (48%) 
→ No clear roadmap (46%)

Not infrastructure. Not budget. People and strategy.

The technology works. The human systems often don't.

The winners won't have the best technology.

They'll be the ones who understood earliest that agentic AI requires reimagining processes—not just automating them.

This is not a technology project but a business transformation. 

What you don't want to do is take an existing business process and put it on a shiny new toy of a tech stack. Then all you've done is made an expensive business process.
 
I see this constantly. Companies automate broken workflows and wonder why they're not getting 10x results.
 
I use "directed autonomy"—where agents can act independently within defined parameters, but humans remain in the loop for oversight, exception handling, and learning.
 
→ For routine workflows: fully autonomous 
→ For context-dependent workflows: shared control 
→ For high-impact workflows: always a human in the loop with escalation pathways
 
The goal isn't to remove humans. It's to give them superpowers.

90% of executives expect their industry will use agentic AI.

Only 34% are actually using it today.

→ 36% achieved greater organizational productivity 
→ 35% achieved better data-driven decision making  
→ 33% achieved cost savings 
→ 26% achieved better customer experience
 
The differentiators aren't what you'd expect.
 
Leaders don't have better technology budgets. They have better clarity. 
 
Strategy integration: 13% of leaders have agentic AI fully integrated into organizational strategy vs. just 1% of laggards.
 
Success metrics: 10% of leaders have well-defined success metrics vs. 1% of laggards.
 
Workforce understanding: 66% of leaders say employees understand the value of agentic AI vs. 24% of laggards.
 
The technology works. The human systems often don't.
 
Thanks Harvard Business Review for having me.

A year ago, 80% of my AI usage went through ChatGPT.
 
Today? It's down to 10%.
 
Claude runs 60% of my workflow. Manus handles 25%. And the shift had nothing to do with which model is "smarter."
 
Here's what actually changed:
 
I stopped being a consumer. I started being a builder.
 
ChatGPT is incredible for conversations. Ask a question, get an answer, move on. It's the best consumer AI product ever made.
 
But I'm not having conversations anymore. I'm building systems.
 
With Claude, I can: 
→ Create skills that persist across every conversation (my voice, my frameworks, my preferences—always loaded) 
→ Connect to real databases through MCP servers 
→ Build and deploy actual web apps with Claude Code 
→ Execute tasks through Cowork instead of just talking about them
 
With Manus, I can: 
→ Deploy multi-agent teams that research, synthesize, and format complex deliverables 
→ Automate recurring tasks with agents that coordinate 
→ Generate presentations with proper visuals—not just text
 
The mental model shift:
 
ChatGPT = AI that answers questions 
Claude = AI that builds systems 
Manus = AI that orchestrates agents
 
The "which AI is best" debate misses the point entirely. It's like asking whether a hammer or screwdriver is the better tool.
 
The answer depends on what you're building.
 
If you're still routing 100% of your AI work through a single tool, you're probably leaving massive value on the table.
 
The question isn't "which AI should I use?"
 
It's "what am I trying to build—and which tool was designed for that?"

I have 14,000 followers on LinkedIn and I can't reach most of you.
 
That's the quiet frustration nobody talks about. 

You made a deliberate choice to follow me. 

You said "yes, I want to see this person's content." 

And LinkedIn's algorithm basically shrugged and said "cool story, here's a post from someone's click bait asking you to comment for something you rarely receive."
 
I've been creating content for years now. 

Sharing frameworks from 21 years of scaling companies. 

Breaking down AI-native GTM strategies that are actually working. 

Having real conversations about what's broken in how we build revenue systems.
 
And maybe 3-5% of you see any of it.
 
So I'm changing the model.
 
I'm moving my daily content to Substack. 

Not because LinkedIn is dead—it's still where the professional conversation happens. 

But because I want to actually reach you.
 
Here's what's shifting:
 
𝗦𝘂𝗯𝘀𝘁𝗮𝗰𝗸 → Daily content. AI news analysis that cuts through the hype. AI-Native GTM frameworks. Deeper dives on what I'm seeing across GTM, Technology, and Business. The stuff I used to post here but couldn't guarantee you'd see.
 
𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 → A couple posts a week. The highlights. The bigger takes. The conversations worth having publicly.
 
If you've found value in what I share here, I'd love to have you join me over there.
 
The newsletter is free. The content is the same me—candid, tactical, occasionally wrong in interesting ways.
 
Link is below and in the featured section.
 
And I'm genuinely curious: am I the only one feeling this? What's your experience trying to reach the people who actually chose to follow you?

Open article: J Moss | Substack by substack.com

Healthcare isn't losing patients to competitors. It's losing them to expectations.
 
My kids don't remember a world where you had to hail a cab on a street corner. Or call a hotel front desk to book a room. They tap an app. The car appears. The door unlocks.
 
They're not "channel-native"—they don't think about which website, phone number, or portal to use.
 
They're service-native. The interface IS the service.
 
Uber isn't competing with taxis on price or speed anymore. The app experience became indistinguishable from the transportation itself.
 
Same with Airbnb. The booking interface didn't just improve accommodations—it became the accommodation experience.
 
Healthcare hasn't figured this out yet.
 
We're still asking patients to: 
→ Navigate portal logins 
→ Call during "business hours" 
→ Fill out the same form five times 
→ Wait on hold just to ask a simple question
 
And then we wonder why they're frustrated.
 
The urgent care industry sees 200+ million patient visits a year across 14k+ clinics. 

What we've learned building 𝗖𝗮𝗿𝗲 𝗔𝗴𝗲𝗻𝘁 at Experity is pretty clear:
 
The future isn't omni-channel. It's no-channel.
 
Younger generations don't care 𝘩𝘰𝘸 they get care. Text, voice, chat—doesn't matter. They just want it to work. Instantly. On their terms.
 
The clinics winning right now aren't the ones adding more channels.
 
They're the ones collapsing all those channels into a single intelligent interface that adapts to the patient.
 
Not "there's an app for that."
 
"There's an interface for 𝘮𝘦."
 
What's the last healthcare experience that actually felt modern to you?

"Can we be your Guinea pig?"
 
Those five words stopped me in my tracks.
 
We were mid-demo with Midwest Express Clinic —one of the fastest-growing urgent care operators in the Midwest.
 
I'd just shown them our Patient Engagement solution with Care Agent. 

Lab results delivered via webapp powered by a LLM. 

Discharge docs sent automatically. 

One unified chat instead of different ones that make clinics "look like scammers" (their words, not mine).
 
And before I could even finish the walkthrough, their team jumped in:
 
"How soon can we have this?"
 
Here's what struck me about the conversation.
 
They didn't ask about features first. They didn't ask about pricing first.
 
They went straight to the pain points that actually matter:
 
→ Patients calling back 24 hours after a visit asking for work notes 
→ Lab results getting lost in the shuffle 
→ Wasted time playing phone tag 
→ Higher costs without higher reimbursement leading to lower margins
 
Then they said something that reminded me why we built Care Agent in the first place:
 
"Reducing calls, improving experience for patients and staff, improving margins all would be a huge win."
 
That's it. That's the whole game.
 
Not "give us shiny AI." Not "we want a chatbot."
 
Just: help our people more time taking care of patients and us be able to run our operations more efficiently.
 
What I love about working with operators like Midwest Express is they don't need to be sold on the vision. They're living the chaos every day. They just need tools that actually work.
 
So yeah—we're building this thing together. 

Customer feedback shaping every feature. Real clinics testing real scenarios with real patients.
 
No vaporware. No press release promises. Just working software solving actual problems.
 
There's nothing better than a customer who says "we want to be first."
 
That's how you know you're building the right thing.

Snow day! Will be stuck here for the next 3-4 days! 

Excited to hang with the fam, sled, work with Claude Code and Cowork, and watch some movies/shows! 

Much needed after a long week.

450+ GTM leaders signed up.
 
That should tell you something about the state of AI training right now.
 
Here's the problem: 

Most AI education is still stuck in 2023. "Intro to prompting." Generic overviews. Death by slides.
 
Meanwhile, the operators actually transforming their revenue engines? 

They're operating at a completely different speed. Building systems. Automating workflows. Shipping agents that do real work.
 
The gap is widening every month.
 
So Andy Jolls and I wanted to build something different.
 
𝗔𝗜 𝗶𝗻 𝗚𝗧𝗠 𝗦𝗰𝗵𝗼𝗼𝗹 𝗮𝘁 Pavilion launches January 21st. Hands-on-keyboard. Practical. Built for leaders who need to implement—not just understand concepts.
 
We assembled a faculty of practitioners who are actually doing this work:
 
→ Liza Adams 
→ Crystal Black 
→ Josh Carter 
→ Jonathan M Kvarfordt, MBA 
→ Ryan Staley 
→ Scott Wueschinski 
→ John Williams  
 
90-minute interactive sessions. No passive learning.
 
What we're covering:
 
• AI GTM Team Hiring & Organizing
• AI Literacy Credentialing
• AI Tools in Action (real workflows, not product demos)
• Agents: From Prompt to Autonomous Action
• Growth Strategy Design
• Recurring GTM Process Automation
• The AI-First Revenue Engine (90-day implementation plan)
• Vibe Coding 101 & 201
• State of AI in 2026
 
This isn't theory. It's the playbook.
 
Link in comments. (Pavilion members only—if you're not a member, this might be your reason to join.)
 
What's the one AI skill you wish your GTM team had built six months ago?

40 million Americans are asking ChatGPT health questions every single day.
 
Not Google. Not WebMD. ChatGPT.
 
And here's the part that should wake up every healthcare executive: 7 out of 10 of those conversations happen after clinic doors close.
 
They're telling us something we don't want to hear.
 
The healthcare system has created a massive demand vacuum. And AI just walked in to fill it.
 
Look at the data from OpenAI's report:
 
Wyoming—the least populated state—has the highest rate of health-related AI messages from "hospital deserts." 

Rural communities are sending 600,000+ health messages per week. 

Nearly 2 million weekly messages are just about insurance and billing—people trying to decode medical bills and fight claim denials.
 
This isn't WebMD symptom-checking. This is AI-assisted self-advocacy.
 
The conventional take? "AI is coming for healthcare." That misses the point entirely.
 
AI isn't replacing healthcare. It's showing up where healthcare isn't.
 
11 PM on a Tuesday when your kid has a fever. 

Saturday morning trying to understand what "copay after deductible" actually means. 

The 30-minute drive to the nearest hospital when you need answers now.
 
That's when patients turn to AI. Not because they prefer it. Because they have no other option.
 
And here's what's really happening: 66% of physicians now use AI too (up from 38% last year). 

This isn't a patient-versus-provider story. 

It's the entire healthcare ecosystem saying the current system can't meet demand.
 
OpenAI just launched ChatGPT Health—encrypted, HIPAA-aligned, connected to your actual medical records. 

They built it with 260+ physicians across 60 countries.
 
The front door to healthcare is changing. 

The question is whether we're going to fight it or redesign around it.

We are trying to help solve this for patients and providers at Experity with Care Agent! 🫡

The_AI_Patient_Ally

The Blockbuster vs. Netflix Moment for Enterprise Intelligence. 

Blockbuster had more stores. More employees. More capital.
 
None of it mattered.
 
Netflix won because they understood something Blockbuster couldn't see: the value wasn't in physical distribution. It was in knowing what you wanted to watch before you knew it yourself.
 
That same moment is happening right now in enterprise software.
 
But instead of physical vs. streaming, it's scattered knowledge vs. unified context.
 
Foundation Capital just published their thesis on this. They're calling it "AI's trillion-dollar opportunity." 

It validated the context layer of the Revenue Nervous System that I have been sharing.
 
Here's what everyone's missing:
 
Your most important data doesn't live in a database. It lives in Slack threads, deal desk calls, and the tribal knowledge passed between employees.
 
"We always give X companies an extra 10% because their procurement cycles are brutal."
 
That rule isn't in your CRM. When the person who knows it leaves, it walks out the door.
 
Foundation Capital calls this the "decision trace" problem.
 
Rules tell you what should happen. Decision traces capture what actually happened—the exceptions, overrides, and cross-system context that explain 𝘸𝘩𝘺.
 
The reasoning connecting data to action was never treated as data in the first place.
 
Here's what it looks like in practice:
 
An AI agent proposes a 20% renewal discount. Policy caps it at 10%. But the agent pulls three SEV-1 incidents from PagerDuty, an open escalation in Zendesk, and a prior thread where a VP approved a similar exception.
 
The CRM stores one fact: "20% discount."
 
A context graph captures the entire story—the policy, the cross-system data, the precedent, the approval. That's what makes it auditable. That's what makes it compound.
 
Why can't incumbents build this?
 
Salesforce and Workday prioritize current state. They know what a deal looks like now—not the reasoning that justified it.
 
Snowflake and Databricks sit in the read path, not the write path. By the time data lands there, the decision context is already gone.
 
Capturing decision traces requires being in the execution path when decisions are made. Not bolting on governance after the fact.
 
"What could you achieve if the context carried by your RevOps, DevOps, or Security Ops teams became a queryable, permanent asset?"
 
That's the trillion-dollar question.

This article is validation of the Context Layer in the Revenue Nervous System that I have been sharing. 

If you want to learn more, check out the links in the comments.

Anthropic just shipped the most important AI product since ChatGPT.
 
It's called Claude Cowork. Released Sunday. Mac only. Max subscribers only.
 
Here's what early adopters are reporting:
 
→ Taxes filed in 15 minutes (normally 40 hours) 
→ Two months of admin backlog cleared in 2 hours 
→ Gmail inbox cleaned and categorized in 10 minutes 
→ Scattered notes transformed into first-draft quarterly plans
 
This isn't "AI assistant that helps you write emails."
 
This is AI that actually does the work.
 
You give it access to a folder. 

It reads, edits, and creates files. 

It connects to your Drive, Notion, browser. 

It loops you in when it matters. 

Executes independently when it doesn't.
 
The shift is subtle but massive:
 
From AI-assisted → AI-orchestrated.
 
From "help me with this task" → "here's the task, handle it."
 
But here's what most people will miss:
 
The bottleneck isn't the tool. It's your ability to give clear instructions.
 
Most executives are terrible at this. 

We've spent careers delegating to humans who fill in the gaps. 

Who ask clarifying questions. 

Who bring context we forgot.
 
AI doesn't do that. Yet.
 
So the executives who learn to "steer" AI effectively? 

They'll operate at a completely different speed.
 
The ones who dismiss this as "another chatbot upgrade"? 

They'll wonder why competitors keep pulling ahead.
 
We're moving from "there's an app for that" to "there's an agent for me."
 
The busy work is ending. 

The question is: what will you do with the time you get back?

I will be posting more as I dive in.

𝟰𝟬 𝗺𝗶𝗹𝗹𝗶𝗼𝗻 𝗽𝗲𝗼𝗽𝗹𝗲 𝗮𝘀𝗸 𝗖𝗵𝗮𝘁𝗚𝗣𝗧 𝗵𝗲𝗮𝗹𝘁𝗵 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗲𝘃𝗲𝗿𝘆 𝗱𝗮𝘆.
 
Not Google. ChatGPT.
 
OpenAI just dropped their "AI as Healthcare Ally" report. The numbers stopped me mid-scroll:
 
→ 5% of all ChatGPT messages globally are healthcare-related 
→ 70% of those conversations happen outside clinic hours 
→ 580,000+ weekly messages come from "hospital deserts"
 
(Source: OpenAI, January 2026)
 
Here's what most healthcare leaders are missing—the generational math.
 
70% of all generative AI users are Gen Z or Millennials (Salesforce). 

Daily AI search usage has more than doubled in six months (HigherVisibility, August 2025).
 
These aren't edge cases. These are your patients.
 
Millennials are 24-43 now. Gen Z is 13-28. 

Combined, they're your fastest-growing patient population.
 
They grew up in the on-demand economy. 

Uber when they want a ride. 

DoorDash when they want food. 

Netflix when they want entertainment.
 
Why would they expect healthcare to be different?
 
They don't.
 
39% of Gen Z say they'd delay seeing a doctor if AI tells them their symptoms are low-risk—that's actually more than the 36% who'd book an appointment. (Mesothelioma Center/SurveyMonkey, October 2025)
 
And Gen Beta? Born 2025 onward? They won't remember a world without conversational AI.
 
We're watching patient behavior shift in real-time. 

The practices that figure this out—meeting patients where they already are—will own the next decade.
 
The ones waiting for patients to "come back" to traditional channels?
 
They'll keep wondering why acquisition costs keep climbing.
 
We are building Care Agent at Experity and working with partners to interconnect the patient journey and make it intelligent from end to end to solve the fragmented and lack of transparency that happens across the healthcare journey

Care Agent will "always be available" for the patient... meeting them where they are today and staying with them for every part of their health journey.

Anthropic released 55 pages of data on how people actually use Claude.
 
The finding that should kill the "AI is coming for your job" narrative:
 
𝟱𝟮% 𝗮𝘂𝗴𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 𝘃𝘀 𝟰𝟱% 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻.
 
More than half of AI usage is humans working 𝘸𝘪𝘵𝘩 AI. Not AI working 𝘪𝘯𝘴𝘵𝘦𝘢𝘥 𝘰𝘧 humans.
 
But here's what makes it interesting:
 
This ratio 𝘀𝗵𝗶𝗳𝘁𝗲𝗱 𝗯𝗮𝗰𝗸 𝘁𝗼𝘄𝗮𝗿𝗱 𝗮𝘂𝗴𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 from August.
 
As AI capabilities improved — file creation, memory, Skills — users moved toward collaborative use. Not replacement use.
 
The more sophisticated AI gets, the more we're using it as a partner.
 
This inverts the automation anxiety narrative completely.
 
Other findings that matter for business:
 
→ Headline productivity gains (1.8pp) drop to ~1.0pp when adjusted for actual success rates. Cut in half.
 
→ Complex tasks = higher speedup (12x for college-level work) BUT lower success rates (66% vs 70% for basic tasks)
 
→ AI is a force multiplier for expertise. Not a replacement. The people extracting value already know the work.
 
→ When AI handles tasks, remaining job requirements either upskill or deskill by role. Property managers upskill (AI handles admin, humans need more judgment). Travel agents deskill (AI handles complexity, humans handle routine).
 
→ Geographic adoption converging 10x faster than 20th century tech. 

Your "we'll adopt before competitors" window is closing every day.
 
Three things for GTM leaders:
 
1. Success rates cut ROI projections in half. API success is 49%. Consumer AI is 67% — with human iteration.
2. Multi-turn extends what's possible. Single prompts hit a wall at ~3.5 hours of equivalent human work. Iteration pushes it dramatically further.
3. Design for augmentation when humans are in the loop. Save automation for back-office workflows.
 
The companies that win won't chase "AI replaces everything."
 
They'll build human-AI systems:
 
• Where does AI amplify our best people?
• Where do humans catch AI's mistakes?
• Which tasks stay human because they're our moat?
 
The replacement narrative is wrong.
 
The collaboration data is in.

Your company is probably extracting 20% of the value from your AI investments.
 
Not because you picked the wrong model. Because you picked the wrong architecture.
 
Here's what I mean:
 
Microsoft's Excel agent uses Claude 4.5. Anthropic's Claude in Excel uses Claude 4.5. 

Same model. Same underlying intelligence. 

Completely different business outcomes.
 
AIG compressed business review timelines by 5x. Data accuracy jumped from 75% to over 90%. 

Norway's $1.6 trillion sovereign wealth fund saved 213,000 hours.
 
Meanwhile, most enterprises are getting... marginally better formulas.
 
The difference isn't the AI. It's how the AI was integrated.
 
Microsoft built Claude as a formula writer. Ask a question, get a VLOOKUP. 

The AI is capped at what Excel could already do—just faster.
 
Anthropic built Claude as the analyst. 

The AI actually thinks through the problem, performs the analysis, and uses Excel to display results.
 
One approach automates your existing process. 

The other replaces it with something fundamentally better.
 
This is the question every executive should be asking about their AI vendors:
 
𝗜𝘀 𝘁𝗵𝗶𝘀 𝘁𝗼𝗼𝗹 𝘂𝘀𝗶𝗻𝗴 𝗔𝗜 𝘁𝗼 𝗱𝗼 𝘁𝗵𝗲 𝘄𝗼𝗿𝗸? 

𝗢𝗿 𝘂𝘀𝗶𝗻𝗴 𝗔𝗜 𝘁𝗼 𝘄𝗿𝗶𝘁𝗲 𝗶𝗻𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻𝘀 𝗳𝗼𝗿 𝗹𝗲𝗴𝗮𝗰𝘆 𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝘁𝗼 𝗱𝗼 𝘁𝗵𝗲 𝘄𝗼𝗿𝗸?
 
Because that architectural choice determines whether you get 5x productivity gains or 1.2x.
 
Companies that bolt new technology onto old processes get incremental improvements. 

Companies that rebuild processes around new capabilities get exponential ones.
 
Most enterprise AI deployments right now are bolt-ons.
 
The vendors selling you "AI-powered" everything are often just routing requests to an LLM, then constraining the output to what their legacy software can handle.
 
You're paying for the model's full intelligence. You're getting a fraction of it.
 
Three questions to ask your AI vendors:
 
→ Does the AI perform the analysis, or does it write code for your existing tools to execute?
→ What's the ceiling—the AI's capability or your legacy system's capability?
→ Can you show me results from customers who rebuilt workflows vs. customers who automated existing ones?
 
The companies figuring this out now are about to create gaps their competitors can't close.

Urgent Care is evolving and with AI we have the ability to reimagine the patient journey to become connected, intelligent and always on… that’s exactly the experience patients demand. 

Come check out what we are up to and how we are tackling all of the challenges in navigating and providing healthcare today!

MORE UCC HEADLINERS ✨ 

During this main stage session, Jonathan Moss and Ian Lyman will share the latest Forrester + Experity Clinical Intelligence data and define what it takes to become an intelligent urgent care organization.

Immediately following, Aaron Weber, a stand-up comedian, Grand Ole Opry performer, and co-host of The Nateland Podcast, will bring the day of learning and networking to a fun and memorable close.

Join us in Nashville. Tickets here >> https://lnkd.in/e2qX44PQ

Your top seller just closed another massive deal.
 
Again.
 
Slack lights up. Everyone claps. But behind the smiles? Quiet frustration.
 
The rest of the team is still stuck chasing dead-end prospects. Wondering why the magic never transfers.
 
Here's the hard truth: you're not scaling performance.
 
You're scaling luck.
 
I spent years throwing training, comp plans, and pep talks at this problem. It never worked.
 
Because the gap between your top 20% and everyone else isn't talent.
 
It's intelligence.
 
Your best reps know which accounts to prioritize. Which products to position. Who actually makes the decision. And exactly when to deliver the message.
 
That intelligence lives in their heads—not in your systems.
 
ICONIQ's 2025 research shows the gap clearly:
 
→ High AI adopters: 61% of AEs hit quota 
→ Everyone else: 56%
 
That 5-point gap represents millions in revenue.
 
But here's what keeps me up at night:
 
→ High adopters close in 20 weeks. Others take 25. 
→ High adopters convert 41% of free trials. Others convert 36%. 
→ High adopters see 38% productivity gains. Others see 28%.
 
Every metric compounds. Every advantage multiplies.
 
While your systems stay static, theirs get smarter every single day.
 
The companies winning right now aren't working harder.
 
They've built what I call an Intelligence Layer—the pattern recognition engine that makes everyone as effective as their top performers.
 
Instead of 9-month ramp times, new hires are productive in week one.
 
Instead of guessing on deals, reps get guided to the right accounts with the right message in real-time.
 
Instead of pipeline being a mystery, it becomes predictable.
 
Your stars aren't superhuman.
 
They're just working with better intelligence.
 
The future of sales isn't about more reps. It's about smarter systems.
 
And the companies that figure out how to scale that intelligence across every rep?
 
They win.
 
What would change if every rep on your team could see the patterns your best performers see?

Google ads target what you typed.
 
ChatGPT ads will target what you 𝘮𝘦𝘢𝘯.
 
OpenAI announced ads coming to ChatGPT. 

800 million users, testing in the US "in coming weeks."
 
Most coverage focused on revenue models. 

"OpenAI needs money." "Subscriptions aren't enough."
 
They're missing the story.
 
When someone Googles "best CRM for small business," that's a keyword match. The algorithm knows what you typed. That's it.
 
When someone asks ChatGPT the same question? 

The AI knows context. 

Your team size from three messages ago. 

Your budget sensitivity from how you phrased things. 

Your integration needs from last week's conversation.
 
This isn't search advertising. It's intent advertising.
 
And it gets weirder.
 
OpenAI's announcement showed users can "start a direct chat" with the advertiser's AI. 

The funnel becomes: ChatGPT conversation → ad → brand AI conversation → purchase.
 
Your brand doesn't just need an ad. It needs an AI that can hold a real conversation.
 
Here's what changes for GTM operators:
 
→ Conversational brand presence becomes a strategic asset 
→ New metrics: conversation depth, AI-assisted conversion, conversational share of voice 
→ Attribution gets messy (good luck tracking that funnel) 
→ Two-tier AI is official: paid = clean, free = ads
 
OpenAI made the standard promises. 

"Ads won't influence answers." 

"Your conversations are private." 

"You control your data."
 
Every platform has said this. Watch how it evolves.
 
The last major ad platform—social media—created trillion-dollar companies.
 
This one will be bigger. And it's happening now.

Check out the link in the comments for more.

You don’t wanna miss Dannielle Sakher sharing the goods!!

View newsletter: GTM AI Podcast & Newsletter

Open article: 1/28/26: 5 AI Workflows MindStudio’s GTM Leader Runs Daily to 3x Pipeline  by Jonathan M Kvarfordt, MBA • 7 min read

1/28/26: 5 AI Workflows MindStudio’s GTM Leader Runs Daily to 3x Pipeline

$357 billion.
 
That's how much Microsoft lost in a single day.
 
Same day, Meta gained $100 billion.
 
Both companies announced essentially the same thing: massive AI spending for 2026. Somewhere in the $65-80B range each.
 
The market's reaction wasn't just different. It was a brutal verdict.
 
I've been thinking about this all weekend. 

I think what happened is the an important signal for anyone building with AI right now.
 
Here's the thing: Wall Street has stopped caring 𝘩𝘰𝘸 𝘮𝘶𝘤𝘩 you spend on AI.
 
They only care about one question: Does AI make your core business stronger, or does it make your core business obsolete?
 
Meta passed that test. Their core business is advertising. AI makes ad targeting better. More precise. More profitable. And you can't use AI to generate 3.58 billion daily active users. Their moat is people, not software.
 
Microsoft failed that test. Their core business is software and cloud. The very AI they're building—the code generation tools, the agents, the automation—threatens the licensing model that funds it all.
 
That's the question every company needs to answer right now:
 
Are you AI-Enhanced or AI-Threatened?
 
There's no middle ground anymore. Half a trillion dollars moved in 24 hours because the market has made up its mind about how to value these two camps.
 
If you're leading an AI initiative, this is your wake-up call. The ROI reckoning is here. 

"We're investing in innovation" without clear returns? That era just ended.
 
What's your honest assessment? Is your company building moats or flooding them?

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

10 years. 3 companies. 1 designer behind all of it.

meet Shannel Wheeler, PMP.

she has designed every brand element of three of my most successful businesses:

→ Terminus (by DemandScience) and thru 5 acquisitions — from zero to $100M+ business
→ FlipMyFunnel — 100K+ community that created the ABM category (as stated by Forrester when Terminus was named as a leader back in the day)
→ GTM Partners — helping 100 GTM execs become financially independent by building $300K+ businesses

every deck. every website. every visual that brought these ideas to life.

that work helped create 1000s of jobs and new markets.

as i came across this photo today, it made me smile and appreciate lifelong friendships that make life epic.

she didn't tell me to do this.

but if you need a branding genius or fractional designer — reach out to her. you'll thank me later.

love,
sangram

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

*** Fractional CMOs and aspiring Fractional GTM Leaders:

as a 2 time CMO turned Fractional GTM Leader building a $7M advisory business in last 4 years, i finally have something put together.

my step-by-step process of how Bryan Brown and I - 2 people team built a profitable fractional business and how we are scaling it in 2026.

plus as of this morning, 70+ GTM OS Certified Partners who joined in 2025 are already averaging $250K+ based on the recent survey.

after 4 long years and helping 70+ GTM OS certified partners achieve their personal and financial dreams, i am finally sharing my learnings in a keynote to PE firms and Marketing Summit:

Title: How to Build Your Fractional GTM Business in 2026

i also went ahead and did a recording of this so i can run thru key ideas in a bit more depth than the keynote.

as of this morning, i packaged it up in a nice little course with slides, videos, and examples of real fractional success stories from people like Tim Hillison Sarah Allen-Short Sue Foley and a few other leaders on how they went from "should i" to "i make more than a traditional CMO and get my life back"

so... who is it for? 

NOT for everyone. it's for serious GTM leaders who want to build a fractional  business of $250K+/year and know that the old playbooks are not working anymore and are looking to find better ways to build your business and transform your life, not just career.

how to get it:
like and comment "Access" and my EA will dm you the link 

timing: 
after my keynote tomorrow at 11 am EST.

love,
sangram
p.s. follow Sangram Vajre on all things go-to-market and if you are in ATL come say hi!

#CMO #fractional #GTM

$13M CEO: "our ICP is broken."

me: "who built it?"

CEO: "marketing."

me: "that's the problem."

CEO: "what do you mean? ICP is a marketing thing."

me: "no. ICP is a business thing. when marketing builds ICP alone, sales ignores it. product doesn't know it exists. CS is left cleaning up bad-fit customers."

CEO: "but... our marketing team should know our customers."

me: "do they sit on sales calls? do they see the CS tickets? do they know which deals close fast and which ones drag for 6 months?"

CEO: "that's not their job."

me: "exactly. that's why ICP can't be their job either."

CEO: "so what are you saying?"

me: "i'm saying you need to be in the room. you, your CRO, your CMO, your CS leader. ICP is a GTM decision. not a marketing exercise."

CEO: "i don't have time for that."

me: "you don't have time to define who you're building the entire company around?"

CEO: "we're already selling. we just need marketing to fix the targeting."

me: "you're not going to like this… but i don't think we're a good fit."

CEO: "what?"

me: "you want us to fix your GTM. but you're not willing to be part of the fix. that never works."

we walked away from that deal.

and i'd do it again.

because here's the truth:

ICP is not a marketing job.

CEO has to part of this process and it's the foundation of all your GTM.

and when the CEO won't sit in that room, nothing we do will matter anyway.

did i make a mistake by declining to do advisory for this company?

love,
sangram
p.s. if you are CEO and wants a GTM OS Certified Partner to do planning that is expert in your industry, just dm me and i will connect you!

$11M CEO: "i need to hire a CMO, right now."

me: "why?"

CEO: "we need to scale."

me: "you can't afford it."

CEO: "what do you mean?"

me: "hire a seasoned fractional who's been there, done that. 10-20 hours a week. pair them with an implementer to get things moving. scale to $20M+, then think about full-time."

CEO: "i don't believe in fractional."

6 months later, the same CEO calls me back.

they'd fired two full-time CMOs.

now they wanted a referral for a fractional (since we have a GTMarketplace for match making for founder to fractional)

look — i get it. hiring full-time works when you have everything in place.

but sometimes you don't need a full-time exec.

you need a smart, experienced person who's been there and done that.

someone who can move fast, set the foundation, and not burn through your runway while you figure it out.

fractional isn't a backup plan.

for a lot of companies, it's the smarter first move.

your take?

love,
sangram

my 15-year-old son just made 100 sales calls.

got cursed at. hung up on. told to never call again.

then he asked me the question every founder eventually asks: "papa, why is nobody buying?"

here's what broke my heart — and taught us both everything:

he built this beautiful AI website builder. automated booking. slick interface. the simply works.

his pitch was perfect: "i'll build you an AI-assisted website that handles everything automatically!"

business owners' response? 

click.

not because he's 15. not because the product was bad.

because he was in problem-market fit, not product-market fit.

huge difference.

𝗽𝗿𝗼𝗯𝗹𝗲𝗺-𝗺𝗮𝗿𝗸𝗲𝘁 𝗳𝗶𝘁 = selling painkillers to people with migraines
𝗽𝗿𝗼𝗱𝘂𝗰𝘁-𝗺𝗮𝗿𝗸𝗲𝘁 𝗳𝗶𝘁 = selling vitamins to people who feel fine

my son was selling vitamins.

"AI-assisted website" sounds cool to us tech folks.

to a plumber who gets clients from word-of-mouth? 

it's like offering to upgrade the engine on a car that runs perfectly fine.

the brutal truth i had to tell him:

most business owners don't wake up thinking "i need an AI website."

they wake up thinking "i need more customers" or "i'm losing jobs to competitors."

if your first 100 calls feel like pulling teeth...

you're not bad at sales.

you're solving the wrong problem.

find the migraine first.

then build the painkiller.

my son pivoted his pitch last week. instead of "AI website," he now leads with "what if you never missed another customer call?"

3 actually calls in 5 days.

same product. different problem.

that's the entire game.

love,
sangram

p.s. watching your kid learn GTM lessons at 15 that most founders don't get until series B? priceless. he's now teaching me snapchat... we are even.

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for 4 years straight, this is my travel hack.

of course when you travel, a lot falls on your spouse and kids.

it seems infinitely challenging since it’s not normal and everything seems a bit off at home.

so i have been doing this for about 4 years… and it simply works! 

i leave handwritten cards for my wife, son and my daughter.

for my wife: a scripture verse and that she got this!

for my son: i am counting on you and you can rise up to the responsibilities at home and proud of him. 

for my daughter: i am proud of her and she needs to take care of mom while i am gone and hug her a little tighter. 

they typically read it th night i am out at dinner table.

my prayer is that they have fun and my words might replace some of my presence and being normalcy to their day…

what’s your family hack when you travel?

love,
sangram

about to keynote at my fist RKO at Ignitium: ABX Orchestration 

amazing energy and excitement for the future.

sharing our research why and how  some teams succeed and others don’t, based on:

1,000+ B2B companies…
1,000+ CEO and leader interviews…

it’s magical when a group of people come together and what they can do.

wish me all the best! 

love,
sangram

No alternative text description for this image

*** big news for fractional GTM leaders. 

we just unlocked two tools — free for 1 year as our certified partners are making $250K+/year on average. 

if you want to run a real fractional business — not a chaotic side hustle — you need two things from day one:

1️⃣ a simple purpose-built CRM for fractionals to manage deals and delivery

2️⃣ a prospecting tool to start real conversations

GTM OS Certified Partners now get both at no cost for one full year:

Insightly CRM by Unbounce  — manage deals, clients, and landing pages without the enterprise bloat.

SalesIntel.io — verified contacts, clean lists by ICP, and a repeatable way to fill your pipeline.

why these matter together:

prospecting without a CRM = chaos.
CRM without prospecting = empty pipeline.

75+ GTM OS certified partners are already building their businesses on this foundation.

no duct-taped systems. no "i'll set this up later."

fractional freedom doesn't come from hustle.

it comes from leverage.

who: if you're serious about building a $250K+ fractional business in 2026 or have an existing fractional business that you want to scale. 

how to get it: like and comment "freedom" 

timing: my EA will DM you the details in 24 hrs.

love,
sangram
p.s. i wish i had these tools as we built our little $7M advisory business with just Bryan Brown and i doing it. now 75+ other amazing fractional GTM leaders are building their little business and you can too.

most GTM plans fail by Q2.

ours don't. here's the 6-step process we use every quarter.

step 1: identify your GTM valley of death

every company is stuck in one of three valleys — awareness, conversion, or retention. you can't fix all three at once. pick the one that's bleeding.

step 2: know your stage

are you in problem stage, product stage, or platform stage? each requires a completely different GTM motion. most companies run a platform playbook when they're still in problem stage which is killing the momentum.

step 3: name your top 3 GTM problems

we've identified 15 common GTM problems. pick your top 3. not 7. not 10. three for next 90 days and fix it. focus wins.

step 4: run the MOVE framework with your exec team

this exposes the gaps in how your leadership team thinks about GTM. marketing sees one thing. sales sees another. this gets everyone on the same page.

step 5: answer the 8 GTM OS questions

this puts your entire go-to-market on a single slide. who you serve. how you win. what you measure. one page. total clarity.

step 6: build your 90-day project list

not a 12-month roadmap nobody follows. a focused list of projects that move the needle this quarter.

that's it. 6 steps. every quarter.

give it a shot!

love,
sangram

p.s. we have 70+ GTM OS Certified Partners who can run this process for you who have collectively experience of running this a 1000 times. if you're a CEO or GTM exec who wants a facilitator to help — at least once, if not every quarter — comment below.

i'll match you with a GTM OS Certified Partner who specializes in your industry and segment.

love,
sangram

fractional CMO: "i work with B2B SaaS companies."

me: "which ones?"

CMO: "all of them."

me: "that's the problem."

CMO: "what do you mean? i have broad experience."

me: "broad experience doesn't win deals. specificity does. when you say 'all of them,' buyers hear 'none of them deeply.'"

CMO: "but if i niche down, i'll lose opportunities."

me: "you'll lose the wrong ones. and win the right ones faster."

CMO: "how do you know this works?"

me: "because i've watched it work. 5 times. 5 different niches. 5 fractionals building $250K+ businesses."

here's the proof:

→ Alan Gonsenhauser — PE-Backed Companies Over $100M + CMO Coaching

Alan focuses on "PE companies."
he picked $100M+ companies with CMO turnover, board pressure, and scale challenges.
he's a CMO coach specifically for portfolio companies that need strategic maturity, not more tactics. that's a niche inside a niche.

→ Shelli Ryan, APR, Fellow PRSA — Cross-Border GTM + BPO Services

while others stay broad, Shelli went ultra-specific:
helping implement BPO with cross-border companies.
that niche is exploding.
and she owns it.

→ Tim Hillison — Engineering-Led Founders

Tim isn't "GTM for all founders."
he's the go-to partner for engineering-led CEOs who need clarity, confidence, and commercial muscle.
his niche? technical founders who don't speak GTM.
his value? he translates complexity into revenue.

→ Lydia Flocchini — The Queen of Legal Tech (20 Years Deep)

Lydia isn't trying to be a horizontal fractional.
she leaned into who she already is: the most experienced GTM leader in legal tech.
founders listen. buyers trust her instantly.
she doesn't chase business — business comes to her.

→ Sarah Allen-Short — The "Work Doula" for Visionary CEOs

Sarah isn't chasing founders.
she chose to serve a completely different niche:
helping CEOs through growth, change, and chaos — with the frameworks and experience to back it up.
the more she helps, the more people show up.
she created her own category — and it works.

5 people. 5 completely different niches. all winning.

the lesson?

you don't need to serve everyone.

you need to serve someone so well that they can't imagine working with anyone else.

if you are a fractional CMO, CRO or GTM leader, comment your niche below and i will amplify it.

so... what's your niche?

love,
sangram
p.s. give these amazing GTM fractionals a follow!

2026 prediction: small, focused events will outperform big conferences.

here's proof it's already happening.

3 GTM OS Certified Partners — Maria Scheifler, Caitlin Clark-Zigmond, and Newell Falkinburg — are hosting a 90-minute workshop in Denver.

no keynotes. no expo halls. no swag bags.

just 20 GTM leaders working through the 15 most common GTM problems together.

you'll walk away with:
→ your top 3 GTM problems prioritized
→ peer perspectives from leaders in different industries
→ frameworks you can use immediately

small. focused. in-person. high signal.

the pendulum is swinging back from massive virtual events to intimate rooms where real work gets done.

if you're a CEO, CRO, or CMO in Denver — check it out.

link in comments for event and if you think it's a trend, share other events like this.

love,
sangram

1st time when we launched ABM at a $35M company, we thought we had it all figured out.

we didn't.

here's what actually happened:

we picked 100 "dream accounts."
we built personalized ads.
we sent direct mail.
we tracked engagement.

6 months later?

→ 3 meetings booked
→ 0 closed deals
→ $50K+ spent

the board asked: "what went wrong?"

the honest answer? we fell in love with the tactic, not the strategy.

here's what we missed:

1. we picked accounts we wanted, not accounts that wanted us.
no intent signals. no timing data. just logos we thought would look good on our website.

2. we personalized everything except the message.
custom ads with their logo. personalized landing pages. but the value prop? generic. they didn't care.

3. sales wasn't bought in.
marketing ran the show. sales saw it as "marketing's project." when leads came in, follow-up was slow. alignment was broken from day one.

4. we measured activity, not outcomes.
engagement scores looked great. but engagement doesn't pay the bills. pipeline does.

the fix?

we rebuilt ABM from scratch:

→ started with sales and CS input on account selection
→ used intent and signal data to find accounts already in-market
→ aligned on a shared revenue segment, not just MQLs
→ measured ICP-fit pipeline and closed revenue, nothing else

that's when ABM started working.

my lesson: 

ABM isn't broken.
GTM isn't broken.
Marketing or sales isn't broken.

but the way most teams run it? absolutely is.

your take?

love,
sangram

i bring work home every. single. day.

but not the way you think.

i don't bring emails, slack, or stress.

i bring the skills.

the same frameworks that helped my two companies scale to over $100M, i've found they work at home too.

so my wife and i built a family operating system.

here's what the Vajre household runs on:

→ "Vajre's always make it thru with God's love, grace and truth" — our family mission statement (every company has mission and core values, why don't my family?)

→ no pay for chores — you live here, you contribute (ownership without entitlement)

→ want to earn real money to buy something?  Read books, serve the community, sell or build something (leaders are readers, does, dreamers and drivers)

→ eat only when mom sits and takes the first bite (mom does a lot, the least we can do is wait for her and honor her)

→ dinner table is tech-free and sacred — memories are made with eye contact (focused convo, no phones)

→ yearly goals + monthly 1:1s date with each kid, weekly 1:1 with spouse — 5 years straight (performance reviews works when done regularly, not once a year)

→ on vacation, only mom has the phone (connection needs disconnection)

we've been doing this for years.

not because we're perfect. we're far from it.

but because the same principles that made my companies great, i wanted to see if that will make my family better and stronger.

we all need an operating system and in absence of it, i have found myself just surviving BUT one day we decided to live like that no more.

mission. ownership. respect. focus. growth. boundaries.

it works in the boardroom.

it works at the dinner table.

so... what's one "work skill" you've brought home?

love,
sangram

i got rid of all my crazy expensive tech for videos and here’s what i use now:

- iphone for crisper quality video (no lag or worries about quality)
- yeti mic 
- direct light from the sun by facing the window

that’s it!!

what’s your setup? 

love,
sangram

i want to help 100 solopreneurs make $300k+ in 2026.

one catch - you have to have 10+ years of GTM leadership experience.

not a typo. not a flex. a mission.

here's my why.

i became financially free at 41.

and it broke my brain in the best way.

for 15 years, i chased revenue. exits. titles.

built two companies past $100M. got the outcomes everyone says they want.

but when the money stopped being the goal... everything shifted.

work became projects, not obligations.
family became legacy, not "balance."
money became leverage, not the scoreboard.
partnerships became lifelong relationships, not transactions.

i stopped asking "how do i make more?"

started asking "how do i help more?"

that question led me here.

sangram here...

if you're new — i came to America 25 years ago with less than $500.

no network. no playbook. just hunger.

built Terminus to a $100M+ exit. 
wrote a WSJ bestselling book on go-to-market. 
editor of FractionalFreedomFriday with 7K+ subscribers.
editor of GTMonday with 175K+ subscribers teaching the GTM O.S.

but my next chapter isn't about building another company for myself.

it's about helping 100 new solopreneurs build $300K+ businesses.

we're building GTMarketplace — the largest network of certified fractional GTM leaders.

not a job board. not an agency.

a place where PE and recruiting firms  as well as CEOs and founders find proven fractional and interim CMOs, CROs, and GTM operators who've already solved their exact problem.

bcos the smartest execs aren't climbing corporate ladders anymore.

they're building freedom on their own terms.

if you're a fractional leader ready to stop explaining your value...

or a founder who needs GTM expertise without the full-time overhead...

this is what i'm building for you.

welcome to the fractional GTM movement.

love,
sangram

it’s windy.
it’s cold.
it isn’t fair.

that’s what my son told me this morning at his national tennis tournament in Rome, Georgia. 

so i told him what i know best from experience:

there is no perfect day… 
u have to make your day, perfect. 

in life, sports and business… we don’t practice for perfect conditions. 

you just do your best… 

no regrets!

what would you have said?

love,
sangram

"who owns GTM?"

on every podcast. every stage. every exec session — i get asked this one question over and over again.

so i'm here to settle this debate.

this is based on all the research we've done on GTM — the WSJ best-selling book MOVE, and over 1,000 live GTM assessments with exec teams from startups to publicly traded companies.

hint: it's not who you think.

answer in the video 👇

your take...

love,
sangram

why would you turn down $25K newsletter sponsorship, again?

we did. last week. here's why.

a CEO reached out wanting to sponsor GTMonday. good company. real budget. easy yes for most publishers.

we said no. again.

we don't even call GTMonday a newsletter. 
we call it GTMonday, a research note, on purpose.

because the moment you take sponsorship money, you owe someone something. your research gets filtered. your recommendations get influenced. your voice gets quieter.

we wanted none of that.

3 years into writing this weekly research note, every framework we share is original. every insight comes from working with real companies. no sponsor approved it. no brand paid for ad placement.

that decision cost us short-term revenue.

but it built something bigger.

so what's the ROI of the research we publish freely for 3 years straight on a weekly basis? 

it led to a $7M+ advisory business.

175,000 people read is each Monday and share it all over the world.

70+ GTM OS certified fractionals have built their own businesses around our frameworks and the GTM OS.

every week we learn about companies that are now running the GTM Operating System, literally!

turns out, giving away your best thinking attracts the people who actually want to work with you.

not clicks. not impressions. no banner ad. real relationships that turn into real business.

so no — we're not looking for sponsors. 

now.. if you have a unique pov, then let's hear it and may be we will feature you for free.

that's the trade-off we made. and we'd make it again.

what do you think? 

love,
sangram
p.s. if you have haven't checked out GTMonday on Substack - just look it up!

CEO of $13M business: "i don't believe in fractional and agencies."

me: "78% of fast growing business CEOs disagree with you."

we just ran this survey at GTM Partners. 

78% plan to increase fractional and agencies GTM investment in 2026. 
only 7% plan to reduce it.

71% said their experience was positive—56% called it a major impact, another 15% said fractionals and agencies fill an important gap.

this isn't a fringe experiment anymore. 
it's an operating model shift.

why it's accelerating:

→ GTM complexity is rising faster than headcount tolerance. companies need alignment across marketing, sales, CS, rev ops, and product—but not all of it full time.

→ experience gaps are widening. many CEOs are scaling in markets they've never been in before. hiring a full-time CRO or CMO is expensive, slow, and risky when the GTM motion isn't clear yet.

→ speed matters more than stability. fractional leaders are hired to diagnose, design, and execute—not to play politics or optimize for tenure.

but here's what CEOs still get wrong:

→ hiring a fractional to "help" without giving them real authority
→ treating the role as advisory when the problem is operational
→ expecting full-time outcomes from part-time access
→ using fractionals to avoid hard decisions about strategy, people, or focus

when fractional fails, it's usually because the CEO wanted optionality instead of accountability.

what good fractional leadership looks like:

→ they diagnose fast. ICP quality, pipeline velocity, messaging clarity, ownership gaps—they know where to look first.

→ they design systems, not heroics. the goal is repeatable motions the team can run.

→ they create leverage. a good fractional leaves the org stronger than they found it.

if you're a CEO exploring this model, start by finding someone who's done the work you're trying to do next.

your take?

love,
sangram
p.s. look out for the full research coming out on GTMonday next week

#fractional #GTM #CEO

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The Battle

Jonathan Moss

Sangram Vajre

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taplio

The Battle

Jonathan Moss

Sangram Vajre

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jonathan Moss's LinkedIn Performance

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Performance ScoreJonathan Moss's LinkedIn Performance