Jonathan Moss

Experity

Leading a team of senior Growth, GTM and Data leaders focused on establishing new growth vectors, building go-to-market strategies for the established and new business, and optimizing the system (data, process, and technology) that underpins the revenue machine. 

2024 results: 
↳ Grew top and bottom line by double digit % (first time in since 2021)
↳ Exceeded annual plan in revenue and EBITDA 
↳ CAC payback <12 months 
↳ LTV/CAC 5:1 
↳ Increased volume and conversion rates at every stage of the bowtie while decreasing sales cycle time across all product and service mixes 
↳ Reduced time to install by 2.5x 
↳ Reduced churn by 50%
↳ Launched 2 new revenue streams 

My teams are responsible for the following: 

Growth: establish growth vectors (e.g. adjacencies, new categories, product innovation), build out a 0 to 1 business within our incubator, and launch go-to-market 

Go-to-Market Strategy & Planning: planning and execution to accelerate durable growth across our platform of products/services 

GTM Operations: building, managing, and optimizing our GTM system that underpins our revenue factory. 

AI: building and implementing AI strategies across the GTM team, product and service lines. 

Data: structuring, aggregating, analyzing and providing insights for the GTM teams that drive our strategic decisions and operations. 

Revenue Enablement: accelerating employee productivity and knowledge across all GTM teams.

EVP - Growth, GTM Strategy and Operations

Established and lead the Executive AI committee comprising CTO, SVP of Strategic Partnerships, Chief Medical Officer and SVP of Technology. 

Implemented 5 AI initiatives 
2024/2025 roadmap for 10+ initiatives

Executive Chair - AI committee

OpenAI

Forum Member

Pavilion

Co-Chair AI in GTM

Executive Member

Winning by Design

Revenue Architect & GTM Ambassador

AI Business Network

Co-Founder

MetaVRse

✅ 140+ Metaverse / Web3 Products and Projects 

🌎 9 World-Firsts

💻 1 Award-Winning, Proprietary 3D Creation Platform (Metaverse, Web3)

👩‍💻60k+ Creators

♟️Established strategic partnership with Microsoft

Founding Team, Executive Board Member & Strategic Advisor

Led global vision, strategy, and execution for all facets of revenue generation, go-to-market, operations, customer success and product management within a high growth technology industry.

🚀Launched the Metavrse Engine from stealth April 2020 including SaaS and professional services. 

✍️Negotiated and Signed deals with Siemens Healthineers, Samsung, MasterCard, JP Morgan and other Fortune 500 companies. 

📚$2M+ booked revenue in the first 12 months. 

♟️Established strategic partnerships including NVIDIA, Qualcomm, EPIC Games, Meta (formerly Facebook), and Autodesk. 

🛣️Developed product roadmap with feature prioritization, UX/UI design, and technical integrations.

Chief Revenue Officer (CRO)

Booster

Booster is a clean technology company that provides mobile energy delivery, including renewable and sustainable fuels, through its marketplace. 

🛠️ Elevated go-to-market strategy, built the revenue engine and led sales team that secured $56M in bookings with 79% net revenue growth and 215% Enterprise segment growth

⚙️ Implemented sales motions with aligned systems across the customer journey, automated workflows and insights that led to a 60% more outbound lead volume, 2.5x meetings, and 4.6x opportunity creation, 56 day reduction in sales cycle time, 25% conversion rates and a 45% increase in deal size

✅ Transformed top of funnel strategy through diversification of marketing channels and building infrastructure which led to 10x inbound lead volume accounting for 30% of new business, up from 2%

🚀 Implemented Customer Led Growth strategy that led to a better customer experience, 2x faster growth and improved LTV/CAC

🤝 Series C ➡️ D Senior Leader

🎯 Built annual operating plan and forecasts (quarterly, monthly, weekly) with 96%+ accuracy  

🎙️Built brand and content strategies that elevated Booster to over 60%+ Share of Voice and 90%+ positive Brand Sentiment

🚀 Launched platform business (including a marketplace) with complete P&L ownership

📈Grew platform from $0 to $6M+ in ARR since launching in December 2022

🔋Built partnerships that enabled Infrastructure as a Service for EV Charging, Hydrogen, LNG, and CNG delivery 

🚚 Drove product roadmap strategy that allowed for mixed energy fleets to manage energy consumption, vehicles insights and payments for both sides of the marketplace 

📍Developed geo-spatial models and algorithms for route and location based density to enable effective dynamic pricing, sales and marketing prioritization

💰Developed pricing strategy transitioning legacy margin model to a product (SaaS) and services (Consumption) model

Vice President - Revenue & Revenue Operations

REEF

REEF is a technology company that transforms urban real estate into thriving mobility and logistical hubs via a marketplace.

🎯 Led GTM strategy and execution across sales, revenue operations, and customer success that secured $70M in new bookings and expansion that increased revenue from $30M to $100M+ throughout the United States, Canada, and Europe.

⚙️ Implemented sales process with aligned systems across the customer journey, automated workflows and insights that led to a 36 day reduction in sales cycle time, 40% increase in conversion rates and a 25% increase in deal size.

📱Developed and implemented product led growth strategies that led to a 3x revenue growth expansion from the demand side of the marketplace.

⛓️Interconnected and consolidated technology stack to increase efficiency and efficacy across marketing, sales, and customer success (Salesforce, ZoomInfo, Marketo, LinkedIn Sales Navigator).

Executive Vice President - Revenue & Global Revenue Operations

OYO USA

OYO is a global travel technology company that connects guests to owner-operators via a marketplace. It offers full-stack hospitality software and revenue management solutions to hotel owner-operators.

🎯 Led strategy and execution for go-to-market, revenue operations, and sales training that led to growth from $17M to $200M throughout the United States, Canada, and India.

📈Developed and implemented product led growth strategies that led to a 2x revenue growth and 3x margin expansion from the demand side of the marketplace.

🛣️ Create and maintain data and insights across the entire customer journey that increased direct sales close rate by 2.5x, increased deal size by 50% and decrease sales cycle by 45 days.

⛓️ Interconnected and built the sales tech stack to align with the customer journey and automated work flows to drive 2x sales efficiency and efficacy.

Vice President Revenue Operations & Enablement

T-Mobile

A demonstrated record of success and achievement, marked by a promotion to a position of increased influence, authority, and accountability. Fulfilled a critical role building and executing strategies to govern sales, communication, and training professionals in franchise stores, small business team, national retail team, and in Direct to Consumer teams encompassing over 40,000 individuals responsible for 80% of all revenue. Maintained accountability for $25M in P&L.

•Supervised a 190-person team engaged in sales enablement, learning (e.g. in-person, virtual, eLearning, and AR/VR), strategy/planning, sales tech stack, process design, LMS, other Learning technology and communication tools. 

•Recognized for Performance (Top 5%)

•Successfully accelerated the ramp-up period for new sales personnel from six months to one month, as measured by five key performance metrics - New Customer Acquistion, Renewal Rate, Average Revenue Per User, Value Added Service Attach Rate, and Emerging Product Attach Rate.  

•Positioned the company to be listed in the Great Places to Work list for 2018 to 2019.

•Sparked a 25% increase in revenue per subscriber as a result of training programs for existing sales representatives, improving their ability to promote and secure agreements for products, services, and accessories.

•Developed quantitative and qualitative analytics and dashboards to measure sales intelligence, performance, deal/funnel intelligence, and trainer performance across 40,000 employees. 

•Scope of training curricula and collateral spanned New Hire, Management Fundamentals, Advanced Leadership Programs, Behavioral Skills Workshops, Gamification, and over 250 sales and leadership videos.

•Recognized as the first training team in the world that formed a co-development partnership with the Apple Master’s Program.

Senior Director Sales Enablement | Learning

Responsible for operations encompassing 15,000 employees and 8,000 points of distribution across 22 states, representing $14B in revenue. Directed teams engaged in Go-To-Market strategy, Communications, Retail Technologies, Customer Support & Success, Performance/Competitive Analytics, Workforce Planning, Facilities and Distribution strategy.

•Developed operational and customer success strategies that led to $825MM increase in profit and 2,100 basis points in NPS.

•Executed over 20 go-to-market projects with budgets in excess of $10MM.

•Led Go-To-Market and Operational implementation of new channels including Direct to Consumer, Uber, Walgreens, and AAA. 

•Managed $1B+ budgets for labor, facilities, service and repair centers, new store builds, remodels, and equipment.

•Developed automated dashboards for 40+ operational and customer experience metrics with tangible costs and actions. 

•Implemented a variety of technology solutions to assist the sales, operations and customer support teams, including intelligent process automation, digital chatbots, Microsoft Office 365, Salesforce, and a number of SaaS tools.

Director Multi-Channel Sales Operations

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

You know how companies either burn a ton of cash trying to scale or hit a growth ceiling they just can’t break through?

What I do is step in, audit their GTM strategy, financials, and operations, and then engineer a smarter, more scalable system (typically including AI). Whether that’s digitizing their physical business, refining their go-to-market motion, or unlocking new revenue streams, I build the strategies and systems that fuel sustainable, high-impact growth.

Companies I’ve worked with have seen a median growth rate of 87%

My journey has given me diverse experiences across many different industries, business models, products, and functions at different scales. 

➡️ Experience across multiple industries including Software (SaaS), Healthcare, Retail, Real Estate, Hospitality, Transportation/Logistics, Telecommunications. 

🚀 Company Stages: Venture Capital, Private Equity, and Bootstrapped at Pre-Revenue, Seed, Series A, Series C, Series D, Publicly traded 

💵 Investment Partners: Sequoia, Lightspeed, Madrona, GTCR, Warburg Pincus, Mubadala Capital, AirBnB, Microsoft, JP Morgan, UBS Asset Management, Softbank and JC2 Ventures 

💰Company Revenue: $0-$15B (87% median growth rate; over $1B of capital raised)
     👉 $0-$6M+
     👉 $0-$7M+
     👉 $17M-$200M+
     👉 $30M-$100M+
     👉 $80M-$150M+
     👉 $165M-$260M+
     👉 $190M-$2XX (Current role)
     👉 $13B-$15B+

📍Geographies: North America, LATAM, EMEA, and APAC

✅ Team Size: 1-200

🤓 Experience
👉 AI: 6+ years     
👉 GTM: 20+ years
     👉 Sales: 12 years (B2B); 10 years (B2C)
     👉 Revenue Operations: 13 years
     👉 Customer Success / AM: 9 years
     👉 Product: 9 years
     👉 Revenue / Sales Enablement: 5 years
     👉 Marketing / Demand Generation: 3 years
     👉 Business Development/Partnerships: 3 years

Healthcare should work like everything else in our lives — convenient, transparent, and built around the people it serves.

That's what we're building at Experity: a patient experience that feels less like navigating a system and more like having a concierge. 

On-demand access. 

Digital-first workflows. 

Intelligent connections between care moments. 

And critically, less administrative burden on the clinicians who make it all possible.

Our new partnership with Amazon Pharmacy is a perfect example of this vision in action. 

Patients walk out of an urgent care visit and get their prescriptions delivered fast, with full pricing transparency. 

No extra trips. 

No pharmacy lines. 

Just care that continues seamlessly after the visit ends.

This is what modern healthcare should feel like.

...and this is only one of many things we are doing to solve these problems. 

Tanvi Patel Tara DellaVecchia Kevin Clarke

Congrats to Amanda, Katie and the 1mind team for their Series A raise! 

Watching them build “always-on, infinitely knowledgeable” AI employees that anyone can access.

The implications are massive - not just for how we structure teams, but for how we think about deploying AI agents across the organization.

This is fundamentally rethinking what work gets done by humans vs. agents, and how org structures evolve when knowledge and capability can be instantly accessible to everyone.

Excited to see the evolution of 1Mind and what this team does!

A lot of people think they are behind in AI deployments based on the LinkedIn and X messages giving them FOMO. 

Let me bring some light to the situation so you don’t get a false narrative from the algorithms. 

If you aren’t experimenting daily/weekly, you are behind. 

If you haven’t deployed AI or agents at scale yet, you aren’t behind yet. 

Most deployments fail. Why? 

Data is messy. 

Most processes aren’t documented properly. 

Change management with people is hard. 

This is why you aren’t behind. 

You have do the unsexy and hard work first and then you will get success from your AI and agent deployments. 

Take your time, do it right, and you will get the outcomes you are needing. 

We see this in real life and through published research. 

Share your story of successful or unsuccessful AI deployments. Here to help and learn.

Same market. Same physics. Different systems.

Over a century ago, Amelia Earhart flew by the same laws that govern flight today... lift, drag, thrust, gravity. 

But we're flying 100x faster now. Not because the physics changed.

Because the systems evolved.

That's where GTM is right now.

You've probably seen the chart showing where we missed the pivot. 

The one that makes your stomach drop a little. 

That red zone between 2020-2023 where everyone should've been building different but kept throwing bodies at growth problems instead.

Capital was cheap. Risk-taking was even cheaper. So we hired early-career SDRs, AEs, and CSMs. 

We brute-forced our way to pipeline with headcount. 

We measured productivity per person.

And honestly? It worked. Until it didn't.

Now capital scarcity is forcing something we should've done years ago....operational efficiency. 

But here's what nobody's saying out loud: this isn't just about doing more with less.

It's about fundamentally rethinking the infrastructure.

The shift from SaaS-native to AI-native isn't a feature update. 

It's a systems overhaul.

Think about what changed from 2008 to 2023: 
→ People were the compound growth lever 
→ Hired fast, trained faster, measured activity 
→ Success = bodies in seats generating pipeline

But look at 2023 forward: 
→ Systems become the compound growth lever 
→ Low-cost intelligence via LLMs 
→ Success = growth loops built on usage data, not headcount

Here's what we're seeing:

→ Data becomes the moat, not messaging: Your CRM is full of signals about what actually works. Most companies ignore this goldmine and keep running the same plays.
→ Growth loops replace growth hacks: Product usage feeds GTM intel. GTM intel feeds product improvements. It's circular, not linear.
→ AI isn't a feature, it's the foundation: You don't bolt AI onto your existing process. 

You rebuild the process around what AI makes possible.

Look, I get it. This feels scary. Changing systems while you're flying the plane? 

That's not a metaphor—it's literally what we're all doing right now.

But the physics haven't changed. 

Customers still need solutions. 

Problems still need solving. 

Value still needs creating.

What's changing is how efficiently we can do it.

The companies that figure this out are the ones that build AI as infrastructure instead of just another tool. 

Those are the ones that'll be flying 100x faster while everyone else is still trying to hire more pilots.

Thanks Jacco for bringing forward the amazing research and POV on GTM in the AI era! 

Happy to be on the journey with you as an Ambassabor for Winning by Design and Founding Member of the Growth Institute.

Hope everyone had an amazing holiday, I took some time off and disconnected, hope you did as well. A lot happened and I am going to share thoughts on it all this week, plus some expansive thoughts on AI-native GTM. 

But first.. let's get into some of the things that happened over the last week or so. 
 
Meta just gave ChatGPT, Copilot, and Perplexity their eviction notice from WhatsApp Business API. Wonder if ChatGPT group chats accelerated this.. 
 
Official reason: "Business API is for transactional messaging, not AI assistant distribution."
 
Real reason: Meta wants Meta AI to own the playground.
 
Think about that.
 
This isn't a WhatsApp problem. It's a "building on someone else's rails" problem.
 
→ Meta wants Meta AI 
→ Google wants Gemini everywhere  
→ Microsoft wants Copilot in everything
 
That brief magical period where AI assistants could meet customers wherever they were? It's ending faster than anyone expected.
 
What does this mean for your GTM org?
 
If you're using AI chatbots on third-party platforms for customer conversations, you've got three immediate problems:
 
→ Platform risk you can't control. That Slack integration, that LinkedIn automation, that WhatsApp bot—they can all disappear with 90 days notice. Your workflows, your data, your customer relationships. Gone.

→ Data you can't move. Most of these integrations don't let you export conversation history. When the platform pulls the plug, you're starting from scratch. Every insight, every customer interaction, every qualification step—locked in someone else's system.

→ GTM strategies built on borrowed time. If your outbound motion, your customer success workflows, or your sales enablement depends on tools you don't control, you're one terms-of-service update away from scrambling.
 
The companies winning right now? They're building AI on infrastructure they own, and integrating strategically where it makes sense. But they never confuse the two.
 
The question for every GTM leader:
 
Where are you building your AI integrations?
 
Because if the answer is "on platforms we don't control," you need to answer three more questions:
 
1. What happens when they change the rules overnight?
2. Can you actually migrate your customer data if you need to?
3. Who owns the conversation history with your customers?
 
The pattern here is old. The speed is new.
 
Every platform eventually prioritizes its own ecosystem. MySpace did it. Facebook did it. Twitter did it.
 
But the AI platforms are doing it in months, not years.
 
My take:
 
Build where you own the rails. Integrate where you don't. But never confuse the two.
 
And if you're relying on third-party AI integrations for customer conversations? Audit that data portability. Today.
 
Because the walls are going up faster than anyone thought possible.

MCP has been live for a year.

Most GTM leaders still have no idea what it means for them.

That's about to change.

Anthropic just showed why Model Context Protocol with code execution is the infrastructure shift everyone's been sleeping on.

𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝗮𝘁'𝘀 𝗵𝗮𝗽𝗽𝗲𝗻𝗶𝗻𝗴:

Since November 2024, developers have been building on MCP. Thousands of integrations. Every major programming language. The protocol is becoming the standard for connecting AI to tools and data.

But here's the problem most companies are hitting right now.

𝗬𝗼𝘂𝗿 𝗔𝗜 𝗮𝗴𝗲𝗻𝘁𝘀 𝗮𝗿𝗲 𝗳𝘂𝗻𝗱𝗮𝗺𝗲𝗻𝘁𝗮𝗹𝗹𝘆 𝗶𝗻𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝘁

Every time your AI needs to access Salesforce, check HubSpot, pull from Drive, send a Slack—it's reading every instruction manual first. Then manually copying data between systems. Word by word.

Not slow. Broken.

Most teams added MCP integrations and wondered why everything still felt sluggish.

𝗧𝗵𝗲 𝗯𝗿𝗲𝗮𝗸𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝘁𝗵𝗮𝘁 𝗷𝘂𝘀𝘁 𝗱𝗿𝗼𝗽𝗽𝗲𝗱

Code execution with MCP changes the entire game.

Instead of AI following instructions, it writes code.

The numbers are wild

Before: 150,000 tokens processed just to access your tools

After: 2,000 tokens to run the same workflow

That's 98.7% reduction in processing. 75x faster. 75x cheaper.

Same task. Different architecture.

𝗪𝗵𝘆 𝘁𝗵𝗶𝘀 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝗳𝗼𝗿 𝗚𝗧𝗠

Remember when you tried connecting your entire tech stack... Salesforce, Gong, calendar, Drive, Slack, data warehouse... and it didn't work well?

Code execution fixes that.

You can finally run complex workflows that actually work

"Pull this week's calls from Gong → identify pricing objections → cross-reference closed-lost in Salesforce → draft personalized responses → send to reps in Slack."

Used to crash halfway through. Now runs in 2 minutes.

𝗧𝗵𝗲 𝗽𝗮𝗿𝘁 𝘁𝗵𝗮𝘁 𝗰𝗵𝗮𝗻𝗴𝗲𝘀 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴

Your AI saves its own workflows.

First time it analyzes competitor mentions, it figures it out. Every time after, it just runs the saved playbook. Your AI gets better at YOUR specific business. Not generic tasks.

𝗧𝗵𝗲 𝗮𝗱𝗼𝗽𝘁𝗶𝗼𝗻 𝗰𝘂𝗿𝘃𝗲 𝗶𝘀 𝘀𝗵𝗶𝗳𝘁𝗶𝗻𝗴

MCP launched a year ago. Code execution just showed why it matters.

Most GTM teams are still treating AI like fancy ChatGPT... one task at a time, slow, expensive, breaks on complexity.

The companies that win will be the ones whose AI actually scales across their full tech stack. 

Fast. Reliable. At cost that makes sense.

That infrastructure just became real.

𝗪𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝗳𝗹𝗼𝘄 𝗵𝗮𝘃𝗲 𝘆𝗼𝘂 𝗯𝗲𝗲𝗻 𝗮𝘃𝗼𝗶𝗱𝗶𝗻𝗴 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗻𝗴 𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝘆𝗼𝘂𝗿 𝗔𝗜 𝗰𝗼𝘂𝗹𝗱𝗻'𝘁 𝗵𝗮𝗻𝗱𝗹𝗲 𝗶𝘁?

OpenAI is coming for where you work today, the browser. 

They bought Sky , which builds browser-based AI agents that sit 𝘪𝘯𝘴𝘪𝘥𝘦 the tools your team already uses.

And they dropped Atlas - their new "AI teammate" that can browse the web, fill forms, and execute workflows autonomously.

Connect the dots:

→ ChatGPT already has 800M+ weekly active users 
→ Sky's tech lets AI operate directly in browsers 
→ Atlas can now execute tasks across web applications 
→ Your CRM, your outreach tools, your data entry... all vulnerable

𝗧𝗵𝗲 𝗽𝗹𝗮𝘆 𝗶𝘀𝗻'𝘁 𝘀𝘂𝗯𝘁𝗹𝗲:

Phase 1: Get everyone dependent on ChatGPT for thinking 
Phase 2: Acquire the tech that lets AI act in their workspace 
Phase 3: Launch agents that can 𝘥𝘰 the work, not just suggest it 
Phase 4: Own the entire workflow from insight to execution

Your sales team uses Salesforce? Atlas can update it. 
Your SDRs use Outreach? Atlas can send sequences. 
Your ops team does data entry? Atlas can handle spreadsheets.

This isn't about making your team more efficient.

𝗜𝘁'𝘀 𝗮𝗯𝗼𝘂𝘁 𝗢𝗽𝗲𝗻𝗔𝗜 𝗯𝗲𝗰𝗼𝗺𝗶𝗻𝗴 𝘁𝗵𝗲 𝗶𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝗹𝗮𝘆𝗲𝗿 𝗯𝗲𝘁𝘄𝗲𝗲𝗻 𝘆𝗼𝘂𝗿 𝘁𝗲𝗮𝗺 𝗮𝗻𝗱 𝗲𝘃𝗲𝗿𝘆 𝘁𝗼𝗼𝗹 𝘁𝗵𝗲𝘆 𝘁𝗼𝘂𝗰𝗵.

And here's the brutal truth nobody wants to say out loud:

Most AI companies spent 2024 building point solutions - better email writers, smarter dialers, faster research tools. 

OpenAI is positioning itself to make a lot of point solutions obsolete by owning the execution layer itself.

The question isn't whether your tools will integrate with OpenAI's agents.

The question is whether your tools will even matter when those agents can operate through a browser better than your team can.

We're not in the "AI features" era anymore.

𝗪𝗲'𝗿𝗲 𝗶𝗻 𝘁𝗵𝗲 "𝗔𝗜 𝗶𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲" 𝘄𝗮𝗿.

And OpenAI just fired the first real shot at the application layer where revenue teams actually live and work.

How are you rethinking your tech stack?

OpenAI is going after so many places right now to before the de facto interface for consumers…

Group chats in ChatGPT are now piloting in Japan, New Zealand, South Korea, and Taiwan.

A new way to collaborate with friends, family, or coworkers and ChatGPT in the same conversation.

WDYT?

graphical user interface, text, application, chat or text message

I used ChatGPT Voice to prep my AWS re:Invent presentation and interview.
 
Walking around my hotel. Inside. Outside. Hands-free. No typing. No switching screens.
 
I've been obsessed with conversational UX/UI since before it was cool.
 
My thesis: Voice is how humans naturally communicate. So voice will become how we interact with computers.
 
Not as a novelty. As the primary interface.
 
I now talk to my computer and phone about 80% of the time instead of typing.
 
Not because I'm trying to be futuristic. Because it's faster. More natural. Less friction between thought and action.
 
And what ChatGPT just shipped? Validation that this shift is real.
 
Voice is now just... part of the conversation. No toggle. No separate mode. You talk. Text appears. You see images, maps, code—all while speaking.
 
Mobile. Web. Everyone. Right now.
 
Here's what I actually did:
 
Presentation tomorrow. High stakes.
 
I opened ChatGPT and just... talked. While walking around the hotel. Through the lobby. Outside. Back to my room.
 
"Help me practice my presentation."
 
Then I delivered my intro. Out loud. Moving. Like I would on stage.
 
ChatGPT listened. Analyzed. Gave me specific feedback: 
→ "Your hook is strong but arrives 30 seconds late" 
→ "You used 'basically' three times in 90 seconds" 
→ "Your transition to the data point needs more punch"
 
Then we iterated. Live. Conversationally. Like having a coach beside me.
 
This isn't about voice recognition getting better.
 
It's about eliminating the cognitive load of interacting with technology.
 
What's different now:
 
Before: "Hey Siri, SET TIMER for 10 minutes" (command) 
Now: "I need to prep for a meeting in about 10 minutes" (intent)
 
The computer figures out what you need.
 
This is about eliminating context switching in the workflow that matters most.
 
Current reality:
 
A rep has a call in 12 minutes with a VP of Sales at a $50M ARR company.
 
They need to: 
→ Pull up account history
→ Review past conversations 
→ Check recent company news 
→ Find relevant case studies 
→ Draft discovery questions 
 
Five tools. Four logins. Twelve minutes.
 
That rep walks into that call underprepared. Every. Single. Time.
 
Now imagine this:
 
11 minutes before the call, they open one interface and just... talk:
 
"What do I need to know about Acme Corp before my call with their VP of Sales?"
 
And they get—while putting on their headset—account context, recent news, suggested questions, similar customer stories, and potential objections.
 
No tabs. No logins. No mode switching.
 
The best GTM tool isn't the one with the most integrations.
 
It's the one that disappears into the flow of actual selling.
 
For the last decade, we've built GTM tech like this:
 
"Here's a dashboard for analytics. Here's a portal for content. Here's a tool for sequences. Here's another tool for intelligence."
 
The future looks like this:
 
"Just talk. We'll handle the rest."

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

about to go keynote at the LogiSense usage economy conference….in san francisco!!

the best part and always is the people.

big idea is the GTM manifesto for 2026 planning:

1. CEO owns GTM
2. Business transformation happens in teams
3. GTM is the business
4. NRR is the one metric to align on
5. Systems are better than goals 

what else would u add for 2026 planning?

we are using it for 50+ GTM executive workshops coming up from Dec thru March. 

if you want the latest deck to help for 2026 planning, just comment 2026 and my EA will dm you by tomorrow. 

love,
sangram  
p.s. great to see Tim Hillison Ricardo Vanegas and Lydia Flocchini - GTM OS certified partner.

JSESSIONID

li_at

LogiSense

Turning Lumpy Revenue into Predictable Growth | Fractional GTM Operator + Engineer | FlexScale & MaaS for Engineering-Led Scaleups | $1B+ Impact | Ex-Visa, Microsoft, PayPal | #gotimmarket

Driving Growth Through Strategic Innovation | GTM, Revenue Enablement, and BD Expert | Startups, SMBs, Mid-market.

Legal Tech Category Designer & Leader | Fractional GTM Operator & Advisor | Creator of Legal Tech Revenue Science™ + Motion to Scale™ | 5× GTM Growth & Exits | Multi-GTM Awards| ILTA Influential Woman in Legal Tech

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

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

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

from my keynote yesterday!!

caption this… 🫣

love,
sangram
p.s. thanks Palmer Houchins for capturing this pic 😂

VP, Marketing at G2

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

one of the biggest myths about going fractional 👇

that you need...

 ❌ a fancy website
 ❌ a massive audience
 ❌ a full suite of products

the truth?

 you don’t need to reinvent yourself to build a business around your experience.

you already have the expertise.

you already know how to create value.

you just need a few clear offers that make it easy for clients to say yes.

here are 3 proven offers you can launch immediately (no big team, no complicated funnel):

1️⃣ the diagnostic workshop
 🎯 fast trust, low risk, high clarity
 → 90-min session to diagnose pipeline gaps + prioritize revenue levers
 💰 $2,500–$5,000

2️⃣ the roadmap engagement
 🧭 30–60 day project to build a GTM plan
 → includes assessment, roadmap, and 2–3 advisory calls
 💰 $10,000–$25,000

3️⃣ the fractional retainer
 🤝 ongoing partnership (3–12 months)
 → 8–12 hrs/month of strategic guidance + leadership
 💰 $5,000–$15,000/month

you don’t need 10 offers.

 you just need one clear path for clients to experience your value.

once you do that → referrals grow, credibility compounds, freedom follows.

we have now 50+ GTM OS certified partners and agencies doing exactly this and it works.

what's stopping you?

love,
sangram

what's the difference between 1st time founder/CEO and 2nd timer?

1st time founders - we want ARR (growth at all cost)
2nd time founders - we want NRR (distribution and retention focused)

most people forget that with 120% NRR, you can double your revenue in 3.8 years.

conversely, with NRR below 100%, you are constantly filling top of the funnel to simply survive.

as you are doing 2026 planning, make sure your metrics are aligned to NRR more than ARR.

don't just survive... thrive.

what else are top of mind for 2026 GTM planners?

love,
sangram

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 "must" gtm metrics that will define 2026 

don’t skip this.

thanks for being one of over 178,000 forward-thinking gtm leaders who subscribe to this weekly research note 🙌

this week’s research note includes:
 ✨ gtm research: the metrics that will define 2026 planning
 🌟 gtm os certified partner spotlight: Michele Reister, confidence gtm
 📅 upcoming events and access
 
in this week’s gtmonday, we break down the metrics that matter most for 2026 (from the gtm os scoreboard to motion-level kpis and leadership scorecards) so you can turn your plan into a performance engine.

📘 read the research report
 🎓 join gtm university
 🤝 work with a certified gtm partner

join 175k plus leaders reading gtmonday every week.

and follow me Sangram Vajre here for more updates 🙌

Don't skip this. Thanks for being one of over 178,000 forward-thinking GTM Leaders who subscribe to this weekly research note. This week’s research no

The "Must" GTM Metrics That Will Define 2026

🎯 B2B SaaS Marketing Executive | Growth & Revenue Leader | Go-to-Market Strategy | Leadership Development | Channel & Partner Marketing

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!

today's spotlight is Dory Schrader who is a GTM OS Certified partner and is crushing it for CEOs who are focused on GTM.

If you are looking to do 2026 GTM planning, you should hire a facilitator like Dory Schrader to run thru the GTM Manifesto and process to bring clarity, alignment and trust at the highest level.

our data suggest that 68% companies will fail in 2026, if they do not have GTM alignment at the exec level!

here's the GTM Manifesto for 2026 (and no AI bluff in this):

1. CEO owns GTM (you have to be in the room)
2. GTM is a transformational process (not a one time strategy session)
3. Business transformation happens in teams (no silos please)
4. You have to align all things to NRR (this metric is key to success)
5. Align your exec team around the GTM OS (systems are better than goals)

give Dory Schrader a follow!

love,
sangram

I help good ideas get the strategy they deserve: for innovators, business builders and mission-driven teams.

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

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.

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.

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

let’s talk politics and marketing…🫣

but really just marketing.🙏

all campaigns rise and fall on positioning.

for example, if you ask a 100 people what some of the people who won recent presidential or consequential elections stood for, their answers will tell you who won.

for example - 

Obama - Change
Hillary - not sure
Trump - MAGA
Biden - not sure
Mamdani - Affordablility

you see… words have meaning and power of creating a movement.

Change, MAGA, Affordability- these are words and phrases that inspire emotion and action all at the same time (positive or negative, no neutral)

pls note that the words are not fancy yet captures millions of people’s thoughts and turn it into a movement. 

i do want business leaders and especially marketing curious people recognize the power of words here.

in my little world of B2B movements that’s what Inbound, ABM, and now GTM has done and leaders of these movements have build great momentum. 

if you can learn the power of words (simple words), and use it effectively, you can change your world. 

again, this is not a political post, its a marketing post as a observer of what makes great campaigns.

love your take (only constructive comments and no political side bars pls)

love,
sangram

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