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 to win in business.
2️⃣ Teaching leadership – How to align teams for success to win at work.
3️⃣ Teaching life – How to bring work "skills" home to lead in life.

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+ people follow my personal insights: https://becomingintentional.substack.com/
10k+ people apply principles of going from full-time to fractional to make $250k to a $1M a year: https://fractionalfreedomfriday.substack.com/

To Book me for speaking, keynotes: https://sangramhere.com/ or just DM me.

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

my 15-year-old just closed a $300 deal + $50/month retainer.

here's how it happened.

i told him early on: we'll pay for tennis shoes, rackets, training. but food with friends? you gotta earn that.

when he was younger, we paid him for reading books. never for chores. chores are just part of being in a family.

now at 15, time to level up.

so he went to his tennis coach and asked a simple question: "what do you need help with?"

turns out they run Facebook ads and get about 15 leads a day. but no one has time to call them back quickly.

he said: "i'll call every lead as soon as they click."

now he's learning FB ads. learning CRM. learning follow-up.

$300 to set it up. $50/month to keep it running.

honestly... i'm starting to wonder if college is even the move. or if he should just keep building this.

but here's what i know for sure:

the right kind of pressure makes kids think outside the box.

not pressure to be perfect. pressure to figure it out.

my wife gave me that same gift in 2014 when she said "you have 1 year make your business work or you need to get a real job."

that led me to build Terminus (by DemandScience) to incredible heights and now i am doing the same with GTM Partners.

it's time to pass on the "healthy" pressure and see what happens next.

how are you teaching your kids about money and work?

love,
sangram

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Terminus (by DemandScience)

GTM Partners

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

in 2014, i asked my wife if i could quit Salesforce and start a company.

we had debt, no savings, and a second kid on the way.

she didn't say no.

but she didn't say yes either.

after a week of back and forth, she said 3 things that changed my life:

1. "i don't want you to have any regrets—or me stopping you."

2. "i'll get a job so we can pay the mortgage and keep going."

3. "you have 1 year. make the business work or find a real job."

she handed me permission and pressure at the same time.

that lit a fire i didn't know i had.

in the next 12 months:

→ we built Terminus (by DemandScience) from $0 to $1M ARR in 9 months
→ created the ABM category
→ launched 4 FlipMyFunnel events
→ started a daily FlipMyFunnel podcast
→ wrote ABM for Dummies

all because she believed in me enough to bet on me—and loved me enough to give me a deadline.

today, as a 2x entrepreneur, here's what i know:

the people who change your life aren't always the ones who say "you can do it."

sometimes they're the ones who say "you have 1 year. prove it."

who believed in you before you believed in yourself?

love,
sangram
p.s. if you've been in GTM at a corporate for 10+ years, it's 10x easier today than it was for me in 2014 to launch your own thing. do it.

Salesforce

i asked 1,500 people at a conference:

"how many of you are using AI?"

every hand went up.

"how many are using AI to be more productive?"

every hand stayed up.

"how many of you are actually more productive?"

the whole room laughed.

that's the irony of 2026.

we have more tools than ever.
more automations than ever.
more AI than ever.

and somehow... we're busier than ever.

here's what i think is happening:

AI is making us faster at the wrong things.

→ faster at creating content no one reads
→ faster at sending emails no one opens
→ faster at building reports no one acts on

speed without strategy is just organized chaos.

the companies winning right now aren't the ones with the most AI tools.

they're the ones who got clear on what actually matters—then used AI to do only that.

productivity isn't about doing more.

it's about doing less of the wrong things.

what's one thing AI helped you stop doing?

love,
sangram
p.s. i love doing keynotes and saying things no one will say it out loud :)

just finished my 7th CEO roundtable and had a light bulb moment.

every single CEO is talking about AI.

but almost all of them are focused on the same thing:

→ cut headcount
→ automate tasks
→ reduce spend

and then they wonder why nothing feels different.

i wonder if we're looking at AI all wrong.

AI isn't meant to reduce cost.

it's meant to increase value.

cost reduction is a one-time win. you cut once, you're done.

value creation compounds. new products. new markets. new ways to serve customers.

the companies winning with AI aren't asking "how do we do the same thing cheaper?"

they're seem to be asking "what can we do now that we couldn't do before?"

that's a completely different question.

and it requires a different mindset.

not "replace the human."

"elevate the human creativity and capacity."

one CEO paused and said: "i've been solving the wrong problem."

immediately energy came back into the conversation and we went 30 mins over talking about all the positives that comes with adding AI without trying to cut costs as the primary driver.

my big take away: 

i am going to start thinking and advising CEOs on how to use AI to increase value and not reduce cost as a starting point moving forward.

begs the question - which one are you doing — reducing cost or increasing value?

love,
sangram
p.s. DM me if you are a CEO and need GTM advisory related to this topic.

i spent 20+ years exploiting the B2B playbook.

built two $100M+ companies. three best-selling books. thousands of GTM strategies deployed.

and now i'm ready to say it out loud:

i helped write the OLD playbook. now i'm burning it.

more headcount doesn't mean more revenue.
more tools doesn't mean more pipeline.
more activity doesn't mean more growth.

we've been optimizing a system that's running out of gas.

the next era of B2B doesn't belong to the exploiters.

it belongs to the explorers.

that's exactly what i'm unpacking in my opening keynote at Agentic GTM: Realizing Revenue on March 26-27.

the talk: Growth Without the Bloat

here are the 5 BIG ideas i'll break down:

→ revenue per employee and NRR become the only metrics that matter
→ services as a software takes over SaaS
→ generalists will be more valuable than specialists
→ the rise of experienced solopreneurs fueling a new SMB category
→ AI to increase business value — not reduce cost

this isn't theory. it's what i'm seeing work right now.

if you're a CEO, CRO, or CMO trying to figure out what's next — this one's for you.

which of the top 5 BIG ideas are you excited about? 

📅 March 26 | 11:00 AM ET
🎟️ Attend The Metadata.io Agentic GTM: Realizing Revenue Virtual Event
Register now link here:  https://lnkd.in/eZJen_RD

love,
sangram

took me 4 years to figure this out. now i see it everywhere.

CEOs don't pay premium for strategy decks. they pay for clarity.

after $7M+ in GTM advisory,  here are the ONLY 8 things CEOs actually write BIG checks for:

𝗙𝗢𝗖𝗨𝗦 (𝘀𝘁𝗼𝗽 𝘁𝗵𝗲 𝗰𝗵𝗮𝗼𝘀)

1. define your ICP & prioritize segments — stop chasing the wrong customers.

2. build a roadmap around your highest-value products — focus on what drives real revenue.

3. develop a differentiated point of view — stand out instead of competing on price.

𝗘𝗫𝗘𝗖𝗨𝗧𝗜𝗢𝗡 (𝗺𝗮𝗸𝗲 𝗶𝘁 𝗿𝗲𝗽𝗲𝗮𝘁𝗮𝗯𝗹𝗲)

4. implement a GTM motions playbook — repeatable plays that actually work.

5. accelerate ROI & time-to-value — turn customers into advocates, fast.

6. focus on data-driven customer and product insights — fuel NRR growth.

𝗔𝗟𝗜𝗚𝗡𝗠𝗘𝗡𝗧 (𝗺𝗼𝘃𝗲 𝗮𝘀 𝗼𝗻𝗲)

7. create an executive GTM dashboard — full visibility, no surprises.

8. align teams with clarity & trust — move faster, execute better.

notice what's NOT on this list?

more leads. more content. more tools.

CEOs at $10M–$100M don't need more. they need less — with more precision.

which of these 8 is your company struggling with most right now?

love,
sangram

p.s. our 100+ GTM OS Certified partners solve these 8 problems daily for CEOs from startups to billion dollar companies. if you need help, check out GTMarketplace or just dm me.

a CEO of an $11M company asked me last week:

"we're growing 30% a year. why does it feel like we're running in place?"

i asked one question: "what's your NRR?"

she paused. "i think it's around 90%."

that's the problem.

here's the math most CEOs don't run:

→ 90% NRR: you lose 10% of your revenue every year. you need 40% new business just to grow 30%. you're filling a leaky bucket.

→ 110% NRR: your existing customers grow 10% on their own. now you only need 20% new business to hit the same 30% growth.

→ 120% NRR: your customers are doing the heavy lifting. new logos become gravy, not survival.

same growth target. completely different effort.

most CEOs at this stage are obsessed with new logos. i get it. new logos feel like progress.

but the companies that scale aren't the ones with the best sales teams.

they're the ones where customers stay, expand, and refer.

NRR isn't a CS metric. it's a GTM metric.

if your marketing and sales teams aren't thinking about retention and expansion, you're leaving the easiest revenue on the table.

her response: "i've been solving the wrong problem."

do you know your NRR?

love,
sangram
p.s. building a GTMarketplace with 100+ certified GTM partners who are solving these problems daily for CEOs.

when you work for a company, every competitor becomes your enemy.

when you go fractional, every other fractional becomes your homie.

meet Matt Anthony and Stacy Sutton.

both are successful GTM leaders. both are GTM OS Certified Partners building profitable businesses. both are in ATL.

so what do they do? they meet up. they build together.

this is what happens when you shift from W2 to 1099.

something changes in your mindset.

you stop seeing other people in your space as threats. you start seeing them as allies.

but here's the thing no one talks about:

going fractional can get lonely. really lonely.

you leave the meetings, the Slack channels, the water cooler. you're on your own.

and then you find others doing the same thing.

now with 100+ GTM OS partners across the globe, i see this happening all the time.

people meeting up. sharing deals. building businesses together.

people ask me: "what's the ROI of building this community?"

my answer: a big smile on my face.

that's the ROI.

did i go overboard with the word "homie" here?

love,
sangram
p.s. follow Matt Anthony and Stacy Sutton for each of them are building an incredible practice to help CEOs fix and scale their GTM, fast.

last week, our GTM OS fractionals closed over $1M.

not in a quarter. in one week.

how? they follow the same system: brand, demand, delivery.

→ brand: they don't look like every other fractional. they use GTM OS certified research and process to stand out from the sea of consultants who aren't really building a business.

→ demand: they show CEOs exactly what they'll get. no fluff. outcome-based frameworks that make the value obvious before the first call.

→ delivery: with 100+ certified partners and data from 1000+ companies running on GTM OS, everything they do is already battle-tested. no guessing. no improvising. A+ delivery from day one.

most fractionals are winging it alone.

building their own decks. creating their own frameworks. hoping it works.

our partners don't have to.

they walk into every engagement with a system that's been pressure-tested across industries, stages, and company sizes.

this is why i love this community.

you don't have to figure it out by yourself.

you don't have to compete on price.

you don't have to feel like "just another consultant."

you get to build a real business — with a real system — alongside people who are doing the same thing.

this is the best time to go all in on building a fractional business... if you have 10+ years of GTM experience.

love,
sangram
p.s. throwback picture from GTM Made Simple roadshow

in 2024, we had 3 GTM OS Certified Partners.

today? almost 100. across 3 continents.

but the numbers aren't what got me this week.

it's this photo.

Shelli Ryan, APR, Fellow PRSA and Melanie J. Lennert-Anliker on stage in Dubai sharing our new research and building a profitable GTM business.

at the same time—same week—

GTM OS sessions running in the UK - Abbas Shivji Navin Jaitly - leading the way!

another in Sydney, Australia - Sue Foley, i see you!

 in Canada - Murtaza Kumail Abbas, you are killing it brother!

in San Francisco - Lydia Flocchini and Tim Hillison doing joint roundtables

Bryan Brown and i just looked at each other like... is this real?

we didn't build a course.

we get to build a MOVEment.

→ 3 partners → 100 partners
→ 1 county → 3 continents
→ 0 businesses on GTM OS → over 1,000 today

and now GTMarketplace has the leading marketing and sales execs ready to take control of their careers.

here's what i've learned:

you don't scale a framework by selling it.

you scale it by giving people something worth teaching.

the partners aren't just certified. they're invested. they're on stages. they're in rooms we'll never be in. they're reaching companies we'll never meet.

that's not a business model.

that's a belief system.

to every GTM OS partner out there—thank you.

you made this real.

who's someone in your world building something bigger than themselves right now?

love,
sangram

CEO @ Ad Hoc | Veteran Cross-border Go-to-Liquidity™ & Go-to-Market Operator, specialty in improved EBITDA quality and non-rep dependent revenue programs that create results in 90 days

CEO & Co-Founder CRO2go | Fractional CRO & Board Director | Scaling B2B SaaS & FinTech Revenue Across Europe | INSEAD Board Programme | Pioneering fractional leadership model | Speaker

Helping £1M–£10M Life Sciences, HealthTech & SaaS founders turn messy traction into predictable revenue | Fractional CRO | GTM Partner & Advisor

GTM Certified Advisor and Sales Specialist / Fixing Stalled Growth, in B2B Growth Focused Companies/ Best - Selling Author and International Speaker

Entrepreneur | CMO | Strategist | GTM Advisor & GTM OS Certified Partner

All Things GTM | Fractional Revenue Leader | Dad x 3

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

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

Transform your GTM & align your teams with our GTM O.S. framework & certification

***Hot take *** every company is about to land in one of three places.

and your GTM strategy depends on which one you're in.

𝗹𝗮𝗻𝗲 𝟭: 𝗽𝗿𝗼𝗱𝘂𝗰𝘁-𝗳𝗶𝗿𝘀𝘁 (Competition zone)

you compete on efficiency or necessity. your product gets cheaper every day. AI and automation are compressing your margins.

GTM here = speed to market, volume, low-touch sales. you win on distribution, not differentiation.

𝗹𝗮𝗻𝗲 𝟮: 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿-𝗳𝗶𝗿𝘀𝘁 (Winning Zone)

you compete on transformation. your customers don't just use your product — they become something different because of it. you get overvalued every day.

GTM here = outcomes, stories, premium pricing. you win on depth, not reach.

𝗹𝗮𝗻𝗲 𝟯: 𝘁𝗵𝗲 𝗺𝘂𝗱𝗱𝘆 𝗺𝗶𝗱𝗱𝗹𝗲 (Instability Zone)

you're not the cheapest. you're not the most transformational. you're just... there.

GTM here = competing on everything, winning on nothing. no clear positioning. no pricing power. no moat.

this is where most companies go to die.

the hard truth?

most GTM teams are building playbooks for lane 2 while their company is stuck in lane 3.

or worse — they're in lane 1 and pretending they're in lane 2.

the first job of any GTM leader is to get honest about which lane you're actually in.

then build the strategy that fits.

which lane is your company in right now?

love,
sangram

time for a reintroduction.

most of you know me as the Terminus guy. the ABM guy. the author of a few books.

but here's what i get to do now — and honestly, it's something i could only dream of.

i get to help people turn 10+ years of GTM experience into a real business.

not a side hustle. not "consulting between jobs." a real, sustainable business.

i've been doing this on and off for 5 years. but in the last year, Bryan Brown  and i have done it 100 times.

100 GTM leaders. building $250K–$500K+ practices. working with startups and PE firms who actually value their expertise.

just last week, was our first $1M week with a few certified partners (fractionals) sharing their wins in the community. 

this is the new reality.

so here's what i've learned:

the skills you built climbing someone else's ladder? they're worth more than you think.

but it only works if you're serious about it.

this isn't for people looking for a backup plan.

it's for people ready to bet on themselves.

so if you've gone fractional /solo — or you're thinking about it — i want to help.

and if you know someone who fits that description, tag them or send them my way.

this is the work i am meant to do right now.

thank you for supporting the GTMovement!

if you want to share the word, pls repost it.

love,
sangram

"We've been running on EOS for 10 years. When I saw GTM OS, it immediately clicked—it's the missing operating system for go-to-market." that's what Eric Baum, CEO of Bluleadz told me last week. 

Eric runs a very successful agency on HubSpot and EOS Worldwide.

he's seen what works and what doesn't. and his take got me thinking about why so many EOS companies still struggle with revenue.

EOS gives you operational discipline. 

→ rocks 
→ scorecards 
→ accountability 
→ meeting rhythms 

but EOS doesn't tell you how to go to market. 

it doesn't answer: 

→ who's your real ICP? 
→ what's your positioning? 
→ how do marketing, sales, and CS actually align? 
→ where's the pipeline breaking down? 

that's the gap GTM OS fills. 

EOS runs the company. 
GTM OS runs the revenue engine.

most companies have one or the other. 

few have both working together. 

but when they do? that's when things start compounding. 

Eric's seeing it with his clients — the ones running both systems are moving faster and with more clarity than the ones trying to figure out GTM on their own. 

if you're already on EOS and feel like go-to-market is the missing piece — this might be worth exploring. 

are you running both or just one? 

love, 
sangram 
p.s. shoutout to Eric Baum for the insight — always learn from people doing it in the field.

in 20 mins… i am doing a keynote called “Growth without bloat” 

why i am excited:

1. brand new research from 1000+ companies and over 100 CEO conversations since beginning of this year

2. new model showing the gap in B2B worldview and real worldview when it comes to go-to-market

3. 8 ideas that will cost $0 to create more revenue and will make your CEO scratch their heads.

so wish me best and see you soon!

it’s hosted by Lisa Sharapata and Gil Allouche at Metadata 

let’s go!

love,
sangram 
p.s. if you want slides just comment “growth” and my EA will dm you… i think that’s how you go viral 🫣

No alternative text description for this image

i spent 35 years believing the biggest risk was becoming an entrepreneur. i had it completely backwards.

before that? i thought the only way to build something meaningful was living paycheck to paycheck. climbing someone else's ladder. hoping for the next promotion.

today, i think that's the greatest myth — especially if you have 10+ years of experience.

here's what nobody tells you:

you already know what it takes to build a business.

you've built pipelines. you've closed deals. you've led teams. you've driven revenue.

you just did it for someone else.

and no — you don't need to raise money. you don't need a $100M company to call yourself an entrepreneur or soloprenuer. you don't even need a software idea.

what you need is to make a meaningful living on your terms.

when i see CMOs and CROs working 60-70 hours a week, grinding for 1-2 years, and then back on the job hunt... it breaks my heart.

why not have 2-4 clients instead of one employer?

why not diversify your income so you're never at the mercy of one company's next layoff?

why not leverage 20 years of experience AND have fun doing it?

the risk isn't going out on your own.

the risk is waiting too long to start.

am i wrong?

love,
sangram
p.s. "the tragedy of life is not that it ends so soon, but that we wait so long to begin it." — William Mather Lewis

looking for 3-5 AI-powered GTM tools to introduce to our 100+ GTM OS Certified partners and agencies.

here's why this matters:

there are 10,000+ GTM AI tools out there. buyers have no idea what's actually good.

too much noise. too many demos. too little trust.

so how do people actually decide what to buy?

they ask someone they trust.

our 100+ partners are building $250K-$500K+ fractional businesses all over the world. each one works with 3-5 clients at a time.

that's 300-500 companies in this ecosystem right now.

here's the deal:

→ give our partners access to your tech
→ they recommend it to clients when it fits
→ they earn a commission on referrals
→ they post about it on LinkedIn (real usage, not paid ads)

this isn't influencer marketing.

it's micro-advisor distribution.

trusted people recommending tools they actually use to clients who actually need them.

no cold outreach. no ad fatigue. no "request a demo" forms.

just warm introductions from people who've already earned trust.

i think this is how B2B buying is going to work moving forward.

not more ads. more trusted advisors.

if you're building AI-powered GTM tech and this sounds interesting — DM me "PARTNER" and let's talk.

love,
sangram

p.s. we have a rigorous process so if you can't handle an influx of deals yet, hold off for now.

just wrapped a LIVE workshop with 25 GTM leaders who want to go fractional.

4 hours. no fluff. just the real stuff.

here's what we covered:

𝗺𝗶𝗻𝗱𝘀𝗲𝘁
→ why you and why now?
→ 3 ways to build a fractional business
→ 8 outcomes CEOs actually pay for
→ 15 limiting beliefs holding you back

𝗮𝗰𝘁𝗶𝗼𝗻
→ build your LinkedIn and define your ICP
→ set up your tech stack and funnel
→ create a content strategy for consistency
→ sell through frameworks — outcomes, not hours

𝗿𝗲𝘀𝘂𝗹𝘁𝘀
→ how to land 1-3 clients in 90 days
→ the 10-week challenge to make it real

this is the system our 100+ GTM OS partners use to build $250K–$500K+ practices.

not theory. not motivation. a real playbook.

if you're thinking about going fractional — or already started and feeling stuck — i want to help.

comment "GTM" and my EA send you the entire deck starting Friday.

plus i am included a recording in which i will show how we built a $7M advisory using this process. no silver bullet - just consistently doing what only 1% would do. 

who is this NOT for: in between jobs or not serious about building a $250k+ business or having less than 10+ years of marketing/sales/CMO/CRO experience. 

comment "GTM"... let's go!

love,
sangram
p.s. thank you Aby Varma for having me + Stacy Sutton and Matt Anthony for being there as GTM OS Certified Partners doing this for real!

how do you make $500K consistently as a fractional CMO/CRO leader?

not once. not in a lucky year. but predictably.

it's a math problem, not a motivation problem.

here are the 3 models i see working:

→ model 1: 4 retainers at $10K/month = $480K

→ model 2: 3 retainers + 2 strategic projects at $50K each = $460K–$500K

→ model 3: 2 PE-backed clients at $20K/month = $480K

$500K is not about 12 clients. it's about 2–4 serious ones.

but here's what separates $250K fractionals from $500K fractionals:

$250K fractionals sell execution — content, ads, HubSpot management.

$500K fractionals sell architecture — revenue design, GTM resets, alignment across marketing + sales + product.

execution scales down. architecture scales up.

the other difference? specificity.

generic fractionals cap at $250K.

the ones crossing $500K have a wedge:

→ post-Series A pipeline resets
→ PE-backed revenue acceleration
→ ABM for $100M+ portfolios

and the hard truth?

$500K requires selling. confidently. at that level.

many people can do the work. few are willing to price it.

if you don't sell, they can't buy.

which model are you running right now?

love,
sangram
p.s. we now have 100 GTM OS Certified Partners doing this and just celebrated several folks crossing this milestone on our Monday Mastermind. if you want to join the MOVEment, just  dm me.

a partner at a $10B PE firm asked me last week:

"what's the hourly rate for a fractional CMO?"

my answer: "don't be a hammer looking for nails."

she's trying to help her portfolio companies scale with "just in time" hiring instead of full-time execs. smart move. but she was thinking about it wrong.

here's what i told her:

we're shifting from "knowledge workers" to "wisdom workers."

knowledge workers get paid for what they know.
wisdom workers get paid for the outcomes they create.

the best fractional GTM leaders i know don't charge by the hour. they charge by the transformation.

and this shift is happening fast.

→ fractional CFOs normalized it first. companies realized they didn't need a full-time finance exec—they needed outcomes.

→ Fiverr normalized it at the entry level. millions of people building income without a boss.

→ now it's happening in GTM.

for the first time, marketing and sales leaders with 10+ years of experience are building $300K–$500K practices.

not consulting gigs.

not "between jobs" work.

real businesses.

when Bryan Brown and i started the GTM advisory business in 2021, we were figuring this out as we went. today? it's a proven path.

the old model: charge by the hour, compete on rate, get commoditized.

the new model: charge by the outcome, compete on wisdom, build a real business.

this isn't a trend.

it's a reset.

if you've been thinking about making the leap, check out GTMarketplace — 100+ GTM leaders already building $300K+ practices. link in comments.

love,
sangram
p.s. dm me if you want to be on this GTMarketplace only if you have 10+ years of marketing/sales/GTM experirence.

Fiverr

the US lost 92,000 jobs in February. badly missing estimates of 55,000 payroll additions. unemployment rose to 4.4%.

at the same time, fractionals in our GTM OS community had a record week (not just a month) — generating over $1M in just one week.

same economy. different outcomes.

one group is waiting for permission.

the other group built their own.

i'm not saying fractional is for everyone. it's not.

but if you've spent 10+ years in GTM, built pipeline, led teams, and delivered results for others... 

then it begs the obvious question...

why are you still waiting for someone else to decide your future?

the economy doesn't care about your resume.

but your skills? your network? your ability to deliver outcomes?

those are yours. no one can lay those off.

the shift from W2 to 1099 isn't just a tax change.

it's a mindset change.

from "i need a job" to "i am the job."

what do you think is going to happen in 2026 to your job?

love,
sangram

Legal Tech GTM Leader 🚀 Accelerating Growth Using Data & Analytics

Legal Tech Category Designer, GTM and Revenue Builder, 5X LegalTech M&A, Change agent, business transformation leader, category and value creator who is passionate about customer success, marketing, data, analytics, technology, and productizing WOW moments for customers.  Track record for building and scaling customer success, sales, and marketing organizations for early stage, fast-growing technology companies that provide Software-as-a-Service (SaaS)/B2B solutions to mid and Enterprise level markets.  Recognized for cultivating strategic and value-based partnerships with Executives/C-levels.  Leading and motivating high performing sales and customer success teams focused on new business acquisition, retention, revenue growth, and adoption, resulting in consistent performance above 100% and 25+ sales awards. I geek out on taxonomies. I believe data is a lifestyle and superpower. 

Expertise and Value: 
GTM▪ Customer Success ▪ Marketing ▪ SaaS ▪ B2B ▪ Management & Leadership ▪ Start-Ups ▪ Sales ▪ Upsells & Renewals ▪ Health Scores ▪ Customer Success & Sales Enablement ▪ Playbooks ▪ Product Toolkits ▪ Pitch Decks ▪ QBRs – Quarterly Business Reviews ▪ Enterprise Accounts ▪ Client Retention ▪ Best Practices ▪ Analytics ▪ Gainsight ▪ Salesforce ▪ Marketo ▪ Sendoso▪ Training ▪ Use Case & Success Stories ▪ C-Level & Executive Presentations ▪ Voice of the Customer ▪ Customer Resources ▪ Big Data ▪  Business Intelligence    ▪  Agile Software Development ▪  Product Marketing ▪ Market Research▪ Legal Technology▪ Instant Discovery▪GTM Launches

Lydia Flocchini

𝙏𝙝𝙚𝙧𝙚’𝙨 𝙖 𝙢𝙖𝙧𝙠𝙚𝙩 𝙨𝙝𝙞𝙛𝙩 𝙝𝙖𝙥𝙥𝙚𝙣𝙞𝙣𝙜 𝙖𝙣𝙙 𝙞𝙩'𝙨 𝙗𝙞𝙜𝙜𝙚𝙧 𝙩𝙝𝙖𝙣 𝙖𝙣𝙮𝙩𝙝𝙞𝙣𝙜 𝙄’𝙫𝙚 𝙨𝙚𝙚𝙣 𝙗𝙚𝙛𝙤𝙧𝙚. 🌊 

It’s the pace of innovation.
The way work is changing simultaneously across industries.

I've seen shifts before.

The dot-com boom and crash.
The recession.
The pandemic.
The shift to virtual work.

In 30 years in legal tech, I’ve helped law firms move from books to on-prem to the cloud.
I’ve seen the rise of the internet.
The emergence of legal analytics. 

And now AI.  
This feels different.

There’s a renaissance happening. 
And at the same time, a reckoning about the future of work.  

Across the legal industry, I’m seeing it everywhere:
• Lawyers becoming vibe coders
• Others scrambling to “learn AI”
• Others quietly wondering if their value is shrinking
• And some hoping there will be a pause or things will slow down

Here’s what’s actually happening:

We are moving from 𝗞𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝗪𝗼𝗿𝗸𝗲𝗿 𝘁𝗼 𝗖𝗿𝗲𝗮𝘁𝗼𝗿 𝗖𝗮𝗽𝗶𝘁𝗮𝗹𝗶𝘀𝘁.

Execution is becoming cheap.
Knowledge is becoming free.
AI can replicate what used to make us valuable.

Which means the people who win next will not be the best executors.

They will be the ones who:

• See problems others miss
• Frame opportunities others can’t articulate
• Create net new knowledge
• Turn their perspective into assets
• Are willing to reject the premise

The future isn’t employment vs. entrepreneurship.

It's portfolio-based value creation.

This is why I'm excited about the launch of 𝘾𝙧𝙚𝙖𝙩𝙤𝙧 𝘾𝙖𝙥𝙞𝙩𝙖𝙡𝙞𝙨𝙩 by Category Pirates - Christopher Lochhead, Eddie Yoon, and Bri Clark.

This book is the blueprint for making the shift yourself.  

I’ve lived this transition personally.

From behind-the-scenes operator and builder of GTM teams…
To naming categories in legal AI…
To helping founders name the enemy, claim the language, and create markets…
To advising legal AI founders and CEOs
To building a career rooted in creativity and difference.

Creator Capital is the accumulated value of your difference.

And in the next decade, difference will compound.
Execution will commoditize.

As a Creator Capitalist, you don’t use AI to automate your work.

You use it to amplify your thinking.  
Accelerate creation. 
And unlock exponential value from your perspective.  

This isn’t just about the legal industry.
I’m seeing this shift across every industry. 

I tell my family, the people I mentor, the communities I'm part of.
I take every opportunity I can.
Make AI your thinking partner.

It's time to prepare and create the future. 

Link in the comments ⤵️ 

#CreatorCapitalist #CategoryDesign #FutureOfWork #AI #WorkTransformation #DigitalTransformation

Most people build careers. Very few find their business bandmate.

One of the most important and rare things in business is finding someone you’re meant to build with. Not just collaborate. Not just partner. But someone who sees the world the way you do and challenges you to see it differently.

I found my bandmate through the Category Design Academy. I still remember when Pirate Eddie Yoon said, “Lydia, you need to meet Nick Kringas. He’s also in legal.”

What began as a few conversations quickly turned into a shared point of view.

We talked about the shifts reshaping #legal -AI, private equity, generational change, and how marketing and business development are evolving in an AI-driven world. We call this the 𝗔𝗜 𝗩𝗶𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝘆 𝗥𝗲𝘀𝗲𝘁.

Then Nick told me he was rebranding his company and asked me to help. The timeline was tight. He knew I had led rebrands before. I said yes.

From there, we got to work- building, collaborating, and sharing ideas leading up to the PILMMA's AI for PI Expo and beyond.

And somewhere along the way we formed a partnership with a shared mission and purpose to help law firms navigate the market siege.

I'm excited to share that Nick and I are now featured in 𝗖𝗿𝗲𝗮𝘁𝗼𝗿 𝗖𝗮𝗽𝗶𝘁𝗮𝗹𝗶𝘀𝘁, 𝗖𝗵𝗮𝗽𝘁𝗲𝗿 𝟭𝟰: 𝗙𝗶𝗻𝗱 𝗬𝗼𝘂𝗿 𝗕𝗮𝗻𝗱𝗺𝗮𝘁𝗲𝘀.

“This is the story of how two solo pirates became bandmates—and why finding your bandmates might be the most important decision you make as a creator capitalist.”

This isn’t just our story. It’s about orchestrating a lightning strike, one of the most valuable skills you can learn as a creator capitalist.

𝗪𝗵𝗮𝘁 𝘀𝗵𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝗹𝗼𝗼𝗸 𝗳𝗼𝗿 𝗶𝗻 𝗮 𝗯𝗮𝗻𝗱𝗺𝗮𝘁𝗲?
1. Shared language: We think in category design. We don’t follow markets, we create them.

2. Shared experience: First-generation. Children of immigrants. Shaped by the American Dream. That gives you resilience and a lens rooted in possibility.

3. Deep expertise: Nearly 50 years combined in legal. Millions in outcomes. Your intellectual and reputational capital are your leverage.

4. Challenge each other: A bandmate sharpens your thinking. We challenge ourselves all the time to think differently and reject the premise.

5. No ego: You elevate each other. Always.

6. Shared mission: We want to help the injured and the attorneys who serve them. Belief and conviction in your mission are everything.

We’ve also been fortunate to learn from Eddie Yoon and Christopher Lochhead 🇺🇸🇮🇱🏴‍☠️,true bandmates we admire and aspire to.

I’m incredibly grateful to be on this journey with Nick, and part of a community that pushes me to think bigger and grow.

If you’re looking for your bandmate, start with what you believe, how you think, and the impact you want to make. 𝗖𝗿𝗲𝗮𝘁𝗼𝗿 𝗖𝗮𝗽𝗶𝘁𝗮𝗹𝗶𝘀𝘁 𝗹𝗮𝘂𝗻𝗰𝗵𝗲𝘀 𝘁𝗼𝗱𝗮𝘆. ⤵️

Create the future, pirate friends. 🚀 🏴‍☠️ 

#CreatorCapitalist #FutureofWork #AI #WorkTransformation #DigitalTransformation #startups #legaltech #personalinjury

We're witnessing a true renaissance in the legal profession. For decades, we knew there were smarter, more efficient, and more accessible ways to practice law. 

Now, with AI, that future is here.

AI isn't replacing legal professionals.
It's amplifying judgment.
Augmenting expertise.
Expanding what's possible.

I couldn't be more excited and grateful to be part of this moment.

I’m honored to speak at Legalweek 2026, representing the Center for Law, Tech, and Social Good at the University of San Francisco School of Law - the first law school in the country to embed generative AI directly into its curriculum.

𝗧𝗵𝗲 𝗛𝘂𝗺𝗮𝗻 𝗘𝗱𝗴𝗲: 𝗟𝗲𝗮𝗱𝗶𝗻𝗴 𝗮𝗻𝗱 𝗧𝗵𝗿𝗶𝘃𝗶𝗻𝗴 𝗶𝗻 𝘁𝗵𝗲 𝗔𝗜-𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗲𝗱 𝗟𝗲𝗴𝗮𝗹 𝗪𝗼𝗿𝗸𝗽𝗹𝗮𝗰𝗲
📅 Monday, March 9, 2026
🕦 11:30 AM – 12:30 PM

I’m thrilled to join this extraordinary panel of legal innovators:
Jeff Reihl, Technology Chairperson, LexisNexis Legal and Professional
Mark Wasserman, Partner and CEO Emeritus, Eversheds Sutherland
Jennifer Leonard, Founder | Former Chief Innovation Officer & Executive Director of the Profession Initiative, Creative Lawyers | Penn Carey Law
Seth Gastwirth, Deputy General Counsel, Assistant Corporate Secretary, JLL

We’ll explore:
▪️ The cultural and organizational shifts required for AI integration
▪️ How leadership roles are evolving
▪️ Strategies for reskilling and upskilling legal teams
▪️ What it truly means to maintain the human edge

I hope you can join this exciting discussion. 

If you’re at Legalweek, I’d love to see you there and share more about the exciting work that the CLTSG is doing to equip future lawyers and leaders with the essential knowledge and tools to advance social good through emerging technologies.

The future of legal work is being shaped right now, by the professionals who are harnessing AI to create new models, new value, and lead the change.

Thank you to the team at Law.com and session sponsor, LexisNexis for the fantastic opportunity to share what we are learning. 

#Legalweek2026 #LegalTech #AIinLaw #FutureOfLaw #LegalInnovation #USFLaw

I often talk about the value we create through the products and companies we build.  This post is about something different: the value we create as individuals. 

Most professionals don’t have a pricing problem. They have a belief problem. We’ve been trained to price our time, not the outcomes we create.

The Category Pirates shared a story this week that made me reflect on this and my own career.

Tomi Mikula spent a decade selling cars at dealerships. Same scripts. Same inventory systems. Same negotiation tactics. Then he flipped the model.

Instead of negotiating for the dealership, he started negotiating for the buyer, charging a flat $1,000 per deal and livestreaming some calls on social media.

Same knowledge. Same industry. Different operating system. His company now generates $200K per month.

For 26 years in #legaltech, I was the operator inside companies helping build multimillion-dollar businesses. People called me for turnarounds or when deals got stuck.

In reality, I was the builder.

I was building the system behind the outcomes - a unified GTM operating system aligning teams, data, storytelling, sales enablement and community to generate revenue. Today, I call that Legal Tech Revenue Science™️.

But the value I created wasn’t tied to my time. It was tied to outcomes and those outcomes were accumulating on someone else’s balance sheet.

I remember interviewing for new roles and deciding whether to take another job or go out on my own. 

Then my husband asked something powerful in its simplicity: “If you can do that for your companies, why don’t you do it for yourself?”

That question changed everything.

When I started my own business, the shift became obvious. In one engagement, applying the same approach, we grew pipeline from $200K to $9M in less than 6 months.

That’s when I saw my superpower in action - designing systems that create category leaders and revenue outcomes.

Today, that’s exactly what I do: advising founders and serving as a Create the Market leader helping them build companies that lead their markets.

If you're exploring your own “different,” ask yourself:

◾ What outcomes do you consistently produce for others?
◾ What repeatable system allows you to produce those outcomes?
◾ How would you price your work if you charged for the result, not the time it takes to create it?

Most professionals don’t need new skills. They need a new operating system and leverage. AI now provides that leverage, augmenting and amplifying our thinking.

For many of us, the value was always there. We just didn’t learn how to price the outcomes we deliver.

This idea is captured beautifully in Chapter 17 of Creator Capitalist: “The Value of Your Value.” 

I’m honored to be featured in the book & the story of how Nick Kringas and I joined forces as fellow #legal pirates. ⚖️  🏴‍☠️ Can't wait to share that tomorrow.

More in the c0mments ⤵️

#CreatorCapitalist #FutureofWork #CategoryDesign #AI  #WorkTransformation  #DigitalTransformation

In June 2021, I read an article in the Category Pirates newsletter that changed how I thought about my career. 🏴‍☠️ 

It was:

“𝗟𝗮𝗻𝗴𝘂𝗮𝗴𝗶𝗻𝗴: 𝗧𝗵𝗲 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗨𝘀𝗲 𝗼𝗳 𝗟𝗮𝗻𝗴𝘂𝗮𝗴𝗲 𝘁𝗼 𝗖𝗵𝗮𝗻𝗴𝗲 𝗧𝗵𝗶𝗻𝗸𝗶𝗻𝗴.”

One line stopped me:

“𝘠𝘰𝘶 𝘢𝘳𝘦 𝘳𝘦𝘴𝘱𝘰𝘯𝘴𝘪𝘣𝘭𝘦 𝘧𝘰𝘳 𝘤𝘩𝘢𝘯𝘨𝘪𝘯𝘨 𝘵𝘩𝘦 𝘸𝘢𝘺 𝘢 𝘳𝘦𝘢𝘥𝘦𝘳, 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳, 𝘰𝘳 𝘶𝘴𝘦𝘳 𝘵𝘩𝘪𝘯𝘬𝘴. 𝘛𝘩𝘦 𝘸𝘢𝘺 𝘺𝘰𝘶 𝘥𝘰 𝘵𝘩𝘪𝘴 𝘪𝘴 𝘸𝘪𝘵𝘩 𝘸𝘰𝘳𝘥𝘴.”

I must have read it twenty times and since then, I refer to it all the time.

Because when I looked back, I realized something.

For years, I had been building categories behind the scenes.

Helping legal tech companies frame new markets.
Launching products that didn’t exist before.
Helping founders differentiate.
Helping friends navigate crowded job markets.
Helping movements articulate what made them different.

People called me “the storyteller.”

But what I was really doing was designing categories.

The moat was never the tactics.

It was the thinking.
The framing.
The courage to name a problem no one else could see yet.
To see things through a different lens.

Then on September 17, 2024, I received an email that changed the course of my future.

I was accepted into Category Design Academy.

For the first time, I had language for what I had been doing instinctively for decades.

I became the Category Designer I was meant to be, surrounded by extraordinary people who think differently about markets, work, and value.

And now, full circle, that thinking is captured in 𝗖𝗿𝗲𝗮𝘁𝗼𝗿 𝗖𝗮𝗽𝗶𝘁𝗮𝗹𝗶𝘀𝘁, a book built on one powerful idea:

𝘛𝘩𝘦 𝘱𝘦𝘰𝘱𝘭𝘦 𝘸𝘩𝘰 𝘤𝘢𝘯 𝘧𝘳𝘢𝘮𝘦 𝘵𝘩𝘦 𝘧𝘶𝘵𝘶𝘳𝘦 𝘸𝘪𝘭𝘭 𝘣𝘶𝘪𝘭𝘥 𝘪𝘵.


-----------------------------------------

Photo: From the GTM at the Edge event hosted by Yoofi Annan. I had the chance to try informational smart glasses created by Jason Marsh and watch data transform into dynamic, multi-dimensional narratives. 

A glimpse of how storytelling, data, and frontier technology are converging in entirely new ways.

#CategoryDesign ##CreatorCapitalist  #FutureOfWork #AI #WorkTransformation  #DigitalTransformation

Eddie Yoon hit the mark on the Schwab Network this week.  The data is clear: personal injury attorneys are AI invisible, with a 0.076 correlation between SEO rankings and AI discoverability.  

That's the urgent problem Nick Kringas and I are solving. This isn't just a legal issue, it's an economy-wide visibility crisis.  

"Whether you are an attorney, Walmart, or a shopper, you are going to see it in a ripple effect."

Companies betting on AI are winning, while those clinging to yesterday's playbooks are falling behind. The paradigm has shifted across every industry. If you're in legal and want to transform how you're being discovered in an AI-first world, watch Eddie's full breakdown. The stakes are real. 

𝘼𝙧𝙚 𝙮𝙤𝙪 𝘼𝙄 𝙞𝙣𝙫𝙞𝙨𝙞𝙗𝙡𝙚? This is the urgent question every business needs to be asking right now.

#lawfirms #legalAI #legaltech #legalmarketing #personalinjury #legal #lawfirm #AI #creatorcapitalist Category Pirates

Eddie Yoon says consumer sentiment is “not getting any better” as the University of Michigan’s consumer sentiment index came in at a reading of 55.5 in early March, down from a final reading of 56.6 in February.

The dip in consumer sentiment was a result of military action in Iran that led to higher gasoline prices.

He says one thing working in consumers’ favor is AI, with shoppers using it throughout their buying journey and for financial advice “to make sure they can save money where they can and, when they spend money, they’re spending it smartly.”

For more market news, tune in at: https://lnkd.in/e44dGWE4

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The Battle

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Lydia Flocchini

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Engagements

Likes

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