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!

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.

Sangram Vajre

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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