Latest / GTM Made Simple / Who Is Sangram Vajre? (And Why This Go-To-Market Strategy Podcast Exists)
Transcript
- You may know me as the guy who built two companies over $100 million or a CMO turned CEO or the person who wrote a Wall Street Journal bestseller called "Move" and then completely blew up the business model it was built on. I grew up in a small town called Nagpur, India and as a kid, I was a relentlessly curious, deeply impatient and honestly a problem child because I was the last kid in the family and there were about 20 people at any given time in our home. And I always had a framework for everything which my teachers found exhausting and my friends found to be very annoying. But I always knew that there was a system underneath all that chaos. I just had to find it. I came to the US for grad school in computer science and ended up in a B2B marketing almost by accident and by 2013, I was a CMO of Pardot right as Salesforce acquired them [music] for 2 and 1/2 billion dollars through the exact target integration. Most people would have stopped there. Instead, I saw the exact problem Pardot was solving which is generating leads and realized that the entire go-to-market world was built on a broken foundation. So in 2015, three of us started Terminus from scratch. In the process, we ended up building a brand new category called account-based marketing at a $100 million exit with a private equity firm. And after the exit, I did almost what most founders do. I started planning my next company and I noticed something. The same 15 go-to-market problems were killing companies everywhere at every stage, across every industry. The same mistakes, the same blind spots, the same bad hires. The truth is, I was exhausted by watching smart people fail for preventable reasons and not because they don't know what to do, but because they don't know how to build a profitable and a scalable business. So I stopped building products and started building a system. I call it the go-to-market operating system. Something any CEO or a high-performing go-to-market leader can use to run their entire business on without needing me in the room. Today, GTM Partners has over 100 plus certified partners running GTMOs inside over 3,000 B2B companies around [music] the world. We built runongtmos.com so any CEO can access the system, run the diagnostic, and [music] find a partner who can solve your exact go-to-market problem. Now, I publish my research and learning every day on runongtmos.com. This has become the source for over 175,000 go-to-market leaders worldwide. Because the best way I know how to scale an idea is to teach it until it travels without me. I do most of this from Atlanta where I live with my wife and two crazy kids who have very strong opinion about my travel habits and all things go-to-market. [music] I genuinely believe the next 10 years of B2B will be won or lost on go-to-market strategy because I believe very strongly that go-to-market is the business. And most companies don't have a clear go-to-market strategy and therefore don't know how to build and run a profitable business. That's what this channel is all about. So, if you're ready, subscribe and let's get moving.