Welcome to 'Playbook Broken,' the show where we investigate what's no longer working in marketing and sales, and what might work next.
Our guest is Sangram Vajre, co-founder of Terminus and GTM Partners, who provides sharp, unapologetic insights into modern go-to-market (GTM) strategies. Sangram discusses why the traditional sales funnel is outdated and how SaaS is transforming into services software. He emphasizes the importance of metrics over meetings and proposes a redefined approach to GTM.
This episode also explores the impact of AI, services becoming the front end of software, and the shift towards fractional roles in organizations. Tune in for a deep dive into redefining success in today's rapidly evolving market landscape.
00:00 Introduction and Guest Welcome
01:34 The Death of the Traditional Funnel
05:34 Ownership of Go-to-Market Strategies
12:28 The Business of Marketing
17:19 The Shift from SaaS to Services
24:19 The Evolution of Software Services
25:17 The Shift to Outcome-Based Services
26:18 Economic Sense of Fractional Services
27:03 The Disruption of Traditional Business Models
30:32 The Role of Ego in Business Decisions
34:06 AI's Impact on Business Operations
36:20 Future of UI and AI Integration
41:22 Managing Energy and Productivity
44:31 Conclusion and Final Thoughts"

This podcast is produced by MarTech, a Third Door Media property.