Software isn’t eating the world — services are
Sangram Vajre joins Playbook Broken to talk about the transformation of software, sales funnels and GTM.
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This week on Playbook Broken, we’re speaking with Sangram Vajre, co-founder of Terminus and GTM Partners, who delivers 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Sangram discusses why the traditional sales funnel is outdated and how SaaS is transforming into services software.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.
Episode guide
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
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