This episode dives deep into the persistent challenges and new realities of go-to-market (GTM) strategy in B2B SaaS. Drawing on experience across dozens of companies, the conversation unpacks why GTM fragmentation persists, how true cross-functional alignment remains elusive, and why nailing the basics—positioning, ICP focus, value realization, and team discipline—matters more than ever. The discussion also explores how AI is reshaping the GTM tech stack, the pitfalls of tool overload, and the importance of community and authentic connection for leaders navigating rapid change
About the Guest
Anjai "AJ" Gandhi
Co-Founder, GTM Leader Society
Anjai “AJ” Gandhi is a B2B GTM executive and has most recently served as Chief Growth Officer at Marlin Equity Partners. Over his 30+ year career, he has led growth acceleration strategy and go-to-market productivity improvement at 100+ companies primarily in the technology industry. Previously, AJ was a member of the GTM leadership team at RingCentral and Salesforce. He began his career in management consulting (Bain, McKinsey and The Alexander Group). He also has been an executive in 2 venture-backed companies. AJ earned an MBA from Harvard Business School and a BS Business Administration from UC Berkeley.