Software Isn’t Eating the World—Services Are with Sangram Vajre

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 Sangram discusses why the traditional sales funnel is outdated and how SaaS is transforming into services software.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 Welcome01:34 The Death of the Traditional Funnel05:34 Ownership of Go-to-Market Strategies12:28 The Business of Marketing17:19 The Shift from SaaS to Services24:19 The Evolution of Software Services25:17 The Shift to Outcome-Based Services26:18 Economic Sense of Fractional Services27:03 The Disruption of Traditional Business Models30:32 The Role of Ego in Business Decisions34:06 AI's Impact on Business Operations36:20 Future of UI and AI Integration41:22 Managing Energy and Productivity44:31 Conclusion and Final Thoughts"This podcast is produced by MarTech, a Third Door Media property.