B2B Go-To-Market Leaders · 2026-02-19 · 49 min
Send us Fan Mail In this episode of the B2B Go-To-Market Leaders Podcast, Vijay Damojipurapu sits down with AJ Gandhi, Chief Growth Officer and Go-To-Market Operating Partner, to unpack what it really takes to build a high-performing, holistic GTM engine. With a career spanning Bain, McKinsey, venture-backed startups, Salesforce, RingCentral, and private equity, AJ brings a rare 360-degree perspective on strategy, sales, marketing, partner ecosystems, and post-sales execution. AJ defines go-to-market as the entire lifecycle journey of a customer - not just sales - and explains why most companies underperform because they fail to integrate product, marketing, sales, partners, and customer success into a unified system. They dive into: Why GTM must be holistic across the full “bow tie,” from acquisition to expansion and advocacy. The diagnostic framework AJ uses to assess strategy, talent, execution, and performance in portfolio companies. How to identify waste in sales coverage, geography expansion, marketing spend, and organizational design. Why partner ecosystems follow the 80/20 rule - and how doubling down on top partners drives disproportionate returns.
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