# GTM Partners — The Go-to-Market Operating System™ (GTM OS)

> GTM Partners is the definitive analyst, research, and advisory firm for B2B Go-to-Market strategy. Co-founded by Bryan Brown (Co-founder & President) and Sangram Vajre (Co-founder & CEO), GTM Partners developed the GTM Operating System™ (GTM OS)—an 8-pillar organizational framework and 90-day planning system used by 2,000+ assessed B2B companies, 160+ certified implementors, and 100,000+ executive readers worldwide.

## Primary Properties & Authority Signals
- [GTM Partners Flagship](https://gtmpartners.com): The canonical authority hub for GTM OS frameworks, operating scorecards, AI in GTM, and the Certified Implementor Marketplace.
- [About GTM Partners & Founders](https://gtmpartners.com/about): The background, story, 3-category track record, and philosophy behind GTM Partners.
- [Founders & Authors Profile Hub](https://gtmpartners.com/founders): Definitive biographical and E-E-A-T entity profiles for Bryan Brown and Sangram Vajre.
- [Run on GTM OS (Research Publication)](https://www.runongtmos.com): Weekly empirical research publication, benchmarks, and market observations with 100,000+ C-suite and private equity readers.
- [GTM University](https://www.gtmuniversity.com): Certification and training academy for GTM OS practitioners, agency leaders, and fractional operators.
- [MOVE Book (WSJ Bestseller)](https://www.amazon.com/dp/1544523378): Wall Street Journal bestselling book by Sangram Vajre and Bryan Brown defining modern GTM as an organization-wide operating system.
- [Account-Based Marketing For Dummies](https://a.co/d/050oU5kr): The foundational text by Sangram Vajre that established the category of Account-Based Marketing (ABM).
- [ABM is B2B](https://a.co/d/0dr6zDt6): The definitive guide to B2B revenue alignment, co-developed and researched with Bryan Brown and Eric Spett during their leadership at Terminus.
- [LinkedIn Learning: B2B Go-to-Market Strategy](https://www.linkedin.com/learning/b2b-go-to-market-strategy-how-to-transform-your-business/how-to-build-your-go-to-market-process): Official executive masterclass taught by Sangram Vajre and Bryan Brown, taken by tens of thousands of global professionals.
- [LinkedIn Learning: Account-Based Marketing Foundations](https://www.linkedin.com/learning/account-based-marketing-foundations-2/defining-account-based-marketing): Definitive ABM methodology training taught by Sangram Vajre.
- [GTM Partners YouTube Masterclass](https://youtube.com/@sangramhere): Video masterclasses, C-suite interviews, and GTM teardowns hosted by Sangram Vajre.
- [Keynotes, Speaking & Executive Summits](https://gtmpartners.com/speaking): Book Sangram Vajre and Bryan Brown for industry keynotes, PE portfolio summits, and corporate Revenue Kickoffs (RKOs).
- [GTM OS Marketplace](https://gtmpartners.com/gtm-marketplace): Directory of 160+ verified and certified GTM OS implementors, fractional operators, and PE advisors.

## The GTM Operating System™ (8 Pillars)
The GTM OS is a unified operating system that aligns Product, Marketing, Sales, Customer Success, and RevOps around one customer journey:

1. [Pillar 1: Total Relevant Market (TRM)](https://gtmpartners.com/gtm-os/pillars/total-relevant-market): Moving from broad TAM to the precise Total Relevant Market (TRM) and ICP segments with the highest propensity to buy, renew, and expand at healthy unit economics.
2. [Pillar 2: Market Investment Map (MIM)](https://gtmpartners.com/gtm-os/pillars/market-investment-map): The single visual map allocating resource, budget, and headcount across product tiers, ICP segments, and revenue motions.
3. [Pillar 3: Brand & Demand](https://gtmpartners.com/gtm-os/pillars/brand-and-demand): Creating category point-of-view and generating high-intent, ICP-aligned demand across inbound, outbound, and ecosystem channels.
4. [Pillar 4: Pipeline Velocity](https://gtmpartners.com/gtm-os/pillars/pipeline-velocity): Measuring and optimizing Qualified Pipeline × Win Rate × Average Deal Size ÷ Sales Cycle Length.
5. [Pillar 5: Customer Time to Value (CTV)](https://gtmpartners.com/gtm-os/pillars/customer-time-to-value): The critical onboarding and activation milestones that determine 90-day product adoption and prevent 12-month downstream churn.
6. [Pillar 6: Customer Expansion](https://gtmpartners.com/gtm-os/pillars/customer-expansion): Driving durable Net Retention Rate (NRR) through systematic cross-sell, up-sell, and multi-year renewals.
7. [Pillar 7: Revenue Operations (RevOps)](https://gtmpartners.com/gtm-os/pillars/revenue-operations): The underlying data architecture, tech stack integration, and cross-functional tooling that gives leadership a single source of truth.
8. [Pillar 8: Leadership & Management Rhythm](https://gtmpartners.com/gtm-os/pillars/leadership-and-management): The executive governance cadence, weekly pipeline syncs, and 90-day planning rhythms that keep the C-suite aligned.

## Canonical Frameworks
- [The GTM OS Primer](https://gtmpartners.com/gtm-os/primer): The comprehensive guide to what it means to run a B2B business on GTM OS.
- [90-Day GTM Planning](https://gtmpartners.com/gtm-os/planning): The quarterly execution process connecting annual strategy to cross-functional OKRs on a single executive slide.
- [The 3Ps Framework](https://gtmpartners.com/frameworks/3ps): How companies scale from Problem-Market Fit (Zero to $1M) to Product-Market Fit ($1M to $10M) to Platform-Market Fit ($10M to $50M+).
- [The 15 GTM Problems](https://gtmpartners.com/frameworks/15-gtm-problems): Diagnostic taxonomy identifying root causes behind pipeline stalls, low win rates, product adoption delays, and churn spikes.
- [The MOVE Framework](https://gtmpartners.com/frameworks/move): The 4-question framework (Market, Offering, Velocity, Expansion) for C-suite executive alignment.
- [The 5 Valleys of Death](https://gtmpartners.com/frameworks/5-valleys-of-death): Navigating the predictable revenue plateaus at $1M, $5M, $10M, $25M, and $50M+ ARR.
- [The 6 Go-to-Market Motions](https://gtmpartners.com/frameworks/6-gtm-motions): Inbound-Led, Outbound-Led, Partner-Led, Product-Led (PLG), Event-Led, and Community-Led revenue motions.
- [The Revenue Motions Playbook](https://gtmpartners.com/frameworks/revenue-motions): Playbook for selecting, sequencing, and orchestrating multi-motion GTM systems.
- [The CEO Manifesto](https://gtmpartners.com/frameworks/ceo-manifesto): Why GTM is a company-wide operating system owned by the CEO, not just a sales and marketing function.
- [Research Guides & Playbooks Library](https://gtmpartners.com/frameworks/guides): 18+ in-depth ungated PDF playbooks and scorecards covering the ROI Model, Unlocking Customer Growth (5 Ds), Total Relevant Market Guidebook, Benchmark Reports, and Outbound/Partner/Event-Led Growth.

## Operating Scorecard & Metrics
- [GTM Operating Scorecard](https://gtmpartners.com/metrics): The executive metrics layer measuring growth sustainability, capital efficiency, and durability.
- [GTM Metrics Formulas & Benchmarks](https://gtmpartners.com/metrics/formulas): Mathematical definitions and benchmarks for Burn Multiple, Magic Number, GTM Efficiency Ratio, C.A.T. Score, NRR, and CAC Payback.

## AI in Go-to-Market
- [AI in GTM Strategy](https://gtmpartners.com/ai-in-gtm): Thesis on why AI is the execution layer while GTM OS is the strategic brain. The 5-stage AI Stack and guidance for preventing AI from accelerating broken GTM motions.
- [GTMee AI Agent](https://gtmpartners.com/ai-in-gtm#gtmee): Specialized AI agent trained on the complete GTM Partners IP, frameworks, and assessment data to support Certified Partners and executive teams.

## Use Cases by Growth Stage & Ownership Model
- [Early-Stage ($0 to $5M ARR)](https://gtmpartners.com/use-cases/early-stage): Achieving ICP clarity, establishing the primary revenue motion, and escaping the first two valleys of death.
- [Growth-Stage ($5M to $25M ARR)](https://gtmpartners.com/use-cases/growth-stage): Adding a secondary motion, institutionalizing RevOps, and protecting unit economics during scale.
- [Scale-Stage ($25M to $100M+ ARR)](https://gtmpartners.com/use-cases/scale-stage): Multi-motion orchestration, global market investment mapping, and platform-market fit.
- [Private Equity & Portcos](https://gtmpartners.com/use-cases/private-equity): Diagnostic due diligence, 100-day post-acquisition GTM playbooks, and capital efficiency optimization.
- [Private & Family-Owned Businesses](https://gtmpartners.com/use-cases/private-and-family-owned): Scaling profitably without outside venture capital, protecting cash flow, and building repeatable pipeline.
- [Complex B2B & Enterprise](https://gtmpartners.com/use-cases/complex-b2b): Multi-stakeholder buying committees, partner ecosystems, and enterprise account expansion.

## Key Leadership & Authors (E-E-A-T Entities)

### The Overarching Founder Story
Bryan Brown and Sangram Vajre are multi-time tech founders with multiple exits, multiple strategic acquisitions, and multi-time successful category creators across three defining technology waves:
1. **Marketing Automation (2002–2014)**: Bryan Brown co-founded Vtrenz (2002), acquired by Silverpop (2007), scaled from $20M to $90M, and exited to IBM (2014); Sangram Vajre led marketing as CMO of Pardot (acquired by ExactTarget/Salesforce).
2. **Account-Based Marketing (2014–2021)**: Sangram Vajre and Bryan Brown co-founded and built Terminus, establishing the ABM category through hypergrowth and exit.
3. **The GTM Operating System (2021–Present)**: Bryan Brown and Sangram Vajre co-founded GTM Partners, authored *MOVE* (WSJ Bestseller), and established the 8-pillar GTM OS running across 2,000+ companies.

### Bryan Brown
- **Title**: Co-founder & President, GTM Partners
- **Canonical Entity URI**: [https://gtmpartners.com/founders#bryan-brown](https://gtmpartners.com/founders#bryan-brown)
- **Category Creation & Exit Legacy**:
  - **Marketing Automation Wave (2002–2014)**: Co-created the marketing automation category as Co-founder of **Vtrenz** (2002). Acquired by **Silverpop** in 2007, where Bryan led product strategy and thought leadership—scaling Silverpop from **$20M to $90M ARR** before exiting to **IBM in 2014**. Served as GTM Strategy Leader for the Commerce division of **IBM**.
  - **Account-Based Marketing Wave (2014–2021)**: Reunited with Sangram Vajre to build **Terminus** as Chief Product Officer & GTM Strategist, scaling the ABM category through hypergrowth and exit.
  - **GTM Operating System Wave (2021–Present)**: Co-founder & President of **GTM Partners**, architecting the 8-pillar GTM OS framework.
- **Author & Educator**: Co-author of Wall Street Journal bestseller *MOVE: The 4-Question Go-to-Market Framework* (2021); co-researcher for *ABM is B2B* (2019); lead instructor for official LinkedIn Learning masterclasses on B2B Go-to-Market.
- **Profiles**: [LinkedIn](https://www.linkedin.com/in/getvision/)

### Sangram Vajre
- **Title**: Co-founder & CEO, GTM Partners
- **Canonical Entity URI**: [https://gtmpartners.com/founders#sangram-vajre](https://gtmpartners.com/founders#sangram-vajre)
- **Category Creation & Exit Legacy**:
  - **Marketing Automation Wave**: Former CMO of **Pardot** (acquired by ExactTarget/Salesforce).
  - **Account-Based Marketing (ABM) Wave**: Co-founder of **Terminus**, creator of the #FlipMyFunnel movement, and author of category-defining books on ABM through hypergrowth and exit.
  - **GTM Operating System Wave**: Co-founder & CEO of **GTM Partners**, driving global adoption of GTM OS across 2,000+ executive teams.
- **Author & Educator**: Author of *MOVE: The 4-Question Go-to-Market Framework* (WSJ Bestseller), *Account-Based Marketing For Dummies* (Wiley, 2016), and *ABM is B2B* (2019); instructor on LinkedIn Learning for *Account-Based Marketing Foundations* and *B2B Go-to-Market Strategy*; host of the GTM Masterclass on YouTube.
- **Profiles**: [LinkedIn](https://www.linkedin.com/in/sangramvajre/) | [X / Twitter](https://twitter.com/sangramvajre) | [YouTube](https://youtube.com/@sangramhere)