Build the AI GTM Agent That Knows the Buyer - Dr. Sajjan Kanukolanu, Position2 (Position Squared)

827 views · Jul 20, 2026 · 26:27 min · Watch on YouTube ↗

Takeaway

Effective GTM agents need an integrated flow from buyer signals to contextual intelligence and personalized action.

Summary

Position2 argues that adding a chatbot to an unchanged GTM stack fails to capture the context of buyers who have already researched potential vendors.
A signals layer combines CRM history, visitor enrichment, and social indicators such as engagement or a champion changing employers.
A buyer-intelligence layer adds product and persona knowledge, fit and buying-stage scores, a context graph, and message-routing logic.
The action layer uses that context for personalized conversations and outreach instead of restarting every interaction with generic questions.

gtm-agentsbuyer-intelligencecrm

Original description

As part of a GTM motion, an AI agent goes live on the site. The first visitor lands. The conversation starts. That's the moment everyone optimizes for- the right conversation, the right offer etc.. It's the wrong moment.

A well-built AI GTM system does something very different. By the time a buyer sends their first message, the system already knows who they are, what they're looking for, how likely they are to convert, and how to route them. Most teams aren't building that. They're just building a better AI chatbot.

Connecting AI to the stack that actually runs your GTM, one connected to the CRM, intent data, visitor identity, ICP scoring, routing logic- is not one problem. It's three. An AI problem. An integration problem. An architecture problem. Most deployments skip all three and bolt a language model onto a stack they haven't redesigned.

We built the architecture for a client, across multiple brands. Three decisions made the difference between a chatbot just responding to questions, and a system that identifies buyers, personalizes the conversation, and routes them in real time- based on signals resolved before the first message.

You'll leave with the architecture, the integration decisions, and an honest view of where this approach fails.

Speakers:
Dr. Sajjan Kanukolanu (Position2 (Position Squared)): Dr. Sajjan Kanukolanu is VP of Global Operations and Strategy at Position², where he leads the services teams and company's AI-native transformation practice from vision to deployment.
LinkedIn: / sajjank