Build the AI GTM Agent That Knows the Buyer - Dr. Sajjan Kanukolanu, Position2 (Position Squared)
GTM teams that bolt AI onto existing stacks cannot scale; architecture must be rebuilt with AI at the core.
“by the time the buyer reaches you, the decision is mostly made.”
Position Squared VP Sajjan Kanukolanu argues that most GTM AI deployments fail because they layer AI onto legacy stacks rather than rebuilding around AI-native architecture. He identifies three compounding failure modes: AI cannot infer buyer intent in isolation, old CRM stacks can't capture AI-derived signals, and architecture not designed for AI limits scale. The company claims 75+ deployed agents and 800+ monthly runs as of June 2026, lending some operational credibility to the argument.