TargetOrate Sponsors an Executive Strategy Sessionon Rebuilding Enterprise GTM for 2026

The session opened with a keynote by Abhijeet Ballurkar, Managing Director at TargetOrate, who outlined how enterprise GTM models are being re-architected as buying behavior, decision-making dynamics, and scale economics shift simultaneously. His address highlighted a growing disconnect between activity and outcomes, underscoring that modern growth challenges stem not only from execution gaps, but from how GTM systems themselves are designed.

“Most enterprise GTM plans are built using the thought that doing everything for everyone will attract clients,” said Abhijeet. “Buyers are informed, decisions are distributed, and scaling without clarity today means burning resources and capital.”

During his keynote, Abhijeet introduced what he described as the “Crowded Market Syndrome”. A condition where competition is high, but meaningful differentiation is low. He noted that differentiation is no longer confined to product features alone, and can extend across pricing models, payment structures, services, and overall buyer experience. These non-product dimensions often represent untapped opportunities to reduce competitive pressure and stand out in saturated markets.

The Global GTM Expert further urged leaders to re-examine who their true audiences are, and to define the specific “sweet spot” where their offerings create the highest strategic and commercial impact.

The keynote emphasized a decisive shift away from product-centric selling toward buyer and account-centric growth models, highlighting the importance of sequencing, focus, and internal alignment. Abhijeet also addressed the growing role of AI in enterprise GTM, noting that while AI has accelerated execution confidence, it cannot replace strategic clarity and human judgement.

“AI has convinced many enterprise leaders to move faster on GTM execution,” he said. “But GTM is not a one-size-fits-all model. Without clear architecture and intent, automation only amplifies inefficiency.”

Building on this strategic framing, the session transitioned into a panel discussion that grounded these ideas in real enterprise experience. The panel featured Seshasai Parisaboina, VP and Head of Business Marketing at Coforge; Nagi Kasinadhuni, Senior Associate at Salamander; and Abhishek Reddy Kankanala, Team Owner and Chairman of Kankanala Sports Group and Co-Founder of Whizzy Logistics and DevPixel Software Solutions.

The panel examined how GTM shifts are unfolding today. From rising customer acquisition costs to the increasing difficulty of differentiation in crowded markets. Panelists discussed why expanding channels, teams, or automation often fail to deliver results when foundational assumptions around buyers, value creation, and focus remain unclear.

“Reaching customers with a proactive pitch and a problem-first proposal is critical,” said Parisaboina. “Helping clients recognize the pain, and then clearly positioning the solution as a painkiller and not another supplement, is what makes them listen.” His remarks reinforced the importance of understanding the target market and operating within the strategic “sweet spot” highlighted earlier during the keynote session.

The discussion also addressed a common enterprise challenge where teams frequently optimize sales and marketing functions in isolation, without unifying them into a cohesive growth architecture. Panelists emphasized that GTM clarity must be leadership-led, noting that GTM has evolved from a downstream execution function into a board-level agenda.

“Choosing your clients wisely is essential,” said Kasinadhuni. “Knowing who you can target is important, but choosing who you should target is what drives sustainable growth.” He added that many leaders attempt to pursue every opportunity immediately, although long-term efficiency often lies in being clear about what not to do saves time and resources while strengthening core competencies.

The conversation took an interesting turn when Kankanala drew insights from his experience building sports teams and consumer-facing brands. He emphasized the importance of long-term relationship-building, noting that loyalty is rarely driven by brilliance and uniqueness alone.

“Strong fan bases, and loyal customer communities are built through consistency,” he said. “Showing up at every touchpoint, with the same message, agenda and brand promise matters as much as uniqueness.”

The session reflected TargetOrate’s broader mission to help enterprises move beyond surface-level growth tactics and towards scalable, resilient GTM architectures. “Enterprise growth today demands precision, combining AI-driven automation with human judgment, and not mere ambition,” Abhijeet added. “This session was about helping leaders identify the signals that matter and rethink GTM systems as growth engines capable of sustaining growth in increasingly competitive markets.”

‘Solving the Enterprise Growth Puzzle: A New GTM Playbook for Tech CEOs’ forms part of an ongoing effort by HYSEA and TargetOrate to convene senior leaders around forward-looking, high-impact business challenges. With a clear focus on 2026 and beyond, the session reinforced that the next phase of enterprise growth will be defined more by clarity, internal alignments, and purpose-built GTM systems.