Build the AI GTM Agent That Knows the Buyer - Dr. Sajjan Kanukolanu, Position2 (Position Squared)
Jul 20, 2026 · 26:27
Position2's Dr. Sajjan Kanukolanu presents an AI GTM architecture that knows buyers before they message, solving three problems—AI, integration, and architecture—rather than bolting AI onto legacy stacks. The system uses three layers: signals (CRM, enrichment, LinkedIn), buyer intelligence (knowledge base, ICP scoring, context graph), and action (personalized chat, rep alerts, CRM updates, sequence triggers). A demo shows anonymous visitors deanonymized into a dashboard tracking 3,000+ visitors from 280 accounts, with LinkedIn intelligence capturing engagement across 8 posts from 100 visitors. Kanukolanu warns of ICP drift (retrain quarterly), alert fatigue (use context graph to cut noise), identity ceiling (~70% company, 15-20% individual accuracy), and human bottleneck (keep email editing under 30 seconds). The four takeaways: start with identity, score fit and intent separately, build an auditable policy engine, and let every send and deal compound into the knowledge base.
