HubSpot

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.

WTF Is the Context Layer? The Missing Infrastructure for Production Agents — Prukalpa Sankar

Jul 14, 2026 · 20:54

Prukalpa Sankar, founder of Atlan, argues that the missing infrastructure for production AI agents is a 'context layer' that encodes business knowledge, expertise, and norms into machine-usable form. She describes how her team built 300 skills and 40 agents but hit problems like context sprawl, dependency management, and skill quality. Sankar proposes a context layer with versioning, lifecycle management, and compounding learning loops from agent traces, enabling teams to share and maintain business context like code. She concludes that context is both king and intellectual property, differentiating companies when models and intelligence are commoditized.