Go-to-market, with opinions
Driving revenue across product, marketing, and sales.
I work across Product Marketing, Enablement, Strategy, and RevOps to turn fragmented go-to-market motions into a clear operating system.
Roopal
Writing
I write about all sorts of B2B tech GTM things because they're all part of the same problem: turning products into revenue...
Point of View
Most Sales Programs Solve the Wrong Problem
Sales programs keep optimizing the rep when the real problem is the system the rep is operating inside.
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Point of View
Field Experience Was Always a Systems Job
Enablement was never a training function. It was always the discipline that owns whether people can actually execute inside the GTM system.
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Point of View
What an AI-First GTM Engine Actually Looks Like
Past the buzzwords: the real architecture of a go-to-market engine built around AI from the ground up.
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Point of View
AI Accelerated Everything Except Accountability
AI sped up every part of the GTM motion except the one thing that was supposed to keep it honest.
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Point of View
From Generic to Genius: The Executive Mandate for Intelligent Sales
Why sales leaders can no longer settle for generic AI, and what an executive mandate for intelligent sales actually requires.
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Coming up
The next one goes here.
Room to grow →
Closing the gap between product and go-to-market has been the through-line of my work.
Hi, I am Roopal. Most of my career has been in go-to-market roles working with category-creating products, and watching how much of the win came down to how clearly the execution gap between product and sales was closed at scale.
What I care about is the whole path from product to revenue, and whether the company actually grows, beyond any single team's scorecard. This is the work I keep coming back to, and how the right systems combined with the right positioning make or break companies.
Lately, I spend a lot of that time on AI, and on the harder question of how much of this work AI actually closes versus how much it just makes faster.
Building
I have always liked to make and build things.
Elaborate meals and home systems. Keynote presentations and positioning papers. Websites and tools. AI just made that last category a lot more accessible. These are some of my recent projects.
"My teen is obsessed with geopolitics, big macro trends, and data. He had ideas worth publishing, so I built this platform with him, including a live data layer pulling from World Bank and UN datasets with an NLP query tool on top. He wrote every word and tested the data results. We continue to have fun with it."
"I think learning should adapt to how the learner learns. So for my kid, no existing tool met him where he was at. So I built one from scratch. Gamified with XP points and levels, graph-first, built for a generation that learns by doing, not by reading."
P.S. This is temporarily out of service because that AP class is over.
"I needed a home for my writing that I actually owned, one that brought my professional life together without depending on a platform that could change the rules tomorrow."
Learning
Learning is how I operate.
On every Gallup StrengthsFinder test I have taken, Learner comes up as a core strength. I consume a lot of information fast, whether it is helping my teens get through advanced courses or keeping pace with AI. So learning to learn is almost a hobby of mine. In fact, I once read 50 books in a year. And of the 100s of books read, podcasts listened to, and frameworks used, here's what stuck with me that's related to work.
Podcasts
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All In
"Great to keep up with AI and the tales of the tech world. Skip the politics unless that's interesting to you, and take the rest."
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Diary of a CEO
"My job is connecting ideas people did not know were connected. This podcast sharpens that muscle."
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Grit / Kleiner Perkins
"I learn as much from how a company is built as from what it builds. This is my field research."
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Marketplace Tech
"Where I go to understand the world my buyers are navigating, not the world vendors are selling."
Books
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Resonate, Nancy Duarte
"The book that taught me stories doesn't just explain, they move people. I have read everything Duarte has written and taken her training. Everything I do in narrative building starts here. P.S. Do not get the audiobook; you need the paper copy for the visuals, and it's best used while working on a deck or story yourself."
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Obviously Awesome, April Dunford
"Most positioning problems are clarity problems in disguise. April Dunford is the person who taught me to see the difference."
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AI for Good, Josh Tyrangiel
"The antidote to AI doomsday thinking. Read this before you let existential dread drive your AI strategy."
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Atomic Habits, James Clear
"Micro-behavior changes at scale deliver results. Sounds like a self-help idea until you apply it to how a field team actually learns to sell. Systems trump goals."
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The Subtle Art of Not Giving a F*ck, Mark Manson
"Figure out what really matters, embrace negative experiences, don't try to be happy all the time. The self-help book for people who hate self-help books."
Frameworks, templates, and Skills.md files
- Coming soon