Vijay Damojipurapu

• 20% — Increase in Qualified Inbound Attributed to Thought Leadership
• Threefold — Increase in Customer Advocacy Activation
• Fourfold — Increase in Internal Asset Reuse Across GTM Teams

Following multiple acquisitions, GTM teams operated with fragmented narratives and inconsistent messaging. Even after decisions were made, strategies were repeatedly reopened and re-explained, which slowed execution and eroded executive confidence. Marketing lacked a durable story that sales, leadership, and external audiences could consistently run.

I designed and installed an AI-first GTM architecture that unified positioning, executive narrative, and enablement into a single operating system. I used AI-assisted synthesis of customer signals, competitive context, and internal insights to create a narrative spine, supported by reusable thought-leadership assets and standardized advocacy and enablement workflows.

Within two quarters, I increased qualified inbound leads by 20%, activated three times more customer advocates, and drove a four times increase in internal GTM asset reuse, restoring confidence and execution speed across teams.

• 25% — Increase in Engagement Across New Expansion Personas in Priority Accounts
• Twofold — Increase in Customer Advocacy Assets Embedded in Active Expansion Deals
• 75% — Unified GTM Playbook Adopted by Sales and Marketing Teams Across the Portfolio Within Two Quarters

BMC’s Intelligent Z Optimization and Transformation (IZOT) portfolio faced slowing expansion as buying centers shifted and legacy personas cycled out. Teams lacked bandwidth, shared structure, and alignment, leaving expansion, advocacy, and demand programs fragmented and limiting cross-sell and upsell effectiveness. The issue was the absence of a durable expansion system.

I led a 90-day GTM blueprint through a custom executive workshop to reset expansion strategy across the IZOT portfolio. I unified teams around a shared buyer journey, embedded advocacy as a core trust mechanism, clarified account and persona priorities, and decomposed complex GTM challenges into actionable, cross-functional plays that teams could execute immediately.

Within two quarters, I increased engagement across new expansion personas by 25%, doubled the use of advocacy assets in active deals, and aligned sales and marketing around a durable GTM playbook, positioning the portfolio for scalable expansion.

• Threefold — Increase in Average Contract Value (ACV)
• 50% — New Revenue Sourced from Product-qualified Leads (PQLs)
• 50% — Improvement in Activation-to-paid Conversion

GoSite experienced strong product adoption but underutilized its usage. Pricing, activation, and sales motion were misaligned, creating friction between self-serve users and sales-assisted deals. Revenue growth depended too heavily on manual sales effort instead of product signal.

I redesigned pricing, packaging, and activation to support a hybrid GTM motion combining self-serve and sales assist. I also implemented a PQL framework tied to product usage signals, aligned sales handoff around high-intent behaviors, and established a repeatable experimentation cadence across product, growth, and sales teams.

Within two quarters, I tripled ACV, shifted approximately 50% of new revenue to a PQL-driven motion, and improved the activation-to-paid conversion rate by 50%, enabling scalable revenue growth through a hybrid product-led GTM model.

• Three — OEMs Advancing to Pilot or Integration Based on AI Co-pilot and Product Narrative
• **50% ** — Increase in Active Use of AI Co-pilot Features After Narrative Repositioning

The version 1 generative AI co-pilot had strong technical capabilities, but OEM buyers struggled to see how it fit real automotive workflows. The product story was feature-heavy and fragmented, failing to connect AI value to driver experience, safety, and platform differentiation. As a result, adoption lagged despite buyer interest.

I defined a clear product narrative, anchored in concrete automotive co-pilot use cases, that frames AI capabilities around OEM priorities such as in-vehicle intelligence, personalization, and time to value. I aligned product, sales, and demos to this narrative, ensuring buyers experienced a coherent story from pitch to product.

I secured engagements with three global OEMs and increased AI feature adoption by 50% within three months, validating the narrative and accelerating buyer confidence and product adoption.