Bridge the Gap™ by Revenue Reimagined Episode #136 Your GTM Foundations Are Probably Wrong | Vihaar Nandigala
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Mar 11, 2026 Vihaar Nandigala, co-founder of Orange Slice and builder of data-first GTM tools, explains why bloated all-in-one stacks fail. He discusses using a raw database as CRM, why timing outperforms personalization, moving from static lists to live scraping, and how AI will reshape prospecting and outbound practices.
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Consolidate Around One Or Two Core Sales Platforms
- Use one or two core infrastructure layers (CRM/database) and connect other niche tools into them instead of logging into many apps.
- Treat sales tooling as infrastructure and integrate vertical providers once, then let reps work inside the core UI.
CRMs Are Databases First Not User Interfaces
- CRMs are fundamentally databases with a UI layer; many teams will prefer database-first stores and custom UIs.
- Vihaar's team uses Supabase as their CRM and recommends building tailored sales terminals when needed.
Move Away From Mass Automated Email Sequencing
- Avoid relying on mass cold-email sequencers as a primary channel; treat cold email as a form of paid marketing with diminishing returns.
- Focus reps on in-person, ABM, and high-value outreach rather than automated blasts.