03 · GTM Architecture
Sales Motions
Design the motion around how customers buy—not how the org chart is structured.
Experience & proof
- Lucid — Project Roadster specialization pilot split new-logo vs expansion roles and produced 3x more new logos per rep (6.4 vs 2.1), 9.8% more NRE per rep and 15.2% more NRE per Enterprise SKU account vs hybrid reps.