In a two-motion GTM, what's the right operating model for deal desk headcount and skills (finance, legal, sales enablement hybrid) to serve both a high-velocity sales motion and a complex enterprise motion without becoming a bottleneck?
Deal Desk Operating Model for a Two-Motion GTM DIRECT ANSWER BLOCK: In a two-motion GTM (high-velocity + enterprise), the right deal desk operating model is a tiered, lane-based structure — not one monolithic team. Route velocity deals thro…
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