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Organisation use cases are reusable definitions of the GTM motions your team runs (for example, expansion, replacement, or new logo).

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What use cases do

  • Create a shared taxonomy for planning and reporting.
  • Let territories reference one or more use cases.
  • Keep strategic language consistent across teams.

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Suggested fields

  • Title: clear use-case name
  • Criteria: what makes an account fit this use case
  • Other info: context notes for reps and RevOps

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Best practices

  1. Start with 3-5 core use cases.
  2. Use clear criteria that a rep can validate quickly.
  3. Revisit quarterly as ICP and messaging evolve.