Organisation use cases are reusable definitions of the GTM motions your team runs (for example, expansion, replacement, or new logo).Documentation Index
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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.
Suggested fields
- Title: clear use-case name
- Criteria: what makes an account fit this use case
- Other info: context notes for reps and RevOps
Best practices
- Start with 3-5 core use cases.
- Use clear criteria that a rep can validate quickly.
- Revisit quarterly as ICP and messaging evolve.