Executive Guidance on Consolidating Go-To-Market Teams

This document is a guide that discusses the consolidation of Go-To-Market (GTM) teams to enhance organizational efficiency and decision-making speed. It outlines the importance of unified leadership, where a single structure fosters cohesive strategy and aligned execution. The guide emphasizes the need for aligned objectives, enabling merged teams to focus on shared revenue goals rather than competing key performance indicators (KPIs). It also highlights the benefits of faster decision-making through reduced handoffs and friction, allowing teams to respond to market changes more effectively. Additionally, the document presents three critical questions for leaders to consider when consolidating functions: identifying problem statements, determining the highest-impact metric, and assessing how technology and artificial intelligence can support the merged structure. The guide concludes by addressing the significance of cohesive leadership and the necessity for cross-functional alignment, particularly involving Customer Success teams in the consolidation process.