How to go from siloed sales and marketing to full-funnel cross-functional teams that are focused on pipeline and revenue generation:

Phase 1: Build your rev ops foundation for account-driven GTM

• Step 0: Define ICPS & TAM: If you don’t understand your audience and who you are going after over the next year or so, the rest of this work will be super difficult!


• Step 1.1: Define account tiers : Segment your TAM into 3–4 tiers based on fit, value, and intent to prioritize marketing

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In the Content-Commerce-Community model, publishers and advertisers both, aim to convert this ROAS metric into an ROI metric (Return on Investments) The question that needs to be answered here is whether a monetizable opportunity can be created in the exact same interaction.