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<!DOCTYPE html>
<html lang="en">
<head>
<meta charset="UTF-8">
<link rel="icon" href="https://cdn.prod.website-files.com/6266ff495972f5842b11a116/628cf51d4283cd71aa6d47e0_favicon.png">
<meta name="viewport" content="width=device-width, initial-scale=1.0">
<title>GTM 2.0 at JupiterOne</title>
<style>
* { margin:0; padding:0; box-sizing:border-box; }
:root {
--blue:#2563eb; --blue-light:#3b82f6; --blue-dark:#1e40af;
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--border:#e2e8f0; --border-dark:#cbd5e1;
--text:#0f172a; --text-muted:#64748b; --text-light:#94a3b8;
}
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/* NAV */
.nav { position:sticky; top:0; z-index:200; width:100%; background:rgba(255,255,255,0.95); backdrop-filter:blur(12px); border-bottom:1px solid var(--border); display:flex; align-items:center; justify-content:space-between; padding:0 32px; height:56px; box-shadow:0 1px 3px rgba(0,0,0,0.06); }
.nav-brand { display:flex; align-items:center; gap:10px; text-decoration:none; cursor:pointer; }
.nav-logo { font-size:1rem; font-weight:800; letter-spacing:4px; color:#0dd9cc; }
.nav-sep { width:1px; height:18px; background:var(--border-dark); }
.nav-tagline { font-size:0.85rem; font-weight:600; color:var(--text-muted); letter-spacing:1px; }
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.nav-tabs::-webkit-scrollbar { display:none; }
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/* DECK */
.deck { width:100%; max-width:1100px; padding:32px 24px 60px; }
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.slide.active { display:block; }
@keyframes fadeIn { from{opacity:0;transform:translateY(8px)} to{opacity:1;transform:translateY(0)} }
/* SLIDE HEADER */
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.card:hover { transform:translateY(-3px); box-shadow:0 8px 20px rgba(0,0,0,0.08); }
.card-icon { font-size:1.6rem; margin-bottom:10px; }
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/* AGENT CARD */
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.agent-title { font-size:0.9rem; font-weight:700; color:var(--text); margin-bottom:6px; }
.agent-body { font-size:0.78rem; color:var(--text-muted); line-height:1.6; }
/* MEDDPIC LETTER CARDS */
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.lc::after { content:attr(data-letter); position:absolute; right:-10px; bottom:-20px; font-size:7rem; font-weight:900; opacity:0.06; line-height:1; pointer-events:none; }
.lc-letter { font-size:2.4rem; font-weight:900; line-height:1; margin-bottom:2px; }
.lc-name { font-size:0.75rem; font-weight:700; text-transform:uppercase; letter-spacing:1.5px; color:var(--text-light); margin-bottom:14px; }
.lc-desc { font-size:0.82rem; color:var(--text-muted); line-height:1.6; }
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/* SCORE PANEL */
.score-panel { background:#eff6ff; border:1px solid #bfdbfe; border-radius:14px; padding:24px 20px; display:flex; flex-direction:column; justify-content:center; }
.score-panel-label { font-size:0.72rem; font-weight:700; text-transform:uppercase; letter-spacing:1.5px; color:var(--blue-dark); margin-bottom:14px; }
.score-row { display:flex; align-items:center; gap:10px; margin-bottom:10px; }
.score-row:last-child { margin-bottom:0; }
.score-row span { font-size:0.78rem; color:var(--text-muted); }
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/* METRIC */
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.metric-box { background:var(--surface); border:1px solid var(--border); border-radius:12px; padding:18px 16px; text-align:center; box-shadow:0 1px 3px rgba(0,0,0,0.05); }
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/* DIVIDER */
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.sdiv .dl { font-size:0.68rem; font-weight:700; text-transform:uppercase; letter-spacing:2px; color:var(--text-light); white-space:nowrap; }
.sdiv .dline { flex:1; height:1px; background:var(--border); }
/* HERO */
.hero { min-height:calc(100vh - 56px); display:flex; flex-direction:column; justify-content:center; padding:60px 0; }
.hero-eyebrow { font-size:0.72rem; font-weight:700; text-transform:uppercase; letter-spacing:3px; color:var(--blue); margin-bottom:14px; }
.hero-title { font-size:3.8rem; font-weight:900; letter-spacing:6px; color:var(--text); margin-bottom:8px; }
.hero-title span { color:var(--blue); }
.hero-tagline { font-size:1rem; letter-spacing:3px; text-transform:uppercase; color:var(--text-light); margin-bottom:24px; }
.hero-desc { font-size:1.05rem; color:var(--text-muted); max-width:580px; line-height:1.7; margin-bottom:40px; }
.hero-pills { display:flex; gap:10px; flex-wrap:wrap; margin-bottom:48px; }
.hpill { display:flex; align-items:center; gap:8px; padding:8px 16px; border-radius:30px; border:1px solid; font-size:0.82rem; font-weight:600; }
.hp-1 { background:#eff6ff; border-color:#bfdbfe; color:#1d4ed8; }
.hp-2 { background:#f0fdf4; border-color:#bbf7d0; color:#065f46; }
.hp-3 { background:#fffbeb; border-color:#fde68a; color:#b45309; }
.hp-4 { background:#f5f3ff; border-color:#ddd6fe; color:#5b21b6; }
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.stat-label { font-size:0.75rem; color:var(--text-muted); margin-top:4px; line-height:1.4; }
/* FOOTER */
.slide-footer { margin-top:48px; padding:16px 0; border-top:1px solid var(--border); display:flex; justify-content:space-between; align-items:center; }
.sf-left { font-size:0.72rem; color:var(--text-light); }
.sf-nav { display:flex; gap:8px; }
.sf-btn { padding:8px 18px; border-radius:8px; font-size:0.8rem; font-weight:600; cursor:pointer; border:1px solid var(--border-dark); background:var(--surface); color:var(--text-muted); transition:all 0.2s; }
.sf-btn:hover { border-color:var(--blue); color:var(--blue); background:#eff6ff; }
.sf-next { background:var(--blue); border-color:var(--blue); color:#fff; }
.sf-next:hover { background:var(--blue-dark); border-color:var(--blue-dark); color:#fff; }
@media(max-width:768px){
.hero-title { font-size:2.4rem; }
.cols-4,.cols-3 { grid-template-columns:repeat(2,1fr); }
.cols-2 { grid-template-columns:1fr; }
.metric-grid { grid-template-columns:repeat(2,1fr); }
.hero-stats { grid-template-columns:repeat(2,1fr); }
.nav { padding:0 16px; }
.deck { padding:24px 16px 60px; }
}
</style>
</head>
<body>
<nav class="nav">
<a href="Home.html" target="_self" class="nav-brand">
<div class="nav-logo">Selling</div>
<div class="nav-sep"></div>
<div class="nav-tagline">JupiterOne </div>
</a>
<div class="nav-tabs">
<div class="tab active" onclick="go(0)">Overview</div>
<div class="tab" onclick="go(1)">Org Structure</div>
<div class="tab" onclick="go(2)">AI Targets</div>
<div class="tab" onclick="go(3)">MEDDPIC</div>
<div class="tab" onclick="go(4)">Key Metrics</div>
</div>
<div class="nav-progress" id="pg">1 / 5</div>
</nav>
<div class="deck">
<!-- SLIDE 0: HERO -->
<div class="slide active" id="s0">
<div class="hero">
<div class="hero-eyebrow">Strategic Briefing · <span id="current-year"></span></div>
<div class="hero-title">GTM <span>2.0</span></div>
<div class="hero-tagline">The AI-Native Revenue Organization</div>
<div class="hero-desc">The sales floor is undergoing a structural transformation. AI agents, GTM Engineers, and qualification frameworks like MEDDPIC are converging to create smaller, faster, and dramatically more effective revenue teams.</div>
<div class="hero-pills">
<div class="hpill hp-1">🏗️ Systems Over Headcount</div>
<div class="hpill hp-2">🤖 AI Agent Workforce</div>
<div class="hpill hp-3">📋 MEDDPIC Qualification</div>
<div class="hpill hp-4">⚡ Full-Cycle AEs</div>
</div>
<div class="hero-stats">
<div class="stat-card"><div class="stat-num">205%</div><div class="stat-label">YoY growth in GTM Engineer job postings (2024–2025)</div></div>
<div class="stat-card"><div class="stat-num">30%+</div><div class="stat-label">Win rate improvement for teams using MEDDPIC</div></div>
<div class="stat-card"><div class="stat-num">70%</div><div class="stat-label">Of businesses report significant lead conversion lift from AI agents</div></div>
</div>
</div>
<div class="slide-footer">
<div class="sf-left">Slide 1 of 5</div>
<div class="sf-nav"><button class="sf-btn sf-next" onclick="go(1)">Next: Org Structure →</button></div>
</div>
</div>
<!-- SLIDE 1: ORG STRUCTURE -->
<div class="slide" id="s1">
<div class="slide-header">
<div class="slide-tag">Organization Design</div>
<div class="slide-title">The GTM 2.0 Org Structure</div>
<div class="slide-subtitle">Sales is no longer a people-scaling problem — it's a systems-design problem. The new org is smaller, faster, and built around automation layers.</div>
</div>
<div class="sdiv"><div class="dline"></div><div class="dl">Role Evolution</div><div class="dline"></div></div>
<table class="tbl" style="margin-bottom:28px;">
<thead><tr><th>GTM 1.0 Role</th><th>GTM 2.0 Equivalent</th><th>What Changed</th></tr></thead>
<tbody>
<tr><td class="bold">SDR Team (10+)</td><td>1–2 GTM Engineers + AI BDR agents</td><td>Systems replace headcount entirely</td></tr>
<tr><td class="bold">AE (closer only)</td><td>Full-cycle AE</td><td>Owns pipeline qualification AND close</td></tr>
<tr><td class="bold">Sales Ops</td><td>RevOps + GTM Engineering</td><td>Ops now builds, not just maintains</td></tr>
<tr><td class="bold">Sales Manager</td><td>GTM / AI Ops Manager</td><td>Manages systems and people</td></tr>
<tr><td class="bold">CRO</td><td>CRO + GenAI Ops Lead</td><td>Owns AI strategy for entire revenue org</td></tr>
</tbody>
</table>
<div class="sdiv"><div class="dline"></div><div class="dl">Key New Roles</div><div class="dline"></div></div>
<div class="card-grid cols-3" style="margin-bottom:20px;">
<div class="card" style="border-top:3px solid var(--blue);">
<div class="card-icon">🛠️</div>
<div class="card-title">GTM Engineer</div>
<div class="card-body">Designs and runs the entire outbound system — signals, targeting logic, personalization, infrastructure, and feedback loops. One GTM Engineer can generate more demos than five traditional SDRs.</div>
</div>
<div class="card" style="border-top:3px solid #10b981;">
<div class="card-icon">🔄</div>
<div class="card-title">Full-Cycle AE</div>
<div class="card-body">AEs now handle both pipeline qualification and closing. Focus shifts from activity volume to deal quality and champion-building inside accounts.</div>
</div>
<div class="card" style="border-top:3px solid #f59e0b;">
<div class="card-icon">🧠</div>
<div class="card-title">GenAI Ops Lead</div>
<div class="card-body">Gartner predicts 35% of CROs will establish centralized GenAI Operations teams to deploy and manage AI in sales across the entire revenue org.</div>
</div>
</div>
<div class="callout c-info">
<div class="c-icon">💡</div>
<div class="c-text"><strong>RevOps vs. GTM Engineering:</strong> RevOps is the backbone maintaining core systems and data hygiene. GTM Engineers build the experimentation layer on top — injecting automations, AI, and growth tactics. Use both: RevOps for the trunk, GTM Engineering for the branches.</div>
</div>
<div class="slide-footer">
<div class="sf-left">Slide 2 of 5</div>
<div class="sf-nav"><button class="sf-btn" onclick="go(0)">← Back</button><button class="sf-btn sf-next" onclick="go(2)">Next: AI Targets →</button></div>
</div>
</div>
<!-- SLIDE 2: AI AGENTS -->
<div class="slide" id="s2">
<div class="slide-header">
<div class="slide-tag">AI Targets</div>
<div class="slide-title">The Digital GTM Workforce</div>
<div class="slide-subtitle">GTM 2.0 organizations run a coordinated fleet of AI agents — each owning a specific function across the funnel, all feeding data back to make the whole engine smarter over time.</div>
</div>
<div class="card-grid cols-4" style="margin-bottom:24px;">
<div class="agent-card"><div class="agent-num">Agent 01</div><div class="agent-title">🤖 AI BDRs</div><div class="agent-body">Automated prospecting, list building, enrichment, outreach, and follow-up. Leads researched, pitched, and routed in hours — not days. (Artisan Ava, Persana Nia)</div></div>
<div class="agent-card"><div class="agent-num">Agent 02</div><div class="agent-title">🎯 Lead Routing</div><div class="agent-body">Qualify leads in real time, enrich profiles, and route to best-fit reps using historical conversion data. Time-to-first-touch drops from 2 days to under 4 hours.</div></div>
<div class="agent-card"><div class="agent-num">Agent 03</div><div class="agent-title">📈 Forecasting</div><div class="agent-body">Ingests CRM data, call recordings, and engagement signals for real-time pipeline predictions with ±5% accuracy. Eliminates manual spreadsheet forecasting.</div></div>
<div class="agent-card"><div class="agent-num">Agent 04</div><div class="agent-title">🔍 Deal Intelligence</div><div class="agent-body">Captures and analyzes all sales activity automatically. Provides opportunity health scoring and highlights at-risk deals. (People.ai, Gong, Aviso)</div></div>
<div class="agent-card"><div class="agent-num">Agent 05</div><div class="agent-title">🤝 CS & Renewal</div><div class="agent-body">Monitors customer health year-round, flags at-risk accounts 6–8 weeks early. Cuts CSM meeting prep from 8 hours to 30 minutes using live usage data.</div></div>
<div class="agent-card"><div class="agent-num">Agent 06</div><div class="agent-title">🎓 Coaching</div><div class="agent-body">Builds personalized rep learning paths based on strengths and gaps. Teams using AI coaching are 36% more likely to see higher win rates. (Highspot, Mindtickle)</div></div>
<div class="agent-card"><div class="agent-num">Agent 07</div><div class="agent-title">✍️ Content & Messaging</div><div class="agent-body">Personalizes outbound emails by role, company, and industry — driving 30%+ higher response rates vs. manually crafted templates. (Regie.ai, Jasper)</div></div>
<div class="agent-card"><div class="agent-num">Agent 08</div><div class="agent-title">📄 RFP & Docs</div><div class="agent-body">Handles RFPs and security questionnaires at speed — a pain point that previously consumed weeks of sales engineering time. (Arphie, Responsive)</div></div>
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<div class="c-icon">⚙️</div>
<div class="c-text"><strong>The Key Distinction:</strong> AI BDRs are the "hands" — executing tasks at scale. GTM Engineers are the "brains" — designing and optimizing the systems those agents run on. Human AEs remain at the center of every high-stakes conversation.</div>
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<!-- SLIDE 3: MEDDPIC -->
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<div class="slide-tag">Deal Qualification</div>
<div class="slide-title">MEDDPIC: Qualifying in a GTM 2.0 World</div>
<div class="slide-subtitle">As AI handles top-of-funnel volume, human AEs must bring rigorous qualification discipline to every deal they touch. MEDDPIC is the gold standard.</div>
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<div class="lc m" data-letter="M">
<div class="lc-letter">M</div>
<div class="lc-name">Metrics</div>
<div class="lc-desc">Quantify the economic impact. Connect your solution to revenue, cost, or risk in the buyer's own language — co-built with your champion.</div>
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<div class="lc e" data-letter="E">
<div class="lc-letter">E</div>
<div class="lc-name">Economic Buyer</div>
<div class="lc-desc">The single person with budget authority and final say. Find them early. Never let your champion be the only access point.</div>
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<div class="lc d1" data-letter="D">
<div class="lc-letter">D</div>
<div class="lc-name">Decision Criteria</div>
<div class="lc-desc">The scorecard buyers use to evaluate vendors. Don't just discover criteria — shape them early so your strengths become must-haves.</div>
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<div class="lc d2" data-letter="D">
<div class="lc-letter">D</div>
<div class="lc-name">Decision Process</div>
<div class="lc-desc">Map every gate, approval, and stakeholder from evaluation to signature. Build a Mutual Action Plan to own the timeline.</div>
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<div class="lc p" data-letter="P">
<div class="lc-letter">P</div>
<div class="lc-name">Paper Process</div>
<div class="lc-desc">Legal, security, and procurement steps before a contract is signed. Scope these early — the #1 cause of missed quarters.</div>
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<div class="lc i" data-letter="I">
<div class="lc-letter">I</div>
<div class="lc-name">Identify Pain</div>
<div class="lc-desc">The critical business problem with measurable consequence. Pain creates urgency. Ensure pain is felt at the EB level, not just by your champion.</div>
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<div class="lc c" data-letter="C">
<div class="lc-letter">C</div>
<div class="lc-name">Champion</div>
<div class="lc-desc">An internal advocate who wants your solution to win, has real influence, and actively sells on your behalf when you're not in the room.</div>
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<div class="score-panel">
<div class="score-panel-label">Deal Score Guide</div>
<div class="score-row"><span class="badge-red">7–14</span><span>Omit from forecast</span></div>
<div class="score-row"><span class="badge-yellow">15–21</span><span>Pipeline only</span></div>
<div class="score-row"><span class="badge-green">22–28</span><span>Commit to forecast</span></div>
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<div class="c-text"><strong>MEDDPIC is not a one-time checklist.</strong> It's a living qualification that evolves as you learn more. In GTM 2.0, AI agents surface the leads — MEDDPIC ensures full-cycle AEs close them with discipline and predictability.</div>
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<div class="slide-tag">Performance Data</div>
<div class="slide-title">What GTM 2.0 Delivers</div>
<div class="slide-subtitle">Measured outcomes from organizations that have adopted AI agents, GTM Engineering, and structured deal qualification together.</div>
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<div class="metric-grid" style="margin-bottom:28px;">
<div class="metric-box"><div class="metric-num">±5%</div><div class="metric-lbl">Forecast accuracy with AI forecasting agents</div></div>
<div class="metric-box"><div class="metric-num">+15–20%</div><div class="metric-lbl">Pipeline velocity improvement from AI agents</div></div>
<div class="metric-box"><div class="metric-num">−50%</div><div class="metric-lbl">Reduction in admin time across GTM teams</div></div>
<div class="metric-box"><div class="metric-num">+25–40%</div><div class="metric-lbl">More meetings booked per SDR equivalent</div></div>
<div class="metric-box"><div class="metric-num">+30%</div><div class="metric-lbl">Higher response rates from AI-personalized outreach</div></div>
<div class="metric-box"><div class="metric-num">+5–10%</div><div class="metric-lbl">Net revenue retention improvement via CS agents</div></div>
<div class="metric-box"><div class="metric-num">36%</div><div class="metric-lbl">More likely to see higher win rates with AI coaching</div></div>
<div class="metric-box"><div class="metric-num"><4 hrs</div><div class="metric-lbl">Time-to-first-touch (down from 2 days)</div></div>
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<div class="sdiv"><div class="dline"></div><div class="dl">What Stays Human</div><div class="dline"></div></div>
<div class="card-grid cols-3" style="margin-bottom:20px;">
<div class="card"><div class="card-icon">🤝</div><div class="card-title">Relationship Building</div><div class="card-body">Executive-level selling, trust development, and navigating complex internal politics remain deeply human functions that AI augments but cannot replace.</div></div>
<div class="card"><div class="card-icon">🧭</div><div class="card-title">Strategic Deal Navigation</div><div class="card-body">Champion development, EB engagement, and managing multi-stakeholder dynamics require human judgment, empathy, and situational awareness.</div></div>
<div class="card"><div class="card-icon">⚖️</div><div class="card-title">High-Stakes Conversations</div><div class="card-body">Negotiation, objection handling, and closing complex enterprise deals remain at the center of what skilled AEs do best in GTM 2.0.</div></div>
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<div class="c-icon">🎯</div>
<div class="c-text"><strong>The Bottom Line:</strong> The GTM 2.0 org is smaller, faster, and systems-driven. AI handles volume; GTM Engineers architect the systems; full-cycle AEs apply MEDDPIC discipline to close what the machine surfaces. The teams that master all three layers will win.</div>
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