This article is a collaboration between two highly experienced leaders, one a CFO and the other a CRO, who aim to provide a framework for approaching these changes. While it is not a perfect approach, it does enable a process of thinking through a new organizational design that aligns your GTM activities with the Buyer's engagement and the support needed to full value realization. To demonstrate this approach – realizing many roles will be impacted – we use Business Development Representatives ("BDRs") as an example.