← Every exhibit
Functional Knowledge Domains in Enterprise GTM Systems
| Knowledge Domain | Nature of Know-How | Dominant Transfer Friction | Primary Transmission Architecture |
|---|---|---|---|
| 1. Strategic Discovery & Value Messaging | Highly Tacit (uncovering unstated pain points, reading executive buying dynamics) | Causal Ambiguity: Top reps struggle to explain why customers open up to them | Modality A: 1-on-1 Call Shadowing + Reverse Shadowing + Audio Snippet Annotation |
| 2. Pricing, Packaging & Commercial Terms | Highly Explicit (margin tiers, discount escalations, multi-year ramp structures) | Informational Dispersion: Reps rely on outdated spreadsheets or rumor | Modality C & D: Centralized CPQ Integration + Strict Approval Stage Gates |
| 3. Technical Architecture & Product Fit | Hybrid (APIs, data models, integration constraints, security protocols) | Absorptive Capacity Deficit: Reps without technical background cannot grasp concepts | Modality B & C: Solution Architect Pairing + Visual Architecture Battlecards |
| 4. Customer Health & Retention Triage | Highly Tacit (early churn warning detection, de-escalating executive sponsors) | Arduous Relationship: CSMs hesitate to escalate customer dissatisfaction | Modality A & B: Executive Escalation Simulation + Joint Account Intervention |
Swipe or scroll horizontally if the table is wider than your screen.
Reference & Evidence
Source: Table from this essay. Sources and interpretation are given in the article.
Related exhibits
-
The four phases and friction points of organizational knowledge transfer
From the essay What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
-
The SECI Knowledge Creation and Conversion Engine
From the essay What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
-
The Four Architectural Modalities of Knowledge Transfer
From the essay What is knowledge transfer? Absorptive capacity, operational replication, and stickiness