Handoff Framework
This defines the boundaries between GTM Engineer and BDR responsibilities.This addresses the Ownership Gaps Finding from the audit.
The Core Question
“Where is the responsibility cut off between GTMe and BDR?”Answer: GTM owns everything up to sequence response. BDR owns qualification forward.
Responsibility Map
RACI Matrix
Legend: R = Responsible, A = Accountable, C = Consulted, I = Informed
Handoff Triggers
GTM → BDR Handoffs
BDR → AE Handoffs
Handoff Process: Tier 1 Lead
Handoff Process: Reply Received
SLA Definitions
Escalation Process
Ownership Clarity: Edge Cases
What GTM Does NOT Do
❌ GTM does not:- Book meetings
- Handle live replies (except to route)
- Qualify leads
- Negotiate
- Handoff to AE
What BDRs Do NOT Do
❌ BDRs do not:- Build lists
- Enrich data
- Create sequences
- Configure tools
- Pull reports
Metrics by Role
GTM Metrics
BDR Metrics
Tools by Role
Next
Tiering Framework
How leads are prioritized
BDR Playbooks
Role-specific guides