Layer 03 · Ownership

The 3 GTM Engines

Signals run through three engines. Each has one owner, one job and one stack — no shared ownership, because shared ownership is no ownership.

Three Engines, Three Owners

Each engine maps to one layer of the DARK funnel — so the vision and the org chart line up.

Engine 01

Detect and qualify demand.

Owned by RevOps, data or GTM ops

Maps to DARK · Detect

Engine 02

Turn signals into relevance.

Owned by Marketing ops

Maps to DARK · Augment

Engine 03

Convert intent into pipeline.

Owned by Sales ops & SDRs

Maps to DARK · Reach & Kaizen

Read all three layers in order and the whole system collapses into five lines.

01DARKexplains where demand lives

02S.I.G.N.A.L.Sexecutes how demand is captured

033 Enginesdefine who owns what

04BRIDGE Adsaccelerate conversion

05ABM 2.0scale what works

I build these engines with your team, then hand them the keys.