🏛️ Architecture

Three-Org Model

Three Orgs. Three Leaders. One Mission.

The organizational architecture for Value-Led Growth. Replace traditional functional silos with three unified organizations, each with clear purpose and accountability.

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The Core Question

Why do customers experience seven handoffs when three orgs could deliver seamlessly?

Traditional
7+ departments with handoffs
Value-Led
3 unified orgs, no handoffs
Key Principle
Customer Org owns entire Value Path
AI Role
Operations Org is AI-native

The Three Organizations

💬

Customer Org

Everyone who creates and delivers value to clients

Everyone who touches the value journey—from first signal recognition through championship. No artificial splits between "getting" customers and "keeping" customers. One relationship, stewarded continuously.

  • • Owns the entire Value Path from Audience through Champion
  • • Value Stewards replace functional specialists
  • • No handoffs between stages
  • • Led by Chief Customer Officer
⚙️

Operations Org

AI-powered coordination that enables the Customer Org

AI-powered coordination and enablement that makes the Customer Org effective. Operations should be invisible to clients—they experience seamless coordination without seeing the machinery.

  • • AI systems and tool infrastructure
  • • Data quality and integration
  • • Process efficiency and automation
  • • Can be small (even AI with human oversight)
📊

Finance Org

Resource stewardship and value accounting

Not just tracking money, but measuring value delivered. Finance expands scope beyond revenue capture to include value delivery measurement.

  • • Revenue distribution based on contribution
  • • Value accounting alongside traditional metrics
  • • Measures value delivered per dollar invested
  • • Strategic partner in growth decisions

The Shift

Traditional Approach Value-Led Approach
✕ Marketing generates leads and hands them off ✓ Customer Org recognizes signals and nurtures relationships
✕ Each department optimizes for their metrics ✓ Three orgs optimize for value created and received
✕ 7+ handoffs, context lost at each transition ✓ One continuous relationship, context accumulates
✕ Each function has its own ops team ✓ Unified Operations Org enables Customer Org
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