diff --git a/handbook/company/communications.md b/handbook/company/communications.md
index 6dfbdaf5b6be..75545957eb11 100644
--- a/handbook/company/communications.md
+++ b/handbook/company/communications.md
@@ -136,6 +136,16 @@ Before committing anything to code, we create wireframes (referred to as ["draft
 The [Digital Experience team](https://fleetdm.com/handbook/digital-experience#team) holds regular design review sessions to evaluate, revise, and approve wireframes before moving into production. Design review sessions are hosted by the [Head of Design](https://calendar.google.com/calendar/u/0?cid=bXRob21hc0BmbGVldGRtLmNvbQ) and typically take place daily, late afternoon (CT). Anyone is welcome to join.
 
 
+## Go-To-Market outreach 
+
+Go-To-Market (GTM) strategy at Fleet is [always evolving](https://handbook.gitlab.com/handbook/values/#everything-is-in-draft), but the [philosophy behind the strategy](https://fleetdm.com/handbook/company/why-this-way#why-dont-we-sell-like-everyone-else) remains consistent. 
+
+When you reach out to a prospect or customer, make sure you're the right person:
+- **🐋 "Sales-ready" prospect**: The rep (AE) reaches out.
+- **🌦️ Customers**: The Customer Success Manager (CSM) reaches out.
+- **🫧 Any other prospects**: The Solutions Consultant (SC) reaches out.
+
+
 ## Marketing programs
 
 Fleet's community programs are rooted in several areas; created to nurture communication between all current and future Fleet users through events, community support, [social media](#social-media), conversation-starting, [ads](#ads), video, and articles.