FY27 GTM Engineering
We're giving teams more — AI tools, agents, and automation — so they can focus on the work that actually moves the business. The goal is to simplify and focus: fewer manual steps, fewer context switches, fewer things falling through the cracks.
Q1 Check-In · April 2026 · Cross-Functional Leadership
The Vocabulary
Two different things. Decoupling them matters.
Like Salesforce or Gong. You log in, you prompt it, you get work done. Connects to your existing systems.
Nobody's scared of a tool.
Autonomous workflows in the background. Each maps to a job function. Agents have skills — discrete capabilities.
Real Examples — Already Happening
BEFORE
Open Salesforce → read PDF contract → cross-reference 100+ customizable plans → pick closest match → provision account in separate system → generate link → send to customer with 14-day activation. Hours per account.
AFTER
Rob gets a Slack notification. Claude Code pulls the Salesforce contract, matches the right plan, generates the provisioning link and email. Rob reviews and sends. Minutes instead of hours.
FUTURE
"Provisioning" becomes a skill in the Onboarding Agent. New deal closes → agent auto-provisions, generates link, drafts welcome email on a daily schedule. Rob reviews a batch in Slack. Zero manual work.
BEFORE
Patty submits a Wrike ticket for a Campaign Studio website update. Waits for the contract team or GTM Eng to pick it up, scope it, execute. Days sitting in a queue.
AFTER
Patty accesses the Webflow MCP directly from Claude and edits the Campaign Studio site herself. No ticket, no waiting. 3 minutes.
FUTURE
Content stays always-updated — or: ticket comes in → Website Agent reviews the request → executes the CMS update → flags for QA. Reactive work handled by agents.
This is just the beginning.
Rollout Plan
Every team gets a personalized onboarding. We meet with people, understand their workflows, and configure tools for their specific role before anything goes live.
Chat interface against governed data. First rollout to CX — direct replacement for Dataland. Contract signing targeted ~April 16.
Roll out in pockets: CX → AM → AE → Marketing → BDR. Each pocket gets a hands-on session: your connectors, cowork, Chrome integration, role-specific examples. We surface use cases and identify what becomes agent skills.
Starter Sales Agent: automates the starter sales motion with human-in-the-loop. TechTouch CSM Agent: monitors health, evaluates usage, finds outreach opportunities. These target areas with insufficient human bandwidth — agents filling gaps, not replacing people.
Trust Model
Every agent starts supervised. Autonomy is earned through confidence, not assumed.
Internal intelligence only — informs, doesn't act externally
Agent prepares, human approves before any external action
"I'm just clicking yes in Slack — turn it on"
Agent Program
Every agent idea goes through a weighted scoring rubric — not gut feel.
P0 (4.0+): Build now P1 (3–3.99): Build soon
P2 (2–2.99): Backlog P3 (<2): Parking lot
Q1 · Feb – Apr 2026
Q1 Shipped Outcomes
Proved Fivetran → Snowflake → Databricks architecture. New agents stand up in days, not weeks.
Account + Contact scoring deployed to AE team. Performance validated. Lead routing live April 3.
Visual lifecycle mapping with agent-consumable API. React Flow + Cloudflare. Auto-deployed.
Product data schema ready and updated in Databricks. AI and agent consumption ready.
Account, Contact, Opportunity objects documented at field level. AI/Databricks consumption ready.
End-to-end pipeline from agent idea intake through scoring, review, and sprint execution. Operational and repeatable.
Also shipped: Ticket Estimation System · Marketo Health Audit Workbook · Documentation Framework · Outbound Orchestration Consolidation · Sales Proposal Deck Automation
What's Next
Sequenced starts through Q2. Each builds on the last.
GTM Engineering — Building the "more" in "do more with more"
v1.1 · April 2026 · Austin · GTM Engineering