FY27 GTM Engineering

Do More With More

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.

Simplify
Remove the manual work
that slows teams down
Focus
Point people to where
AI helps them most
Guide
Hands-on enablement
for every team

Q3 Progress · Oct 5, 2026 · Cross-Functional Leadership

1

Q3 · Aug to Oct 2026 · Updated Oct 5

Q3 Plan: Prove & Produce

Four objectives, fourteen key results. Three complete and eleven still open in Wrike.

3 / 14
KRs complete
4 / 10
Playbooks recorded complete
7
New agent target
4
Outside ownership target
3
Open KRs past due date

O1 · Unified account intelligence ↗

Easier to See Value
Account and contact dashboard ↗Past due · In progress · due Sep 15
Priority scoring for net new ↗Complete · Carried from Q2
Customer priority, health and churn scoring ↗Complete · Customer accounts
Signal to action framework ↗In progress · Due Oct 30
Company Intelligence ↗Past due · In progress · due Sep 30

O2 · Agent infrastructure ↗

Easier to Operate
Production baselines and Q4 reduction targets ↗In progress · Due Oct 30
All live agents on one observability layer ↗Complete in Wrike · CSM tracking repair open
Blocks-of-work pilot with 10 documented ↗Past due · In progress · due Sep 30
Playbook operating visibility ↗In progress · View built; current coverage in progress · due Oct 30

O3 · Agent fleet and distributed ownership ↗

Easier to Operate
Seven new agents launched ↗In progress · Tech Touch launch complete; AE on hold · due Oct 30
Ten new playbooks on existing agents ↗In progress · 4 recorded complete · due Oct 30
Agents owned outside GTM Eng: 2 to 4 ↗In progress · Four remains the target · due Oct 30

O4 · Marketing operations engine ↗

Easier to Operate
Marketing Ops Agent to 50% autonomous triage ↗In progress · Carried from Q2 · due Oct 30
Comm Count on Contact and Account ↗In progress · Due Oct 30

Complete   In progress   Past recorded due date   ·   Wrike status checked Oct 5

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The Agent Roster

Agents by Status

Live agents, deployed workflows and the current build queue. Updated Oct 5.

Active agents · 7 in this roadmap

Website Agent ↗
AM Agent ↗
Support Agent ↗
Onboarding Agent ↗
CSM Agent AWS migration ↗
Sendo Agent Launched last week ↗
RevOps Agent ↗

CSM is moving from Databricks to AWS; its SuperOrgs tracking is broken. Sendo added live send and ship notice lookups on Oct 5.

Apps & workflows in use

Customer Signals · Renewal Outlook ↗
Support Console · Support Review ↗
Campaign SOW · Plan Migrator ↗
Website Performance ↗ · What’s Trend’n ↗
GTM Task System · role workspaces ↗

Limited releases: Call Insights review app · Messaging Studio beta. Finance Command Center V1 delivered; broader project open.

Current rollout & build queue

Onboarding: Sente (Tech Touch CX), Marketing Ops
In progress: Field Marketing, Marketplace Ops, Finance, AE
Evaluating: Customer Marketing, Performance Marketing, SDR, Product Marketing (stretch)

Sente re-engagement and Marketplace tracking have live capabilities. AE launch remains on hold in Wrike. Lifecycle stage and release scope differ.

Playbooks & shared capabilities

AM risk scans, stakeholder mapping and reviewed outreach · Onboarding handoffs · Marketplace tracking · Aged inventory campaign tools · Shared AWS runtime and customer intelligence access

Lifecycle scope: 17 roadmap agents. Seven new Q3 agents remains a separate target. SuperOrgs is used for lifecycle labels only, never ROI.

3

Sprint Delivery Roadmap

FY27 Delivery Roadmap · Jun 2026 → Jan 2027

Delivery through October, then six remaining agents from the Wrike launch plan through January.

DELIVERED MILESTONES & OCTOBER TARGETS
Q4 · PROPOSED AGENT LAUNCHES
Jun
Website · Support · Onboarding
Jul
AM · CSMMarketplace tracking
Aug
RevOpsTech Touch launch milestone
Sep
Sendo launchSente re-engagementCustomer Signals · Renewal OutlookCall Insights review app
Oct
Website Performance · 1stSupport Console · 2ndMarketing & Finance snapshots · 5thExpansion dashboard · 7thFinance review · 9th
Nov
Field Marketing AgentIn progress in WrikeAE AgentOn hold in Wrike
Restart → pilot
Dec
Performance Marketing AgentIn progress in WrikeSDR AgentApproved in Wrike
Jan 2027
Customer Marketing AgentIn progress in WrikeFinance AgentIn progress in Wrike

Q3 CLOSEOUT · OCTOBER

Playbooks · 4 of 10 recorded complete · remaining delivery and ownership targets due Oct 30Account intelligence · scoring complete · dashboard, Company Intelligence and signal actions still openOctober platform work · CSM AWS migration and tracking repair · onboarding scheduled cutover remains open
Delivered milestoneIn progressTarget or proposed launch

Q4 sequencing is proposed; Wrike still targets Oct 30. AE needs a restart. Finance Agent is separate from the live finance dashboard.

4

Measurement & Value

Value & ROI

Live tools are creating customer engagement, reducing manual work and replacing vendor spend.

Launched workWhat we can show todayWhat we measure next
Sendo ↗20 people · 46 questions · 23 conversations
Launch day report, Sep 30; agent reported.		Weekly active and returning users; resolved questions; sampled answer time and quality.
Sente ↗2 meetings booked in 1.5 weeks
Proactive re-engagement with meeting prep ready for the team.		Unique outreach → replies → held meetings → qualified opportunities. Deduplicate bookings.
Website Performance ↗Automatic daily refresh is live
GA4 and Clarity reporting, Oct 1 release.		Report preparation time before and after; recurring users; completed analyses.
Support Console ↗Replaced Dataland ($42k)
Support lookup workflows now run in our console.		Lookup time and success rate; ongoing operating cost and net savings.

Capacity returned

Completed tasks × observed minutes saved, after review and rework. Track hours before assigning dollar value.

Business outcomes

Link held meetings and follow-up to CRM outcomes. Revenue attribution needs a baseline and comparable cohort.

Financial return

Verified labor value + retired tool spend, less build and operating cost. Keep capacity value and cash savings separate.

Weekly review: usage logs, sampled task timings, CRM outcomes and Finance records. SuperOrgs ROI estimates are excluded; restore CSM tracking to measure its usage.

5

Show & Tell · ROI Reporting

From Hours Saved to Business Results

Hours saved are the starting point. The stronger story is what got done, what grew revenue, and what costs came out.

01 · EFFICIENCY

Human hours saved

Compare manual time with assisted time, including review and rework. Show capacity returned by workflow.

02 · EXECUTION

Work completed

Count accepted Salesforce campaign setups, approved outreach and completed tasks. Track time to ready and quality.

03 · BUSINESS RESULTS

Revenue outcomes

Connect activity to pipeline and Closed Won New ARR. Report sourced and influenced separately; keep expansion and retention distinct.

Example to instrument: Salesforce Campaign Set-up

Request → configured campaign → validation → accepted Campaign ID

Report completed setups, median turnaround, first-pass acceptance and rework. Tie every result to a real record.

Already live: outreach activity in Salesforce

Sent outreach → Campaign Member → Sent / Responded

Replies and bookings feed the campaign. Next: distinguish held meetings, eligible opportunities and revenue. See workflow ↗

Cash return stays visible: Replaced Dataland ($42k). Track replacement operating cost and net savings alongside capacity and revenue.

Proposed reporting model. Salesforce outreach tracking is live; portfolio-wide New ARR attribution and a general campaign setup report are next steps. Sente customer meetings are not counted as New ARR.

6

Show & Tell · Sendo Relaunch

Sendo: Customer Intelligence in One Conversation

Ask across conversations, support, account health, Salesforce and sends without assembling the context by hand.

Live
Relaunched Sep 30
20
People on launch day
46
Questions asked
23
Conversations

01 · CUSTOMER CONTEXT

Walk into the meeting prepared

“Build a brief for [account]: recent conversations, support issues, health and renewal context. Show the sources.”

02 · LIVE SEND LOOKUP

Find the current send status

“What is the current status of send [ID]? Include tracking, any recorded failure reason and data freshness.”

03 · REUSABLE OUTPUT

Turn an answer into follow-up

“Compare [account] spend in August and September. Explain the spend definition and export a CSV.”

What changed: Broader customer, support, account and send intelligence in one conversation. Live lookup for an individual send or ship notice added Oct 5.
Open Sendo walkthrough ↗Live lookup release ↗

Launch-day usage is from the reported recap. Demo prompts use a known account and valid send ID. Read and analyze access; bulk reports use refreshed warehouse data. Usage recap ↗

7

Show & Tell · Messaging Studio

From Account Context to a Message Worth Sending

A concrete, visual workflow for Sales and Marketing: context → draft → human review → export.

Beta workspaceLive product demo

Start with a person and a goal

Use contact and account context. Choose cold outreach or account expansion, the outcome you want and a clear call to action.

Bring the team’s best examples

Past performance and a winning library guide the draft. Review the copy, check evidence and approve before export.

Open Messaging Studio ↗

Demo path: Compose → Drafts & review → existing fictional launch test → evidence → approved export.

Actual Messaging Studio beta showing an approved fictional demo email with account context and a meeting request

Actual beta workspace · fictional demo sequence · captured Oct 5

What to watch: Does the draft use the right facts, sound like the team, and give the recipient a clear reason to respond? Approved sequences export to CSV or JSON for an outreach tool.

Existing two-email demo inspected with an evidence reference and approved export. This workspace does not send messages. Adoption and reply-rate improvement remain to be measured.

8

Q3 Progress & Priorities

Q3 Lookback & October Priorities

What has shipped, what remains open, and where October effort goes.

Q3 Progress · What is now available
  • ●Customer intelligence is in use. Customer Signals and Renewal Outlook extend the scoring work. Sendo launched last week and now supports live send and ship notice lookup.
  • ●Work is reaching customers. Sente re-engagement has generated meeting bookings and prep. AM outreach creates drafts and tasks for review.
  • ●Support and reporting have new tools. Support Console centralizes operational lookups. Website Performance refreshes automatically. Existing Support Review, onboarding handoffs and Marketplace tracking extend the live workflow portfolio.
  • ●Teams can act in their workspaces. GTM Task System role homes join account and opportunity context. Campaign SOW, internal Plan Migrator and aged inventory tools support commercial execution.
  • ●Foundations are reusable. Shared AWS runtime, authorized tool access and customer intelligence services support multiple agents. Q2 closed at 11 of 16 KRs; Q3 is now 3 of 14.
October Priorities · What comes next
  • ●Finish the intelligence layer. Expansion dashboard due Oct 7. Close the overdue unified dashboard and Company Intelligence work; complete signal to action delivery by Oct 30.
  • ●Reconcile Marketing and Finance. Real workbook snapshots are live. Review source mapping and reconciliation on Oct 9; scoped access and ingestion remain in progress. Sample attribution stays separate.
  • ●Complete migration and acceptance. Finish CSM migration to AWS and repair tracking. Validate Dataland replacement access and Call Insights rollout. Support v2 pilot needs manager signoff; scheduled scoring is paused during cutover. Contract Parser pilot needs durable rollout.
  • ●Convert the Q3 targets into completed work. Seven new agents, ten new playbooks, four agents owned outside GTM Eng, 50% MOps autonomous triage and Comm Count remain Oct 30 targets.
  • ●Measure use and value every week. Establish task completion, repeat usage and time baselines. Tie outcomes to CRM records and retirements to actual bills. Use evidence to choose Q4 investment.
9

Questions?

GTM Engineering: Building the "more" in "do more with more"

Submit a Request

Wrike

Open →

v2.9.2 · Oct 2026 · GTM Engineering

10

Q1 · Feb to Apr 2026

Q1 Closed: 17 of 19 Delivered

Two pulled to future state. Everything else shipped or rolled into Q2.

17
Delivered
2
Deprioritized
89%
Hit Rate
100%
P1s Delivered

Databricks POC ✓

Proved Fivetran → Snowflake → Databricks architecture. New agents stand up in days, not weeks.

ICP Scoring ✓

Account + Contact scoring deployed to AE team. Performance validated. Lead routing live April 3.

Lifecycle Platform ✓

Visual lifecycle mapping with agent-consumable API. React Flow + Cloudflare. Auto-deployed.

Product Schema in Databricks ✓

Product data schema ready and updated in Databricks. AI and agent consumption ready.

Salesforce Schema ✓

Account, Contact, Opportunity objects documented at field level. AI/Databricks consumption ready.

Agent Production Pipeline ✓

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

11

Q2 · May to Jul 2026

Q2 Close: Scale & Automate

Four objectives, sixteen key results. Anchored to Simply Sendoso: Easier to See Value, Easier to Buy, Easier to Operate. Status as of Jul 26. 11 of 16 delivered.

16
KRs
11
Delivered
8 of 8
Agents Live
10 of 10
Playbooks Live
2 of 6
Apps Live

O1 · Automate CX across the book to drive NRR Easier to See ValueWrike ↗

Replace manual CX work with agents and automated value motions, measured by retention and expansion impact.

Value reports live as a CSM Agent playbook, beta complete. Full rollout carries to Q3.
Renewal Review complete, findings integrated into renewal automation.
Churn forecasting model in production on our data platform.
AM Agent live with the URS framework, in beta with an AM cohort. Pipeline measurement carries to Q3.

O2 · Accelerate top-of-funnel efficiency without headcount Easier to BuyWrike ↗

Better conversion, higher-quality pipeline. Supports $2.5M Q4 new ARR.

MQL to SQL conversion baselines established across both scoring sources.
Predictive intent layer cancelled in quarter, rescoped into Q3.

O3 · Build the AI-native MOps engine Easier to OperateWrike ↗

From reactive ticket-runners to autonomous execution.

Marketing Ops Agent launched. The 50% no-human-review target carries to Q3.
Email build cycle time baselined per template type, improvement options scoped.
Demand gen campaign assist cancelled in quarter, rescoped into Q3.
Compliance flow remediated and phantom MQL signals verified eliminated.
Marketo database cleanup executed against the Q1 audit.

O4 · Mature the agent program operating model Easier to OperateWrike ↗

Build the engine that ships AI safely at scale.

Build process standardized: spec, design review, definition-of-done, enforced across three builds.
AI intake redesigned and measured. Moving to SuperOrg in Q3 for complete context by default.
Agent observability live: monitoring, Slack alerting, escalation tracking per agent.
Our data platform documented as system of record per agent.
Delivered: 8 agents · 10 playbooks · 2 of 6 apps · 2 agents owned outside GTM Eng
Complete / on track In progress Cancelled, moved to Q3
12

Archive

More Context: From Prior Versions

Context and framework slides kept in the v2.4.0 snapshot, plus concepts from earlier versions of this deck. Still relevant, just not in the main flow.

The Vocabulary: Claude Is a Tool

Claude is a tool people use. Agents are programs we build. Why decoupling the two matters.

v2.4.0 · slide 10 →

Agent Program: How Agents Get Prioritized

The weighted scoring rubric and the intake-to-production pipeline behind every agent we build.

v2.4.0 · slide 11 →

The Foundation: A Repeatable Agent Factory

The framework, security, data layer, and structure that let a new agent stand up in hours.

v2.4.0 · slide 7 →

Real Examples: Provisioning & Webflow

Before/after/future stories for starter provisioning and Webflow self-service. The original "imagine a world where" framing.

v1.0.1 · slide 3 →

Guided Rollout Plan

Databricks One → Claude pockets → First Agents. Sequencing logic for the original rollout.

v1.0.1 · slide 4 →

Trust Model: HITL → Autonomous

Three-tier autonomy framework: automated day one (internal), human-in-the-loop, graduated autonomous. Still the model we use.

v1.0.1 · slide 5 →

All prior versions accessible via the Versions button (bottom-right).

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