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GTM Playbook & Governance 

Time Frame

Role

2024-2025

Business Operations Analyst

Context

Before the GTM Playbook, teams followed a slightly different path to launch. With 80+ SaaS launches a year across multiple global teams, this created inconsistencies in messaging, timelines, and overall launch execution. The lack of a unified governance model meant teams were duplicating work and leadership lacked visibility into readiness across the portfolio.

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My Challenge: Build a single, standardized Go-To-Market Playbook that could scale across teams, clarify ownership, and transform our launch process into one cohesive, data-driven narrative.

Goals:

Standardize

a GTM framework across all product lines

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Align

on checkpoints with release stakeholders

Document

a single source of truth for release readiness

Actions

1. Gathering Input

I partnered with cross-functional leads across the organization in areas such as Marketing, Legal, Finance, Sales, etc. to map the current GTM GA (general availability) process + pain points.
GA checklist is too cumbersome and cluttered!
GA stakeholders take too long to approve releases!
There is no standardized documentation or guidance on the process
The GA process takes too long and it's hard to understand the requirements

2. Revising the Current GA Requirements

I met with GA stakeholders to update and revise existing requirements to ensure it reflected our current quality standards and expectations concerning release. I also ensured all reference materials, guidance, and documentation associated with each of the requirements were accessible and updated as well so I can include them in one central place.
Screenshot 2025-10-22 at 11.39.31 PM.png
Mock up to protect FICO sensitive data

3. Creating a Source of Truth

Building on the alignment and feedback from senior leadership, I began shaping a single source of truth for the GA process within the ecosystem. I developed the foundation of the GTM Playbook by creating templates, workflows, and documentation that standardized how teams prepare for launch. This centralized repository became the go-to hub for everything GA-related, making the process transparent, repeatable, and easy to navigate across the organization.

4. Training and Iteration

Finally, it was time to bring the new GA process to life and show teams how to succeed within it. Since its launch, I’ve led more than 100 training sessions, guiding everyone from product managers to senior sales leaders through the updated framework. Every resource a team might need to plan, prepare, and launch their software now lives in a centralized SharePoint hub that I maintain and continuously update, ensuring that enablement, governance, and guidance remain accessible and up to date for all.
 
What began as a process redesign became a story of transformation, a simple checklist that evolved into a living framework redefining how FICO plans, launches, and celebrates every release 🎉

Impact

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