GTM Platform Rationalization and Reinvestment

A portfolio-level program that combined vendor evaluation, global rollout, platform retirement, contract negotiation, and reinvestment in AI capacity.

Evidence type

Documented professional outcome

Role

Manager, GTM Systems & AI

Timeline

Oct 2024 – Feb 2026

Team

GTM systems, business stakeholders, Procurement, and vendor partners

Leadership layer

Stakeholder Map

Sales and Customer Success teams relying on the affected platforms
Business and technology leaders responsible for continuity and adoption
Procurement and vendor partners supporting commercial and transition decisions

Decision Tradeoffs

Reduced overlapping spend without removing critical field capability
Sequenced retirement and rollout work around migration, UAT, enablement, and adoption
Reinvested part of the savings in AI tooling and additional team capacity

Governance Model

Used documented utilization, overlap, and transition plans for retirement decisions
Included solution design, Salesforce integration, migration, UAT, and adoption in vendor change
Connected savings decisions to the broader portfolio roadmap

Rollout Plan

Led an 18-person, six-vendor evaluation to replace Groove with Salesloft
Directed the global Salesloft rollout across design, migration, UAT, enablement, and adoption
Built the business case and transition plan for Gainsight retirement

Adoption Strategy

Treated field enablement and adoption as part of the platform decision
Protected continuity through explicit transition planning
Used savings to strengthen AI tooling and delivery capacity

Architecture evolution

Before

The portfolio contained overlapping capability and underused contracts.
Vendor changes required coordinated technical, commercial, and field execution.

After

Platform retirement, consolidation, negotiation, and license right-sizing produced documented savings.
A portion of the savings was reinvested in AI tooling and additional team capacity.

The operating problem

Platform portfolios accumulate overlap, underused capability, and brittle ownership. Removing cost safely requires more than contract cancellation: the business workflow, integrations, migration, UAT, enablement, and long-term operating owner all have to move together.

The system

The program combined structured vendor evaluation with solution design, Salesforce integration, migration, UAT, field enablement, and adoption. Retirement decisions used documented utilization, capability overlap, and transition plans instead of cost alone.

The result

The work delivered $504K+ in confirmed FY25 savings, retired a $401K annual Gainsight contract, and identified another $1.6M in FY26 opportunities. Part of the savings was reinvested in AI tooling and additional team capacity.

Evidence boundary

The figures and program description on this page trace to the downloadable 2026 resume. Internal commercial terms, system configurations, and employer-confidential transition details are intentionally excluded.

GTM Platform Rationalization and Reinvestment

Documented operating outcomes

$504K+ confirmed

$401K annually

$1.6M