FOIA Modernization Go-To-Market Plan · FY2026

FOIA Modernization

Go-To-Market Plan · FY2026

DocuSign IAM + CLM · Federal Civilian · SI Co-Sell Motion

Sheli Kersten, DocuSign Public Sector

1.5M+ FOIA requests in FY2024 up 25% year over year

$54M Spent on FOIA litigation in FY2024 from missed deadlines

246 days Average to process a complex request statutory deadline is 20 days

Agencies are trapped. DocuSign is the way out.

DocuSign IAM + CLM is the agreement layer between citizen intake and agency case management systems.

Play 1: Digital Front Door — Web Forms + eSignature. Target ARR: $75K–$150K

Play 2: Workflow Modernization — Maestro + CLM + approval routing. Target ARR: $200K–$400K

Play 3: AI Records Intelligence — CLM AI Agents + Navigator. Target ARR: $500K–$1.2M+

Tier 1 agencies (1,000+ requests/yr): DOJ, DHS, HHS, State Department, VA, EPA

Key buyers: Chief FOIA Officer, CIO/CDO, General Counsel, CFO

FY target: 8–12 agency logos · $1.5M–$4M ARR

Chief FOIA Officer Report published (annual — OIP scores signal gaps)

Backlog increase disclosed (budget justification moment)

FOIA litigation filed ($54M/yr pain — urgent signal)

New CIO or CDO appointed (leadership change = openness)

NexGen FOIA Tech Showcase — May 11–14, 2026

IT modernization budget cycle — FY Q1–Q2

Q1 Foundation Lock SI partner, build FOIA demo, map 10 agencies

Q2 Launch 3–5 pursuits, NexGen Showcase, first proposal, 1 signed agency

Q3 Scale Lighthouse win, case study, 5–8 active deals

Q4 Optimize Expansions, CLM AI upsell, referral motion, plan next FY

DOJ: 50% backlog reduction in FY2024 via technology investment

HHS/CMS: Workflow automation live, Pay.gov fee collection launched

State Dept.: 371,000 records in proactive reading room — repeat requests down

Oregon Police Dept.: 66% redaction time reduction using AI tooling