By The Numbers
-
450+
Current SDRs
-
2,000+
Clients Served
-
20+
Years in Business
Proven sales acceleration with a SMART Advantage
memoryBlue has established a reputation as a trusted B2B lead generation company for businesses looking to enhance their sales performance and increase their customer base.
For 20+ years, memoryBlue has helped public sector and tech organizations fill their pipeline and hit their sales targets—at a fraction of the cost of building an in-house SDR team.
Our SMART approach—Sales, Marketing, Academy, Recruiting and Technology—sets us apart. With expert SDRs, ongoing training and cutting-edge tools, we drive real sales results.
With a global footprint and our diverse, multilingual team, we support customers across LATAM, EMEA and APAC, so you can expand nto new markets and regions quickly.
Team up with memoryBlue
We combine expert strategy, cutting-edge technology and world-class training to help our customers build pipeline and close deals. Our SMART approach—Sales, Marketing, Academy, Recruiting and Technology—drives real results.
- Sales: SDR and BDR services with vertical expertise
- Marketing: demand generation, SEO/PPC, content and pipeline acceleration
- Academy: sales training, coaching, tools and ongoing development
- Recruiting: sales talent hiring and placement sourced from our alumni network
- Technology: valuable data store, personalized outreach, data-driven sales strategies
Global reach, local impact, customized outcomes
No one knows your business better than you—we bring the strategy, structure, and execution to help you scale.
We’ll work with your team to:
🔹 Break down your current sales strategy
🔹 Pinpoint gaps and opportunities
🔹 Define clear, achievable sales goals
🔹 Sharpen your target audience focus
🔹 Build a winning action plan
Stay in the loop. Stay in control.
Great sales don’t happen in a vacuum. We keep you in the know with weekly updates, strategy huddles, and real-time insights—so you always have a clear pulse on performance.
Every check-in is about action:
🔹 Track progress and fine-tune strategy
🔹 Get real-time messaging and market feedback
🔹 Align on KPIs that actually move the needle
We don’t just report numbers—we focus on results.
High-tech sales leaders are born here
Our world-class sales training methods, distilled over 19 years in business, have been honed into the memoryBlue Academy. The rigorous and specialized instructor-led courses found in Academy produce sales winners and leaders. Our clients routinely hire our employees due in large part to the detailed attention we pay to sales training, coaching, and education — and we love it!
Our massive network of successful alumni demonstrates just how much launching your career with memoryBlue pays off.
Hear it from our customers
We help public sector and high-tech organizations conquer sales development challenges. But don’t just take our word for it—see how our outsourced sales expertise can make a real impact for you.
Uncensored, Live Lead Scores From Our Clients
1,000 Most Recent Lead Scores
7.3 Average Lead Score
Great company and role, despite their lack of need for B2B reseach at the moment. Hopefully potential for future partnership!
7
/ 10
Anthony was super friendly and happy to learn more about an indirect tax solution. Since they are a financial services business, they do not face many sales and use tax requirements at the moment. However, Anthony did mention there is talk in certain states about placing more regulations on this. Thus, in the case that their services do become taxable, he’s glad to have had this introduction.
5
/ 10
Good conversation, ready to move towards conversation
9
/ 10
No comments provided.
6
/ 10
Home run – Right Company
10
/ 10
Reviewed the scorecard and matches ‘relevant persona, informational call and longer term/nurture’. Useful call to introduce our approach to HRM.
5
/ 10
Right Persona/Company, Prospect engaged // she will need to discuss with owners
7
/ 10
Right Persona, Some interest, purely informational call: Company could enter pipeline in long-term/nurture // really happy at the moment with current vendor
6
/ 10
Right Persona, Some interest, purely informational call: Company could enter pipeline in long-term/nurture // currently using a homegrown emr that serves their 600 ADC PC agency.
6
/ 10
NIce approach…he has pains and turns out he is familiar with the security tooling. Great first meeting!
9
/ 10
good start
7
/ 10
Alan and I were able to explore multiple use applications for The Fire Knight in both residential and server room applications. As Alan suggested, the best next steps are to locate opportunities within American Fire Protection where our systems could come into play, and then present the systems to the clients, get their approval, and then bring them to the local AHJs. For anything partnership-related, that would have to go through corporate. So, Alan is going to present our systems to his engineering team to get the green light from them, then make introductions between us.
5
/ 10
No comments provided.
10
/ 10
Can connect us to the right people
9
/ 10
Perfect lead!!
10
/ 10
Great contact. Knew the business inside and out and has authority.
10
/ 10
Final decision to move forward with Avenu, goes to council on Monday
10
/ 10
Good call with the decision maker who was well aware of the topic.
10
/ 10
Contact has decision making power and is looping in other stakeholders from his team for next steps. Only issue is some technical gaps for how we can support them.
8
/ 10
No comments provided.
4
/ 10
Good call. Potential storage server opp down the line.
8
/ 10
Great value and use case ideation with clear next steps and opportunities.
10
/ 10
Write person but company is much smaller and not a great fit with our ICP. Does have some potential for a small win though.
7
/ 10
Can get us to the right folks
7
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Josh got me a call with an influencer. They definitely have projects and changes going on and there will likely be a follow up call.
9
/ 10
Beverly was a great use of time as she is the main HR contact at Spring Grove and familiar with Kelly Education from a previous role. We had a great conversation and I am hopeful for the next steps.
10
/ 10
This was excellent work by memoryBlue — the persona was spot-on for what we’re targeting, and it really set the tone for what we hope will be a strong and successful partnership moving forward.
9
/ 10
Great lead – involved in the decision making process
10
/ 10
We presented their OpenData presentation, Key highlights include: Key Takeaways: – Interested in learning the OpenData platform. – She liked that is was flexible, modular solution that can scale from small sites to enterprise-level deployments. – Patti was not the main contact and mentioned that the data center team would be the ones to make the intro internally. Next Steps: – Ryan will send the presentation to Patti – Aim to connect with NV5’s data center team for a potential demo – Introduce the platform’s capabilities to potential interested parties
5
/ 10
Eduardo is a nice guy, but he had no business plan, didn’t have a holistic view of the organization’s challenges. Realistically, he is too low level, running a 4-person team, and too niche. Unless the company is really small, we should be focused on the director level, or at the lowest senior manager. This guy has a manager title, but he is more of a lead, barely above IC. Also, calling into tech/saas companies is a bit different than traditional businesses – given this is a data business, we need to qualify a little better their business problems and whether the person is more of a data professional or a mechanical turk. This guy leaned more towards the latter. He did recommend talking to the directors under the CDO. He did give us 2 names. Andrew should follow up with them.
3
/ 10
Awesome lead!! Prospect mentioned they’re using STIG Viewer, ACAS, eMASS, and Ansible Playbooks today. While they’re process works, it’s manual and STIGs break things. They have eMASS and CORA requirements. Next steps include scheduling a demo with James
10
/ 10
Heather was a knowledgeable person in the Special Services department. She had information from Alex prior about what we do and was able to ask great questions for how we can help.
10
/ 10
Prospect only works within the income tax side of the company. She was not very engaged or interested in the conversation. I will pass over datasheets for her to send to her colleagues who work within indirect tax.
2
/ 10
Prospect not the a viable contact – only deals with implementation and not aware of what the call was about.
2
/ 10
Great job!! Thank you so much, keep it up!!
10
/ 10
Andy is exactly the type of prospect we should be talking to, he just didn’t have enough pain and we did not offer enough differentiation to really go anywhere with this opportunity
9
/ 10
This individual was not the right person to reach out too, he was in a different space of the business and definitely let us know that he was not the right person, wouldnt even let us inform him of what it is with PKWARE and stopped us from talking anytime the word data was mentioned. The company in general is up our alley and would be worth looking into different contacts at this company.
2
/ 10
Right company, wrong person, but working to get to the right person!!
7
/ 10
Alex was a good person to discuss with
6
/ 10
Great lead
10
/ 10
Great lead
10
/ 10
Great lead
10
/ 10
Great lead
10
/ 10
Great lead
10
/ 10
Great lead
10
/ 10
Great lead
10
/ 10
Great lead
10
/ 10
No comments provided.
9
/ 10
Great write up and Nick did a great job of setting the stage during his call and rescheduling with Kyle when something came up. Great call and lots of momentum moving forward.
10
/ 10
Knew why we were meeting.
9
/ 10
Johnny was a talker and I’m impressed with Dan’s ability to get this meeting and be able to highlight his needs bc Johnny took a long time to get to his points. This is being converted to at least one opportunity. WTG Dan!
10
/ 10
The prospect was super engaged and came with perhaps the best attitude we’ve encountered in a discovery call. The next step of a product demo has already been set up for next week. Perfect contact at a key prospect. The prospect went out of his way to commend Drew on his outreach approach. Said that he respected the hustle of hitting him up on multiple channels, which was ultimately why he gave us the time today. He liked what he initially saw, and even if we don’t end up doing business with his team, Thomas offered to open up his network to us in multiple ways. 10/10 meeting for sure.
10
/ 10
No comments provided.
8
/ 10
This lead has potential. Dave asked for a followup call in the first week of October and a potential POC in Q4 this year. No budget for this year as they just renewed with SSC.
7
/ 10
Can point us in the right direction
8
/ 10
microsite lead
10
/ 10
No comments provided.
9
/ 10
No comments provided.
8
/ 10
Fantastic call! Great opportunity to help the City consolidate all payments. Demo scheduled
10
/ 10
No comments provided.
9
/ 10
As per AE feedback
8
/ 10
Was not from the exact correct team, but will forward the materials to the relevant team which had an interesting use case :)
8
/ 10
As per AE feedback
7
/ 10
As per AE feedback
6
/ 10
Was great — had a strong use case and talking with boss
8
/ 10
No comments provided.
10
/ 10
Didn’t have any heavy queries / calculations / performance issues at the moment or at the foreseeable future.
5
/ 10
Correct contact and purely informational call. Prospect is happy with Avalara and not interested in switching at the moment since they are in a long-term contract. I will follow up with datasheets
4
/ 10
Great informational call with the Shimano North America Group. Both were the correct contacts within their tax department; however, it seems their SAP implementation is IT driven, so they weren’t too sure of all the details. I will follow up with datasheets and hopefully within 6 months-1 year they will look at Vertex as another option from their current solution, Avalara.
5
/ 10
Great informational call with the Shimano North America Group. Both were the correct contacts within their tax department; however, it seems their SAP implementation is IT driven, so they weren’t too sure of all the details. I will follow up with datasheets and hopefully within 6 months-1 year they will look at Vertex as another option from their current solution, Avalara.
5
/ 10
Ultimately not interested in switching
7
/ 10
As per AE feedback
9
/ 10
Quick conversation. Thought we were calling specifically about 2 SBIR’s on the street. Said his sole focus is on those two opportunities and directed us where to find the information on them. Sent a follow up email with our contact info and capabilities.
6
/ 10
Decent conversation. Not a decision maker but does have input on some IT buys. Said they don’t have any current projects, but will keep our info in case they have anything in the future we can help out with
6
/ 10
Nice guy, but not a buyer of IT. Sent him information and he said he’d keep it in case they are tasked with buying IT equipment. Also said he’d invite us to their annual vendor meeting in the fall.
5
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
This is the correct contact to get started. Not a decision maker or buyer but great starting contact.
10
/ 10
The title of Steven was information security officer, not CISO. It was a good meeting as they have a compeitive solution in place. Got some good information which can be used to engage other stakeholders. He was familiar with CAI from ecrime. Good overall..
6
/ 10
Not a buyer, with any urgency or sense of priority.
3
/ 10
Unfortunately, a 5 because DI can’t really fit in their pain/need.
5
/ 10
As per Umesh feedback in last WBR
5
/ 10
As per AE feedback
7
/ 10
Mr. Stärker is a user. Any decission with regards to security is taken in Mexico and fulfilled by the Service Provider HCL from India.
2
/ 10
Was a great contact – one of the partners of the practice who also introduced me to additional partners
10
/ 10
Helen seemed a bit confused about the meeting and mentioned she had to hop to something else, so it was a very brief conversation. They currently use Avalara for sales/use tax, even though they have a small need, and a Big4 for compliance. Helen said she was very happy with their current processes. I sent a follow up email and told her to reach out if anything ever changes. This could be a good one for Vaughn to target in 9~ or so months, just maybe other contacts.
3
/ 10
Tolko is a Canadian company that operates across all 50 states in the US. They currently handle all tax calculations manually, and really struggle with this in the US given they are Canadian. They are currently in the process of implementing a new financial system, so are not in the place to start a tax project. However, Dominic wants to reconnect in 6 months and see if it is a better time.
7
/ 10
We were unable to decipher the exact use case or problem Lithia is trying to solve for but they did agree to share CyberArk product information internally and to potentially attend a future meeting to provide an overview and demo. This was a good entry point into the account.
8
/ 10
It appears to be very relevant lead. We seem to solve the inefficiencies she now faces with multiple platforms and tax filings.
10
/ 10
Understood what we do. may have live deals over the next few months
9
/ 10
Great call – Brian spoke with us in the past so we gave him an overview of what’s new in the platform. He believes the tool consolidation use case is strong and would like us to reconnect in August when they start budget planning for next year.
8
/ 10
Demo went well. Michael brought on his CTO who joined for the first half but had to jump mid-way through. They are really interested in replacing CrowdStrike VM with Qualys, next steps are to reconnect after July 1 when they have a better idea of where they stand with budget to add Qualys into that number.
9
/ 10
Justin has work coming up for us, will provide follow up information on services and get a pricing exercise put together for them.
8
/ 10
working on email migration rn. Good catch up with brett
7
/ 10
gotta build more value before they hop on with me should definitely know what we do before booking the meeting if a clients pushes and doesnt wanna come it’s becasue we didnt do a good job building value
2
/ 10
Rich is interested in selling The Fire Knight’s systems not only through State Fire but also through his contracting company. He has experience with wildfire protection and will be training a number of professionals in California over the next few months, and has an interest in teaching them about our systems. As for State Fire, Rich has to take this to his boss before committing to next steps. As for his contracting company, he’s going to coordinate with his business partner when they can both get on a call and get a full rundown of our systems
5
/ 10
No immediate need/interest to continue the conversation due to the fact that his colleague Jim Ho is the one involved in operations and would have more decision-making power. Shawn is going to forward our information and talk it over with Jim to determine next steps
3
/ 10
“ANOTHER GREAT LEAD! The call today went great and went 30 minutes over!” Immediate Pipeline Opportunity
10
/ 10
Nice Guy and heard us out but 80% of his business is retail
6
/ 10
Summary: We presented an overview of the OpenData platform for data center infrastructure management. Arcadis is looking to expand their data center services to provide a comprehensive solution from planning to monitoring. Modius demonstrated their capabilities in real-time monitoring, analytics, asset management, and AI-driven insights. The platform offers modules for remote monitoring, power chain management, asset tracking, and predictive maintenance. Modius can integrate with other systems like Ecosense and supports digital twin technologies. Key Topics: – Data Center Infrastructure Management: – Real-time monitoring (4 times per minute) – Scalable and secure platform – Ability to clean and normalize data from various sources – Modular approach to software deployment Action Items: – Modius to send presentation slides to Chris – Schedule a detailed demo with Arcadis engineering team – Explore potential partnership and integration opportunities Next Steps: – Chris will review the presentation and forward to his team – Arrange a follow-up demo to dive deeper into platform capabilities
9
/ 10
Even though Chris is on the car side of the GM security business he has a use case for Appgate and will intro us to the internal team evaluating ZTNA
10
/ 10
Good start. He is in an indirect influencer. He may introduce us to others.
8
/ 10
Marsha runs just one facility for HCA, and all decisions are made through corporate office in Nashville, TN. Been with the organization 41 years, “not in networking” so she heads up systems administration. Asked if she could introduce us to anyone in corporate, she didn’t know anyone and couldn’t help They have a project coming up for endoscopy clinic, small 8 bed expansion, but corporate sends in their teams to survey for WIFI.
2
/ 10
Fits our ICP really well!
9
/ 10
The lead is interested in our products but unfortunately the client didn’t disclose until this call that he is already working with another vendor and wasn’t interested in an additional quote.
6
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
The right contact to have the conversation about Qminder. Was able to identify some current pain areas that Qminder can assist them with, and will continue the discussion with her. The only downside is that she was transparent that she’s not looking at implementing any time soon but rather gathering information on what’s out there.
7
/ 10
The prospect did not want to be on the call. Did not enjoy our webinar at all. Professionally vented. Is what it is.
6
/ 10
Solid partner opportunity with a good fit
9
/ 10
Valentina is an end user. She will forward our collateral to the team overseeing the existing supervision and rollout of MFST Copilot for Windstar Cruises org wide.
8
/ 10
This was a good lead. It
7
/ 10
Overall interest was mild. He is going to try and connect us with facilities department to see where their project stands
7
/ 10
Great job! It ended up being a potential lead, but make sure they understand we are 3PL and not a tech provider moving forward.
9
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
Call with event details
8
/ 10
Call with event details
8
/ 10
No comments provided.
10
/ 10
We’ve spoken with Collin before; he took the call and seemed interested in utilizing our services and was interested to hear how we could assist with the Everlaw support. They have an Everlaw direct contract but only a 1 TB sub and then outsource to OSC. I feel like he is one to take meetings but i think there is someone above him with more decision making power.
7
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
They do not have the volume to justify implementing a system like this
3
/ 10
Company size not qualified.
1
/ 10
not really the right person
7
/ 10
No interest. Large project going on right now taking focus. Did not want to take follow up call, was not receptive to an intro to other members of team that would fit in the context of their project.
2
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
This was a good lead. Not exactly a match in terms of their desire to optimize their vendors, as those were communication technology vendors. However, they keep their options open, and we’ll follow up in September.
6
/ 10
Identifiable needs/pain points, but not the final decision maker. Will be a good influencer to continue to provide info to and continue dialogue to hopefully get buy in from CFO.
9
/ 10
EquipmentShare is using AWS Secrets Manager and IAM extensively across a Kubernetes Lambda environment. They are experiencing fragmented secret rotation and rollback workflows. Theo expressed interest in exploring Doppler next week.
4
/ 10
They are evaluating integrations, user provisioning, and secret rotation. Pricing details have been requested for internal review. A follow-up meeting with leadership is scheduled.
7
/ 10
Contact wasn’t quite a direct fit for our solutions but did have positive feedback on the potential value we could deliver. They are open to pitching internally to right folks.
6
/ 10
Contact isn’t quite a direct fit for our solutions, but had awareness of the space and expressed openness to intro-ing to his manager/security teams.
7
/ 10
Right people. Didn’t seem primed to talk membership but I think that’s a product of the topic we’re calling on.
8
/ 10
Site doesn’t manufacture injectables but they do have a sister site that does.
4
/ 10
Right person now we need to wait a few months for next scheduled call
9
/ 10
Intro to automation lead. Could be a good one, but nothing pressing at the moment
4
/ 10
Incorrect target
1
/ 10
Company not a great fit
3
/ 10
This lead was about as good as it gets for a discovery call. Definitely an opportunity to do more for them, and they’re fairly interested.
10
/ 10
Right lead, right time.
10
/ 10
No comments provided.
9
/ 10
Getting multiple stakeholders onto the calls
10
/ 10
Right person right need following all the right paths. Timing is brutal with DOGE which as far as I can tell is the main thing preventing this from quoting and moving into a real deal
7
/ 10
Kyle showed interest, but there are no immediate next steps. He is going to Europe for two and a half weeks. Will circle back with him after his trip
3
/ 10
Not a decision maker, wasn’t very interested but offered to share it with a decision maker (unlikely)
3
/ 10
Not the people working on STIGs today, but are at a high level and are expected to share our information/my contact info, with their operation teams at 402 AF
8
/ 10
No comments provided.
8
/ 10
Securing the meeting and working with the prospect to ensure they joined.
10
/ 10
No comments provided.
8
/ 10
Perfect, great lead.
10
/ 10
C level powered by pryon
10
/ 10
No comments provided.
8
/ 10
Deion is interested in learning more about Lucid capabilities and our presentation resonated with him. We are setting up a demo that will engage his broader team.
9
/ 10
Qualified and in-market.
8
/ 10
Direct hit! Way to be!
10
/ 10
Long process ahead here. Practice that had interest in multiple services. Actively looking for relief w/ documentation and coding. Admin on the call with a doc.
7
/ 10
Not a decision-maker but found our systems very interesting. Requested I send our white papers and cut-sheets to for him to forward to his sales/engineering team to get their input and determine if reconnecting makes sense. Next steps: TBD
3
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
Right Persona and company. Previously spoke to us but other projects took priority. Check in scheduled after their current implementation period is done and they have more time to look at a new solution.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Perfect title, great conversation!
10
/ 10
No comments provided.
9
/ 10
Lead was not an appropriate contact. Was looking for information for personal use, but volunteered to help us if needed.
4
/ 10
Excellent contact!
9
/ 10
No comments provided.
8
/ 10
Audrey Clarke worked 15 years in a network and security capacity for Consular Affairs. Audrey has moved into a contracting role. She is always on the lookout for new technology and researched our website prior to the call. Audrey is going to introduce us to contacts within her network mat be interested in learning and/or may have a need for our products. Next step, Doug to forward presentation to Audrey and follow up in the next week.
10
/ 10
Our BlueMercury Haley Le is an extremely effective lead hunter. She has done a great job of generating quality conversations that lead to opportunities. She is great with follow up to secure 2nd and 3rd meetings.
10
/ 10
Seems like a good lead, a bit of a smaller company but very engaged and interested in many categories
9
/ 10
Bitwarden user personally but doesn’t seem to have any sort of need or requirement, said he was just looking to learn more. could be something there
4
/ 10
Not a decision-maker and can’t partner with us until a UL-Listing or FM approval is in place. Gave us great advice on reaching out to the FPE (Fire Protection Engineers) to get their approval and utilize them for introductions to the local FMs. No next stpes/timeline for now.
3
/ 10
Great contact with promising potential to help them further.
9
/ 10
While we learnt that Qminder is not the best fit for their ER environment, the contact was very open-minded and we’ll continue the discussions on how we can narrow the scope and assist them in the Lab area. Next call scheduled
8
/ 10
It was a great call to help introduce Qminder to raise some awareness
5
/ 10
The contact is on target with having budget, and decision decision authority
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
Perfect Need Discovered. Prospect to Closed Won in 1 week!
10
/ 10
From Lead To Closed Won in 1 Week!
10
/ 10
Nurture
7
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
opportunity!
9
/ 10
relationship building !
8
/ 10
great connection/relationship
8
/ 10
No comments provided.
10
/ 10
muliple opportuntiy!
10
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
muliple opportunity
9
/ 10
No comments provided.
8
/ 10
future opportunity !
8
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
muliple opportunity!
10
/ 10
great reengagement !
10
/ 10
instant opportunity !
10
/ 10
Great find with instant opportunity !
10
/ 10
opportunity !
9
/ 10
Muliple Opportunitys !
10
/ 10
possible opportunity
8
/ 10
good intro
7
/ 10
muliple opportunitys
10
/ 10
great connection
7
/ 10
great intro
8
/ 10
GREAT! LOTS OF OPPORTUNITY
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
Great call!
8
/ 10
Good intro to WFM Analyst on Qualfon team, but already engaged at SVP level with Qualfon leadership. Always valuable to speak to additional players in a supporting role and was a good discussion. Meeting next week at Nashville event.
6
/ 10
Title as written wouldn’t seem like the best fit, but he’s right in the heart of the data governance team and agreed to pull in the InfoSec team too. Great job, Hailey!
9
/ 10
Great meeting! Only thing that could have made this better would have been contacts closer to decision making power, but great fit and need with the contacts at the table.
9
/ 10
No comments provided.
7
/ 10
Good lead — EHS may or may not get us to the actual buyer and lead was a bit dodgy with details like what systems they use. Was worth the call and may lead us somewhere. Worth the time.
7
/ 10
No comments provided.
8
/ 10
Peter is a great prospect and wants us to succeed. Although he can’t make any commitments without a UL-listing, he has provided us with resources to get exposure in the New York State area that could lead to a potential work-around to UL
5
/ 10
potential client.
10
/ 10
Good conversation but not our target per our mandate for lead generation. could possibly be a partner down the road. their company just launched one month ago.
4
/ 10
Cherud was open to discussing and hearing what we offer. He was engaged in the conversation throughout, but the timing cycle is off by roughly 8 months. They’re going through a merger with another bank who I’ve communicated with in the past, so this could be a multi-threading opportunity for a future conversation.
6
/ 10
Great prospect lead. turned into a quotable opp. nice job by Tanner as always!
10
/ 10
Solid contact fit with our value propositions. Did not have any immediate needs or goals in this area, but a nice potential way in the door.
8
/ 10
Good call with the correct prospect. Only reason it’s not a 10 is he didn’t know why he was on the call to start
9
/ 10
Although Tom is not a decision-maker, he saw multiple potential use applications for the Protector and Comodo. Additionally, he even mentioned he could suggest the Guardian to a number of industries and gauge their interest in it. He is roping in his leadership to get another presentation and ensured me that he would bring our information to the Honolulu Fire Department (for FM approval) because word of mouth is the best way to get things done there. No timeline as of right now, but definitely some interest
5
/ 10
This was a great lead! She’s a typical ICP for us at an account we’ve been hoping to land for some time. Although they don’t have an immediate project, I think we can align on something moving forward. She’s sending me a sample project to scope out as a trial!
10
/ 10
Even though it wasn’t an influencer or decision maker, we were able to gain insight into the organizations current set up that can help us craft meaningful messages to the key stakeholders.
6
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
The prospect was a good contact to begin the conversation of switching from Avalara to Vertex. They are happy with Avalara right now but are interested in our NetSuite/Oracle partnership. I will follow up with prospect with datasheets and see if they want to move forward with any pricing/demo.
4
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
The prospect thought our systems were interesting, but was very transparent regarding his opinion that he believes they’d be a tough sell to his clients because they are considered voluntary additions and not UL-listed. However, I was able to get him to start thinking about multiple use applications in commercial kitchens. Not a decision-maker, but will forward our information to the rest of his sales team to get their input and interest in continuing the conversation.
3
/ 10
Although a manager, the prospect reported to the CFO and she was extremely knowledgeable about what we generally do – so right contact. Good role. Good timing. Plenty of synergies.
8
/ 10
Right contact. Right title. Right org. And a power user of what they believe is our competitor’s product.
8
/ 10
Nicolas was unclear on status or deployment of his network, concerning since he was the only IT guy. Could enter pipeline in long term, will maintain contact and try to get another meeting to discuss network initiatives in detail.
5
/ 10
Thank you for the MS lead!
8
/ 10
As they are using a lot of different solutions for different services and are also in the middle of migrating to Salesforce, they are not in a position to entertain any new solutions
4
/ 10
Workforce development focused team. We’ll see if it translates
6
/ 10
Perfect
10
/ 10
Keep them coming
9
/ 10
No comments provided.
8
/ 10
good meeting with the right level contact
9
/ 10
Scott was very friendly and transparent about where Gestamp currently stands with tax. They are an automotive business based in Spain, and given the recent tariffs, they are not in a buying place. Also, although they do not have a solution in place, Scott has a pretty good handle on the tax calc/needs (i.e.., they have never had any issues in audits, etc.). He was glad to get an introduction and have my contact information in case anything does happen down the line.
6
/ 10
No comments provided.
5
/ 10
Ashlyn’s write up was very detailed and provided great jumping off points to continue discovery. We had a great demo and uncovered opportunities with additional products. Great job Ashlyn!
9
/ 10
North did an excellent job of finding this lead – their needs were exactly what Birhgtseed can provide!
10
/ 10
good last minute save set up here, stopped them from signing with checkpoint
10
/ 10
Lead was the right title and seemed interested in our technology
8
/ 10
This was the correct contact, decision maker and they went right into a trial. The prospect is smaller/ minimum purchase which can make price sensitive calls be a no go.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
6
/ 10
Adrian is the right contact and is keen for a demonstration, so, all in all a good lead.
7
/ 10
Not right person
4
/ 10
Good company – not the right person!
5
/ 10
No comments provided.
10
/ 10
Good job getting an intro call but prospect was not qualified.
4
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
No comments provided.
9
/ 10
Interested in multiple sensor types – going to speak to his team and follow up
8
/ 10
Crayon – They don’t want sensors – but want a workplace experiience tool and have sent them to Spica for follow up 5 ** marked as 5 due to change in direction and no longer offering EB etc *
5
/ 10
really good call prospect is analysing tools between different vendors
10
/ 10
on the low end for qualification, only 7 staff, Protech has minimum 10 users – will follow up, have scheduled intro demo
5
/ 10
very good new opportunity, 30 staff, currently use iMIS, qualified lead
8
/ 10
No comments provided.
6
/ 10
Not right person
4
/ 10
No comments provided.
8
/ 10
Tom was not a decision maker and did not see Lucid as a fit for his group. There may be a possibility to be referred to another group.
5
/ 10
solid lead. thank you, Tanner, for crushing it as always!
8
/ 10
Good conversation, PQC projects on the horizon. Follow up sent and second call booked in for 2 weeks.
9
/ 10
No comments provided.
8
/ 10
As per AE feedback
6
/ 10
Good meeting only 300 users, however he did take it all onboard and we have scheduled a follow up for late June
9
/ 10
Good lead and very aware of their targets. Will be a good opportunity to nurture and progress hopefully in the coming months
10
/ 10
No comments provided.
7
/ 10
ex NHS, recognises there is a need for occupancy monitoring and presure to understand what their needs are across the estate, needs to convince a few people to understand more around occupancy
7
/ 10
No comments provided.
7
/ 10
No comments provided.
8
/ 10
Was working for a competitor, but recently left as of April 1, so currently unemployed and looking for new job.
4
/ 10
No comments provided.
10
/ 10
Overjet has been using Anrok for their indirect tax needs for about half a year, and previously had no solution in place. His biggest complaint with their current solution is there is no reconciliation tool included in the solution. Thus, he was mainly wondering if we could offer this at no additional cost, since they are not in a place to expand their budget. I was able to do some digging and found out that for our NetSuite Integration, it is currently being worked on. I will let him know and see if he wants to reconnect down the road.
5
/ 10
Great call with CFO at ContextLogic, Inc. Strong interest in OPRM. Follow up demo getting set up.
9
/ 10
Great meeting!
10
/ 10
No comments provided.
9
/ 10
He had the perfect title, Director of IT, but clearly was not interested. It’s not worth chasing these people.
2
/ 10
Good effort reaching out to the event leads that we shared and scheduling this call. We managed to capture his attention right when the need is there. Great stuff.
10
/ 10
No comments provided.
5
/ 10
No need for our dataset or tech solutions – VC so don’t deal with companies that disclose much info, feel their processes are streamlined, and have already identified two preferred providers.
5
/ 10
great applications, Dive has some history to recover from
7
/ 10
No plans to purchase, recent large investments in current system, she took the call to be polite and for her own interest about what is out there. Organization would be a good fit, she would be the right contact if they were looking.
2
/ 10
Alphie seems to be the right person. The organization might be a fit. Only negative is no immediate plans.
7
/ 10
ANA is the ideal organization however Brian is not in power or much involved with the AMS. He did offer to connect to the CTO, however he mentioned they recently renewed their contract with the current vendor and don’t currently have plans to replace.
5
/ 10
No comments provided.
1
/ 10
Great lead! Excellent persona
10
/ 10
Looking for a job
1
/ 10
Prospect was engaged and had information I needed before the meeting.
8
/ 10
Great re-introduction to this account that had gone quiet. It’s very likely that this lead will become an opportunity in the next 6 months.
10
/ 10
This was a new lead to add to our target list. However, they said that they are happy with current vendor and not looking to change.
8
/ 10
Another great call with Steven. It is confirmed that he does not have final decision-making power as he oversees about 10-15% of what Tiffin Motorhomes manufactures, however, I got an estimated timeline as to when he can get the rest of his team/leadership involved. They are hosting a conference for their dealers over the next couple of weeks and will have a board meeting on May 8th, right before our next touchpoint. Crucial to get him access to more motorhome-focused marketing material to present to his dealers, team, and leadership
7
/ 10
Only interested in getting leads from us. Slim potential in getting any references from them.
3
/ 10
Great lead out of NSA! Prospect came prepared with numerous questions since Luke provided read ahead material prior to the discussion. Although the prospect was not sharing any information about their use case, we scheduled a demo on the call as he is very interested in seeing the product live. Great job Luke!!
9
/ 10
Hrutwi was very helpful and will hopefully provide us with some contacts in warehousing and distribution.
5
/ 10
No comments provided.
8
/ 10
Good and insightful conversation. Contact may not be the right person, however they are willing to make introductions to two different contacts for further discovery.
8
/ 10
too small
3
/ 10
Michael was out of our ICP, and didn’t really have a strong use case that we could sell against.
5
/ 10
No comments provided.
9
/ 10
Company has no need for the specific space we fill in our market.
4
/ 10
Solid contact fit and some relevant customer pain that we can address. Great Meeting!
9
/ 10
Good need within the account that we can address and relevant contacts brought to the table. Great meeting!
9
/ 10
good lead – with government we need to better understand the role and what level of responsibility someone has. – we were able to get a warm introduction to a more qualified individual that has more experience with technology, but the initial lead did have business challenges that we could maybe solve for.
8
/ 10
No comments provided.
8
/ 10
Adam once again found a good lead. A very nice sized organization. They will take some time to nurture but he found it at the ground level. Thank you. And don’t take Adam away from us :).
8
/ 10
No comments provided.
8
/ 10
This is the exact meeting type we want to have – RSD was very happy with the meeting. The prospect is short listing us for their POC
10
/ 10
They were a little small when it came to budget but it was a great opportunity
8
/ 10
Right personas. Some identifiable need that our offerings may be a fit for. Timeline a little under a year out. They are in fact finding stage.
9
/ 10
He was the second contact on one meeting.
9
/ 10
No comments provided.
5
/ 10
Pamela was too junior and manager, legal operations role can be hit/miss depending on the company. Sometimes they’re involved with the litigation, investigations/ediscovery decisions. She did not know anything about their processes for internal investigations or litigation – other than hiring outside counsel. She wasn’t familiar with what a review platform was; she gatekeeped names of the individuals responsible for these things. Sent follow up materials and she said she’d pass along to colleagues; Malik and I debriefed and calling higher up at the GC level or the Head of their Investigations department may be better. Thanks!
4
/ 10
Arelious is a great point of contact to have within DHA/Army. He mentioned they’re using ACAS, SCAP, Tenable, GPOs, scripting, InTune, and it is a very manual/disparate process. Having heard of SteelCloud previously, he likes the idea of having an automated, all-in-one tool for STIG compliance. However, now is not the right time/no funding available to continue discussions. He suggested following up the week of May 5th to receive updates on their posture
6
/ 10
Walker did a great job!
10
/ 10
Walker did a great job!
10
/ 10
Walker did a great job!
10
/ 10
Right type of contact and good fit for our service use case.
10
/ 10
Right seniority level for decision making.
9
/ 10
The prospect was more hyper-focused on speaking on what their company does, then understanding if Vertex was a good fit for them. I told Delaney that typically happens when the prospect is unsure of their indirect tax processes and they don’t want to say that. I am following up with datasheets for the prospect to report to their VP and see if there is a need.
4
/ 10
Second meeting booked in August to discuss some procurement opportunities
8
/ 10
Good opportunity to help with lots of initiatives
8
/ 10
very good discussion. in contract with Netskope for another year but open to explore alternatives for renewal. Caz did very well to keep us in the discussion and get the meeting
8
/ 10
Good meeting not many users, however a good contact
8
/ 10
kyle had no idea why he was talking to us and had no needs, was not a decision maker
1
/ 10
No comments provided.
6
/ 10
He’s a user not a buyer. And I don’t think he’s willing to champion the cause. But he’s a great source of insight.
7
/ 10
No comments provided.
8
/ 10
Bullseye. If he were a buyer / power, it would be even better.
10
/ 10
Hi, it was great to connect with the tech lead at Green Island, the only problem was that they just signed up for another 3 years with AWS so there’s no plans to change this any time soon. That could have been better qualified. That said, it’s always worth connecting with these people as it’s a small industry and there are a limited number of accounts we can sell to so good to have made the connection.
4
/ 10
Really good
8
/ 10
great catch, superbusy prospect very hard to engage, but you made it!
8
/ 10
Good lead and right contact
10
/ 10
He was clear at the beginning of the call that there was no PKI opportunity.
5
/ 10
No comments provided.
10
/ 10
Right seniority and background on Jeff helped me position our solution well that made him want to take it to leadership despite the current economic environment.
10
/ 10
Hannah did a great job keeping them interested and committing to a call, unfortunately his responsibilities do not align with the solutions we offer as his sales team and also one guy handles everything pricing and competitor related
5
/ 10
Positive call and sentiments towards Vertex. Timeline over 1-2 years out.
5
/ 10
Prospect has a use case and interest in our offerings with a timeline for end of year to decide.
10
/ 10
Nick notes were well prepared and included Russell’s concerns about budget. It was nice to have that information and address it before he could use it as a rejection. Russell has is using additional features with his Content Filter that has some overlap but overall we were able to introduce him to MM and show him some features that address gaps in his security posture.
8
/ 10
No comments provided.
5
/ 10
very good lead
9
/ 10
Deal reg inbound. Nice job jake!
8
/ 10
All good.
4
/ 10
COO is the right contact- ability to make a decision, she was engaged and an open book. Right specialty, right need, right EHR, all things about this call with Susan at Merced make it a phenomenal lead. Great job!
10
/ 10
Perfect time to connect as they are developing their processes right now.
10
/ 10
Great use of time
10
/ 10
We need to have a sense of the volumes prior to these calls so that we can make sure it is in an area that we can help to support vs getting a distribution partner involved.
3
/ 10
RGP is a consulting firm, so the conversation was tailored more towards a partnership. Elon explained they often get asked by their clients what tax solution to use and what the price is. They have not had much of a focus on indirect tax for their clients, but will be shifting towards this in the coming months. Elon is going to have some internal discussions as well as dive a bit deeper into their clients’ needs. We have set a time in July to reconnect.
6
/ 10
Pam is involved in the process
7
/ 10
Good lead!
8
/ 10
Excellent lead
10
/ 10
Great lead, signed within a month
10
/ 10
Good lead
7
/ 10
Good lead, multiple follow ups
8
/ 10
Good lead but wayyyyy too big of a company for us. 80,000 employees and $20B in revenue is too high
4
/ 10
Excellent lead
9
/ 10
Good lead
8
/ 10
Good lead
7
/ 10
New business, unlikely to purchase, but good lead
6
/ 10
Good lead, multiple follow-up calls held
7
/ 10
Excellent lead
9
/ 10
Strong lead
8
/ 10
No comments provided.
9
/ 10
We’ve spoken with him before and they do have about 1 TB Everlaw subscription mainly only using it for internal stuff – is interested in forensics, project management, doc review and potential end/to/end outsourcing. Will need to stay in front of him and track their litigation matters via bloomberg
7
/ 10
Raising the dead account. Interested in deployment at the Menlo Park office. He seems to like our form factor and product. Pricing call is tentative and should be happening soon.
7
/ 10
Dickens was interested initially, we are working through some documentation of the product and if we could be a good fit for him at this point. This did move to PoC and he has a strip on hand at the moment.
7
/ 10
This went well, both of them were interested and wanted to move to PoC. We have a follow-up discussion scheduled for April 25th.
6
/ 10
Ryan could be a great champion for us at Impact Fire Services. Although he doesn’t have decision-making power, he is interested in presenting our systems to his clients and leadership. We have set up a third call with his general manager, Eric Barela to further explore their evaluation process and discuss the outlines for a potential partnership.
5
/ 10
No comments provided.
8
/ 10
One of our ideal ICP profiles and expressed immediate need for our product.
8
/ 10
Prospect has familiarity with ediscovery. Was interested in using our services. Title may not have been the best fit. Positive conversation.
8
/ 10
No real need. Nice prospect. Only have to use ediscovery once a year at most.
6
/ 10
Mena was excellent
7
/ 10
Content filter lead. told me pricing was similar to what they were paying for Iboss, but that doesn’t include the classroom side, so we could save them money. Evaluating several tools right now.
7
/ 10
Looking to switch payment vendors next year, follow up in December
10
/ 10
Fairly early stage for them. They have quite a good handle on their data requirements and have hired a few contractors to help them. I think we can help them in the future – but this will be a slow burn.
8
/ 10
Overall, the meeting was useful. Although the contact person, Torsten Hupe, is not directly affiliated with my target account, DZ Bank, he is currently working as an external consultant at Bausparkasse Schwäbisch Hall. While he may not be the ideal contact for DZ Bank, the meeting was still valuable. Torsten is now a new point of contact at one of our existing customers, and he may be able to provide helpful insights or connections in the future.
7
/ 10
Decent title and is very knowledgeable of the requirements for Maine. Unfortunately, Maine is extremely stringent on fire protection systems having UL-Listing, and this is the only factor preventing us from doing work with Eastern Fire. They work with a number of high-end residential clients that would be great fits for the Protector and Guardian. They also work with a lot of commercial clients that need server room protection. However, even their residential applications require UL-Listing
4
/ 10
good meeting and lead
9
/ 10
sending contract
10
/ 10
No comments provided.
10
/ 10
Good meeting and MSSP opportunity
8
/ 10
Great meeting with a perfect prospect
9
/ 10
No comments provided.
7
/ 10
No comments provided.
6
/ 10
Dealer Auction were a bit small for our solution however she was very open and interested to learn about us for future, and there’s a potential intro to Cox. So overall worthwhile!
7
/ 10
No comments provided.
10
/ 10
Target company but someone quite junior – a few steps away from the decision making process
5
/ 10
Good lead
9
/ 10
Prospect likes the products but doesn’t want to move forward given the difficulties he thinks we’ll have with the AHJ’s and his boss who “sticks to the books”
3
/ 10
Decent call – felt like he hopped on purely to be gracious. There might be an opportunity her long term but nothing immediate. He’s in a pretty niche role and doesn’t have any buying power. Sent him a follow up to see if we get any bites.
4
/ 10
No comments provided.
6
/ 10
Customer not happy with Sonicu – connectivity issue, calibration processes too long, need to enter correction parameters, serial number of sensors, limited in terms of reporting, IT owns the solution and is getting frustrated
7
/ 10
Great Notes, Well Informed and a High Quality Lead.
8
/ 10
Excellent persona
10
/ 10
Great meeting and great contacts from the Product security / DevSecOps Teams who attended the call!
9
/ 10
Good title and contact at a big brand
10
/ 10
Good intro call. Potential follow up to discuss Windows11 refresh
7
/ 10
Good Lead, directed us to a few additional depts / contacts.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
6
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
6
/ 10
No comments provided.
5
/ 10
No comments provided.
4
/ 10
I thought it was great, budget and timing are big needs for us to know but I was able to find all that out over the phone.
9
/ 10
Charles is a prime example of the prospect we want to book meetings with. Being the President of Automatic Fire Protection, he has decision-making authority. Unfortunately, he was caught up on the lack of a UL listing and didn’t think we’d get FM approval without it. He’s going to do his research on whether or not we’d be able to get cleared and connect with us in a couple of weeks.
4
/ 10
good lead!
9
/ 10
Not the right contact––he was an outsourced IT vendor for DHS and was focused on anomaly detection for system availability, which is not something Edge does.
3
/ 10
Great lead – thank you!
10
/ 10
Great contact and productive discussion!
10
/ 10
Folabi will be introducing us to his counterpart that handles operational excellence in the warehouses
6
/ 10
we had a valuable first discussion. she was a great lead for us!
10
/ 10
Good conversation and well positioned, follow up scheduled and budget quote requested by the time the call was over.
10
/ 10
Inquiring internally if our systems can accommodate a loan module for AR. Next meeting booked
10
/ 10
No comments provided.
8
/ 10
Right contact and Team but no immediate projects to address the problem that we fix. Only things that could have made this meeting better were contacts with more decision making power and a more immediate timeline.
8
/ 10
lower level contact, didn’t really understand what we did
6
/ 10
top lead. great job, again!!
10
/ 10
No comments provided.
8
/ 10
Timing is off. no new vendors this year.
5
/ 10
Check in prior to council meeting
10
/ 10
Although there is no timeline for Cory, and for now it doesn’t make sense to continue conversation, he provided us with very valuable information on how to get in to the higher education, hotel, and commercial verticals through doing outreach to the engineers and architects that provide specs to 3rd party contractors such as VSC.
5
/ 10
BillTrust is in the middle of a migration from hybrid (on-prem AWS) to full AWS and is evaluating security tools to support this shift. Their security lead recently left unexpectedly, delaying evaluation efforts. The prospect is working to schedule a follow-up with both DevOps and Security stakeholders for a deeper dive next week.
4
/ 10
Movius is multi-cloud with legacy and microservices architecture. Paul is interested in evaluating tools beyond AWS/Azure native offerings and noted potential internal demand to support customer secrets use cases. Call was exploratory, and a follow-up is scheduled in two weeks pending internal alignment.
4
/ 10
Volante has officially kicked off a PoC with Doppler. Balaji from engineering created the Doppler workplace during the call, set up a Teams channel for collaboration, and confirmed a check-in for next Thursday. They plan to invite additional team members for evaluation and proceed with the test this week.
7
/ 10
they did understand the limitations of current AI implementations, and realised that a lot of their manual “checking” isn’t safe to fully automate. they also talked a bit about how much manual overhead there was in creating a bunch of their reports and doing their rebalancing they want to discuss a project they have in mind and I said I’d get back to them in a week
8
/ 10
Good meeting we have a follow up call
10
/ 10
Project on hold while they complete their replatforming
3
/ 10
Great call…..will be tough to crack but never know. This is the type of customer we’re looking for. Recognizable name, good volume
7
/ 10
No comments provided.
7
/ 10
He was the ideal person to speak to and very interested in our soln.
10
/ 10
Liked the solution, tried moving it internally. Did not gain much traction but gave someone to follow up with
2
/ 10
Right ICP, right profiles, a good understanding of the educational value. Solid meeting.
9
/ 10
Kicked off POC
6
/ 10
Kicked off POC
6
/ 10
Demo with next steps
5
/ 10
Demo with next steps
6
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
Great introduction to the exact point of contact we’d want to speak with.
10
/ 10
Wasn’t a great fit for their company given they mainly work with apartment complexes, given it’s code driven and their clients want the cheapest options possible. No next steps but they gave us extremely valuable information on bringing this to the AHJs and Engineers that provide specs for their projects.
3
/ 10
Wasn’t a great fit for their company given they mainly work with apartment complexes, given it’s code driven and their clients want the cheapest options possible. No next steps but they gave us extremely valuable information on bringing this to the AHJs and Engineers that provide specs for their projects.
3
/ 10
Timing was right as Tonal manufactures in Mexico and tariffs are top of mind. Ryan has been in the industry for many years and is curious to understand what fulfillment options are out there. While there isn’t an immediate need at this time I think he is a good contact to have and stay close to.
7
/ 10
John and Mike were very intrigued by the ingenuity of our systems but were very hesitant regarding the lack of UL-Listings, FM Approvals, and how that would effect insurance claims/investigations. We need to provide them with submittals for them to present to their local authorities before we continue conversation. Going to review our cut sheets and information before scheduling a follow-up call.
3
/ 10
Brandon was very engaged throughout the entire conversation and brought up multiple potential use cases (crypto mining/server rooms, garage installations). He saw the value in low voltage installations and with the NFPA750 cert. he thinks we can “squeeze by” the AHJs. City approval would be the main determining factor, but if we get cleared, he said he could see a lot of use out of our systems. Next steps set for April 9, 4:30pm EST
5
/ 10
No decision making power, but he could be a good champion. Lee is going to set us up with his corporate trainer that makes all the decisions on product additions. Had immediate use application ideas for food trucks and other vehicle settings. Next steps are set for April 9th, 10:00am EST
4
/ 10
No comments provided.
7
/ 10
As per client feedback.
8
/ 10
Harry is doing great job!
10
/ 10
Right person
10
/ 10
Mike’s company is very small (just him) but he does work with some building owners that have a national footprint, so there MAY be an opportunity to sell to him.
8
/ 10
The meeting report stated that he wanted to talk about authentication but the conversation was more focussed on him talking through the cultural challenges and why bringing in Unsung at this time is not going to be valuable, therefore there wasn’t any obvious opportunity at this time. This will likely provide an opportunity down the line.
7
/ 10
Glad to connect but the prospect wasn’t very engaged.
4
/ 10
Great connection!
8
/ 10
Making the connection was great! Just not sure the prospect is ready/interested in moving away from their current method.
7
/ 10
Good contact, to have. Good intro to Private Energy Partners.
10
/ 10
It was one of our ICP prospects and the meeting was with key stakeholders and decision makers in the organization.
9
/ 10
This was the right persona but the wrong person. Not Ben’s fault, just not a great meeting
4
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
Contact was interested in what we do, but not a lead for Skillable.
2
/ 10
Kevin did a great job recognizing an opportunity with a US based company using Epicor that is being merged with a French company using Sage X3. The contact mentioned that there will be an evaluation after the merger to evaluate the potential to standardize their solutions on one of the systems in use.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Very knowledgeable person about the Boston entrepreneurial ecosystem but not the right organizational fit. Dean did however offer up some helpful inroads for us to get better plugged in.
7
/ 10
Great prospect
10
/ 10
Great interest and company
9
/ 10
great lead!
10
/ 10
No comments provided.
7
/ 10
Good call with some potential opportunities w/ backup and standardize client devices.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
microsite lead
10
/ 10
Good industry ICP and contact was in the right space, just lacked the influence to get next steps just yet.
8
/ 10
Right role, will see on next call if budget is available.
8
/ 10
Good lead and got the right person to the table.
9
/ 10
Peggy was nice to speak with. They use Omnia for 4 categories, rental being one, could say the others. They use GPO when it makes sense or if they need something. So needs to be a timing or trigger event per say. Doesn’t seem to be an immediate need to explore a category…but I’m sending her some information of categories and CXP link. Will follow up with her in a week or so. Offered to meet with her team too as she has 2 team members. Travel is handled by someone in Israel at corp level. Sent our Global one pager along with other supplements for review.
8
/ 10
Dominic may not be a decision maker but he provided us with valuable insight on their evaluation process and had immediate ideas of use applications (vehicle, electrical cabinets, server rooms, residential) where our systems could be very beneficial. He was especially intrigued by our pricing and simplicity of installation. Going to loop in multiple coworkers to our next call to further explore use applications as well as their evaluation process.
6
/ 10
No comments provided.
8
/ 10
She’s a professional and said Kovr would be helpful. She isn’t power, but she has the problem and the urgency.
9
/ 10
Solid lead, nothing firm for another 12-18 months (current contract).
7
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
DRJ Lead – existing customer
4
/ 10
DRJ Lead – doing everything in house but will follow-up
5
/ 10
small partnership opp
5
/ 10
nice guy, evaluate in the fall, nothing top of mind right now
5
/ 10
No comments provided.
7
/ 10
great conversation with correct personas in a strategic account
9
/ 10
we worked on it
2
/ 10
great lead, 3 decision makers joined the presentation call, and before the end of the presentation prospect asked to schedule a second session.
10
/ 10
Generated more interest throughout the call. Initially hesitant because of the lack of UL-Listing however I was able to thoroughly explain our work around. Although they typically don’t work with any systems that aren’t UL-Listed, Dustin was open to further exploring potential use applications and walking me through his evaluation process. Most likely no decision making power but a good first connect with Millennium Fire Protection
4
/ 10
Generated more interest throughout the call. Initially hesitant because of the lack of UL-Listing however I was able to thoroughly explain our work around. Although they typically don’t work with any systems that aren’t UL-Listed, Josh was open to further exploring potential use applications and walking me through his evaluation process. Most likely no decision making power but a good first connect with Millennium Fire Protection
4
/ 10
Michael is not a decision maker, however he works for a company that has shown interest across the board. Although he is a lower level project manager, he is going to forward our information to his Sr. Project Manager that has more decision power and would be capable of having a conversation to determine if we’d be a good fit. Michael also mentioned a project he’s working on (data center) that would benefit from a system like the Guardian.
3
/ 10
Jamie was in the wrong department of VSC (alarms). However, during the call we were introduced to his boss, Roy Wisdom, who will tee up a conversation for us with Alex Sierra, in the sprinkler/suppression department. VSC is a distributer we’ve been targeting for a while, and getting a conversation tee’d up with the right people is always a plus
2
/ 10
No longer works at company. Purpose unclear.
1
/ 10
Great intro call with lots of info from Reginia.
7
/ 10
A large population that has a chance to need insurance. Open to working with us and seems like he has some decision making power.
9
/ 10
This was my first experience working with Turner and the Memory Blue team. Turner’s knowledge of our service gave the prospect confidence in our solution and the desire to schedule a follow-up. The prospect was excited to receive my call at the scheduled time Turner booked, and I’ve already scheduled a second meeting with the prospect’s broader team.
10
/ 10
Too small, not ICP
1
/ 10
Had a good call – although not the right contact, he’s going to put us in touch with the folks who are directly responsible for DR within Geico. Sent over info he requested and will continue to follow up.
7
/ 10
Thanks!
9
/ 10
Peter isn’t a buyer, but a great lead
9
/ 10
No comments provided.
7
/ 10
They were still outsourcing skilled work to unskilled people. Especially there digital marketing approach. They were receptive it just took a lot to get information from them. Probably just not big enough so might not be a good fit.
3
/ 10
The contact who I spoke with is definitely in the right industry. The conversation would need to be spun up to a decision maker, but is an opening.
9
/ 10
no real need for animal model monitoring solutions we offer – maybe down the road. She is a cancer researcher and we don’t play well in that sand box – many of our parameters are not useful for cancer folks.
6
/ 10
the conversation is probably early for his needs, but it was good to educate him on the options we offer as those needs arise.
8
/ 10
wrong department
2
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good lead, has a potential, let’s see in the future what we can do with them
8
/ 10
Christian is located in the production area and they are working closly with an KMS System inhouse coming from Etas/Escrypt. He is very knowlegeable >30years with Bosch. It will remain a contact for information exchange but no Opp can be generated. Thank you
6
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
Great ICP with interest in NX capabilties and potential for future partnership.
7
/ 10
Potential for B2b research, no current projects.
6
/ 10
Good person and interested in B2B research. No project in sight but potentially in near future.
7
/ 10
Great conversation with an owner/operator looking to operationalize their process for future growth
10
/ 10
Good lead, origination.
10
/ 10
moved to the next stage in our sales process
9
/ 10
No comments provided.
9
/ 10
Philips has a large services team that is customer focused and do not have purchasing authorization. Jeff is on that services team and not a potential customer of SHI however he is a user of the products we provide.
8
/ 10
Good POC. Have a need and know it. Accurate ICP.
8
/ 10
Will be good when hes busy
7
/ 10
Gaurang and Chubb are just starting their evaluations, they were open to discussing multiple use cases as well as potentially POCing, when asking for a starting number for beginning wide implementation he said 9k users. This is a great opportunity for us.
10
/ 10
There is opportunity with the company but the contact that arrived to the meeting was not the one responsible for indirect purchasing.
5
/ 10
No comments provided.
9
/ 10
Alexander did a great job of getting in front of an important point of contact at ADP; a strategic priority account for Skillabe. Alex was able to secure a meeting with a Senior Learning Professional and accurately qualified the opportunity. The prospect came to the meeting with the right expectations and insight into Skillable and our value add.
9
/ 10
Good Lead for payments and ACFR
7
/ 10
Slavi provided a lot of information that was useful; however, he is not a decision maker, and at best maybe an influencer on the eDiscovery team. He is on the technical team so he doesnt get as involved in business decisions – his departmenet lead probably does; and the general counsel, litigation counsel may be more inclined to talk about reducing outside counsel spend on doc review. He did say he would keep us in mind for doc review needs and appreciated that our team could log into RelOne and conduct the review; he said they just went through the rfp process and selected RelOne and wont go out to RFP again until 2-3 years. They vetted everlaw before and mentioned it felt like a small matter tool; he did give insight into the claims department which is a whole other department dealing with claims that doesnt use the internal team. There may be an opp somewhere for some departed employee protocol or mobile device collections but they mostly in source with a collection team. But someone high up on the investigations side would be interesting to talk to.
6
/ 10
We completed the demo with Stephen. He likes what he saw. It’s too earlier as he has no budget and will not be able to do any thing until after October. He ask we reconnect in September to continue the conversation.
9
/ 10
No comments provided.
9
/ 10
Good Lead for STR, in early, had Town Manager on the call and leading the discussion.
9
/ 10
Great lead with interest in NewtonX offerings.
8
/ 10
I never received a lead detail email from Victor so I knew nothing about what info Victor had gathered from her before I met Lindsay. She is not sure if she is doing an adoption or not.
6
/ 10
Good contact and interest.
9
/ 10
Bit of a tire kicker but a productive conversation. He is not in a position to seriously evaluate solutions at this time, requested we try in 2 months.
7
/ 10
great lead – building out their process
10
/ 10
We had a good conversation with Jameson. Openlane’s current tax landscape is a bit of a mess, so they are definitely interested automating the process. Given the nature of their business and their many acquisitions, there are a lot of different ERPs involved. They have just started conversations to streamline this and migrate everyone to one platform. We agreed this is a project for down the road, but have scheduled time to reconnect in late June and see where things are at.
7
/ 10
Strong lead, good pre-work by Gabi before the call. Felt like I had the info I needed coming in.
10
/ 10
Great opportunity to have a conversation with an OEM account which is a strategic target for us this year. Jerry, GPGC, responded well and gave positive feedback. looking forward to seeing where this one goes. Thank you for the meeting and support, tanner!
9
/ 10
Great call. As a VP, Brian definitely strong influence within the company, however they were just acquired by a private equity firm so it’s unclear of who has the final decision making power. With the NFPA750 certification, Brian thought of multiple use applications for residential settings (expecially considering the money in the Bay Area and recent fires south of them). Next steps were set to further explore use applications and better understand their timeline. Also will give him time to bring our information to his team, as they are doing financial reviews.
7
/ 10
As always, Paxton found a great opportunity with an innovative company (ICP) at the right time. Paxton was able to identify the prospects’ challenges and correlate Skillable’s value / impact – which led to an enthusiastic/productive discussion.
9
/ 10
not a great contact or target account (i’d stay away from accessibility specialists based abroad)
3
/ 10
not your fault, great title, just a strange individual who didnt want to give any insight into his team and what they’re doing today for a11y
2
/ 10
good title, just not a top tier account
7
/ 10
No comments provided.
10
/ 10
the right contact… was engaged, showed up, flexible with scheduling
9
/ 10
No comments provided.
5
/ 10
Sorry Tom
10
/ 10
Quality Lead. Definite need presented. Apprehensive as to pricing, unsure of budget.
7
/ 10
David the BD guy was a great conversation. The second call with the marketing Dir. pushed back on a some things but may see a path forward.
7
/ 10
Was a good lead as they were interested in a solution that we could provide. Might be a longer sales cycle but still a good opportunity.
6
/ 10
No real initiative for Martin but provided a good follow up POC for Income Tax.
7
/ 10
No comments provided.
8
/ 10
She was not interested in learning more about digital marketing in general. Did not have any information about the company at a high level. Not a good fit.
2
/ 10
good dude, right level, hopefully he can network us wider
9
/ 10
Not the right guy, but provided good insight and helped point us in the right direction
8
/ 10
No comments provided.
9
/ 10
Good lead. Next step, meeting with IT manager.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
Health and Safety lead. Initial discussion regarding safety practices however was very open to look at wider resilience related offerings. Good meeting.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
the meeting with Estelle took place and we tried to capture some topics around Compliance and portfolio. She was not very open from her side to discuss on requirements- but we will stay in contact and have a follow up after they discussed internally about their needs
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
3
/ 10
We did a brief introduction to D1 because Oliver was pressed for time. Did show some interest. We decided to set another call in the future to go more in depth where our solutions could benefit them vs their current processes.
5
/ 10
Good call. Could be an internal champion. Information value gained, seeking additional meetings and colleague referrals.
8
/ 10
Right user role – Digital Accessibility Lead.
9
/ 10
Refer to Mukul notes
8
/ 10
Enough interest to set up another call. Has something in place but needs to socialize internally to gain further interest.
7
/ 10
Good call! Looking for an agent trainer which is up our alley. Has a lot of interest and also looking at potential partnership.
8
/ 10
Partnership positioning focused call. May purchase our solution but need to explore further. Over all good call
7
/ 10
Great meeting! Good industry and company size right within ICP. They want to explore a POC and next steps are set up. Nice work Joey!
10
/ 10
Still very exploratory, Scott did not loop in additional colleagues. Will try to intro us in the future but Scott will not be a decision maker.
4
/ 10
Very exploratory call regarding Snowflake and AI integration. Next step set up, but would need to loop in decision makers.
5
/ 10
High title, right company fit, however timing was off due to a merger taking up resources. Want AI in their call center which we can help with, just need to wait to reconnect.
6
/ 10
Wants to explore using a chatbot. Document upload would be an easy win. Junior is involved in leading the initiatives for integrating a chatbot into their tech. Next steps established.
7
/ 10
Good meeting but customer is happy with their current security vendor
7
/ 10
Good CIO level contact and timely project
10
/ 10
By doing some initial research and due diligence, Jack was able to connect us to the decision makers at the right time. Great work!
10
/ 10
Temptrak usual painpoints – June 4th second demo
7
/ 10
No immediate timeline but Michael is a good person to be in contact with at WSFP. Most likely works directly below someone that could make a local decision on The Fire Knight. Works on a variety of project scales and was interested in potential use applications in remote areas with limited access to water.
5
/ 10
Todd isn’t a decision-maker however he was interested in all three of our systems and their ability to monitor, detect, alert, and suppress simultaneously. He works in a very fire prone area and is looking for self-contained systems that can protect remote residential properties in that area surrounding Denver, CO. (remote activation for pre saturation, the Guardian for external protection). Residential and multi family application.
6
/ 10
Really solid! Great intro from Dawsen.
10
/ 10
ADP is an account this is a priority for the team. Alexander did a great job of penetrating the organization and driving several leads from the org. Although, this particular lead was not at the right level, it helped us formulate a more defined strategy for future discussions with stakeholders..
6
/ 10
I enjoyed my conversation with KEnny-they have a lot of in house personel to deal with the services we offer-but he knows who we are now
6
/ 10
Not his responsibility, so hopefully we can get the right contact to pursue
4
/ 10
Cody showed some interest but was ultimately not a decision maker and didn’t think it’d be beneficial to continue conversation following this introduction. He is going to forward our information throughout the company, up to us to foster more connections.
3
/ 10
Not a great fit don’t sell directly on this contract, subcontractor
5
/ 10
Patch mgmt lead
6
/ 10
Jon was very engaging and willing to discuss everything he could but he is not a network infrastructure guy, he is more digital forensics. We did discuss FortiSandbox and we will follow up with some information on that product line; it would be deployed in an air gapped environment.
5
/ 10
Good contact in terms of her title but she works in a tiny employee benefits department that’s part of the County’s office. The department is tiny and visitors are their County’s internal employees and there are only a few visitors throughout the week. Thus, it does not make sense to implement a queueing or scheduling solution as it would be unnecessary from both visitors and staff’s perspectives. But she has good contacts in the county and promised to provide a referral and pass my contact details to the County’s procurement.
5
/ 10
great lead!
10
/ 10
Good company but the prospect has no decision-making power. There was some interest regarding the Protector and Comodo but being that Steven only focuses on kitchen hood fire suppression, he didn’t think our systems would necessarily be a good fit for him. He also mentioned that without a UL-Listing it doesn’t make sense to continue conversation. Everything they work with has to be UL-Listed
3
/ 10
Decent use case here with a few trips during the year. Correct industry and type, but low volume for number of travelers and frequency of trips
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good title and good account, timing and budget were the issue, but still a meeting that was worth setting/having
8
/ 10
Good company profile, using snowflake for a few year. but not a good contact. no knowledge of needs or authority. Was level 2 support guy.
2
/ 10
Google and microsoft district seemed very engaged and liked the investigative features and classroom tab. want to look at pricing.
7
/ 10
Well worth my time. Lucas managed to put us in touch with a former customer with a legitimate interest in our product. Not necessarily a decision-maker, but with his assistance we should be able rebuild our relationship. Great job.
9
/ 10
J.T. was happy to make introductions and talk through Vertex at a high level. They are locked into a contract with CorpTax for the time being, as they have one guy who works super closely with them. JT mentioned if that guy leaves or retires, they would look to evaluate other solutions. They use Oracle and have Sales and Use Tax needs, so this could be a good one for Memory Blue to circle back and target in a year or so.
5
/ 10
Great contact and they seem very interested but he didn’t want to meet without his colleague who had requested we reschedule. Additionally, he wasn’t able to use the mic on his computer so we had communication challenges.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
Good quality contacts who would be the right decision makers but the org isn’t a great fit due to limited bandwidth
6
/ 10
No comments provided.
10
/ 10
The company here is a good fit but the contact was not the right POC
6
/ 10
Part of the sales team. Using white-label Glean integrated to their internal data for sales. Not a fit for Copilots but potentially Fortify later on. Not decision makers. Not part of AI Center of Excellence. TELUS CTO, Hesham in discussion with senior Palo Alto decision makers. We will make an intro on our end to Ryan Miller in Engineering for their sales team to nurture logo relations.
9
/ 10
Part of the sales team. Using white-label Glean integrated to their internal data for sales. Not a fit for Copilots but potentially Fortify later on. Not decision makers. Not part of AI Center of Excellence. TELUS CTO, Hesham in discussion with senior Palo Alto decision makers. We will make an intro on our end to Ryan Miller in Engineering for their sales team to nurture logo relations.
9
/ 10
There is interest in all three systems but no timeline set in stone. Reconnecting to go more in depth on potential use applications, learn about their evaluation process, and determine who needs to be part of the conversation for decision making purposes
4
/ 10
Good company target, this particular individual wasn’t too helpful though
7
/ 10
Sarah is a part of Academy Fire’s “Life and Safety” division. She said this kind of system would be best suited for their sprinkler division. She is going to forward our information to the correct team, but there are no next steps for her.
2
/ 10
Interested in follow up when timing is right
6
/ 10
Not actively looking for partners but right person
5
/ 10
Relevant but buying power sits in the UK
4
/ 10
Not a buyer – offered to intro but hasn’t followed through
3
/ 10
Right person right property
10
/ 10
Same call as other nuvo suites
7
/ 10
Same meeting, right people on call but property doesn’t meet Journey criteria
7
/ 10
Right people on call but property doesn’t meet criteria for joining Journey
7
/ 10
Same meeting as Marie
10
/ 10
Great property, managing director was on the call
10
/ 10
On the fringe for what we are looking for property-wise, but right person on the meeting
9
/ 10
Great call. Will lead to business
8
/ 10
Good first call and booked 2nd meeting
7
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
no endcustomer but potential partner
6
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
Good company. John is not a decision maker but could be a champion for us. He was interested in all three of the systems but doesn’t see it having a huge impact on commercial spaces because everything is code driven. He noted its potential for residential and automobile fire protection. Next steps are scheduled to better understand their evaluation process and he will try to loop in some people from his engineering team, food truck/automobile lead, etc.
5
/ 10
the lead was a no show
1
/ 10
decent start, small shop, but the right guys and good application
8
/ 10
No comments provided.
8
/ 10
Good to make the connection.
5
/ 10
Good to make the engagement with purchasing.
6
/ 10
No comments provided.
8
/ 10
I’m not sure he knew what to expect from the call, but was the right person. Solid call
8
/ 10
Good background as we continue breaking into USDA. No real opp but good foot in the door.
6
/ 10
Jake connected to make sure we are aligned and rescheduled to loop in Dell rep.
7
/ 10
Good reconnect. Quote in hand, just waiting on CEO approval
7
/ 10
Druva demo. Waiting to hear about quote and next steps
7
/ 10
He was the appropriate contact for our encryption technology, maybe not the buyer but the influencer. More meetings will come thanks to this one
10
/ 10
Solid introduction call with lead. He was very engaged during the call and requested some additional information that will be provided via email.
9
/ 10
No comments provided.
7
/ 10
Without a UL-Listing, Lee didn’t see us being a good fit for Castle. However, he gave us a lot of valuable information on how we should market the systems and strategies to get our foot in the door with AHJ’s in the DC, Maryland, Virginia area. Most likely will set up time with Lee for a lunch meeting in PG County where he works out of to build the relationship and learn more about his industry insights.
5
/ 10
Todd is on the alarm side of VSC Fire and Security however he saw the benefit in integrating The Fire Knight with the sprinkler division of the company. Interested in further exploring how we can integrate and compliment alarm systems and potential security cameras. Next steps are set for April 2nd, but no timeline as of right now.
4
/ 10
Interested in our solutions and expressed clear interest in continuing conversations to learn more. However, he is completely against any sort of commitment to The Fire Knight without being UL-Listed. His goal in continuing conversation is to get a full understanding of our products so when we do get UL-Listed he can move forward with bringing our information to the rest of leadership and further evaluating how we would fit in to their product offerings. No timeline as of right now.
5
/ 10
No comments provided.
5
/ 10
No comments provided.
4
/ 10
Was a good meeting, they will need to review their current tech stack and its costs and review our pricing and POC to see if we can save $ and cover enough boxes. Good all.
10
/ 10
No comments provided.
2
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
Shantye was interested in the products and engaged the entire call. Sees potential application with their construction projects and interested in the F-500’s capabilities regarding electrical fires. Decent title, should have some influence if not decision making power. No clear timeline as of now
6
/ 10
No comments provided.
4
/ 10
No comments provided.
5
/ 10
Troy was interested in the products and engaged the entire call. Sees potential application with their construction projects and interested in the F-500’s capabilities regarding electrical fires. Decent title, should have some influence if not decision making power. No clear timeline as of now
6
/ 10
No comments provided.
5
/ 10
No comments provided.
2
/ 10
No comments provided.
2
/ 10
No comments provided.
3
/ 10
Just a curious person. Wasn’t a great call.
7
/ 10
No comments provided.
2
/ 10
No comments provided.
6
/ 10
No comments provided.
4
/ 10
Seems like we have met the end of the road with Adam. He’s provided us very valuable insight Koetter Fire but doesn’t have the authority to take the evaluation process any further. He gave us the names of his higher ups so we will reach out to them and see if Adam wants to continue the conversation with us.
4
/ 10
Nice Guy, just wanted to learn more. Told me it would be a nice to have not a need to have and pricing was too high
5
/ 10
Stephanie joined the call late so we didn’t have the full 30 minutes. None the less, she was interested in our solutions and was engaged the entire call. Not necessarily the right division of Summit Fire but she will pass our information along.
3
/ 10
Immediate interest in our products from Sammy. Need to make sure they are aware of what we expect, but they are interesting in listing our products on their website for commercial/residential kitchen fire protection. Sammy also got two of his higher-ups to join the call. Could be a great entry to the kitchen fire protection space.
7
/ 10
Spoke to the right people who have a well-defined need.
9
/ 10
Good Conversation with Jesus. He is not the decision maker but enjoyed seeing the platform and the capabilities it offers schools.
7
/ 10
This is a good account to nurture however Fabrice doesn’t have any decision making power. He was interested in our products because he has never seen anything like them on the market. However, he mainly focuses on servicing and installations. Will pass out information along but there are no next steps with him
2
/ 10
This could be a good account to nurture but as a business dev. specialist, Brittany didn’t have any decision making power. She was interested in our solutions and engaged throughout the call but ultimately decided it wouldn’t make sense to reconnect. She will pass our information along and we will continue to prospect the account
2
/ 10
Good contact but not oppty at this time.
6
/ 10
This guy seemed like a contractor, did not have any ownership or knowledge of snowflake. IBM is a service provider, only oppty would be to sub to them. not likely
2
/ 10
Good contact but their current need is DB2 on mainframe and we cannot support that.
7
/ 10
The call was with the right contact, but it was more educational than everything. He didn’t get us much information, it was more just a listening session on how Trend has evolved. We couldn’t get him to commit to another meeting and he hasn’t answered any emails since.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
I have had discussion with Go Easy in the past but it was good to touch base. Further follow up with other resources is needed.
7
/ 10
faulty data led us to this one
1
/ 10
the follow-up we asked for
8
/ 10
just what we asked for
9
/ 10
Good meeting with clear next steps
9
/ 10
Overall, it was a very good meeting. Thank you for the professional organization. Mr. Sievers was not the direct contact person, but he arranged for the right person to join the meeting. Both individuals were the right contacts. I gathered a lot of useful information, and the personal contact was excellent. Unfortunately, I don’t have a follow-up meeting scheduled directly, but that is on me. Once again, thank you for this highly professional customer meeting with Atruvia.
10
/ 10
We connected with the right person in the organisation from an influencer perspective, though he doesn’t hold budget or decision-making authority. There was a slight disconnect, as we had been informed he attended the Human Threat Map session at e-Crime, but he hadn’t—and was unfamiliar with the HTM altogether. That said, the conversation was positive, though there are no immediate next steps as they’re not currently exploring new tools.
6
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
good conversation, good prospect that fits right in our sweet spot
8
/ 10
bank is very small with only 9 employees. they have other priorities right now but seemed open to reconnecting later
5
/ 10
prospect was very engaged and gave us insightful feedback. They currently have another model, but seemed interested in continuing to evaluate ours
9
/ 10
First Citizens Bank turned out to be much too large of a bank and is not an ideal candidate for LoanPricingPRO. Since “First Citizens” is a common bank name, it is easy to understand why they were identified as a prospect
3
/ 10
The prospect felt like he was talked into taking the call. He loves SAP and there is not need or want to change ever.
2
/ 10
No comments provided.
10
/ 10
good lead
9
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No opportunity, but he gave us some good insight into CareFirst
5
/ 10
Great target. CDMO with VP of MSAT and process team involved.
10
/ 10
Great target. CDMO with VP of MSAT and process team involved.
9
/ 10
Could enter pipeline next quarter, booked follow up meeting for next week to talk through our services in more detail. Right size company, right persona, emerging need
7
/ 10
No comments provided.
10
/ 10
Right person – wrong time due to DOGE. Jack Stein did a great job on contacting him and getting him to speak with us.
5
/ 10
Hollister had been looking into a tax engine a couple years ago, so Mike is somewhat familiar with Vertex. The current process is pretty divided (different teams handle different tax responsibilities), but in audits over the past few years they have been fine. Their ERP situation is a mess, as they have been migrating from SAP ECC to S/4HANA for years now. With that and the current audit they are going through, we plan to reconnect in 2 months to see how both situations are doing.
6
/ 10
Nice lady, warm lead. Thanks!
10
/ 10
Was a decent call, but this lead isn’t responsible for public sector sales directly, but it was still a meeting worth having
7
/ 10
This was a good lead and might be a good fit – the only bad fit indicator is that they do so little business on costars/don’t know much about it, but that might not matter in the long run, definitely a meeting worth booking
7
/ 10
does not fit with our ICP.
1
/ 10
No comments provided.
10
/ 10
Great lead, they hold a lot of importance on marketing. They have a large marketing budget and was open to a lot of new strategies.
9
/ 10
No comments provided.
10
/ 10
Great discussion will work my way up the ladder
9
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Solid lead. Senior operations person and was able to sync up with the safety leader before. They’re a bit tepid on the idea of Storyboard but there are some things he liked (e.g. listen receipts). He said he didn’t think Fleet Assist would be that helpful though.
10
/ 10
Great connection and will help move the needle forward with the agency!
10
/ 10
Good connection. Seemingly right person in safety (mentioned they oversee it for all of Bison). He’s big into new technology and using it to make operations more efficient. Though did flag that since they are a Canadian company they may need to wait for tariff clarity before they move forward.
10
/ 10
amazing lead
10
/ 10
Not ready for us, but we will stay connected for potential down the road.
5
/ 10
Nice first occur for Sam! Prospect was familiar with CTERA and had some colleagues he wanted to connect us with for next steps.
7
/ 10
a great find, we just cant solve his problem
8
/ 10
10/10
10
/ 10
Decent contact, Love’s just isn’t automated enough to support our system
7
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
IT contact is good, but having a dr on at the same time would be perfect
8
/ 10
No comments provided.
10
/ 10
good opp will need to be introduced to the right person
8
/ 10
No comments provided.
10
/ 10
Engineer with DODEA but no power to design networks or make decisions. Did give some info that all new buying is on hold indefinitely for DODEA.
3
/ 10
Works on Sharepoint not on network or network security. No additonal contacts to give.
3
/ 10
good lead
9
/ 10
Great lead, great contact. Will be part of a multi-threaded sales strategy, AND help inform our feature roadmap.
10
/ 10
Once again, tanner nailed it. Great call. Grateful to Tanner and the MemoryBlue team – thank you for all that you do! – Ryan Liscum, Emerson
10
/ 10
No comments provided.
10
/ 10
lower level “production” guy. not involved in architecture and seems to be happy with what he has. when push, said he would convey message to some peers. let´s see
5
/ 10
As always, Paxton did a great job of qualifying Greg and the opportunity at Regis. The lead Paxton generated was at the right level, with the right organization, at the right time…
10
/ 10
This is more of an partnership opportunity rather than a direct sales one.
6
/ 10
No comments provided.
3
/ 10
Good call. She will discuss with her manager and asked for a fu call next Wednesday.
8
/ 10
No comments provided.
10
/ 10
Prospect gave us great input but was very adamant about his inability to sell our products without a UL-Listing. With the recent LA Wildfires he is very interested in the Guardian to protect properties along Lake Tahoe as many of the LA residents have vacation homes out there. Requested we reach back out once we have UL listing
4
/ 10
The prospect didn’t have zoom downloaded so the meeting was held over the phone. We did a brief overview of the three systems. Prospect mentioned he wasn’t the right person, gave us contact info for his Business Development director
2
/ 10
Mr Le is not really related to cybersecurity, he’s more looking at risk from a financial perspective. He will try to connect us to the right people, but he wasn’t exactly the right target.
6
/ 10
No comments provided.
2
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good contact but does not own Snowflake platform. Said he would provide intro for us at some point if the need arises, but now is not the right time.
7
/ 10
Great meeting, Right contact, but they outsource all retail to aggregators
9
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Right POC and has ambition for innovation
10
/ 10
Dan didn’t know what we did so general overview and discovery call. No immediate requirements we can help with but agreed to share information and keep in touch.
8
/ 10
Was transparent that he has no decision making power but will work to elevate us to manager. Was beneficial in understand parent companies data strategy and tool selection which can be used to find additional ways in.
6
/ 10
The prospect wasn’t a decision maker but provided me with valuable insight on his thoughts regarding our ability to get into the commercial space. He was hesitant to say we’d be a good fit because of the lack of UL-Listing and our systems impact on electric components and file protection (paper). However, I will follow up with documentation to further explain some of my talking points which he will then take to his manager that is also a fire chief for a secondary opinion.
3
/ 10
Caught him at a great time. He had already done his own research on the company and our systems. Got valuable insight on what parties need to be involved in decision making as well as what industries they are focusing on. The next call will be to further explore use cases and get a better understanding of their evaluation process / timeline.
3
/ 10
No comments provided.
8
/ 10
Good convo with Carlos and next steps for a demo meeting at ELive is set. Seems like he was prepped well for the call.
8
/ 10
Good start, tough application for us currently, will touch base in June with the new update
7
/ 10
A great use of time with a Navy PM who will try to bring us to a larger audience as they see the true value of our platform.
10
/ 10
An ideal company profile, senior lead (Associate Principal), he is not clear on optimal commercial model yet, but it was still well worth the intro
8
/ 10
Jyothi is definitely a good contact and she brought in 3 folks from her team too. There is no solid project or immediate need at this time. They are just looking around and interested in industry trends and how WSO2 plays in the public health space. We can nurture this into being an opportunity
7
/ 10
Coley no longer works at Total Fire Protection, but he recently got his LLC to start his own company. Being based in Florida he saw a ton of potential for these systems to be installed in residential settings. This could be a great opportunity to start getting some residential use cases as Coley thinks this would take off in Florida. He was interested in all 3 systems but specifically the Protector and Comodo. Before we get a timeline he needs an understanding of pricing on smaller scale orders (100-200 units)
6
/ 10
Excellent contact who’s daily responsibilities are what our software solves. He also brought a broader team to the call so others could learn and generate their own interest.
10
/ 10
Craig is familiar with Vertex from a former company, so was glad to ‘reconnect’ with us. Dashiell currently has a pretty manual process, but it is largely due to their ERP/accounting software. They use Starbuilder, and it is a very old system. The good news is they have been having conversations recently about switching. We agreed it would be best to revisit the convo then.. Timeline is up in the air but Craig will reach out if anything comes up and I have set a reminder to follow up in 6 months.
6
/ 10
Ben did an excellent job scheduling this meeting with a prospect who is directly in our target persona group at a top account in our ICP. He set the stage well and provided enough background for us to prepare and execute a successful discovery call.
10
/ 10
just not ready yet
3
/ 10
Good fit – Although there are no walk-ins, we can still improve the visitors’ experience with appointments by automating check-in
7
/ 10
Good lead. Semi interested but at their size we will see.
9
/ 10
Right company, right persona, wrong department to get anywhere with Shawn. Wasn’t able to make introductions to the right folks in infrastructure / WIFI. Did share contact information, keep pushing into this organization.
3
/ 10
Louis isn’t on the IT side managing internal systems. He deals more with the front end experience of their business. He may be able to connect us with the IT group
3
/ 10
Great connect Max!
10
/ 10
Demo complete – next steps scheduled and waiting on payment data
8
/ 10
No comments provided.
9
/ 10
Follow-up call to see where we can build content. Went great! Next is another call to start the build process
10
/ 10
Similarly to Steve, we experienced technical difficulties with Tim’s connection to the meeting. I was able to get through introductions with Tim and tee up a second conversation before he lost connection.
2
/ 10
They have up to 200 total people going abroad each year for 1-2 week trips, but have been using Faith Ventures for a long time and are very happy with them. At the moment, no real expat exposure or liability needs. Said local plan when on the ground in Nicaragua so main focus is on trip benefits. Local workers have a plan in place that they help fund but she did not know much about it. Joe E is going to work to see if we can get in touch with someone else in that area.
3
/ 10
After dealing with some technical difficulties, we were able to get get Steve on the meeting and discuss all 3 of The Fire Knight’s systems. With his background in design, Steve has developed systems with the same end goal of prevent delayed detection. There is no timeline for adding a solution like this given that we aren’t UL listed, but Steve wanted to set up a secondary call to go more in-depth on the systems after mentioned a couple specific use cases in high-rises that this would be beneficial.
4
/ 10
No comments provided.
8
/ 10
Great meeting, Corey is responsible for Patch Management and Compliance Reporting. If we can get back in front of the VM team it will be valuable to loop Corey’s team in to cross sell Eliminate and Policy Compliance.
7
/ 10
Currently recording temps through a manual process. Pharamacy has been using Aeroscout for the past 15 years and is in charge of the service for the hospital. He didn’t know why they never migrated to Aeroscout. He did mention that he didn’t like email only notifications. He is sending me equipment numbers to draft a quote and upon review would like to take part in a pilot.
8
/ 10
This was not my lead or meeting. I think it went to the wrong person as I was not on this meeting.
1
/ 10
Although this prospect has already committed to remain with their current partner, Marcellus snagged a call with her. This most likely could become an opportunity once the new contract w existing partner is up in 2028. We also discovered great intel about the competition’s new platform, Annex.
6
/ 10
Good lead, prospect joined the call and had a conversation about potential opportunities. Timing was bad in terms of leadership meeting the next week so we couldn’t discuss anything until post that, agreed to follow up.
7
/ 10
Madison did a great job at piquing his interest and explaining our value prop to get the call scheduled.
10
/ 10
No comments provided.
10
/ 10
Interest and right person but no commitment to follow-up.
6
/ 10
This lead took a lot of persistence between Christian and Jacob to get to a sit. Well done!
10
/ 10
great fit
10
/ 10
7/10 because it was the right person but they are muni elec so any potential business is just limited to natural gas. That said, having the right contact to speak with and pitch our NG procurement strategy is valuable.
7
/ 10
No comments provided.
4
/ 10
good for future follow up on procurement but sustainability/efficiencies is already on the move with other partners of the school- maybe green energy and EV when we reconnect.- nothing happeng in the next year.
6
/ 10
No comments provided.
10
/ 10
Prospect is still very interested. He was very thorough in his questions so this call was spent going over the technical response document I sent him following our first connect. We have set a third touchpoint to better understand his use applications and explore the potential upside of partnering with Precision Fire Protection to connect with his racing network.
6
/ 10
The call was a potential partnership discussion between Modius (Ryan Scott’s and Clean Arc. Key points include: Discussed that Modius offers Data Center Infrastructure Management (DCIM) software: – Provides a single pane of glass for monitoring – Integrates with various building management systems – Uses AI and machine learning for analytics – Completely software-based and protocol-agnostic Clean Arc’s Business: – Data center designer, owner, and operator – Builds and hands off facilities to customers – Interested in building management systems – Chris Freitag manages corporate operations Next Steps: – Ryan will send Modius overview presentation slide deck about Modius – Chris will forward the deck to Clean Arc’s mechanical engineering team. – Potential future collaboration on BMS and monitoring solutions Additional Context: – Discussed trends in modular data centers – Talked about AI’s impact on data center infrastructure – Briefly mentioned market changes in tech infrastructure The call was exploratory and ended with a plan to continue discussions and potentially establish a partnership.
8
/ 10
Prospect isn’t a decision maker but provided us with valuable insight on how we could integrate with shipping ports around the country. Mentioned that in order for us to get in with Port of Portland, we’d have to get approved by the coastguard, then get our systems in front of his engineering team. He is in a separate division from the engineering team and the on-sight fire department. A follow-up call was set to further explore use applications so we can then reach out to the engineers and fire department at Port of Portland.
4
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
Courtney is a good contact. someone who oversees a lot of the operations and commonly tasked with bringing new solutions to the table. She is not the ultimate signer for any solution though. Ortho is not a strong ICP for us. Head count and EHR are both aligned.
6
/ 10
I believe this one is also associated with the call I had with Megan Fleming. Can’t recall directly talking to Sucheta although any call with the Washington Department of Health is a good use of time.
5
/ 10
I don’t know if I talked specifically to Bridget. I believe she is associated with my call with Megan Fleming which I’ve already scored here.
5
/ 10
Good call. This call specifically helped me get insight into a larger strategic initiative that has already been happening with DOH. There is a chance this will lead to a small purchase in the short term. Thank you to Mer for being persistent with this one.
7
/ 10
Tony is the correct persona that should be targeted and I like that we were able to get something going with a department of transportation. Good job to Mer for getting this call scheduled! There’s not a lot of immediate upside here since he verbally said there’s no appetite for new tools and he’s not a decision maker. HOWEVER, he’s open to trial licenses and floating Lucid by his team. He seems to be an open-minded thinker that likes having the latest and greatest tools. There will be a follow up here that may have some potential.
4
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
Overall this was a good use of time gaining insight into the pricing of one of our competitors. This could be an opportunity in 2026 when we have iOS in place for hardware in the field.
8
/ 10
Good meeting
10
/ 10
It was a good persona however with him being in the UK there wasn’t much involvement with US operations which is where the use cases reside. The contact is going to try to get us in front of that team. Recommendation would be avoid international contacts.
8
/ 10
Great contact and a focus account for me. Appreciate the focus on the ideal ICP for me and my plans.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
The contact did take the call and I learned a bit from her. However she was not engaged in the sense that she didnt ask any real questions disqualified herself suggested she doesn’t have authority. Any call is good but unfortunately no opp to come of this one.
4
/ 10
Right persona, right company, Dorian was helpful in getting us contact information for continuing the conversation with the WIFI department and decision maker for third party engagements.
6
/ 10
Insight into the company gained. No room for a new project right now. Decision maker buy in might be difficult against status quo.
5
/ 10
good call, moved to the next stage in our sales process
8
/ 10
was a good lead, just bad timing
8
/ 10
good call, moved to the next stage in our sales process
8
/ 10
microsite lead
10
/ 10
microsite lead
10
/ 10
Not a fit as there are no walk-ins
3
/ 10
Too early to say, looks like a fit, but will know more in April
5
/ 10
Not the right title that we are looking for but still got some good information that we can work to take up the chain.
5
/ 10
No issue with walk-ins per se, but there’s an appointment related issue we could potentially solve, not sure how big the pain is tho
5
/ 10
Not a person who directly has the issue we’re looking to solve, but there might be an opportunity there
5
/ 10
Barry was a good use of time. He was reasonably senior and had insight on the issues of the bank. While it is not an immediate opportunity, it is the right conversation with the right sort of organisation. My feedback to Joe was that if I had another 10 of these, I would be very happy.
7
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
Looking at a solution in next few months
7
/ 10
Looking to understand temp alerting – sent lead to Spica
7
/ 10
New Director joining who will be decision maker. Cant commit until then – but looks like it could be a fit
7
/ 10
start of journey – shopping for solutions
7
/ 10
RFI out in next few weeks. Great timing
8
/ 10
Looking to understand occupoancy and start small pilot
8
/ 10
Stephen was interested in developing a partnership. Sent over information and key use cases, looking to position internally and look into how they can add us to their solutions/conversations with customers.
9
/ 10
A good new lead from a new division of the Partner
7
/ 10
10/10
10
/ 10
They are not ready to start considering options yet but will look towards Q3/Q4 to begin seeing what they want to do.
4
/ 10
Right Team/Contact with an immediate need that we can solve for. Great meeting!
10
/ 10
great meeting with a strong influencer within the org
10
/ 10
No comments provided.
5
/ 10
We have a second call with the greater team to do a full demo. Great contact seemed engaged and had places already in mind to insert WalkMe
9
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
Great opportunity to get back in front of a firm we’ve had previous conversations with and keep the relationship alive. Even though they’re not a fit right now, I appreciated getting to meet them and have a check-in about what’s new (both on their side and ours)
7
/ 10
Prospect was a pure “what is CyberArk?” type. Good guy but I unfortunately don’t have time for those types of calls. Pre-qualification from SDR would be preferred as I only really want to take calls with prospects who either a. have an active organization-based evaluation/project for a new solution or b. there’s no active project but the prospect is a really good exec. level title with a lot of power (CISO, CIO, SVP).
3
/ 10
Great call with Keith. He knew that we needed to connect to additional tea members, but said he would connect us to CTO. Great connection if so.
9
/ 10
IPSY Update – Had a great conversation with Oliver. IPSY is undergoing a major overhaul, starting with their commerce platform. They’ve attempted to build badges internally, but it hasn’t been successful and is taking too long—similar to Fabletics’ experience. Their CTO is in town today and wants to schedule another call after ShopTalk with both the business and technology teams to address communication challenges. We should have Gary on this call, as it may get technical, but it’s a strong opportunity.
9
/ 10
Title is misleading. Person is an intern and makes no decisions.
1
/ 10
Right person and great account, but no current or upcoming needs as they are mature in their security posture and are happy/covered from an IAM perspective.
6
/ 10
Rich found some alignment with what we do at Affigent. Asked interesting questions about how we could potentially do business. We will continue to follow up, but this seemed to be a great meeting with the right people.
9
/ 10
Jim was a decent contact that shared some alignment. He did ask a lot of great questions, and took notes, but seemed to think we could be better aligned with another group within Peraton.
6
/ 10
No comments provided.
3
/ 10
Great convo. Using a competitor. Top lead
10
/ 10
Really happy to start taking meeting you book! He doesn’t work in Intuit anymore. He’s still trying to push internally with folks he knows there. If he would still work at Intuit, would have been an amazin lead.
7
/ 10
This could lead to an opportunity. They aren’t big in the distributing space, but given our price point we could be a great opportunity for them to move into that space. Discussed roping in both our leadership to further discuss the opportunity and determine profitability. Kyle really wants to get his hands on a unit to better understand the install. He has no concerns regarding his ability to sell it but they would like to start on a buy to order basis. He has access to the company card and doesn’t need to ask for permission when making purchases, but seems like a smaller company that wouldn’t be making super large-scale orders. Definitely has decision making power, but the timeline is unclear.
7
/ 10
Looking for a Strategic Partnership. Too small. Anova is looking at selling to parent telco, TELUS their BPO services. Too early and not enough scale for GenAI. Using MFST Copilot internally for few users being on Office 365. Would want a strategic partnership in future to adopt Fuel at scale.
6
/ 10
prospect is a former user of our product. he is branching out starting up his own hospice in Ohio, looking to expand into Texas. this will be an opportunity for us by the EOY 2025. Great work on Marcellus’ part in discovering this lead!
10
/ 10
No comments provided.
10
/ 10
Another under the category of educating clients. Not in the decision chain, but pulling threads and spreading our tech word around Optum.
7
/ 10
Rudy is a good contact- has the ability to roll this up the chain as well as evaluate for the groups he works with. Timing is currently a factor, however he is part of 2 orgs (serra- 82 provider VBC on Athena, Elevate Health- FQHC switching to eCW). Timing is the big factor as they want to first evaluate for the FQHC and that group is in the process of moving to eCW with rollout going live in June.
6
/ 10
not a fit now maybe at some point
6
/ 10
not a lot of influence over IT, not sure why this guy wanted to talk to us
3
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
9
/ 10
Was able to briefly speak with Kimberly Zachary. Kimberly was in the middle of a cutover and was unable to talk, but requested a follow up via email. Doug will email for a follow up.
6
/ 10
Good opportunity, good engagement
10
/ 10
Great call discovering more on Reliance Fire Protections evaluation process. Once Matt feels confident that he has every bit of information he needs to bring our systems to his clients, he will start marketing it. Mentioned 2 week timeline to see if anyone else wants to be part of the conversation. No hesitations towards his ability t sell once he has all required information. Interested in a purchase to order agreement, will discuss benefits of buying multiple units up front. Demo set for next week.
8
/ 10
No comments provided.
6
/ 10
Great job following up and getting the prospect on the call despite some hiccups on our end.
7
/ 10
This was a good call we had with Scott. He does handle a piece of this. They have a new SOC manager who just got started and he is the one who would make the decision. This was great lead / intro before getting a meeting with their new SOC manager.
9
/ 10
Educational overview, they just invested in a Meraki refresh. Wanted to learn about the technology out of curiosity.
2
/ 10
This was a good call with Frank. This is the right title and contact who handles this initiative. Would not give us much without an NDA in place, but it was a great segway for another call to be scheduled once we have completed the NDA.
10
/ 10
Potential referral partner (demo request form)
6
/ 10
This was a good contact / intro conversation. They may be “shopping” around for different vendors, but I’ll send some relevant case studies per their request and try to get a follow up meeting to discuss.
8
/ 10
Prospect was new to their org and didn’t have much but hopefully can push us towards more senior members with a more detailed idea of where we can help and fit in.
6
/ 10
Good call. Good potential fit for our tech. She is not the decision maker but agreed to connect us with one on next call.
8
/ 10
microsite lead
10
/ 10
microsite lead
10
/ 10
microsite lead
10
/ 10
Event outreach. Set up connection with the team.
8
/ 10
Event outreach. Set up connection at event.
8
/ 10
Good lead, he had a lot of questions and seemed genuinely interested but also doesn’t even want to see a demo untill they narrow down their projects for next year. Gave pricing and he said it seemed a little high. We’ll see.
6
/ 10
Unclear of the opportunity at this point. Paul asked some good questions and wants to receive a non-functional demo strip along with documentation to show internally to make a case.
6
/ 10
Good title, gonna see about giving a demo
5
/ 10
Auditor has no purchasing power.
5
/ 10
provided by Lloyd on Teams
7
/ 10
Very professional, good follow-up and clear communication
10
/ 10
Great call! Happy to use us
10
/ 10
Good call, demo scheduled
6
/ 10
No comments provided.
10
/ 10
Not currently using or thinking about AI. More introductory than anything. No specific pain points or needs and needs to talk with her boss about our services and the slide deck. More following up needs to be done
5
/ 10
It was a productive conversation. The prospect seemed engaged and asked questions about notebooks and workflows. Key takeaways: – He’s a decision-maker. – Despite using various tools, they’re open to exploring new ones if they improve productivity. – He liked our product and sees its potential but needs to handle other tasks before starting a trial. – No pricing questions were raised.
8
/ 10
Not the highest title but did provide some specific pain points, could definetly use an AI tooll for coding. He could see that saving him and others in the same role 30% more time. More following up needs to be done
6
/ 10
Currently working on AI projects and more forward thinking than most banks. Just a smaller banks and not currently ready to expand on their AI initiatives just yet
6
/ 10
Too low level, challenges were structured data focused
3
/ 10
Interested in AI but only looking for a partner with direct experience at major food manufacturers
5
/ 10
No comments provided.
5
/ 10
Great lead with a qualified need.
10
/ 10
No comments provided.
6
/ 10
Martin was – in his own words – a “tyre kicker”, he wanted to understand what was going on in the AI space. He also invited his colleague who handles all the Excel in their organisation. Per Martin and his colleague, they do not have any issues with manual processes, the Excel situation is entirely under control because they don’t trade many assets. Consequently, their spreadsheets do not involve much manual copy/paste; are well-understood; and don’t take much time to update. They have no interest in putting their data into a database, they simply don’t believe there’s enough. Both of them were interested in a guaranteed, end-to-end, PDF ingestion process which could take any submitted document for a property, extract a number of attributes about the property – tabular or free-form – and insert them into a database. Their requirements were that this needed to be: * 100% unsupervised * 100% accurate * work with any document I talked about the Brevan Howard project, and how we had a framework which could do a lot of what they asked, but could not make 100% guarantees about the data always being extracted and always being correct, due to the nature of PDFs. I asked about alternative formats, but they were adamant it had to be PDF. I decided to be honest and make it clear that although we could provide something that massively reduced the overhead of manually reading the PDFs, I did not believe we (or anyone) could guarantee what they had in mind. They were not interested in pursuing a partial solution. I would give this lead a score of 1 out of 10 in terms of data engineering, and 2-3 out of 10 as a more general AI/LLM lead.
2
/ 10
good lead
9
/ 10
Great call – possibility of a software sell as well. Demo scheduled
9
/ 10
great lead! Very interested in our CTI tool and already knows Bitsight
10
/ 10
Great meeting with the CEO – can’t get in front of a better “decision maker”. Good job Jack!
10
/ 10
while an IT specialist, the customer was only supporting their own equipment sold to customers and not someone we would be working with, or needed our assistance.
7
/ 10
Good general contact but does not own Snowflake or have any authority. Worth nurturing to see if he can introduce us to others
4
/ 10
Right person and right company. Their need is not a perfect fit for us but a good contact to nurture.
8
/ 10
The meeting was overall positive as Christian Lange was punctual and courteous. However, he was not the right person for us, as he does not have the authority to make decisions in our direction. We had a productive meeting, but unfortunately, there will be no follow-up due to the fact that he is not the appropriate contact for our needs.
4
/ 10
Eric is working with NNSA at the enterprise level. Not sure how much power he has yet, but definitely on the right team. Eric’s been involved in discussions on SteelCloud.
9
/ 10
Good call with a consulting firm. No immediate opp but good to share our message for future ref.
7
/ 10
Right account
7
/ 10
Longer timeframe, not exactly the right persona, but good meeting
5
/ 10
Contact Not right target fit for CCaaS. No budget. No pain to address with Mitel portfolio in contacts business. Customer target fit for Mitel Com Portfolio. (Manufactory and Services). Less for Contact Center (seats).
4
/ 10
Long timeframe – potential there
5
/ 10
Insights about MS Teams usage, indication that Zoom is in use but perceived as not as good as Teams. Contact is team lead in sales support division
7
/ 10
Need is not immediate but good meeting with right account
7
/ 10
Good contact and next steps but not overly engaged
7
/ 10
very relevant company engaget, this time not exactly the target persona for our solutions but still someone who can forward our message internally to colleagues, then still a good lead!
7
/ 10
No comments provided.
10
/ 10
This former customer retired as of March 1st. He started his own small business and is effectively out of the loop. I would normally rate this one lower but he seems to know areas to engage so we will see where this takes us.
3
/ 10
David and Michael from Scappoose were the exact right fit to talk with and the only people with decision making power in the IT department. They were scoping us out primarily for the content filter, but warmed to the idea of Cloud Monitor after our chat. You never know what’s going to catch someone’s eye so great work here by Nick to be consistent and ask multiple questions and explore multiple lanes to begin a conversation.
7
/ 10
Great account ICP, manager title was a little lower than ideal but was willing to schedule next steps and hopefully include others
8
/ 10
No comments provided.
5
/ 10
Lower level contact, IC from an account level. Large network of brand ~6/7 that could be viable clients. Jeremy tee’d this up perfectly and we had a productive chat with next steps, great work here!
7
/ 10
Not the right contact – 5 mins meeting. Good outcome though as we were able to align on meeting taking place 3/26 with key stakeholder.
5
/ 10
Julia did not show up, her colleague Pierre jumped on for 5 mins to reschedule this. No feedback here.
5
/ 10
Mike is the right contact here and were able to connect, provide a demo and sort through future interest. Thank you for re-booking when he didn’t show to the first meeting!
9
/ 10
Our clients expect big results … and we deliver.
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Outsourcing sales: FAQs
Thinking about outsourcing your sales team? Here’s what you need to know.
Why do companies outsource sales teams?
Companies outsource sales to scale revenue faster, reduce customer acquisition costs (CAC), and access experienced sales reps without the overhead of hiring and training an in-house team. Outsourced SDRs can increase sales pipeline efficiency and improve lead conversion rates.
How does outsourced sales work?
An outsourced sales partner (like memoryBlue) provides a team of trained sales development representatives (SDRs) who handle lead generation, outbound prospecting, cold calling, appointment setting and early-stage deal qualification. These sales and marketing services help businesses grow without the challenges of managing an internal sales team.
Is outsourcing sales cost-effective for organizations?
Yes. Outsourced sales teams help sales and marketing leaders lower their cost per lead (CPL) and cost per acquisition (CPA) by eliminating expenses related to hiring, salaries, benefits, and sales training.
What types of organizations benefit from outsourced sales services?
Tech startups, public sector, SaaS companies, B2B enterprises have a need for outsourced sales, especially those expanding into new markets, pivoting their sales strategy, or trying to grow quickly in a competitive market. CROs and CMOs looking to increase outbound sales, improve lead qualification, or scale pipeline growth without internal hiring constraints often turn to outsourced SDR teams.
How do I know if my company should outsource sales?
If your company is struggling with consistent lead generation, low conversion rates, or inefficient sales development, outsourcing sales could be the solution. Companies that want to boost pipeline velocity, penetrate new markets, or optimize sales team performance often see success with outsourced SDR services.
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Should you insource or outsource inside sales?
In short: it depends, but this eBook will help you make the best decision.
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