By The Numbers
-
450+
Current SDRs
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2,000+
Clients Served
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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
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🔹 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
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🔹 Align on KPIs that actually move the needle
We don’t just report numbers—we focus on results.
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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
7.1 Average Lead Score
Ciera was highly involved in the discovery process and we qualified that they can choose vendor but have some existing ones. Great conversation where we covered our resources and she was interested and willing to bring us up internally with others. Provided her pricing and some company info as requested and set to follow up in a week or so.
10
/ 10
seemed to feel like he had everything together, wasnt interested in talking about their gaps / challenges. may be better to focus on more UX/QA/Eng director and above
6
/ 10
This meeting was a conversation follow up from a discussion held at the BV Booth at RSAC 2025.
10
/ 10
Coca-Cola bottling uses all market research data that comes from TCCC. We will need to work with TCCC, not bottling groups.
6
/ 10
CEO of a software start up with 5 employees. Super nice guy researching what he might do in the future – but our ICP begins at 2,500 employees so this was not a fit.
1
/ 10
Excellent Meeting Set – Prospect was looking at products and we were not included.
10
/ 10
Daine happened to connect with an individual who has been struggling with making IT purchases. His company was recently acquired by a company and the process became very complicated. We had a great conversation about the end user compute services SHI provides and we’re going to make it easier for him to purchase the equipment he needs. Thank you for the intro, Daine!
10
/ 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
Have solutions but POC seemed to like Avenu Payments and ease of use and UI.
7
/ 10
No comments provided.
8
/ 10
Good Lea , well within our ICP for Auto. Highly qualified with 3 separate contacts within tech-sales/marketing-product dev. (CAD developer). Really good lead.
10
/ 10
lead was solid, not necessarily our ICP as they did more niche products specific to K/B, but over all solid lead.
8
/ 10
Good lead. Unhappy with current Aruba/dead zones. Wants to PoC and if it goes well then we would be assessed for hotel deployment.
7
/ 10
UI Overview meeting and final clarifying questions re: ERate submission.
7
/ 10
Follow-up meeting to discuss logistics of the auditorium strip.
7
/ 10
Prospect was engaged and interested in our systems. He had an angry customer that demanded a site visit which turned our meeting in to a time crunch. With the amount of time we had, I was able to provide Brian with all the necessary information and we set up a follow-up call to discuss their evaluation process and explore use applications.
4
/ 10
Good intro call. Reconnect in June to discuss projects for next fiscal year (Sept)
7
/ 10
No comments provided.
6
/ 10
Decent call. Could be more interested but we’ll see
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Great lead delivered by Nolan; Spoke with prospect who is in a strong influencer position; Currently undergoing an overhaul of their internal systems and expressed interest in learning more re: potential fit for our automation solutions; Follow up in flight
10
/ 10
great lead
10
/ 10
Too small of a company
3
/ 10
Very involved lead
9
/ 10
– 10/10 – This was a great call with Andy. Andy is Director of CC operations at Legal and General – Legal and General provides Insurance and Pension plans o They have nearly 3,000 combined agents and back-office users Closer to 1,500 agents in the CC They recently migrated to Genesys Cloud CX, using IEX for their WFM • Would have been the perfect lead to connect with 18 months back – While many of the solutions we typically target were already completed or in motion, inQuba once again proved the differentiator, positioning a solution new and exciting to L
10
/ 10
Has an interest to sell our solution into his AM client base in the UAE. Agreed to next meeting.
8
/ 10
Great lead, matches our ICP!
9
/ 10
Demo complete – sending pricing soon and it goes before council 4/14
9
/ 10
not a buyer but aware of needs we could help – will try get time with senior leaders
5
/ 10
Shardul (DevOps Lead) joined to explore Doppler as a potential Vault replacement. Currently ~85% migrated to Vault, with no major issues yet, but curious to evaluate Doppler’s dev-friendliness, automation, and auditability. Strong interest shown. Awaiting internal alignment with EM before proceeding to POC.
5
/ 10
Right person. Small prospect (600 agents). Good opportunity.
8
/ 10
Not an exact fit from a persona perspective (Ops instead of Security) but contact had involvement in our space and committed to helping us get a conversation started with the right people on Security Team. Steve will be key in any technical roll out, but need Security for convo starting and decision making.
8
/ 10
Wasn’t an exact fit from a persona perspective (DevOps instead of Security) or from a timeline perspective (still early stages in building out CI/CD pipelines) but this contact should have a roll in any potential PoCs at Binary Defense and should be able to champion our tool internally.
7
/ 10
Good demo
8
/ 10
Good demo
7
/ 10
Good Demo
7
/ 10
Good demo
8
/ 10
Good demo
8
/ 10
Good demo
7
/ 10
He is on the Data Privacy side so he doesn’t manage or make any decision on Password Management but he seems like someone who can get us in touch with the Information Security team.
6
/ 10
Decent call with Muhammad. Potential backup discussion next quarter.
7
/ 10
No comments provided.
8
/ 10
interesting opportunity, got him at the right time. lots of work ahead of us, but good starting point.
9
/ 10
This company is going out of business. Not a great use of time.
3
/ 10
microsite lead
10
/ 10
Carlos is seeking data and market research rather than a platform to manage data and market research. While he said our platform would be welcomed at Metro Plus Health – they don’t budget for something like this
3
/ 10
Not a decision maker but extremely interested and engaged throughout the call. Discussed multiple use applications in a variety of industries (oil and gas, kitchen hood addition, apartment complexes). Set up follow-up call to discuss timeline and their evaluation process
7
/ 10
The prospect was engaged and interested in setting up a follow-up conversation. The company is one we have been targeting for a while, however they had no decision making power and there is no solidified timeline to onboarding a new product. Next call is set to learn about their evaluation process and further explore potential use applications
4
/ 10
No footraffic
2
/ 10
Looking for CX solutions – Agent Copilot
8
/ 10
No comments provided.
8
/ 10
Great persistance!
7
/ 10
No comments provided.
5
/ 10
It was a good meeting. Really concerned about pricing since they have things already in place like Bark and Linewize. Sent Brent some pricing and hoping to get them in a free trial.
8
/ 10
No comments provided.
10
/ 10
Good persona, tricky account. Anything flying / military will be very hard for us to work with short term – but still worth making the connection
7
/ 10
No comments provided.
7
/ 10
the target was not quite a fit for our solutions
4
/ 10
Not ICP
3
/ 10
Very good conversation. Not sure if he has a need right now but he is a good contact. Maybe more project oriented but that could be OK
9
/ 10
While this lead was looking to partner with us and not to be a customer, I think they are a potentially great fit as partners
7
/ 10
Pain/ Need still a little diffuse but right stakeholder
7
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
1
/ 10
No comments provided.
9
/ 10
Novo Nordisk do not allow third party remote access
5
/ 10
FormFactor currently does not have a tax solution in place. Galaxy specifically mentioned keeping up with the rates/rules is a big challenge for the team. They are a global company and have a lot of exemption certificates. They would be a GREAT fit, but they are not in a place right now to integrate anything, for economic reasons. Definitely going to reach back out down the road.
6
/ 10
Denver was a great point of contact for information gathering, but not the end user/customer. Valuable use of time, but did not end is sales momentum.
7
/ 10
This was our second meeting with Jay Braun at USPS. Carter did an excellent job following up to confirm and schedule this conversation.
10
/ 10
Qualified lead, good discussion but went dark
8
/ 10
Was a good call. Persona was not final decision maker, but could be an influencer with more follow up.
7
/ 10
No comments provided.
7
/ 10
Just looking for information, but could be fruitful.
8
/ 10
3-7 day trips, maybe once a quarter, to Costa Rica or other Caribbean islands. They usually just buy airline insurance for minimum amounts. One employee in the US. Language barrier here as I kept asking about what they are doing for health insurance for the US members and in PR, but he kept going back to travel medical coverage. I will try to email in Spanish but does not seem like a high value promising lead
2
/ 10
Dana Inc is a manufacturer so they have use tax requirements, but not sales tax. They had been using OneSource but decided take the process back in house, since it is not a huge lift. Jessica was super friendly, and transparent in that the goal of the call was just to make introductions. They are not in a place to evaluate another solution for at least a year. I followed up with my contact info and some additional vertex info.
6
/ 10
Got the meeting, we had the right audience, but they didnt indicate any pain currently. Likely not going anywhere, but we can keep trying.
6
/ 10
Prospect was part of an account we are actively working on however, he was in the wrong division and the meeting will not be moving on to next steps.
1
/ 10
Great opportunity to sell a county-wide system. Next call scheduled for 4/11
10
/ 10
She recently changed roles and was not the correct persona. We were, however, able to get her to connect us with someone else in the org.
6
/ 10
Though not ready to buy, good lead and the right persona. We will re-engage in a month to investigate.
9
/ 10
Good title, and good context
8
/ 10
Best lead so far. Company had a realistic and large marketing budget. Was open to conversation and knew the data we wanted off the hand. Already made a vendor change on paid advertising. Looking to do the same with SEO.
10
/ 10
Duplicate lead. There were both on the call from the same company. It was him and Colin Hautman.
7
/ 10
Smaller company
7
/ 10
Good size company and budget. Not looking to make a move until next year. Not a now lead but great pipeline. They were also engaging and open for a conversation a good quality we look for in prospects.
8
/ 10
Smaller company and budget. Going through an acquisition so the timeline is a little longer than usual. Still a good lead.
5
/ 10
No comments provided.
1
/ 10
This was a great lead! We do quite a bit of business with this customer in the United States. This lead is based in the UK and was able to share valuable information and insight of what they support and their pain points. On the call, we discovered 3 areas we can help and support them and we’re looking forward to future conversations with this team.
10
/ 10
Angie was very talkative and shared a lot of information about SAS. They had evaluated Vertex back in 2018 but ended up going with OneSource (she did not work there at the time). They are in the process of getting all their global entities onto Oracle Fusion, and so they are not in a place to start another project. We agreed to touch base in about 6 months and reevaluate.
6
/ 10
prospect wants to move immediately for a demo and could become an opportunity this year.
10
/ 10
Good lead within ICP. Good intro by Megan. Clear notes before the call.
10
/ 10
Great conversation – demo scheduled for tomorrow morning.
10
/ 10
He wasn’t very sure about what our conversation was for at first, but they’re happy with their current payment vendor and do not intend to switch at this time.
3
/ 10
The company is less than 30 total employees and does not have any proprietary software. The contacts were good level but not a feasible opportunity.
5
/ 10
Solid connect. Customer has some interest around a couple of solutions, so we have passed along additional data and will follow up to see if there is a need for a demo in the near future on either solution.
8
/ 10
They have a need for small group or individual travel medical plans and/or emergency evacuation type coverages. Has UHC for domestic and expats through a current broker that they are happy with. Just starting to send people abroad, so new to the travel portion. Low policy value here, so a 4 score.
4
/ 10
Customer did not show.
3
/ 10
Great intro call. Reecent went through a ransomeware attack and looking for new backup, storage, and cyber tools.
8
/ 10
Not the appropriate contact, but may potentially push our info to the right person
2
/ 10
No comments provided.
10
/ 10
# Tim Thorp Bit of a tyre kicker, obviously. Tim is talking to a bunch of people next week, but wants to follow up with us again the week after. He is very dubious of a lot of the AI claims, and is attracted by something more deterministic like python code operating on a relational database. We talked a little about how the other people he has talked to admitted that they can’t guarantee that they can read 100% of the PDFs they receive. He was taking a few notes, and was definitely jotting down furiously when I was talking about the lack of repeatability when asking certain questions of AIs, and the difficulties of having an auditable process when you can’t get it to do the same thing twice! Still a bit of a long shot, but we should maybe ping him the week after next.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Great contact level and interest.
10
/ 10
Solid lead stage 2 opportunity
8
/ 10
See notes for Ray Namdarian
8
/ 10
Very little D2C and they handle their B2B themselves servicing folks within a 150 mile radius of their DCs that they deliver to via LTL, TL. No real opportunity here.
3
/ 10
See previous comments
7
/ 10
Great brand with footwear which is one of our core competencies. Currently working with a provider that can’t support their D2C needs. Could be potential to break into B2B.
8
/ 10
Spoke to Natalia who is an influencer to the DM. Volume is in our ICP, and they are exploring options right now so timing was great!
8
/ 10
This could become an opportunity for mid 2026.
9
/ 10
Good conversation, not a lot of product overlap which makes the conversation difficult.
5
/ 10
Great intro to an influencer at a very large firm. Solid opportunity.
10
/ 10
Great lead, great meeting.
10
/ 10
Great call with solid contacts—excited to see where this leads. There weren’t many questions following the demo, but kudos to Jack for successfully getting the team on board for the discussion.
9
/ 10
Good meeting that provided us with good content, but not the right level.
7
/ 10
Great call with lots of context. Not the right level.
8
/ 10
We got lots of context, and it was a great call, but unfortunately not the right level.
8
/ 10
It was not the right contact, but we were at least able to get information on their current situation and direction as to who to contact.
3
/ 10
No immediate opp but good conversation and follow up call scheduled.
6
/ 10
Acronis isn’t our typical ICP. Their MS(S)P offering consist primarily on integrating capabilities with 3rd party providers. However, they have some “preferred partners” for specific functionality. If Lansweeper can get this status for one of our offerings, that’d be a massive win. Dragos was definitely a good fit, but it’s unclear what weight he has in the organization to push for such “preferred status” for Lansweeper.
9
/ 10
decent start
7
/ 10
She would have been, has she not been retired. Going to send a follow up email and she will pass it around
6
/ 10
No need.
2
/ 10
No show and unresponsive.
1
/ 10
Prospect Requested meeting, but was not looking to buy at this time.
4
/ 10
Excellent call with strong engagement and a compelling use case. They’re already considering moving forward with a proof of concept.
10
/ 10
good start, appropriate persona
9
/ 10
While no immediate opportunity, there is a potential on this one.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
No comments provided.
6
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
No comments provided.
9
/ 10
Quality lead
7
/ 10
Signed up to be a customer
10
/ 10
Not decision maker but qualified hotel
8
/ 10
Not decision maker, but qualified hotel
8
/ 10
Good meeting, qualified DM
10
/ 10
Great meeting
10
/ 10
Great meeting, perfect group we are looking for.
10
/ 10
Company is a great fit. She was not a decision maker, and there is not a defined project, but she wanted to see if her director had interest in meeting with us.
4
/ 10
consultancy and too small of a company
2
/ 10
solid start
8
/ 10
Well versed in our category. Has seen 40 demos. Will consider us for RFP to be issued over the summer.
9
/ 10
This is a larger company looking to expand their marketing in the solar industry. They fit our goal of approaching larger organizations with our cleantech expertise. They also seem to have a direct need at the moment. Plus, she requested a proposal. Great work!
9
/ 10
They are within the cleantech industry and they seem to have a direct need at the moment. Plus, he requested a proposal. Great work!
8
/ 10
Great Meeting. 2 Champions w/ possibly DM authority on the call. 8 provider group in our targeted specialty with an EHR that integrates. Had background on DeepScribe before going into it. Very willing to pilot this.
10
/ 10
No comments provided.
10
/ 10
No Show. hope to reschedule
1
/ 10
Preston manages a team of ISSOs and has responsibility for ensuring security policies are enforced but does not seem to have any influence on the devices selected for use. However, he was at least talkative and willing to share names with us of other folks in both Network and Cyber teams.
5
/ 10
No comments provided.
10
/ 10
Great call and engagement from the prospect. Moving forward with AE introductions- sales and MSO. Definitely will be an MSO opportunity created and waiting on sales to see if they can get them to automate their procurement process.
10
/ 10
No comments provided.
4
/ 10
Johnson Control – Facility needs to take ownership for any end user request. Would ideally like to give more rights to the end users and improve their processes
7
/ 10
can get us to the perfect team
10
/ 10
No comments provided.
3
/ 10
No comments provided.
4
/ 10
No comments provided.
5
/ 10
Amazing use of time and great connection to the right prospect. Next Steps are already booked
10
/ 10
Prospect is the owner/president of Precision Fire Protection, making him a great contact. He was very interested in our systems and discussed multiple potential use applications. There is no given timeline and we still need to determine whether or not this would be a good fit for his company. However, he has connections to the racing industry which is something we have not discussed before. Next steps are set to further explore use applications and his evaluation process for partnerships.
6
/ 10
No comments provided.
8
/ 10
This was a complete waste of time. In no way should this meeting have been scheduled. They are literally onboarding another platform for chat, email, and phone and Nilsa doesn’t even know the services as she’s been there 2 weeks. This was not conducive to Memory Blue or MOngoose’s time.
1
/ 10
great fit
10
/ 10
not the right fleet although there may be potential with the caravans
6
/ 10
great fit
10
/ 10
great fit
10
/ 10
Great start Jackson! Good call with demo scheduled with zscaler. Potential switches refresh in the future as well.
8
/ 10
good fit although most of fleet are on east coast
10
/ 10
great fit
10
/ 10
base is a little inconvenient in North Dakota
8
/ 10
Not a great fleet for our purpose
8
/ 10
Great lead – decision maker – thank you!
10
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
Sam could potentially be a great champion for us at VSC. With a VP title, he has strong influence in the company and could be a great extension to our network. He was a little caught up on not being UL listed and explained his reasoning for being so. None the less, he liked what he saw, provided us with information on conferences to attend, and said he’d be in their York Town office in Pennsylvania next week to rope some more people in to our follow-up conversation. He even mentioned checking his budget to potentially buy a Protector so he could get his hands on it and observe it himself.
7
/ 10
Being that Adam is a special hazards manager, we thought he might be a good fit for the conversation. However, said his company doesn’t focus on jobs where he thinks The Fire Knight would be super applicable. He was interested by our capabilities, and agreed to reconnect for us to get a better understanding of the kinds of projects the specialize in. Not sure if this prospect will enter the pipeline. Worth going after other titles and asking for references.
4
/ 10
Right company, just wrong division. Prospect cut the call short to inform us he has nothing to do with suppression. Will forward our information to the right team. Chris has since been disqualifying these titles from his outreach
2
/ 10
we had the correct DM but there is no opp at this time- this might be something we can engage in down the road but at this time it looks unlikley
6
/ 10
Miller
6
/ 10
No comments provided.
6
/ 10
No comments provided.
5
/ 10
No comments provided.
7
/ 10
Great contact, could only have been better if she was closer to her buying cycle
9
/ 10
Its a great day to have a great day
10
/ 10
Carter got this right at the same time we scheduled dinner with their executives in Reston VA – we got a CRAP TON of internal information from them that will help us narrow down their needs across TransUnion, I have Carter now working in their Chicago office so we can tie this up into a POC.
10
/ 10
Carter nailed this one – This is a great opportunity with a huge enterprise org right within our ICP. Great conversation with Chris, and intend on getting this explored even further into PILOT.
10
/ 10
Not Carter’s fault at all – this account was at MWC, great to get him back on the phone for awareness, but about 25 mins into the call, he said we aren’t the customer and they would recommend Fuel to their teams. So more of a partnership call, which we’re exploring with much larger orgs (Vodafone, Salesforce, Oracle) not necessarily this org. We will see where it lands though.
5
/ 10
Deanna and their team are already deep into a pilot – but it wasn’t a huge waste of time due to them potentially re-evaluating a new solution like Fuel iX – plus we can implement this org-wide.
7
/ 10
Excellent – we have next steps, interest is there, and an audience booked for a full demo.
10
/ 10
Great Classroom Lead. paying 9 dollars for go goaurdian classroom, we would be less than half that. Wants to do a trial when it’s available. Thanks!
9
/ 10
Perfect lead literally
10
/ 10
well informed, right person
10
/ 10
microsite lead
10
/ 10
Ismael was a lead from the conference list. Always Everyone is a very small company that is looking to grow. They are currently working on some prototypes. They want to implement by June. Ismael would be using Gen AI primarily for research, while his partner would be using it for coding and programing.
5
/ 10
Good company, motivated/knowledgeable contact, good next steps
9
/ 10
Good position and contact, next steps established, tbd whether the pain is big enough for a sale
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
5
/ 10
No comments provided.
7
/ 10
Curious to know why we are targeting “Vulnerability” Manager, Engs, etc. Please focus on Cyber Security moving forward. Good Logo though!
4
/ 10
Well: Good title – Director: Information Security Cyber Risk Management. Understands the problem, will work to connect us with the person that manages AI Security Improve: find an active project, pain points, find the person he recommended us to speak with (Evan is working on this now)
6
/ 10
Well: Found a guy interested in learning more about AI Improve: Wrong titles, lets focus on Cyber Security rather than Vulnerability Management. Lets look for budget, active project, etc. Not just educational
4
/ 10
Jose was interested enough to request we send him a number of documents for his purchasing/estimates director to review. Next steps are TBD and up to the director. If the director is interested, they are privately owned which means it’d be an extremely quick onboarding process. However, no timeline as of right now.
5
/ 10
Good title, but not a decision-maker. Some interest was generated but it is unclear if this prospect will enter the pipeline. A lot of information was requested regarding very specific details of products. Next steps is scheduled to reconnect with Charlie Herrin and potentially the original prospect, Robert Lennon upon reviewing our follow-up information
4
/ 10
Same notes as my lead write up for Glenn Zobel. Chris did a great job of getting them both on the call. They had separate interests (Cree liked the Guardian and Glenn liked the Comodo) which made for great talking points and a very interactive conversation. Next steps TBD.
5
/ 10
Good titles but not decision makers. Interest in both the Comodo and Guardian, showed by talking about specific use cases (campers, off-road vehicles, trailors, electrical towers). A lot of information required for follow-up. Could enter pipeline long-term. Next step is TBD.
5
/ 10
Evie was more interested the Human Threat Map piece following the presentations at eCrime. Her remit was the UK which was only 80 people. Agreed with online training not being effective, but said she does good f2f training. She said they have either human risk covered or no budget for any new elements. Moving forward: Clarify business size Clarify gaps with their human risk strategy and/or behaviours
2
/ 10
No comments provided.
7
/ 10
Mike is the right contact here but they are unsure if they are able to buy at this time due to staffing and leadership. They only wanted 15 minutes which was doable but compact. Smaller district but over all the right title/ person for this district.
8
/ 10
Not a decision maker but he works for a California based fire suppression company. He was very interested in the products and especially liked their price point compared to the specialty hazards currently on the market. Reconnecting next week, however there is no legitimate purchase intent as of now
4
/ 10
Potential use for internal raw materials inventory
6
/ 10
great lead. contacts were engaged the entire time, asking questions and allowing us to drive value to them during our meeting.
9
/ 10
missing need/urgency
8
/ 10
Carolanne is an influencer on this and can make recommendations on solutions. She is a good contact for us at Altafiber.
10
/ 10
Not the right contact.
2
/ 10
Verified information regarding the overall company. Was not the right contact or decision maker, but was helpful and cordial. We keep pulling threads!
5
/ 10
This was a good lead might be a bit small but the contact was the right person and there is lots of conversation to have
8
/ 10
Working on a data project for a company, could intro us, open to a referral program, really saw the value in the platform
6
/ 10
Wrong Persona, Right Company, continue to target this company. Follow up was mainly informational, no real need identified.
2
/ 10
The call with Justin was more on the informative side. He is in the tax department but did not know specifics, so he will report back to his manager to confirm if they are interested in moving forward. Justin peaked interest in e-invoicing and voiced concerns around their current exemption process.
5
/ 10
Right Persona, Some interest, purely informational call: Company could enter pipeline in long-term/nurture pending feedback from big 4 leveraged partners.
5
/ 10
No comments provided.
7
/ 10
No real need at this time identified, right persona, right company, possible projects but no solid timeline on when they will be implemented.
6
/ 10
This particular lead doesn’t manage research herself, instead working with the corporate research/insights team at HQ when she needs data. They handle all research and though most is B2C, they do some B2B research. She said she’d connect with me her research team, so there is some potential still!
9
/ 10
not aligned with ICP
3
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
Not the right person, but advocate of getting us to the right person
6
/ 10
Really great guy, not sure the usecase is there yet, but he was a great person to talk to
8
/ 10
Great meeting, timing and need is all there
9
/ 10
Client currently using Skyspark, which is not ideal, but it is still worth speaking to these folks as what CIM offer has several USPs.
7
/ 10
No comments provided.
10
/ 10
Right persona, directly in contact with their Estimates Director (who’s in charge of adding new product offerings). Very engaged in the conversation, and wants to forward everything from our pricing, white sheets, to slide deck to his purchasing/estimates director to get his final say. Because they are privately owned, they can act very quickly regarding adding to their product offerings. However, there is no outlined timeline and the prospect wants me to send all of our information before connecting with his purchasing/estimates director, Raymond.
6
/ 10
No comments provided.
10
/ 10
They are actively interested and committed to a POC, which has been scheduled. Timing is right, clear pain point and use case, and we have a multi-threaded convo.
6
/ 10
good lead
8
/ 10
No real project. Just looking for information.
6
/ 10
microsite lead
10
/ 10
They signed a new payments vendor over a year ago and still aren’t live. Issues on their end, but going live 4/1. Not interested in switching at this time
5
/ 10
Demo went well. We are sending over a contract for review
9
/ 10
looking to consolidate payments throughout the entire county. demo set
9
/ 10
Non-executive contact who did resonate with our functionality and value proposition. Offered to introduce us to executives for a potential demo.
7
/ 10
Right Persona. Positive Call. Not an immediate need and would be a large project to switch off from a competitor. Follow up set for later this year when they are more prepared to compare us to status quo.
5
/ 10
Were more interested in a data discovery tool to work alongside copilot, etc but not from a privacy and or scurity perspective.
3
/ 10
He was not the right persona within the organization for us to enage with.
1
/ 10
He had needs for help with classification and tagging of student data and then enforcing olicies like retention from there
8
/ 10
No clear use case in the near future for datasets or automation.
5
/ 10
The lead is 4/10, this guy is a freelance specialist. There is no BANT qualification: B – they don’t have a budget since they have only 1 project (start-up) so far A – maybe, but again, there are no projects in process N – no need T – no timing for sure
4
/ 10
John is a nice guy, but does not have a direct business need. He said he can try introduce Insig to his contact base, but this is unlikely to move forward.
1
/ 10
microsite lead
10
/ 10
Florian Watson – correct person with clear understanding of data challenges. Moving to NDA and next meeting
10
/ 10
Discovered prospect looking to change providers within the next 9 to 12 months
10
/ 10
No comments provided.
5
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
Good meeting, IT technician, no mandate for decisions but seems to have trust and the ability to influence within the organization. They are going out to tender for SOC and our partners NetNordic and Truesec are included as alternatives in that tender.
8
/ 10
Thanks for extending your network!
7
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
This was a lead that Kevin booked early in his campaign involvement and unfamiliar with the qualification requirements. The prospect had needs around demand planning solutions, and I provided a referral contact.
4
/ 10
Right person on the safety side. Liked the driver experience as well as the geo-targeted messaging. Could see that being useful during traffic/weather issues.
9
/ 10
They are already knee deep itno a texting platform that works well. Part of their Anthology CRM. They may have a need for a chat solution in a very specific niche portal they are building but right now they have no need for Monogoose.
2
/ 10
Customer was under the impression it was a job offer and was no longer with SAIC.
1
/ 10
no show
1
/ 10
Good lead and it would be ideal if IT participated in the call to provide context for the business discussion.
7
/ 10
This lead was a good lead from the perspective of helping RecVue understand their business challenges from a finance perspective. It would have been ideal if there were IT personnel present that could provide context for the business discussion from an IT perspective.
7
/ 10
Decent contact. Will introduce us to the key decision makers.
6
/ 10
Great prospect regarding role. However P
6
/ 10
The company is a good fit, but the persona wasn’t. He is a Security Engineer focusing on addressing issues of ransomware response etc.
2
/ 10
Great brand but wrong persona
6
/ 10
Derek was not the perfect fit for our conversation, but he knew of a few people he could connect us with. He was helpful and willing to share info. One name he provided had already been scheduled by MemoryBlue on our behalf.
7
/ 10
Was not the right contact and he was not willing to give us any information for the correct contact, but he did ask for a 1-page explanation of what we do and said he would forward it to the right person.
6
/ 10
No comments provided.
10
/ 10
Kevin was not previously familiar with Vertex so he was glad to learn a bit more about our solutions. He was not too forthcoming with information but did admit it would be good to streamline the process. They operate in a few states and have a lot of resale certificates. It was his idea to revisit the convo in a couple months and we already have something set up- thinking he may just need to digest the idea for a bit!
7
/ 10
No comments provided.
10
/ 10
No comments provided.
3
/ 10
Isaac did a great job with the initial discovery, setting up my call for success. He followed up well and secured the meeting again after the first one was canceled. Excellent persistence and execution!
10
/ 10
There may be an opportunity with Fred down the line. He was open to say that the bank does not have the maturity today to utilise a tool such as LightBeam and that they move very slowly due to corporate policy.
6
/ 10
No comments provided.
10
/ 10
Solid lead, timing may not be right.
7
/ 10
Only unsure lead where this will go in 2025! still a win!
5
/ 10
Did great in getting me details for a contact that I wanted to reach out to. Unfortunately, contact is retiring. But we will continue to work him horizontally within the org.
8
/ 10
No comments provided.
6
/ 10
prospect will consider a more in-depth conversation and enter into an opportunity once they complete their ACHC certification
10
/ 10
great call, have a follow up demo being scheduled!
10
/ 10
microsite lead
10
/ 10
Went reasonably well, follow up meeting required
7
/ 10
Although this was not the right contact, he was extremely helpful and gave us names that would lead us in the right direction. Matthew did a good job of staying with him and getting him on the phone.
8
/ 10
Mike is a Senior lead based in one of our ICPs….. perfect
10
/ 10
Its a good day to have a good day
10
/ 10
Great lead which lead to next steps with the DM.
10
/ 10
Col Quinn had a great title, but didn’t have any capacity to use our software.
8
/ 10
Strategic Partnership – Interested in exploring potential partnership of buying their AI certifications services for potential intro to their AI centre of excellence to evaluate fit. Building-in house, no fit for anything but maybe Core. Prospect has no specific details on application use cases or LLMs being used.
6
/ 10
The prospect had a decent persona but was involved with smoke detectors rather than sprinkler systems. The meeting started out as strictly informational until the prospects boss joined the meeting. After which, interest was generated regarding exploring specific applications in a follow-up conversation. No timeline as of right now.
4
/ 10
GReat conversation Qualified opportunity
10
/ 10
Asha Porter does market analysis to support the decision of whether renewing with the existing provider is warranted. He is/was mostly interested in Firewalls and did inquire about integrations with other tools which we can support. He had mentioned PAN in a Cloud environment in the first meeting supporting TIC 3.0 requirements which we can also do. He does not do lab based evaluations, it will be someone we should continue to press and see if we can gain additional process knowledge out of and especially on what might be coming up for renewals that we can target. Ideally we can begin to align our solution ahead of a SEWP based Market Research or RFI request.
6
/ 10
Great conversation, right now doesn’t have a line big enough but could be future opportunity
8
/ 10
No comments provided.
7
/ 10
Good lead for the future. Michael and his team are in the process of moving ERPs with will put them in the reevaluating tax engines.
10
/ 10
Something Taylor is doing is grabbing attention and interest for taking a call, which is great. The contact title is a miss in this case, as he is in governance and does not have say in the analytics piece of the business. On the call, I still gave him an overview and asked what he’d need to loop the appropriate people in and he was not open to doing so at this time.
3
/ 10
Ken is a typical BD person from a Federal System Integrator. Happy to talk to you, happy to tell you they will connect you to internal resources or IRADS or POV’s and customers, and may or may not follow up with actions.
6
/ 10
Steven could be a good lead but only time will tell. Steven appeared to be willing to advocate for new technology. Although he has challenges and reports there is budget available to solve the challenge, there are not any planned projects. Main use case is a “Unit Readiness” use case and needs to gather data from disparate data sources to make the determination.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Great call. Knew what we were going to discuss.
10
/ 10
It was an overall effective 30-minute meeting with Mr. Esser. We have scheduled a follow-up meeting to discuss additional encryption topics. I am looking forward to our next meeting.
9
/ 10
correct persona
10
/ 10
Average, scored 6 as no introductory email was sent before the meeting which has been requested multiple times now.
6
/ 10
Call went very well. With the information provided by Bill, I was able to answer all of the prospects questions, which led to his request of proposals.
9
/ 10
partner signed up on the first meeting!
10
/ 10
7 is a push, there was no opportunity here.
7
/ 10
Doug’s a super nice guy, was interested in learning about SteelCloud. Big talker, but still lots to uncover with use case/if it’s a qualified opportunity. Doug agreed to schedule a 2nd discussion, and then potentially a demo.
8
/ 10
Was not too engaged but next steps established.
7
/ 10
Not the right person
3
/ 10
there’s no initiative and he just want to know more.
3
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
Wrong person – Not involved in internal security
1
/ 10
No comments provided.
6
/ 10
Fantastic lead which will lead to follow up engagement
10
/ 10
Very good lead which has led to follow up actions
9
/ 10
It was a good lead – Correct contact! No initial requirement!
7
/ 10
Great convo with Matt who is a healthcare consultant for Sentry. Matt has over 60 clients nationally that have inquired about visitor management. We talked overall industry, workplace violence, visitor management, and upcoming shows/conferences.
7
/ 10
Although the company has no current need for a research provider and are happy with their Qualtrics subscription, the lead was very interested in our offerings and asked several thoughtful questions. We had a great conversation that will hopefully lead to an opportunity in the future!
10
/ 10
Very good contact. Might need us in August timeframe if NDA gets filed
9
/ 10
Using competitor. Great lead
10
/ 10
Did not fit our ICP. Only 6 developers when we look for over 100.
5
/ 10
Was not person to be speaking with about ERP or Analytics solutions but seemed willing to potentially put us in contact with appropriate accounting resource. No additional meetings have come of this yet, but continuing to follow-up.
6
/ 10
On legacy system, and seemed interested in potential migration. Was also high-ranking CFO. Need to do some internal work before evaluating anything, but was interested in keeping us in that discussion when the time comes.
7
/ 10
Nice individual , right point of contact but inpatient rehabilitation is not a good target market . Please stay focused on acute care hospitals.
5
/ 10
They like what they are currently on. Only want to migrate if something would be much cheaper than current structure, but don’t have enough pain to consider otherwise.
5
/ 10
Philip was super friendly and glad to get an introduction to Vertex. He was curious about our ability to handle the restaurant industry and our use tax solutions (The system their sales tax runs through does not allow any integrations). Unfortunatly, the use tax ERP they have is Baszware and we do not have a connector build out here. BYOC through API is something they are not willing to do. he is going to keep Vertex in mind if anything changes.
5
/ 10
Currently on QuickBooks and potentially interested in evaluating new ERP in the future. Not a “right now” opportunity but interest seemed to be there long-term.
7
/ 10
Possibly interested in data analytics and reporting offerings down the line. Have been on NetSuite for period of time and not major interest at this time to evaluate new partnerships or solutions. Provided some info on Velosio and our offerings.
6
/ 10
Good contact but hes not using his work email which is somewhat a red flag and 2 he has been very hard to pin down to do this review more formally. He is the right type of person but not sure he is showing commitment to following through with an evaluation. Still a strong lead and the right type of person to be speaking with!
8
/ 10
Great meeting with the right connections. After some explaining of our company, and some of our capabilities, it seemed that the customers were very interested, and we will be following up for further explanation.
9
/ 10
We had a great conversation with Raja and Mike. They had a ton of questions on Vertex on how we differ from our competitors, our integration process, etc. They are currently locked into a multi-year contract with Sovos, but they are open to getting to know Vertex a bit more. Also, they are about to go-live with Workday and so do not want to take on another project right away. Because the timeline is not immediate, I am going to follow up with additional info, and we plan to revisit the convo down the road.
6
/ 10
We had a great conversation with Raja and Mike. They had a ton of questions on Vertex on how we differ from our competitors, our integration process, etc. They are currently locked into a multi-year contract with Sovos, but they are open to getting to know Vertex a bit more. Also, they are about to go-live with Workday and so do not want to take on another project right away. Because the timeline is not immediate, I am going to follow up with additional info, and we plan to revisit the convo down the road.
6
/ 10
Right persona. Positive call. Needs might not be a clear fit, but follow up call is warranted with more specific info around particular use cases.
8
/ 10
No comments provided.
5
/ 10
3 active deals and would like to use us right away
10
/ 10
Great lead!
10
/ 10
Too small of a company and i don’t think we do bioengineering
3
/ 10
Mike is the CDO, He seems to be a solution validator for the DOT. He takes calls with vendors to get a high-level understanding of solutions and if they would be a good fit for them and then he routes the positive conversations to the appropriate points of contact with his recommendation that they get on a call. They have a dedicated Low Code IT team that looks at building/implementing and purchasing solutions on behalf of the DOT. This team evaluates not only solutions for DOT but other NY agencies as well. So depending on how the next call goes there could be potential other agencies to land at if the Low Code team wants to take us wider. New York has dedicated Google, AWS, and Azure tenants that they would look to deploy CaseX in. Mike really liked the brief overview we did with him and loved that we were already on the NY contracts. I brought up a few of our use cases that he liked and I mentioned I noticed a lot of PDF documents on the DOT site which could be a great place to evaluate and he mentioned that document management is a mess for them. Our next step is to send Mike the deck we showed him and then he has a call with his contact on Friday that he will discuss CaseX with. I then expect an introduction to his colleague to schedule another call.
10
/ 10
Existing member did a review with Ray. Adding EM for Marel due to acquisition. Setup future call with Canteen so Nick can evaluate other locations in the near future
8
/ 10
They use Omnia site for ordering, no eprocurement software today. No immediate needs. Good for marketing to put in a cadence
7
/ 10
They use Omnia site for ordering, no eprocurement software today. No immediate needs. Good for marketing to put in a cadence
7
/ 10
Lead said they’ve centralized sourcing and consolidating. They have solutions in place already but was willing to have the call.
7
/ 10
No comments provided.
7
/ 10
has minimal need for secrets management, as their workflow relies heavily on IAM roles. They use AWS Secrets Manager for production and LastPass for secret sharing. they took the call to explore Doppler but is not actively looking for a solution. No immediate next steps were confirmed
1
/ 10
Prospect was engaged, next steps locked in, and potential for a large contract. However, timing unclear, no clear pain point, single threaded convo. 6Sense has been using HashiCorp Vault for six years, recently upgrading to Vault Enterprise due to scale. They have a well-integrated secrets management system and are exploring Doppler mainly due to concerns over Vault’s pricing model, particularly client-based licensing costs.
3
/ 10
Strong use case, engaged in call, next steps locked in. Unclear though on timing, primary contact is not a decision maker, single threaded convo
5
/ 10
This was a partner lead. Not a business lead perse. thank you
4
/ 10
Good lead – not our guy but no way for MB to know that.
8
/ 10
The meeting went as I expected, thanks to the thorough preparation we did together with Saskia. However, the contact person was not the right one for my specific needs. Despite that, it was still valuable to have this initial interaction directly with the customer. The contact person was friendly, and we exchanged information. I was aware that the contact person is an external consultant for the customer, which I knew before we scheduled the meeting.
5
/ 10
Good persona and as the call progressed,, significant interest was generated, Although there is not an immediate need, I was able to get the prospect talking about specific applications for his high-end clients. Next steps are set up for 03/26 to provide more information on the Guardian, learn more about his client base and current solutions on the market, as well as better understand the decision making process.
6
/ 10
Interested in personal plans for himself and wife. Possibly interested for the clinical business that he is starting soon. Seemed like he is more looking to educate himself on new technologies rather than bring Bitwarden to his organization.
2
/ 10
The meeting went well with Kent being interested in the Hardware piece of info. However, he was not the exact POC we needed to be in touch with, but he agreed to set us up with the Enterprise IT folks within Amentum. Overall, the meeting was of benefit to us.
6
/ 10
Good contact. good discussion. The customer did have needs, but it appears the pain they do have with the Status Quo wasn’t sufficient for them to continue interacting to advance an oppoertunity.
7
/ 10
9/10 This was a great call with 3 actively-engaged prospects, who were all well placed to have this conversation. They already have solutions in place to cover many of the service areas we provide, but they were keen to explore one area where we can support them, so we will be taking this conversation forward.
9
/ 10
Hes not the right contact but has a direct relationship with the engineering lead for the product that manages ServiceNow and Tier44. Said nothing in the near term. We pitched a POC and mentioned a demo and he would not share the engineering contact. Mentioned that we would need to be a preferred vendor with paypal to get us approved first.
7
/ 10
We talked with the Executive Decision Maker (CTO) during a budgetary cycle and scheduled a follow on demo with the team.
10
/ 10
Correct title/persona (infosec analyst) – no active initiative or budget at the moment but he is not a decision maker. helpful to get intel from him and how they are tackling data discovery today. he confused us with pen testing but agreed the problem we solve is relevant
10
/ 10
Wasn’t the right fit, didnt have an understanding of our solution or match to their problem stated. In 5 min quickly figured out not the right meeting.
5
/ 10
Great target for us to talk to
9
/ 10
No comments provided.
7
/ 10
they were looking for more of a partnership option, but a good convo nonetheless
7
/ 10
Great first lead, not sure if there is a problem to solve yet; have second call booked for next week. Keep it up!!
8
/ 10
The call was with a prospect who is listed as Head of IT Security at a relatively large organization but has no LinkedIn profile (which is kind of sus) who was just interested in seeing what CyberArk had to offer. There was no actual project, evaluation, initiative, etc. in which they are actively looking for a new tool. Barring a really good title (CISO, CIO SVP) with a prospect who passes the high quality eye test, I really only want to take calls with folks/teams that are actively looking to purchase a solution. Otherwise we have resources and whitepapers we can send to those folks to keep them warm until they actually do have something real. On the Scale segment side, I own 2,500 accounts 100 customer accounts and am simply spread way too thin to be spending time on calls like these.
3
/ 10
The lead was ok. Newer Architect to the organization, but was clearly a tech guy trying to learn some new technology – hence only accepting with his gmail email. Too new to the organization to understand the monitoring strategy and likely too disconnected from the monitoring team for future conversation.
4
/ 10
microsite lead
10
/ 10
Good title and account for us
10
/ 10
No real opportunity for at least 2 years. Have system in place, did not seem interested in any other offering
3
/ 10
They weren’t at the point where they had specific needs identified so more of a positioning and long term conversation. This is absolutely the right contact for this district and a great meeting to begin the conversation.
8
/ 10
Right persona just bad timing. Great opportunity to lean more about databricks customers. And the viability of our future Neptune product (databricks acceleration)
6
/ 10
No comments provided.
10
/ 10
Brent was curious to see offerings available, but seemed not to have any particular pain points that we were able to uncover in the 30 minutes.
8
/ 10
No comments provided.
5
/ 10
Andres Allard ended up meeting and talking with Andres at the Cuna GAC, so it was a good reach/out
10
/ 10
Good contact
5
/ 10
Good contact!
7
/ 10
Max is doing a great job, this just wasn’t a good contact to pursue
2
/ 10
**Varun has signed up for Doppler, run initial tests, and finds the documentation straightforward. He is exploring the advantages of moving from their internal tool to Doppler, particularly around integrations with AWS, Kubernetes, and Terraform. Doppler has been upgraded to Enterprise for full PoC. He will add team members to test further and requested documentation for deeper exploration.**
6
/ 10
The discussion was good, but the opportunity for LTBM is limited due to the way in which data is stored and managed.
6
/ 10
Tony was not very involved in global benefits but did provide some helpful information about their organization. There might be a need for insurance (a few expats living abroad and travel), but we need to connect with Bill Scott, who manages the global benefits.
3
/ 10
No comments provided.
10
/ 10
Good lead, they are interested. Just with their priorities right now, they want to get their solutions they just purchased up and running before bringing on new projects. Going to circle back in a few months and see where things are.
8
/ 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?
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