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
🔹 Pinpoint gaps and opportunities
🔹 Define clear, achievable sales goals
🔹 Sharpen your target audience focus
🔹 Build a winning action plan
Stay in the loop. Stay in control.
Great sales don’t happen in a vacuum. We keep you in the know with weekly updates, strategy huddles, and real-time insights—so you always have a clear pulse on performance.
Every check-in is about action:
🔹 Track progress and fine-tune strategy
🔹 Get real-time messaging and market feedback
🔹 Align on KPIs that actually move the needle
We don’t just report numbers—we focus on results.
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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.
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We help public sector and high-tech organizations conquer sales development challenges. But don’t just take our word for it—see how our outsourced sales expertise can make a real impact for you.
Uncensored, Live Lead Scores From Our Clients
1,000 Most Recent Lead Scores
7.3 Average Lead Score
Great meeting! There is an opportunity for Qlik answers. Follow-on meetings are being set now. Great job Fitz!
10
/ 10
Good use of time, not the decision maker but lots of good intel that might open doors with the L
7
/ 10
Paul was not a qualified lead. Role fit was poor, he isn’t the right persona, with responsibilities focused solely on jail operations and no involvement in broader county engagement. Engagement needs were misaligned, as all communication is paper-based due to the correctional setting, leaving no need for a digital platform. Interest level was moderate, he expressed some personal curiosity about tech and AI, but it wasn’t relevant to his operational needs. The value of the meeting was low, with no immediate opportunity or alignment and no commitment to next steps. I attempted to pivot by asking for referrals, and while he said he’d ask around, no names or follow-up were provided. Overall lead rating: 2/10, an unqualified lead with no clear path forward and minimal value beyond a soft referral gesture.
2
/ 10
No comments provided.
7
/ 10
While the meeting was a follow up to a MS Copilot webinar, the discussion was less about Copilot and more about needing a broader AI conversation. The potential for other offerings was uncovered that will be directed to the field AE.
8
/ 10
This is our second demo with Jeremiah. We have demo part 2 schedule because he has more questions. This is the correct contact who influences the purchasing decisions with the Texas Military Department.
8
/ 10
Scope out
1
/ 10
determined they are moving from Oracle to MS365. Determined Alberto is not a decision maker. On Ring Central for UCaaS. Alberto did provide names of the next level contacts and advised we could refer him as we pursue them
9
/ 10
No show
1
/ 10
No comments provided.
2
/ 10
Good Meeting – Potential Partner – Prospect took meeting to build on his knowledge of the solution with a view to arrange a 2nd call with more colleagues – Call went well and follow up meeting has been confirmed
7
/ 10
Good work Matt
10
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
No comments provided.
9
/ 10
looking for a solution for 230 desks and some meeting rooms, currnetly scaling with a competitor
8
/ 10
good interest but need to connect us with the right person
7
/ 10
Not sure he is the right person. We plan to set up a second meeting with more technical detail, I hope he will then be able to position us better,
7
/ 10
I was already in contact with the person so whilst it was valuable the SDR didn’t actually add any value here
7
/ 10
Ana was joined by two of her Fraud Analysts. They listened intently, Ana engaged in the conversation (and spoke for a decent amount of our call), and showed interest in our product. They don’t have a solution in place, but are busy with other projects at the moment. This is a multi-use-case approach, with account opening and call center being the main two focuses. For now, though, Ana requested an email to send to her Product and Operations team to introduce AuthenticID and potentially lead to a secondary demo with the wider team.
8
/ 10
test
8
/ 10
Met with us at the conference and came back a couple of times with great questions and a good potential use case!
10
/ 10
Right buyer and a good logo, a little out of cycle today, but will try to keep in touch
9
/ 10
Great conversation w/ Eric. Opportunity could end up going either managed payroll or Payroll Relief depending on his budget qualification. Appreciate the lead, great work Noah!
10
/ 10
We got the right contact at the prospect org on the call, and the call went well from a rapport standpoint, but there isn’t much opportunity to support this prospect yet. They need to mature and grow as an organization to develop a need for what our platform cares for. That said, it sounds like they could be a 2026 opportunity, and we did learn that they work with a third party in our space that we have a good relationship with, so I will plan to ask that third party about their relationship to see if they see an opening for us to insert ourselves.
6
/ 10
Julio no showed demo twice, had no understanding of what a QMS was compared to a ERP, and evaluating a QMS was clearly not a priority for them.
4
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
No comments provided.
6
/ 10
no show and didnt think he had to meet with me
1
/ 10
No comments provided.
6
/ 10
saw the value, but no immediate need, good to keep up with
8
/ 10
understood the pain, not an immediate need, but valued what we do
7
/ 10
No comments provided.
10
/ 10
Great call with the right folks to the table!
10
/ 10
Good call – got next steps and is moving along in sales process
10
/ 10
In charge of IAM roadmap at F500 firm and has an imminent project. Ideal prospect for Cybolt
10
/ 10
Good conversation with the correct persona. Alex was engaged and asked good questions, just unfortunate timing with their recent investment to consolidate around Datadog.
7
/ 10
Covenant Logistics could be a good fit for us down the road. The tax team is made up of Lee and one other person, and they have been growing/acquiring companies. They do not face any point points with their manual process today, but Lee agreed to connect in a year to touch base. I followed up with my contact info and some whitepapers in case anything changes.
5
/ 10
– Largest pipe manufacturer int he world – 17 plus sites – global company – 3 billion in sales annually – cameras in all sites today – HIKVision cameras today – reactively using today – No EHS systems today – 33 Cameras today or so – Uses something called UpKeep – this was supported by the Corp team and then deployed after – Dave Christian – Westr Coast Safety Coordinator – Also Charles in Texas (both corporate) – At the end of the demo, both Stephen and Richard expressed interest in the product, but said that it would be something that needs to be approved from the corporate team as they do not have anything in the budget to purchase our platform today. – We provided two different names of people from the corporate team and said that they would try to introduce us to have a further conversation. Next Steps: – No next step schedules at this point. Already sent the email with a recap and they replied with letting me know they would follow up with their peers to see about scheduling a conversation. – I said I would follow up with Stephen later next week, unless we connect sooner.
7
/ 10
Meeting with IRS POC that discussed including Fortinet in upcoming requirements.
10
/ 10
Knew what we were speaking about, Pushed far down the pipeline
6
/ 10
No comments provided.
10
/ 10
Great title and requested next meeting
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
9
/ 10
No comments provided.
9
/ 10
No comments provided.
9
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
Client was open to discussing ways that Kairos could help. Client was willing to disclose challenges they have…we discussed the CX/AI framework, and worked off that…
10
/ 10
Right role, right agentic use case – connected to stakeholders internally.
8
/ 10
Great call. Thank you.
10
/ 10
As per AE feedback, engaged prospect but need to speak to wider team and they will circle back if they are interested.
5
/ 10
Good call overall, nice job getting 3 different VP’s to attend!
6
/ 10
Good call overall, nice job getting 3 different VP’s to attend!
6
/ 10
great candidate – has an immediate need – interested in more information and a quote
10
/ 10
Correct contact. No immediate requirement.
7
/ 10
Provided a deeper overview of GBTEC, customer shared info that they are currently under contract with Signavio for the foreseeable future. Agreed to share info and he will provide clarification of when this contract will end and to re-connect closer to that time.
6
/ 10
As per AE, right prospect have a need for a PIM but don’t have the budget as they are too small.
6
/ 10
good meeting, possible chance to reduce their costs by moving clients into quickbooks price led conversation purely based on saving costs on subcriptions – strong possiblility we can do this great meeting well done
8
/ 10
Although this contact doesn’t have cameras at his facility, he meets with the exec team 2/month and is happy to bring up intenseye in the next meeting and advocate for the solution. He is influential and was a good use of time although he will not be buying for his site, he is happy to connect us to other sites and their buying process.
9
/ 10
Good intro, would be good to vet if they have personal phones in play as that can be a limitation but was worth the meeting. Thank you!
9
/ 10
Good lead good company.
10
/ 10
Solid conversation, he’s looked at us before. No specific reason for taking the call besides checking in with what’s available but I’ll always take a shot at guys like him.
7
/ 10
Great lead! I hope it’s in budget but think we can do a bit of convincing here
9
/ 10
Good intro call, definitely was a tough one to qualify but I can’t fault the BDR (manager pushed the lead down to site gal and she didn’t really even know what she was getting into.)
7
/ 10
not super engaged, main showstopper is inputting material properties, good effort
4
/ 10
Blake was a good contact. The campus is moving crm/sis platforms to Salesforce Edcloud next year. Key decision makers are Blakes boss and the CIO of DLX. Key veriable for us is to get this in a enterprise vs one off department.
5
/ 10
He wasn’t the right guy, but sent an intro note to introduce us to the correct people.
8
/ 10
Understands their data issue. Keen for a follow up.
10
/ 10
Big win on this one! I had never met this contact and she is open to using CrashPlan outside of their Central IT leaving CrashPlan. This is a great opportunity and the right contact.
10
/ 10
Good intro to Lee. Just finished all his refreshes so no opp this year but open to reconnecting in the new year.
6
/ 10
This was second meeting set via Sandline’s discovery on the first meeting. There is opportunity for legal hold, ediscovery processing/hosting/review, she liked everlaw and the SEC production wizard. Also have some plans for next steps on data mapping, and getting introd to the board of decision makers including the CLO.
9
/ 10
Great lead. Sydnie is leading an active evaluation to get an eQMS soon. We appear to be a strong fit. She also included two others form the QA team.
10
/ 10
Ebony is the Dean of Academic Affairs of the Pharmacy Program. It is a good lead, but this is a graduate medical program so there is some limit to the amount of courses and students and application there.
8
/ 10
This meeting was set from a lead from a conference we recently attended. We were able to display the firm’s value through various options that would fit current and future circumstances, including helping with access to SALT Explorer Essentials, and discussing pricing for the use of the paid version in the future.
10
/ 10
Great lead! He will get us to the right person here. Might be a little too big of a company but needs more scoping!
8
/ 10
Jason stopped the call and confirmed we are not a fit. They are specifically looking for material scientists, with a specific background to fit their material science needs. Pleasant guy. Said he’s likely looking to leave the company and future rolls might have a spot for us to support.
3
/ 10
Fine call. Avery was more curious about Fresh and building his rolodex than finding solutions to anything at the moment.
4
/ 10
No opportunities at this time.
3
/ 10
Great connection. He is very excited about bringing Fresh in to be their development arm… the one big catch, however. Is that their founders may choose to dissolve the company and lay everyone off, as they have had some quality issues from their commercial equipment. If that happens, then we won’t go anywhere. If they decide to reinvest, then good chance we get to support them.
8
/ 10
Connected on EMS metrics and successes. Likely not a fit, unless things change.
3
/ 10
James was very clear that he doesn’t have budget and won’t in the foreseeable future. However, he was interested to know more about Fresh, specifically our stance on Gen AI. Understanding that we were are very outspoken about it’s crucial importance for all companies, he was pretty pleased with the conversation and will hopefully come back to us in Q4 when he has funds.
6
/ 10
excellent lead! Jeff was the right contact and the call resulted in another meeting, as well as him confirming he will move forward with CrashPlan (regardless of what their Central IT does) – This call was super productive and got us moving into a very strong sales motion to close this deal – and possible close a much larger opportunity under the Central IT team
10
/ 10
Rainie has alot of projects in the air right now (Anthology Reach integration, new job responsibilities, new pres., new CIO). She is very interested in seeing what Mongoose has but not sure about how soon they would need something like this. demo is booked
8
/ 10
good target company, but no decider or influencer in the IT Infra / IT Workplace or Cybersecurity units.
6
/ 10
Good meeting, involved in certain business unit and network.
7
/ 10
Crowley is an asset-based company that also specialized in drayage moves. Their HQ is in Jacksonville, also where the majority of their needs are. Due to them having their own assets, Douglas shared that we would have opps to support any overflow. However, the challenge is that 60-70% their shipments arrive/depart from Jacksonville, FL and we do not have a presence or terminal in that market. None of Crowley’s markets line up with GWI.
6
/ 10
good prospect with a future need – also offered to provide some references at other companies in her space.
8
/ 10
Great profile and good conversation. They do have a competing product (Opsramp) so might be hard to manage.
9
/ 10
No comments provided.
8
/ 10
all 3 attendees were super engaged to learn what they can do for their clients in QuickBooks ascertained their client base between 3 competitiors (Capium Sage and Xero) full overview of QuickBooks discussed non software clients and pushing them to the cloud was not able to drive urgency to purchase licenses as they weren’t sure themselves but would come back in the future. if you can follow up with them in 2 weeks to ask their thoughts and if they intended to push clients to our software. ‘We offer preferential pricing to accountants when purchasing client subscriptions, Uz can talk you through how much you can save by purchasing licenses in bulk’ Find out if the initial need is to move non software clients into quickbooks or to move competitor software clients into our software Nice one!
8
/ 10
Good intro. Keep up the work Sam!
7
/ 10
Did not have the budget or timing.
3
/ 10
He had no interest, said you guys just called me out of the blue and thought Id listen while driving. He was really cool if that means anything. He was going to refer us to someone else I already have a call set up w from GEC
3
/ 10
Client ready for lottery
9
/ 10
Good start to the conversation. Would have rated higher had he been the decision maker.
7
/ 10
Only thing better would be stronger interest in a project/purchase
9
/ 10
Gmail meeting, Prospect was unwilling to share much and wasn’t very engaged.
4
/ 10
No comments provided.
5
/ 10
sweetgreen
10
/ 10
Good lead in design that is willing to learn more about Evinced with some pain
9
/ 10
Definitely the right person but unfortunately they don’t have a budget right now. Their revenue seems to be low so we are too expensive for them at the moment.
7
/ 10
This lead was excellent. Adam Packard prepared the lead appropriately for our call. The lead has the potential for a ICE-wide opportunity, earning a 10 rating.
10
/ 10
Kevin had very limited knowledge of identity and access management procedures or technology within the Marines. He was helpful in providing some useful/general information , but is not a sales prospect.
3
/ 10
No comments provided.
9
/ 10
Good prospect and meanignful conversation. She was intrested in the offering and willing to explore.
10
/ 10
Good conversation. Could be a sales lead. Have a demo call coming up. Strong booking.
7
/ 10
Company size and industry is within our target market, contact is senior level with decision making authority, currently looking for a new solution.
10
/ 10
right audience, right level of interest.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
Prospect is still presale. Level of need for a solution is still unknown.
4
/ 10
Jack set up a great meeting with Jeff and we had a call to understand what he is looking for
10
/ 10
No comments provided.
6
/ 10
Chris’s position was too low level to make any decisions, the one benefit was he is going to bring up Hypersonix to his Sales team and get back to us.
5
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
We had a good conversation with Michael at 3E. They are currently on NetSuite with Avalara for the US and a 3rd party for international filing. Michael said Avalara is a decent product, but his biggest complaint is when they have issues it’s impossible to get anywhere. They just implemented Avalara in 2023 and it was a long process so they are not looking to switch, but he was happy to see what else is out there. We planned to touch base in the Oct/Nov timeframe.
6
/ 10
Nurture
7
/ 10
Decent titles but company was not ICP
5
/ 10
Decent titles but company does not fit ICP
5
/ 10
Neither Decision maker or correct role to evaluate our solution, but willing to intro us to the correct persona at the company.
2
/ 10
We discussed AI at the IRS.
8
/ 10
We discussed Cyber policy at the IRS.
8
/ 10
Flatiron Health is migrating from Vault to AWS Secrets Manager, targeting 70% completion by October. Doppler demoed advanced secrets management features, including audit trails, config sync, and change requests. Karishma (Flatiron) was engaged and will discuss internally; a follow-up meeting is scheduled in two weeks.
4
/ 10
Existing accounts and past opps discussed. They are familiar with us but this gave me a chance to intro myself.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
They have a defined problem in not wearing proper PPE at their org. This has resulted in 3-4 incidents per month and several resulting in OSHA recordables. They have done everything they can to solve this internally including having a manned security station for 200 cameras. This is getting out of hand, and they need to have real time notifications.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
Vera was engaged and very interested in the capabilities of LightBeam. She is not the decision maker and will have discussion with John. She has asked for preliminary pricing to understand more about affordability.
9
/ 10
the meeting lasted 10 minutes, he said he doesnt want to pay for subscriptions and only wants to move one client for now, wanted to know how we can help with migration
1
/ 10
Great lead
10
/ 10
Good title in good company, early in their journey
8
/ 10
Mostly the right contact at a great target company with good feedback, good info and kickoff
8
/ 10
Interested in Chat. Demo scheduled for 6/12.
7
/ 10
Great second meeting with a contact that I have been working with. Looking like more opportunities headed our way.
10
/ 10
Unable to move forward with confidence as our solutions are not in the space Chris works, willing to take this to someone else to get their thoughts.
5
/ 10
Moving along and getting strong qualifying info. Time to loop in Rajani
10
/ 10
Meeting was good, persona was good because he brought a team in. Company was perfect fit.
9
/ 10
Great contact, CISO level. Sees our value.
8
/ 10
needs map state wide – introing us
8
/ 10
This inbound was in very early stages of starting a home health, so she will need a little more time before bringing on something like QAPIplus.
4
/ 10
Great meeting!!
10
/ 10
Had 30-minutes but we went almost 60. Adam brought in additional members of his Team (Marcelo, Christopher) who provided good insight into some of their challenges. Our next opportunity with them will be a 90-min deep dive on (2) areas: Cloud CLM, Git Commit Code Signing.
10
/ 10
Great lead, great contact, next steps established which will help us be mutlithreaded.
10
/ 10
Right person, has potential, just need to dive deeper into their needs and be mutlithreaded.
9
/ 10
it appears the company is being purchased so they can’t buy anything. But the contact was the right contact to talk to otherwise
8
/ 10
Not the right person but going to intro us
5
/ 10
not much of a need, lower level employee, has access up the chain, but unwilling to move the conversation forward. I did end up working out a next step, but likely will be done after the next call. Not a big enough need.
5
/ 10
He was not interested in learning more about our services as he told us he is taking on a new role. On the positive side he did provide a name for someone else to contact who would be a better fit.
5
/ 10
Right EHS person, knows the business, received valuable input and set up next steps
10
/ 10
They said they are interested in the concept, but with no immediate requirement. I then mentioned the ability to replace vending machines with a small JWO solution for their staff, they currently have around 1,000 staff per day going into a particular depo, to which he seemed more interested in.
7
/ 10
Manager of the ID team. She is in IT and reports to IT. Works adjacent to Academic Affairs.
9
/ 10
Identified a need for 3 of our solutions, setting up a demo in two weeks, solid lead.
10
/ 10
A valuable contact, but primarily a gatekeeper. We’ll need to see if he can effectively convey our message to the CIO to secure a follow-up call.
9
/ 10
good guy, good account, lousy applications
6
/ 10
Very good customer profile and contact that is looking for ways to increase security for their enterprise.
10
/ 10
microsite lead
10
/ 10
Good call, right people and some short/mid term potential. No WAF currently and they implement network firewall rules on Palo Alto to mitigate certain threats but they realise that this is no longer enough and WAF/App Sec improvements are on their road map. Concerned about hijacking/ransom DDoS and would like to explore how Imperva can help with this along with governance and control around API’s. Consolidation is big for them and the ability to do more with less and simplify contracts and take advantage of economy of scale is a bonus. Next step is a demo of our platform focusing on WAF/DDoS and API Security Enterprise Services Solid app sec opp, cheers!
8
/ 10
Excellent contact—now we need to determine if he can connect us with the right people as promised.
9
/ 10
Excellent lead! He showed strong interest in our offerings and is assisting in arranging a follow-up call with the decision-makers.
10
/ 10
Influential. has a need for one of our more unique products. not a dm. currently exploring solutions for note efficiency and for HCC coding assistance separately. Thinks she can kill 2 birds w/ one stone w/ DeepScribe
7
/ 10
No comments provided.
7
/ 10
They don’t have a burning use case for AI automation for ESG or raw data, but there are two areas we identified that we can help and there is a natural follow up. The people we spoke to were quite junior but one is a key person in the ESG analysis process so should be able to help define the use case and bring in senior decision-makers.
7
/ 10
Correct company, we though this title was a good target based on intelligence and his LI profile from SDR. When digging into his role his remit was on a very specific visualisation tool that had no need for a real-time data platform. BUT we are going to leverage this to see if he can help get us into other relevant parts of the company based on a presentation from the sales rep. Again another call we needed to have understand if this title was a good fit as on paper it looked like it was.
2
/ 10
This company is absolutely the right target and so was the title, unfortunately in this persons role there was no requirement for real-time data although his focus was on POS it lacked high data volumes and low latency requirements.
5
/ 10
Had left the company we thought this business title might be a good fit but on having this call we decided to remove this title moving forward. We needed this call to understand if this could be a relevant title moving forward. No fault of the SDR/Team!
2
/ 10
Sales op created.
7
/ 10
Sales op created.
8
/ 10
Great perseverance by Savio, awesome effort.
10
/ 10
Some interest but no real-time pain. Follow back up in a year.
6
/ 10
– customer was really interested in our IM product – customer is facing issues with his actual preparation methods and samples fit very well – I explained more details on the technique and we agreed to make a next meeting within 4-8 weeks – overall a very good and fruitful meeting
9
/ 10
Sales op created.
7
/ 10
Mild interest. Need to get to other members of his team and/or network group.
5
/ 10
Qualified buyer will migrate in one year. Should nurture.
9
/ 10
Good call overall, nice job getting 3 different VP’s to attend!
6
/ 10
Ideal customer profile in terms of organisation and in terms of role.
10
/ 10
No comments provided.
9
/ 10
good company but not exactly the right person
7
/ 10
great initial call though the contact doesn’t have direct influence, he may be able to connect us to those on his team who do
7
/ 10
Solid lead for local work!
10
/ 10
Absolutely fantastic lead! This will lead to at least 2 opportunities, possibly more. Love the work.
10
/ 10
Did a great job getting this prospect back on the books. The timeline for meaningful engagement is a little long, which is why it’s a 9 and not a 10, but we have a great next step set up coming off this meeting to have an in-person lunch and product demo. Drew did a great job teeing up the meeting and the prospect clearly was a fan of Drew.
9
/ 10
Great company, great contact.
10
/ 10
This was the correct person to get started. Not a decision maker but influencer for sure.
10
/ 10
Great lead with an Army IT Manager who saw the value of our platform and hopefully it will lead to broader conversations within his group
10
/ 10
She is def the gatekeeper, so she is a great contact to give an overview to. Good conversation, and good follow up set to happen.
9
/ 10
Definitely the right guy to speak to, but he is out of cycle
9
/ 10
Johanne is an analyst but seems to be plugged into the process of hearing out potential zero trust solutions; she did ask questions during the presentation and said she would forward our info to the PM for further consideration. We will send a more detailed information deck for that purpose. The goal is to get a follow on conversation with that team and we will circle back with Johanne regardless to push this.
5
/ 10
– 1/10 – This lead was a sales rep o There didn’t seem to be any alignment whatsoever with his role and our service offerings o The org also doesn’t seem to be the best fit, as it is primarily outbound. o DQ this lead
1
/ 10
No comments provided.
10
/ 10
No comments provided.
1
/ 10
No comments provided.
1
/ 10
Great Call with Yaritza. We did not yet meet with this contact, but she will be involved in further discussions regarding one of the two initiatives we are tracking with Best Doctors.
9
/ 10
No comments provided.
9
/ 10
No comments provided.
8
/ 10
– Great call, 9/10 rated – Two primary initiatives of interest o One is integrating their CRM with their CC, Dialpad May require custom connector dev work o One is inQuba Setting up a demo session to review the solution – There was potential interest in Parloa, sent out a brief video – 100 agents and supervisors – Voice chat and WhatApp o SMS in future – Interactions through online portal o Good use cases for inQuba
9
/ 10
I conducted a meeting with Travis at Pacific Premier Bank on behalf of Ali Hands. Travis was a great lead but was not a decision maker. The bank is undergoing a merger and Travis did not have a lot of information about what the structure would look like in a few months. Overall, great lead.
10
/ 10
Met with the client on 5/22. They need some help with digital transformation, specifically in adopting a new core, a new online website, and a new mobile application. Asked us to follow up in 6-8 weeks.
8
/ 10
Working on Digital Transformation (DT) projects this year. Can help take them on completely or come in and help get them across the finish line. Intrigued that we can step in and help with existing projects.
8
/ 10
Right persona. Some interest. Follow up needed after prospect has time to discuss with other key decision makers and departments.
8
/ 10
We talked about cloud security and provided a key contact in that group.
8
/ 10
Great connection and the right person. Not looking to add any additional vendors at this time.
6
/ 10
First meeting on April 29th. Went well. Needs new website. Sent presentation and 4-5 banking/FI sites that we’ve redesigned and built. Interested in our services. Have followed up five times since then, and have heard nothing back from them.
8
/ 10
First meeting on May 1. They don’t have any immediate needs at this point. I let them know that I would follow up with them in 4-6 months.
6
/ 10
Sent over the insights deck. Waiting to hear back from them. (4/29) – Heard back from Kris. No need now and wants to revisit in a few months. Scheduled for follow-up in Sept.
7
/ 10
Robust conversation leading to a follow up call with higher-ups.
9
/ 10
Good connection. They are a small team doing a lot of things. They are open to AI and a light workshop. She was a little distant in the call b/c of all they have on their plates. She requested specific examples on how we’ve helped CU’s.
6
/ 10
Nick did a good job of appealing to a wider audience. although only 2 of the 6 showed, it was still a good call from a company that certainly had a need for a new tool.
8
/ 10
good stakeholder (GM), good qualification etc. they’re unsure if the club/fan base are “ready” for this level of innovation but are keen to explore more. they do circa 25 events/yr and the main bar we discussed does £5k/event, so the business case might stack up
9
/ 10
Strong lead overall, there’s no specific need or urgency at the moment but she was engaged and open to our offering. This could easily become 2026 pipeline.
8
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Lead on target, interesting conversation, although no opportunity at the moment.
8
/ 10
Great meeting with a lead that we have been trying to connect with for months! Great job sticking with it and getting them to the table! Next step scheduled
9
/ 10
As per AE feedback, going to POC
10
/ 10
Amazing call with a customer that I have been working to do more business with. Thanks to Caleb, I have an in-person meeting coming up.
10
/ 10
didnt see the value of occupancy really but more interested in sensor data via BMS
7
/ 10
meet spend criteria, right utility, not the DM
7
/ 10
introduction call to a new contact at a partner. Value: name drop a few solutions from our portfolio in case of short term market demands, hope for intro to another key contact at the partner for more strategic discussion
7
/ 10
The contact was the appropriate, but unfortunately they don´t have any project at this time where we can fit
7
/ 10
A great meeting. Relevant persona, with real interest in the meeting. Well briefed too. Great work!
10
/ 10
working with customer to understand what he wants from occupancy data and how its presented with follow up meeting next week
8
/ 10
This was a good meeting as we were able to confirm through this contact they didn’t want to move forward with CrashPlan.
8
/ 10
Bianca found the right contacts! We have a follow up meeting as well. Super happy about this connection as I had been trying for months to connect to the right folks…
10
/ 10
Early stages of AI (level 1 maturity). Use Copilot and Msft tools. Right contact. I think the main things on the next call: Is his CFO aligned? Who needs to be involved to make a decision on this type of work/spend? Can we get a sense of urgency?
10
/ 10
No comments provided.
8
/ 10
The customer is nearing a decision between Doppler and another vendor, with a preference for Doppler due to developer-friendliness. They seek confirmation of integrations (notably Oracle Cloud) and are discussing budget/timelines. Targeting a decision by Friday; procurement process may take a month post-decision.
8
/ 10
Muhammad checked in with us after his initial Doppler demo in January. On-premise is still a hard requirement from him, and he doesn’t see them launching the Doppler project until he gets budget after their fundraise. He requested we check back in at the end of the year.
2
/ 10
Org in heavy internal chaos and restructuring through at least September. They are aware of secrets sprawl and lack of rotation, but leadership has accepted the risk. Bandwidth constraints and missing roles (e.g., vendor management) are blocking a POC until at least Q4.
3
/ 10
Chris has been with PCU for a long time and knows the company well. He is pivotal in the digital transformation initiatives within PCU and is an influencer for who he partners with. Very personable and we connected quite quickly.
9
/ 10
No comments provided.
8
/ 10
GReat lead
9
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
Not the best fit, already have strong 3D experience internally, not well qualified here.
5
/ 10
Not a fit, mutual connection, information gathering.
2
/ 10
Decent ICP fit here, fall under the Brunswick umbrella and will be following up with them to see how we can funnel the Lowe boats information through the Brunswick deal team to help drive urgency. Great meeting, and good work on rescheduling last minute. Good work here.
6
/ 10
Heaidng into meeting the prospect seems to be set up perfectly to benifit form Dopple’s Platform. Once the call kicked off, it seems like she did not know what we did at all and had little to no interest in learning more. I have talked to Jeremy May about further qualification.
4
/ 10
Duplicate of Wilson combat meeting
1
/ 10
Good meeting here — Closed Lost lead that I shared with Jeremy and he was able to rengage. Similar feedback to Springfield armory.
7
/ 10
Great use case here — SA is a great ICP for us and our contact seemed to be interested. Timing was not the best as they were working on other technology projects (ERP) — these are the meetings we are looking for!
10
/ 10
overall good meeting, not the ideal ICP due to the lack of configurability. They are interested in learning more, good overall contact, may be a great champion over the course of our evaluation. Solid meeting.
7
/ 10
Madelyn is definitely interested in payments, utility billing and permitting.
10
/ 10
Great conversation for discovery – need not identified yet.
7
/ 10
Great public safety dicussion.
8
/ 10
No comments provided.
6
/ 10
No power. Some urgency. But good problem alignment.
7
/ 10
Great lead – working to get more direction in firm
10
/ 10
No comments provided.
8
/ 10
Good Lead, very interested, in early.
8
/ 10
Great call with an decision influencer. He agreed to get other decision makers involved for a follow up conversation.
9
/ 10
no reporting requirements but subject to California bills.. 7 / 10 score
7
/ 10
Right Persona/Company, Prospect interested: Company enters pipeline in short term // group bldg out skilled services platform and could be a viable lead in 6 months
8
/ 10
No comments provided.
10
/ 10
Lead was a middle man between the end user that writes the requirements. Only been in the role for 5 months, so is still learning his job and his priorities. Lead did give us his supervisors name and email, which we will reach out to.
5
/ 10
good convo but no current needs and a very small buisness.
7
/ 10
No comments provided.
6
/ 10
enuf said
10
/ 10
No budget for 2025. Lower level person provided insight on the account but did not have buying authority.
5
/ 10
It was the right contact to target, but they have an in-house built solution that works very well (very similar to Qminder) and as they are not spending any money for it, it does not make sense for them to implement anything new.
3
/ 10
Prospect was not really interested in our solutions
6
/ 10
Was Snowflake user, scheduled before we made the shift to only PostgreSQL, MySQL and MSSQL :)
7
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
Not much he could share or tell me. Given experience, on paper, this should have been a good call but individual didn’t’ have much to offer.
5
/ 10
Great intel, learned a lot about DLA. May turn into a sales prospect. Good point of entry.
6
/ 10
Paul was the right contact, but the account was not a great fit. They are a total Microsoft shop and only invest in their products, which is pretty ridiculous. There may be a next step if their evaluation of Copilot doesn’t work out.
6
/ 10
TEST TEST
8
/ 10
moved to the next stage in the sales process
8
/ 10
No comments provided.
8
/ 10
wrong persona cloud not security good hustle though on Carolines part
1
/ 10
We had a pretty short and to the point call with Jeff. He is new at his role and isn’t looking to make any changes until he has a better understanding of their tax landscape. They currently use Deloitte and are happy with it. Jeff said connecting in a year or so would make sense. Delaney, you can handle the follow up to him/others at the company down the road.
5
/ 10
No comments provided.
8
/ 10
Very good alliance call. Dan had a good set-up with the prospect who came into the call already understanding our services.
10
/ 10
Frank did not seem interested or engaged, and did not have a use for our technology.
3
/ 10
James was interested, not an ideal timing, but wanted to learn more to see if it would be a good fit in his environment.
7
/ 10
Rick is looking for end user device protection, which we do not offer.
4
/ 10
Mark was engaged, wanted follow up content, and wanted to get another meeting scheduled.
9
/ 10
Jonathan was engaged but did not have the fundamental technology experience or knowledge to have a detailed conversation.
5
/ 10
Lead was interested, but organization was not the right fit.
4
/ 10
Lead was interested in our solutions and was engaged during our conversation.
9
/ 10
Not the decision maker but able to provide new contact’s info.
7
/ 10
Correct person to speak with.
10
/ 10
No comments provided.
8
/ 10
With the consideration that he is not a decision maker, works in a small LOB within OpenText, is not interested in making a change and was looking for a specific piece of functionality that we do not address – it was a weak lead. BUT, I understand the importance of building influencers and capturing additional account level -strategic information.
5
/ 10
The customer contacts were in charge of air cargo, which we’re unable to handle. They didn’t have any dray, warehouse or transload responsibilities. We did discuss the potential for truckload, but it would be specialized equipment and sporadic.
4
/ 10
good prospect and opp. customer was engaged. great job tanner!
9
/ 10
great prospect. great job tanner
9
/ 10
An excellent leader, he is guiding us to the next level in the chain of command.
9
/ 10
Good contact, and ICP fit.
10
/ 10
Overall it was a good meeting with a senior member of the team, however, he doesn’t look after WAF or application security, so it was more sign posting and educating him to then pass the slides and information over to relevant people
7
/ 10
Good contact, next step agreed in a few months time.
6
/ 10
right person, right level, open and honest conversation
9
/ 10
Right decision maker. Unsure of need, but great first step.
7
/ 10
great lead and great new conversation started with new prospect!
9
/ 10
No comments provided.
7
/ 10
Excellent lead – ICP to a tee.
10
/ 10
Great Title, maybe not the best fit for the technology. Workable.
9
/ 10
Solid Lead / think there can be something here down the road.
7
/ 10
No comments provided.
8
/ 10
Growing business with data challenges and manual processes. Have distinct pain points. Want a follow up next week.
10
/ 10
I previously scored Arlette and continue to give. 5 or 6. They are locked in with Unitexlex and are happy with them. They have a mobile collection effort that we may be able to assist with but believe the ultimate decision maker is above Arlette
6
/ 10
Great use of time – she has clear needs as she recently joined this company and they don’t have an ironed out approach for eDiscovery matters. She is vetting solutions and we have an Everlaw legal hold/Everlaw functionality demo set up as a next step.
9
/ 10
No comments provided.
9
/ 10
Bullseye. Power, Urgency, and Problem.
10
/ 10
Well done Sam – great meeting, Right persona, good account – strong use case
10
/ 10
Right person.
7
/ 10
This was an excellent meeting to secure, a senior executive at a target customer. Great job Kate.
10
/ 10
Meeting was cancelled
1
/ 10
No comments provided.
9
/ 10
Right contact. Interest in Data Security.
8
/ 10
Lead was good – company is using several competitive products that are on long term contracts – I am sending them information but not currently in the market for a like solution. They did state that one of the products was not the best, but we do not have a viable replacement.
6
/ 10
Alberto was not the right person unfortunately – his team was solely focused on hardware manufacturing so Tray had zero relevance to his role. He also couldn’t give a referral to someone in IT so the call was not productive. That said, I spoke with Riad afterward and he said he has since changed tactics/personas he’s targeting so I think this was a one-off.
3
/ 10
Good meeting – using competitors, but open to pass information on to other department head who manages Security Operations.
8
/ 10
Good Meeting – Using competitive products, but open to look at our solution!
8
/ 10
Lead was fair, contact was not decision maker, but said would pass on our information to her management team – they use competitive products but see limitations so there would be a potential – great company ! Not easy to get to sr. mgt.
6
/ 10
Very good lead – not looking for a solution, but willing to discuss and include others to see the solution in more detail.
9
/ 10
We dont work in Mortgage.
2
/ 10
Wealth, private, corporate, investment banks are out of our ICP.
4
/ 10
Decent lead, was hard to qualify though as we need to get in front of a different department.
6
/ 10
No comments provided.
10
/ 10
Great target company (large Financial Institution). Contacts were at a solid level of influence/decision making ability. Issue was that they are in an area of IT which is not relevant for Exasol.
7
/ 10
No the correct person
2
/ 10
Jonathan was nice and willing to learn more about Vertex. They are currently on Avalara and while they don’t have many complaints, Jonathan said it was good to explore what else is out there. They use NetSuite and are in about 30 states. Their Avalara renewal is in March, so we agreed to reconnect in the beginning of next year to see how things are going.
6
/ 10
Good lead, seems we’re in at the right time as well. Unsure if Cristina is DM. Will pursue
8
/ 10
Great timing! Prospect is in the works of trying to begin research on tax automation vendors. Seems like we are the first company on their radar. Passed this to our Account Executive for pricing and demo.
10
/ 10
Good lead, just wasn’t a need for her.
10
/ 10
No comments provided.
6
/ 10
Solid fit with the prospect and account within our target ICP, and solid visibility into their processes for the area that we can address.
7
/ 10
great lead, great contact, great timing!
10
/ 10
Great contact
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
9
/ 10
Great contact and potential opportunity for research.
8
/ 10
Great reconnection with closed lost point of contact
8
/ 10
Good start to a conversation, but he is referring us along. Not the decision maker.
6
/ 10
Great conversation with Jim-he’s passionate about CRA and financial education but he’s not a decision maker so it will be establishing him as an internal champion and navigating our way through their leadership team. Next call scheduled!
7
/ 10
good lead and led to a an opportunity to meet the larger group that runs a few more similar properties.
8
/ 10
Perfect lead EXCEPT that they just joined Preferred program. No way for us to know until we got into a discovery call with them, but otherwise perfect type of property for us.
9
/ 10
Condos would likely not normally be a fit, but being it’s in orlando, think that they will suffice and fit
8
/ 10
No comments provided.
7
/ 10
Good call. Prospect was engaged. Tough sell in his industry but other than that good.
9
/ 10
microsite lead
10
/ 10
No comments provided.
8
/ 10
good applications, good guys, we added a couple Dive contacts to the Meeting, no charge for that :-)
9
/ 10
Good IC to help build the business case, and good conversation. Would be ideal to talk directly with his boss.
6
/ 10
No comments provided.
8
/ 10
Customer doesn’t directly work with IT Hardware and Software, and does not write any requirements for IT Hardware. However, Bryant mentioned he will give us a couple POCs to reach out to.
5
/ 10
Was a good lead theres opportunity for modernetl
8
/ 10
No comments provided.
9
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
Good Call – Agreed for a full demo for a next step to include more colleagues
8
/ 10
No comments provided.
4
/ 10
Inbound Lead
6
/ 10
Was great and had strong use case, only reason they’r not 9/10 is because MSSQL is a-bit less preferred — but still a great lead!
8
/ 10
Wasn’t working on anything database related in the end
6
/ 10
Gov contractor. Seeking solutions that he can recommend to win bids. Great convo but no immediate opportunity. We’ll jsut send him info on us and maybe one day get asked to participate in an RFP.
2
/ 10
This is a lead we met at INFORMS. He wants to put together impressive solutions that can help lead his conservative leadership into thinking about modernizing their offerings and tech choices.
5
/ 10
Good person to speak with. Since this is more of a partner play having multiple touchpoints across multiple people will be important. Saurabh had good information and guidance to share.
7
/ 10
Josh is exactly the right person with the right influence. New CTO looking to improve analytics stack. Three initiatives are priority for 2025. 1. migrate on-prem sql server to Azure 2. enhance analytics for flagship product glucommander 3. begin building next-gen product Planning for an evaluation in the upcoming months. Snowflake is being considered as well. Next steps: planning session with head of analytics, then meeting with CTO
9
/ 10
Good contact. Technical and an influencer. Has been asked to explore new technologies. Sent Community Edition. 50/50 she’ll continue to engage. No pain today.
4
/ 10
Two individuals attended KP and Prakash. Primary concern is cost and then performance. Next meeting is on the books to review testing approach. Great lead.
9
/ 10
Two individuals attended KP and Prakash. Primary concern is cost and then performance. Next meeting is on the books to review testing approach. Great lead.
9
/ 10
Latesha is definitely the right person. Isn’t final decision maker as she would need approval from leadership. SQL Server Replacement
9
/ 10
Not a decision maker but a good contact. Let us know about a consolidation effort over 3 years around a Lakehouse strategy. Will be in touch in a couple months.
8
/ 10
Consulting partner prospect, not direct agency contact. Still worthwhile
7
/ 10
Great call!
10
/ 10
SI contact between roles, not directly connected to agency.
6
/ 10
Agency contact involved in contract processes but made clear they are on freeze for any new engagements due to DOGE.
7
/ 10
No comments provided.
10
/ 10
Fantastic prospect, right within our ICP and who we should be talking to
10
/ 10
Is leaving org but put us in touch with his superior, possible future opportunity.
6
/ 10
No contr over what tools they use but relevant position
4
/ 10
Not relevant position, but asked for contact info incase anything came up
3
/ 10
Relevant position but no active purchasing power, asked for more info to pass on
6
/ 10
Great lead – Unfortunately they are in contract with another company for a few years.
9
/ 10
No comments provided.
10
/ 10
Home run – Right Company
10
/ 10
Right contacts, there is need but next steps not established yet.
8
/ 10
Kevun did a great job setting this meeting with a high level exec.
7
/ 10
Right person just not the right time. They don’t have any reporting requirements and it sounds like they will need to be pushed in order to get buy in from leadership!
8
/ 10
No decision-making power. sending info. do not see an opportunity coming from this call
3
/ 10
Good lead – great title! They unfortunately just don’t have a need right now
9
/ 10
Good mtg.; Brett is a CFO
8
/ 10
right lead but they aren’t sophisticated /far along enough to use us
8
/ 10
Great Persona with direct line to VP of IT-Was upfront they have been cheap with monitoring solutions but found our data very valuable
10
/ 10
Solid lead, buyer knew the market well, does not have a current project but could work to build a biz case
8
/ 10
D1 Vs Isensix, good value – next invite to present D1 to all Pharmacies from Northside
7
/ 10
No comments provided.
9
/ 10
No comments provided.
8
/ 10
Demo complete – working on next steps for pricing
8
/ 10
No comments provided.
7
/ 10
Sounded like a good call with solid next steps
7
/ 10
No comments provided.
3
/ 10
No decision-making power. interested in tech. willing to pass info along to system administrator
6
/ 10
Randy is a good POC with a lot of leadership experience and tons of resources. Key group he is looking for isnt on an integrated EHR but he knows the CEO and is willing to make an intro so that is positive. The secondary group he is shopping for is on athena and has roughly 180 providers. He has direct influence over this group.
7
/ 10
I couldn’t get this guy to respond to me- way to go Alex for your tenacity in getting him back to the meeting!
10
/ 10
Been trying to connect to identify who this person is for a while so great work to Alex in identifying him!
10
/ 10
Good conversation and interesting potential. Not a clear direct fit but could develop into something interesting
7
/ 10
Nurture
7
/ 10
Customer was actually surprised by the lower total cost of the solution and that motivated him to think of other projects
9
/ 10
Great first connection, and he came prepared to hear what we had to offer. Love the quick, 15-minute first meeting.
7
/ 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
Our clients expect big results … and we deliver.
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Outsourcing sales: FAQs
Thinking about outsourcing your sales team? Here’s what you need to know.
Why do companies outsource sales teams?
Companies outsource sales to scale revenue faster, reduce customer acquisition costs (CAC), and access experienced sales reps without the overhead of hiring and training an in-house team. Outsourced SDRs can increase sales pipeline efficiency and improve lead conversion rates.
How does outsourced sales work?
An outsourced sales partner (like memoryBlue) provides a team of trained sales development representatives (SDRs) who handle lead generation, outbound prospecting, cold calling, appointment setting and early-stage deal qualification. These sales and marketing services help businesses grow without the challenges of managing an internal sales team.
Is outsourcing sales cost-effective for organizations?
Yes. Outsourced sales teams help sales and marketing leaders lower their cost per lead (CPL) and cost per acquisition (CPA) by eliminating expenses related to hiring, salaries, benefits, and sales training.
What types of organizations benefit from outsourced sales services?
Tech startups, public sector, SaaS companies, B2B enterprises have a need for outsourced sales, especially those expanding into new markets, pivoting their sales strategy, or trying to grow quickly in a competitive market. CROs and CMOs looking to increase outbound sales, improve lead qualification, or scale pipeline growth without internal hiring constraints often turn to outsourced SDR teams.
How do I know if my company should outsource sales?
If your company is struggling with consistent lead generation, low conversion rates, or inefficient sales development, outsourcing sales could be the solution. Companies that want to boost pipeline velocity, penetrate new markets, or optimize sales team performance often see success with outsourced SDR services.
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Should you insource or outsource inside sales?
In short: it depends, but this eBook will help you make the best decision.
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