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By The Numbers
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Clients Served
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Years in Business
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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.
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Uncensored, Live Lead Scores From Our Clients
1,000 Most Recent Lead Scores
6.8 Average Lead Score
We got catfished on this one. They guy showed enthusiasm for Exasol and at the top of the call I thought there may be partnership opportunity but by the end he was just trying to get access to our customers so he can sell his product.
1
/ 10
Aqil was the right persona (Product Manager), but unfortunately for the wrong product. He’ll escalate to his manager to open broader discussions. OpenText is also a massive company, they have 21k employees on LinkedIn, so finding the right person is a needle in a haystack. It’s on us to crack open the account!
7
/ 10
1. Platform migration considerations – Not thrilled with Genesys, sees Servion as a good partner from a consultative perspective in evaluating alternatives, providing CX best practices, and skilled across numerous platforms 2. Help with Connectors / Integrations – He noted they are working with Ttech, using their connector for Genesys to Dynamics. Dynamics is essential to them, interested to hear about our product development practice, our ability to integrate CRMs, whether it be to Genesys or another OEM 3. MSS – Likes our one-stop-shop make-up, currently having to call three different groups for each technology stack, each group isolated to their segment of their stack, unaware of the larger environment and best overall approach This is different from our other prospect calls in that the prospect’s interest is not in a particular product/solution (Verint Bots, inQuba), rather Servion as a valued CX expert for large scale migrations and support. We need to track this one closely and spend some time preparing the right messaging and materials. Action items we ended the call with: 1. Jon agreed that our discovery session constituted a more formal meeting with his counterpart, who oversees CX and contact center operations (Jon oversees all CX technology and integrations). He will be contacting his counterpart to schedule for next week or the following 2. We invited Jon to attend the NY event, as he is based out of NJ. He said it is something he would be interested in attending. We are to share details of the event with him 3. We will also be sending him a couple case studies of large-scale cloud migrations, and any case studies or information we can share on our connector practice and our work with Dynamics (Rogers, NY and NJ SDU, etc.).
10
/ 10
No comments provided.
10
/ 10
While Scott was very open and helpful, he wasn’t the right Product Manager at Tenable.
7
/ 10
No comments provided.
10
/ 10
Good Meeting. Little low on the totem pole but the practice was the right size, a good fit and actively looking to improve their workflow.
7
/ 10
No comments provided.
10
/ 10
Good contact, but doesn’t have decision-making capabilities.
8
/ 10
No comments provided.
10
/ 10
Good Call. Nice guy and the decision maker. Not traveling or doing anything with the U.S. right now because of the Tariffs. No way Jake could have known that
8
/ 10
Not a decision-maker but Thomas is part of a relatively new fire protection division within Core
4
/ 10
No comments provided.
8
/ 10
Good lead in the sense we can use him to lead us to the right buyer for Ocient. He was not in the direct DB purchase path, so good person to help us penetrate further.
8
/ 10
not qualified as well as it should be – too small of an opp for fel on sustainability- maybe a $100k a year with gas- already looking at solar elsewhere and need roofs- already upgraded hvac and lighting
4
/ 10
Great meeting with the right contact. The reason for the rating is that this was just an introduction and they won’t be ready to buy for 2-3 years.
5
/ 10
Good lead, but just not the right fit for AbeTech
5
/ 10
Dan is really getting a great feel who our ICP’s are. It is a learning process for sure and every one of these calls gets him closer to the perfect contact.
7
/ 10
Jake was nice enough but it didn’t seem like there was much interest to engage, he did offer to share some information internally to see if there is interest. So there is a little bit of hope. TBD.
6
/ 10
Jeuan was a great point of contact at USTRANSCOM. He understands the challenges of doing STIG compliance manually. He mentioned they are currently using Nessus for scanning. Another team is responsible for remediation. Mentioned that STIGs commonly break things, which creates challenges. He sees the value in ConfigOS and will have internal conversations. Following up next week to schedule a demo. Great job, Luke!
7
/ 10
No comments provided.
5
/ 10
No software deployment. Not a fit for Ox.
1
/ 10
He will not be a customer directly but hopefully indirectly as he assured us he would forward to Mark Raylins (sp?), his C5ISR lead at NAVWAR Pacific.
5
/ 10
With a company of this size and considering Josh mainly deals with alarm systems, it doesn’t make sense to pursue a partnership. However, we will be sending over additional cut sheets and marketing information for him to present to his clients on a need-to-need basis when applicable
5
/ 10
Immediate need, almost 3-hour long call. Decision-making power and is moving on to drafting proposals
10
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Again, another highly relevant need that fit our ICP.
10
/ 10
Dan was the exact type of persona that I want to meet with in the industry I sell into. He was knowledgable and clearly has a lot of influence in the decision to purchase.
10
/ 10
This was a great call, two OPS’s will come out of this deal.
10
/ 10
Good lead – just no reporting requirement.
7
/ 10
Persona swapped roles and does not handle anything relevant to our solution. Company also owns an existing partner of ours. Likely better to open any discussion through that partnership channel than through outreach.
1
/ 10
Excellent persona
10
/ 10
Raquel was rushed but flexible, seemed like she has a need and is senior enough to make a decision, she is the type of prospect we would consider. Thank you
7
/ 10
was a good setup, no complaints on this one
10
/ 10
Tim said he wasn’t interested and didn’t have a budget but meeting was still booked, complete waste of time
1
/ 10
This was the best meeting yet. Not sure if I can move it forward but it was the perfect contact, perfect timing, and perfect type of company. Great job Sammy!
10
/ 10
Correct contact but the buildings here are very small- I think more use of google maps to vet out the size of the locations being called might help judge that. Still a conversation to have and more to work from. 6/10
6
/ 10
Perfect company and persona. Brooke continues to rock!
10
/ 10
Exact kind of people we want to meet with.
10
/ 10
Great contact. Not looking to do anything this financial year but good potential in future.
9
/ 10
Fresh call from scratch with Denise on behalf of Scott around space utilization , going to send a spec for a quote and some questions with a follow up meeting
9
/ 10
As per Sam feedback, next step identify
8
/ 10
As per Sam feedback, good call, prospect engaged, but no clear next step yet (pending)
6
/ 10
Contact was relevant and had insight into their goals relative to our solution. Contact introducing us to Buyer/Decision maker as well. Only thing that could’ve made this meeting better would have been a more immediate need/timeline. Great meeting!
9
/ 10
Great business, Tariq in information Security and has challenges with M365. He is not budget holder but if he likes it, will get me in contact with budget holder.
9
/ 10
he was on the clinical side . . .we are on the preclinical side.
2
/ 10
No comments provided.
5
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
wrong contact she only manages direct taxes so indirect tax is something not in her remit will pass details to the right people.
4
/ 10
A good company but the guy owned customer support (which we don’t do) rather than backoffice operations, which seemed to be a different team. Ideally we would have got to this and got the other guy on the call.
8
/ 10
potential supplier/partner call , awaiting another follow up
7
/ 10
while prospect adores her current vendor, we did gain insight into an additional service line to prospect
8
/ 10
Although Peter is doubtful of any partnerships without a UL listing, he found our systems extremely innovative and sees the benefit of its proactive/simplified approach to fire suppression and protection. He provided us with multiple organizations to reach out to in efforts to get in front of the New York State Fire Marshals and will reconnect with us next week to walk us through how to approach and initiate those conversations.
5
/ 10
No comments provided.
7
/ 10
Not the decision maker – Pharmacy Dir – they use Aeroscout – will check with contracting their current agreement – Like D1 vs Aeroscout but I need Facility to be involved
5
/ 10
A good contact at the company – allowed us to provide some education on our solutions when she is ready to start those type of projects. It allowed us to get in early.
9
/ 10
Really great company find, just not the right person and it didn’t seem like she could get us to the right person
8
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
right person, good company. they were recently acquired by Toyota and are under a 3 year contract with another sustainability company
10
/ 10
Good intro call with a need for storage and backup. Got a reconnect scheduled in 2 weeks to demo
7
/ 10
Not our guy here. Jake has already figured out where we mixed up.
1
/ 10
– 2/10 o This was the right org to target, but it was the wrong contact. o Freddy is a supervisor for the contact center at BMC, has no control over the technology stack or org-wide initiatives for the CC. He was able to share additional background on the solutions used today and some of the pain points he sees at the supervisor and agent level Additional value was his ability to refer us to his superior, Matt Schricker, the VP of Technology and CC, who would be at the influencer or even decision-making level – We learned that BMC recently migrated to NICE and use RingCentral as well, they have implemented some AI but are always looking in the market for solutions that bring value and address their needs o Had some difficulty understanding true business/org level pain points and objectives o Shared two areas we felt their may be alignment – Servion CXAI and inQuba. Freddy noted that he would pass our information along and send us the contact info for Matt Schricker – Jose followed up with Matt shortly after. I then sent an additional note to Matt on 4/10, with documents included outlining our CXAI and the inQuba solution, hoping to get a response from Matt. o Will continue cadence of follow-ups – Overall, we should continue to target this org, particularly Matt, but Freddy was far too low and outside the sphere of influence to have effective discussions
2
/ 10
Not much say as a analyst
7
/ 10
Not the right fit.
3
/ 10
No comments provided.
8
/ 10
Good Title to pull outbound
7
/ 10
Good Manager title possible next steps
7
/ 10
Need decision maker’s on the call
3
/ 10
No comments provided.
7
/ 10
Not a decision Maker
3
/ 10
Right persona, right vertical, right org. Prospect does not use Copilots herself. Her team uses MFST Copilot
9
/ 10
Not a fit
4
/ 10
Great persona to pull in with a Outbound Lead
8
/ 10
Right Title, Right Persona, on the correct Vertical too
9
/ 10
Ketal was a great introductory lead to PSEG (10 bil corp). She is unable to make any decisions, but she will be reporting back to her manager. They just approved an SAP transformation (most likely moving to S/4HANA). I will send over datasheets, along with informing the aligned AE. Hopefully we can schedule another call after Ketal meets with her manager.
5
/ 10
Went well once we explained to him what UNICOM does. He was not sure what the meeting was for.
8
/ 10
Mr. Liu wasn’t who we needed to speak with but said he would help us get the right name. He was not aware of what UNICOM does until it was explained to him at the meeting.
6
/ 10
Higher authority and pain would’ve helped
8
/ 10
Good target, but Lance’s team is still paper-based and manual without control systems in place which is a requirement for PKM adoption. Disqualify if they don’t have DCS and/or MES/EBR in place.
7
/ 10
Great fit for our solutions and proved to be a great educational event for the prospect.
10
/ 10
Great lead. Joey was very helpful.
8
/ 10
Started very slow, he was keen to take the solution to the Parent Company National Grid,Gimy is a consultant
7
/ 10
Great lead. Perfect company for us. Alex did an amazing job identifying the right contact and qualifying the opportunity.
10
/ 10
too small; no requirements
2
/ 10
prospect confirmed that she is ready to move forward with additional info and demo. will become an oppportunity.
10
/ 10
Relatively new to org but in the right position to utilize and influence other areas where our solutions add value
10
/ 10
Excellent contact, counterpart of the business owners we are working with and open to learning more about our solution and clarifying and updating old views
10
/ 10
Travis was exactly the right person to talk with. He is the only IT staff member in the district. He was not super forthcoming about his interest, but as we started talking more and more came out that highlighted why MM would be a great fit for him. The sole IT Director at a small district tends to get interested once highlighting the amount of tasks that are needed to protect Google and that Cloud Monitor is both proactive and reactive. Reset passwords, changing file share permissions, removing phishing emails, DLP ready to go out of the box. That all seems to catch the eye and is becoming very valuable to these specific Directors.
9
/ 10
As per client feedback
8
/ 10
No comments provided.
8
/ 10
Nice job Sam. Customer was not previously familiar with CTERA but interested in the use cases shared with other agencies.
8
/ 10
This was the best contact to see our initial demo call, and there is definitely a clear need for TRS.
10
/ 10
The contact is very relevant and has the visibility on many projects and can introduce to people in different teams which is great to find more opportunities
10
/ 10
No comments provided.
10
/ 10
Good account, pretty good contact as well. Smaller project scope, but good lead!
7
/ 10
i don’t know if Angel asked for 15min? I think so. 30min is good for these calls which I think you normally do anyway. I will follow up with some notes to customer… thx
9
/ 10
Candice was not in-market during the timing of the call. She is just shopping for a potential date in the future that is undefined. It is still good to have discussions with orgs in the industry.
5
/ 10
As per client feedback
7
/ 10
Haley really works hard on our behalf to get the right resource aligned, engaged and is integral in opening doors for us. TY
10
/ 10
team have started their Doppler POC, focusing on testing RBAC and Docker secrets. No current blockers, and documentation has been well-received. A follow-up call is tentatively set for next week pending Varun’s availability.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
the lead is 8/10 the position is good and we had a nice chat, but as I mentioned before, the customer had quite questionable experience with Datalore – they think that the tool is quite powerful for them, that’s why prefer to use VSCode
8
/ 10
As per client feedback
7
/ 10
Good conversation took a little to get to the root issue they were having.
6
/ 10
Best partner meeting I’ve ever had…Jack got the right people involved with decision making power and real use cases
10
/ 10
Right person with the decision making power
9
/ 10
William was knowledgable in our technical area but didn’t have direct responsibility, can refer us to the proper people on his team.
7
/ 10
No comments provided.
7
/ 10
Needed Decision Maker
6
/ 10
As per client feedback
7
/ 10
No comments provided.
6
/ 10
Right person, he was well informed. A very good meeting!
10
/ 10
Excellent lead, perfect time just need to understand budget.
10
/ 10
It was the right title, and was a good discussion and open to engaging on the topic. No immediate pain uncovered yet, but interest there nonetheless. He was aware of the intended purpose of the meeting and recalled the ecrime event. Next steps is a further session to confirm use cases, showcase demo. Then Rohit will look to introduce team members from the SOC team. This has provided good information to multithread into the account. Suggest scheduling in an hour as a base moving forward as we ran out of time.
7
/ 10
desk and meeting rooms are a good fit for them for their office move next year, needs to speak his manager to try and intergate us into the tender process , might also be good to pass to Spica
7
/ 10
next step is to schedule a call with the head of people , temperature and occupancy are the main pain points
7
/ 10
Just like Ankit, Deepankar is a Product Manager for Integrations. Because of this reason, and because he also wasn’t knowledgeable on the existing integration between Lansweeper and QRadar, he wasn’t the best fit.
6
/ 10
As txOne, we Already involve with Saudi Aramco with different department and Mr. Ali we meet him during GITEX 2024. Unfortunately Mr. Ali didnt show up and his team lead the meeting instead of him.
10
/ 10
No comments provided.
6
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
Good lead. Going to PoC in the restaurant, hopefully goes well and expansion into the hotel/casino.
6
/ 10
Good lead. Is actively experiencing pains around POS system AP roaming, they are to test a strip in the restaurant and hopefully expand into the hotel/casino if it goes well.
7
/ 10
About a year out from discussing a refresh, operates and procures through an external MSP, need to request an into to the MSP.
5
/ 10
Good follow-up meeting going over the UI and tee’d up pricing as well. He is to reach out to us the following week to let us know of their interest in a PoC.
6
/ 10
Not the right guy for Vulnerability Management but was interested in CertView.
4
/ 10
moved to the next step in our sales cycle
9
/ 10
Client was prepared for the call and super friendly
10
/ 10
Great conversation and looking forward to moving this into an executed opp
10
/ 10
Gabriel did not have decision making ability. Not for a lack of effort from Nick, but Roy was unable to join. It was still a great opportunity to introduce MM since Gabriel was not overly familiar with our company and products.
6
/ 10
wrong target – undergraduate program that does not conduct that level of research
3
/ 10
For this account any new contact is a good one. In talking with the client we quickly learned that they do not have an internal warehouse, but rather use a 3PL to provide the warehouse and logistics for their products. My suggestion would be to ask one more question – and determine if they have their own warehouse and do their own shipping. All good though.
9
/ 10
moved to the next step in our sales cycle
9
/ 10
moved to the next step in our sales cycle
9
/ 10
moved to the next step in our sales cycle
9
/ 10
moved to the next step in our sales cycle
9
/ 10
Excellent call- good follow up to come with Cyber team.
8
/ 10
Shantye is going to be an incredible champion for us, not only for Osprey but for the following sister companies: Millennium Fire Protection, Delta (Residential in North LA) , and IPS (Oil Refineries). She is going to present our systems to her Osprey VP’s over the course of 2 days on the 24th and 25th. Next steps will be determined after that but she is confident they will like what they see. Action items: send over finalized Technical Response Documents, the Guardian slide deck, and follow up with her to make sure she is fully enabled to present our systems
8
/ 10
Not the right team.
5
/ 10
Great intro call with IT director. Will need help with new client hardware soon and more potential opps down the line. Reconnect next month and wait for him to make intros to rest of team.
8
/ 10
No comments provided.
10
/ 10
Josh is persistent in getting follow up meetings. Love Him!
4
/ 10
AirLife is a current Avalara customer. They are not completely satisfied with their level of customer service, and their certificate management is just OK. In talking through our solutions and how we differ from Avalara, Robert was interested and conversational. However they did mention they are not in a place to go through an implementation. When I suggested to connect down the road, Kathie chimed in and let us know she was dissatisfied with the way the call went, as she was essentially expecting to have an AE-level discussion (get a demo, pricing, etc). I apologized for the miscommunication in expectations and explained our process, but unfortunately she was not very nice/understanding. Because of that no next steps were set. Vaughn and I agreed Robert could be a good person for him target in 6 months to a year.
5
/ 10
AirLife is a current Avalara customer. They are not completely satisfied with their level of customer service, and their certificate management is just OK. In talking through our solutions and how we differ from Avalara, Robert was interested and conversational. However they did mention they are not in a place to go through an implementation. When I suggested to connect down the road, Kathie chimed in and let us know she was dissatisfied with the way the call went, as she was essentially expecting to have an AE-level discussion (get a demo, pricing, etc). I apologized for the miscommunication in expectations and explained our process, but unfortunately she was not very nice/understanding. Because of that no next steps were set. Vaughn and I agreed Robert could be a good person for him target in 6 months to a year.
5
/ 10
AirLife is a current Avalara customer. They are not completely satisfied with their level of customer service, and their certificate management is just OK. In talking through our solutions and how we differ from Avalara, Robert was interested and conversational. However they did mention they are not in a place to go through an implementation. When I suggested to connect down the road, Kathie chimed in and let us know she was dissatisfied with the way the call went, as she was essentially expecting to have an AE-level discussion (get a demo, pricing, etc). I apologized for the miscommunication in expectations and explained our process, but unfortunately she was not very nice/understanding. Because of that no next steps were set. Vaughn and I agreed Robert could be a good person for him target in 6 months to a year.
5
/ 10
No comments provided.
10
/ 10
Good discovery conversation moving to a team demo
10
/ 10
Good result on call.
10
/ 10
Solid lead! Very interested in the demo and looking for a budgetary proposal.
9
/ 10
good work staying with Patrick, need to be in front of him when he gets buyin from management
8
/ 10
Good opportunity. Quality prospect who has experience w/ CyberArk and will have a big project leading up to Jan. 1
9
/ 10
Keep at it. We gained valuable insight into the org. Wasn’t the right guy, but was interested in learning and shared valuable info on how to continue to prospect.
4
/ 10
Good lead. Not the perfect buyer but was engaged in the mission and we have a shot at getting to the fleet side.
9
/ 10
Hard to say until we get a follow up meeting but he did seem to know enough about his fleet to signal he’s the right person. The key will be seeing if we can get him to jump on a follow up call.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
1
/ 10
Big Time Account!
10
/ 10
Wasnt a great use of time he drafts contracts and reviews contracts. He does not deal with any sort of litigation. He did refer us to 2 of his colleagues at different firms that are heavy corporate litigators though.
3
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
interested in all 3 tools. using a lot of different things for student safety, could benefit from consolidating. Asked a lot of questions and wants Michael to follow up next week to continue the conversation.
7
/ 10
Good call. Right person though he had a preconceived notion he didn’t have time for membership. Other than that it was perfect.
9
/ 10
No comments provided.
7
/ 10
Mike is a key player in the decision-making process at Koorsen. He is the person who verifies whether or not a system is worth adding to their offerings and trains all the employees in his 5 divisions on how to install and maintain systems. He goes to multiple AHJ seminars throughout the year and has two coming up later this month. Need to provide him with all the required information to bring to the AHJ so he can promote our systems for residential use in Dorms, Rehab Centers, ETC.
6
/ 10
Lee played a key role in getting one of Koorsen’s decision-makers (who could champion us with the AHJ’s) on this call. The called was more targeted toward his colleague Mike Martin, it is tbd whether Lee joins the next call
5
/ 10
Prospect may purchase through our website, however they are not an enterprise level prospect with only 10 potential users. I know Lucas is still working hard to bring in leads though.
6
/ 10
Brent is not a decision-maker and is hesitant to move forward without a UL-Listing given his heavy involvement in the commercial space. Next steps are TBD upon his review of our cut sheets and technical documents
3
/ 10
Good contact that currently uses CTERA at DOJ.
7
/ 10
No comments provided.
7
/ 10
Not a fit, no interest. They are happy with current database, have no pain or interest to change at this time. Too small revenue wise.
4
/ 10
Malik happened to find one of the companies that is a top user of slack communications and our new ModernETL 2.0 solution is a great fit as they are currently looking for slack solutions. Next steps were set for a demo of the solution and he seemed interested in seeing it
10
/ 10
moved to the next stage in our sales process
9
/ 10
A good conversation with the correct target for our solutions. Potential for immediate and longer term solutions for their science and space.
8
/ 10
right poc and scheduled onsite in 2 weeks
10
/ 10
Would have preferred the CEO and not the CFO. Not the decision maker but a good call
9
/ 10
Ankit is the Product Manager for integrations at IBM QRadar. Therefore, he’s not well-positioned to have a conversation regarding Lansweeper Embed. Especially given his position, it was surprising to learn he wasn’t aware an integration between Lansweeper <-> IBM QRadar already exists.
5
/ 10
send information
4
/ 10
maybe onsite meeting
7
/ 10
Great opportunity. Jon is the right POC – he wont be the final dm but the right contact to seriously evaluate. Right size group, right need and interest level and right EHR.
7
/ 10
Had a good conversation with Andrew about his long term needs for communication. We booked a demo for July as they continue to explore options with Workday, Salesforce and Slate. May be more of a long term play (2-3 year out) depending on July demo and status of other campus projects.
7
/ 10
Established a quick relationship with this leader and provided great value and next steps.
10
/ 10
right type of org and position, not great timing, need follow up
7
/ 10
Rene wasn’t exactly the person we were looking for at Acronis given he focusses on “Vanilla” integrations. However, the conversation was insightful as he confirmed Dragos Botin (from an earlier meeting) is the right decision maker, and in case the track with Dragos dies, Rene is a great fall-back option for the Lansweeper Ecosystems team.
6
/ 10
Homerun booking!! Very detailed lead write up and perfectly qualified
10
/ 10
Greg was a good end user contact, just not a decision maker.
6
/ 10
Great call, but the contact still has no buying power.
9
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
Live Nation currently has a manual process for indirect tax. Oscar did not know many details about their tax needs, what states they are registered in, etc., but definitely sees how an automated solution would benefit them. He is going to have some internal discussions to find out more over the next week/loop in decision makers, and we have set a time next Tuesday to reconnect.
7
/ 10
Good call. Looking for a lot of IT services that aren’t core to our business, but there is enough that we can assist with to continue the discussion. Great job Brooke!
9
/ 10
right company and title of the persona however he was responsible for creative direction and not production
2
/ 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
Fantastic lead!
10
/ 10
Nick booked the right contact at a district within our target audience and the meeting went off as planned with a follow up meeting and next steps booked.
9
/ 10
This was a good and necessary touch point. We got insight into their decision-making process and uncovered a lot of the necessary questions/materials they need to have before moving forward. Going to require nurturing given this is a new vertical and they will require a lot. Timeline is unclear
7
/ 10
This was a good and necessary touch point. We got insight into their decision-making process and uncovered a lot of the necessary questions/materials they need to have before moving forward. Going to require nurturing given this is a new vertical and they will require a lot. Timeline is unclear
7
/ 10
This was a good and necessary touch point. We got insight into their decision-making process and uncovered a lot of the necessary questions/materials they need to have before moving forward. Going to require nurturing given this is a new vertical and they will require a lot. Timeline is unclear
7
/ 10
Good account, probably not the right person to talk to. Did get a referral though!
7
/ 10
Not sure it’s Jakes fault but they weren’t really in the distribution field. Very small part of their retail business. They knew they weren’t a good fit and said so 12 minutes or so in
6
/ 10
Katie was nice – but brand new at her role. Her title is also misleading (not something we would know about). Good relationship builder, but not a buyer.
5
/ 10
Good title. Not an immediate need but potential for document review services. Ok use of time, did not seem interested in having a vendor come in house
7
/ 10
Fantastic lead!
10
/ 10
Chipotle
10
/ 10
Chipotle
8
/ 10
No comments provided.
1
/ 10
Chipotle
8
/ 10
Chipotle
7
/ 10
Chipotle
7
/ 10
Chipotle
6
/ 10
fantastic!
9
/ 10
yes great call
10
/ 10
great
9
/ 10
No comments provided.
9
/ 10
Chipotle
10
/ 10
Chipotle
6
/ 10
great
6
/ 10
Chipotle
8
/ 10
Great lead. Thank you !
8
/ 10
No comments provided.
10
/ 10
This one was perfect….It was an optimal program
10
/ 10
The gentleman was kind. However, he did not know what our company does. He was not the correct role and was in the wrong region.
2
/ 10
No comments provided.
7
/ 10
No comments provided.
8
/ 10
Good contact and need.
9
/ 10
Alex did a great job setting up this meeting and bearing with the technically difficulties I had with my Teams. My phone overheated and I had to rejoin and he stayed on the call to keep it going with LaToya. I appreciated his support.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
Great organization to target, but her department specifically would not be a great fit. Good to target a little higher up.
8
/ 10
Great organization, title was a little too low but gave a good referral
8
/ 10
Great title and organization, opportunity created for a follow up demo.
10
/ 10
No comments provided.
10
/ 10
Good call as the contact was in R
8
/ 10
Nice job Sam. Sounds like a good opp and rapport building.
7
/ 10
No comments provided.
8
/ 10
Good intro call with Mike. Open to reconnecting next month to discuss potential backup opp
7
/ 10
6Sense is currently using self-hosted Vault with plans to potentially transition to an on-prem Doppler deployment due to Vault-related pain points such as concurrency issues and lack of consistent secret organization. They are very interested in Doppler’s Change Requests, auditability, dynamic secrets, and premium support model. On-prem availability is a hard requirement, but they’re willing to consider the beta as long as the release timing is less than 3 months out.
7
/ 10
They did not understand our offering. No opportunity.
2
/ 10
Right Persona, Some interest/Engaged in conversation, interest are unclear or timeline over a 1 yr out.
4
/ 10
Gennaidy was an interesting persona. We spoke at length about CRQ, with him expressing his doubts/preferences in how modeling should be done. Ultimately Gennaidy is not the buyer in this scenario, as we would require buy in from his Cyber team. Gennaidy has agreed to continue with a conversation around our modeling and hopefully a conversation with his Cyber team.
5
/ 10
Although this company was a little small, I feel that any lead and anyone that Dan can get on the phone is well worth my time. Thank you
7
/ 10
wrong person- doesnt make decisions – i think the only potential billy could have had was comm solar and needed approval from sisters
3
/ 10
Checking with ops but they run checks
9
/ 10
Company extremely inmature cybersecurity wise to be a target for our solutions.
3
/ 10
The risk manager was excited about what we were doing on this call. Pricing was the issue.
7
/ 10
No comments provided.
10
/ 10
Lead was the right contact, and he knew all about backup and DR. It was a good conversation
5
/ 10
Great contact – someone who has authority and decision power and would benefit from the solution. Follow-up meeting scheduled
10
/ 10
The prospect was too small their use case don’t have much data to process
5
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
really engaging, he has been brought on board because of his Hacking skills from a Pen Test point of view and is now driving direction / strategy. They have a couple of projects they are focused on closing out currently so do not have the resource but is keen to get back into this end of August.
10
/ 10
Good second call
10
/ 10
does blood screening for research subjects – might have interest in AAA solutions. . .
6
/ 10
No comments provided.
8
/ 10
No comments provided.
3
/ 10
No comments provided.
10
/ 10
A slightly unusual use case but he had grasped the concept very well
10
/ 10
Great lead, well qualified
10
/ 10
Great lead – actively looking
10
/ 10
They were actually a competitor and tried to sell to us weren’t focused on back office
4
/ 10
Was interested in more info to share with his team, which was as discussed on the meeting report.
8
/ 10
This is a partner, no opportunity here
5
/ 10
Unfortunately wasn’t a fit. Small data, no existing dwh, no intention of moving to dwh, uses a industry standard record management tool with built in reporting. great guy just not a good fit. likely no future opportunity.
1
/ 10
He expressed strong interest in The Fire Knight’s systems, particularly the Protector and Guardian, and is excited by the UI, connectivity, and innovation in our approach. However, he noted that UL listing remains a critical hurdle for wider adoption through traditional fire marshals and AHJs. He also provided great insight to market entry strategies and encouraged us to sign up for the NFPA Las Vegas conference in June
5
/ 10
No next steps, but Cory gave us great insight into the universities he works with and the architectural and engineering firms we should reach out to that he’s had experience with
4
/ 10
They can’t deal with anything that isn’t UL-Listed. Mentioned their Oklahoma office might like something like the Guardian. No next steps
2
/ 10
Good conversation with Diane. Shared a good deal of information with us and is a legit prospect.
9
/ 10
Got some valuable information about the Canadian market but without a CSA listing, they can’t sell our systems. Nice guy, good contact to have as time progresses
4
/ 10
No decision-making power and no next steps but he gave us the names of people to reach out to at Fire Sprinkler Consultants, an engineering firm, that could potentially get us spec’ed into the jobs they do
3
/ 10
First conversation with the mobile home industry. UL listing workaround. Strong interest in the Comodo. No timeline but we are set to reconnect 4/11 to get a better understanding of timeline and evaluation process
5
/ 10
No decision-making power, didn’t ask any questions / seem engaged, seemed interested but there are no current next steps
2
/ 10
No decision-making power, didn’t ask any questions / seem engaged, seemed interested but there are no current next steps
2
/ 10
This is the best call we’ve had yet. Jesse has significant decision-making. We discussed multiple use applications regarding cotton mill machinery and farming machinery that would be a great fit for the Comodo. Jesse also has an incredible network throughout the mobile home industry and could be an incredible distributor/connection for us to get our foot in the door. Next steps are set to loop in Bill and discuss the outlines of a partnership
10
/ 10
They can’t sell anything that doesn’t have a UL Listing. He was very interested in the systems but will not be continuing conversation unless we have that listing
2
/ 10
Ryan has a pretty good title and was interested/engaged the entire conversation. There is no timeline as of right now, however, we agreed to reconnect on 4/15 to learn more about his evaluation process and further explore use applications
4
/ 10
Wrong stakeholder to qualify BANT. The objective here should be SDR try to identify areas of alignment and intros to right contacts to qualify BANT. From Dennis R: Rubinder isn’t in a place to dictate to other teams what to adopt of not. They have no leadership buy-in or even a real point of view on cloud adoption.
5
/ 10
I don’t think I should be scoring this (yet). It is exactly the right call I want Raymond handling / qualifying on his own. From notes, we certainly haven’t qualified BANT and not a high value target. Would want to know more about their data infrastructure (cloud? if yes, snowflake?) given the prospect’s title/domain. If needed to match alignment, would need to pull Steve (head of data) in from Ippon.
6
/ 10
Daniil has a good title and not only designs but also engineers some of the projects he’s working on making him a great person to get on board. Sees a lot of potential with The Fire Knight with his high-end residential projects. The next steps are set for 4/14 to learn more about current projects and the evaluation process
6
/ 10
Good lead. 2nd call with Brian, and committed to pushing through an NDA so we can talk more specifically about approach/engagement (AI assessment). Headed the right direction, and is a good lead to handoff to a sales AE.
8
/ 10
I don’t know I should be scoring this. This was taken solo by Raymond, and from the call notes it’s exactly the call I want him to be able to take. Intro meeting, started to find some areas of alignment, and provided follow up info but no definitive BANT identified yet so not one Ippon should be invited to (yet).
6
/ 10
Great job getting this individual on a demo to discuss the product. He wasn’t necessarily the correct DM as he is involved with helping other companies build out their tech stacks but felt there was some possible overlap to help these companies.
7
/ 10
Borderline 8/9, but I went back because while he has need we’d be working uphill for any engagement. There’s appetite with Adrian, and seemingly the CEO, but previous case stalled w/ Finance
8
/ 10
Kevin did a good job of setting up this meeting with an individual who would likely be the one to utilize the platform as a client. However, the timing seemed to be off when exploring this and a good opportunity for future exploration. Great job Kevin!
6
/ 10
Lauren did a great job locking down this meeting with the right type of executive we look to work with. Great job Lauren!
7
/ 10
Great call with security leader at a Global brand. Kevin did a great job of getting this one on the books and making sure we could showcase our product. Being in charge of an adjacent department made this call a small set back but there is good opportunity to follow up and try to get an introduction to correct departments.
6
/ 10
Good introduction meeting with the Head of IT. Great job Kevin!
6
/ 10
No comments provided.
6
/ 10
No comments provided.
7
/ 10
Kevin did a great job setting up our initial conversation with the correct POC for a discovery call. We hope that this leads to us continuing conversations as this individual was very excited and asked us to schedule another call in the coming month. Good job Kevin!
9
/ 10
Kevin did a great job of breaking into this account by getting us in front of a high level Cyber leader who is presenting our solution to his CISO. Good job Kevin.
8
/ 10
Lauren did a good job of prospecting into a large organization. Despite our meeting not being with the correct decision maker it helped us get the contact info for another individual.
6
/ 10
No comments provided.
5
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No comments provided.
5
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6
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5
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45th Parallel Restaurant
5
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No comments provided.
5
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No comments provided.
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5
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No comments provided.
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No comments provided.
5
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No comments provided.
5
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Old Molly’s Bar
5
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No comments provided.
5
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No comments provided.
5
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No comments provided.
5
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No comments provided.
5
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Old Molly’s Bar
5
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No comments provided.
5
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No comments provided.
5
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No comments provided.
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No comments provided.
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No comments provided.
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No comments provided.
5
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No comments provided.
5
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No comments provided.
5
/ 10
Not the *best* person but a good way to get in the door
6
/ 10
Good lead, no motivation to report right now but sent them info.
7
/ 10
No comments provided.
5
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No comments provided.
5
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No comments provided.
5
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No comments provided.
5
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Periwinkles Restaurant
5
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No comments provided.
5
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No comments provided.
5
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No comments provided.
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6
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5
/ 10
thanks!
5
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
great work!
5
/ 10
Lobster Tales by Shediac Bay Cruises
5
/ 10
No comments provided.
5
/ 10
thanks
5
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
great work on this webinar charlie!
5
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
thanks!
5
/ 10
thanks!
5
/ 10
thanks!
5
/ 10
thanks!
5
/ 10
thanks!
5
/ 10
thanks charlie!
5
/ 10
thanks!
5
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
thanks!
5
/ 10
No comments provided.
5
/ 10
wow!
5
/ 10
thanks charlie!
5
/ 10
No comments provided.
5
/ 10
No comments provided.
6
/ 10
No comments provided.
5
/ 10
No comments provided.
6
/ 10
No comments provided.
5
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
Was not a well qualified lead. Didn’t display any signs of being in market now or in future. Didn’t note any challenges or pains with current system. Said she took the call just to be polite but has no need/interest.
3
/ 10
Jerry was limited with his time. He did mention that he was not the perfect fit, but would pass on to his leadership.
5
/ 10
Great first meeting and demo. Did some additional discovery since they were short with Nick on the initial call. Great Job Nick getting a call set where we could review all three products.
8
/ 10
No comments provided.
6
/ 10
Looks like this prospect can greatly benefit from our services soup to nuts procurement through sustainability.
10
/ 10
The client contact was very good but the clients needs right now do not meet our offering.
4
/ 10
Great lead from Paxton – well qualified, the right contact, the right organization with the right need. In addition, Paxton always does an exemplary job of introducing the call and driving value through out.
9
/ 10
This was a startup company only 6 months old with only 1 employee
1
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good Initial Contact. Eager to learn about the product.
7
/ 10
No comments provided.
5
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
Fully Engaged, Quality Lead. High Level of Urgency.
10
/ 10
No comments provided.
5
/ 10
This was a great introductory call, and the prospect gave us an additional 30-minutes. Seems to be a good fit and working to have a follow-up discussion with the broader team. This was the correct contact to get our foot in the door and work our way up the latter.
10
/ 10
good specialty. right ehr. good size prospect. decent POC- wont be the final signer but has some level of influence.
6
/ 10
No comments provided.
8
/ 10
Interesting company, but definitely the wrong contact. Jean-luc only focuses on OT, while we focus on IT monitoring
6
/ 10
The intentionality behind setting this up was good, but because this was a partner lead, we can’t get an opportunity for this. Savio and I have discussed ways in which to determine if a prospect is actually a partner lead so we can avoid in the future.
5
/ 10
The contact barely spoke English. He works for an IT consulting company and has no influence on buying decisions for his firm or for the clients he works with. He admitted on the call that he merely wanted to learn about Exasol to increase his own knowledge.
1
/ 10
Blake’s role at Independent Financial is being phased out as the bank was acquired. He was unable to provide introductions to any of his colleagues in the new company.
6
/ 10
No comments provided.
8
/ 10
Contact was familiar with the problems that we solve and could potentially be a strong champion of ours in the future. No immediate interest but potential for a future opportunity with this contact.
8
/ 10
Frank told us immediately that there is almost no workaround for not having a UL Listing in the industrial branch of VSC. However, he likes the Guardian, just couldn’t think of any immediate use applications to make it worth reconnecting for a second call. He will bring our information to his boss and determine if they want to reconnect.
3
/ 10
great call with Trent! Was good to speak to someone who is open to learning more about what we sell and open to consider making a change.
9
/ 10
occupancy isnt a key requirement but potentially could be as well as temperature monitoring and are going to have internal discussions , possibly one for Spica to take
7
/ 10
Great contact, but she may not have a job soon. The Department of Homeland Security is preparing to shed hundreds of employees from its headquarters, with targets including artificial intelligence experts and the DHS customer experience directorate.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
Wrong Persona, Right Company: little to no interest/wrong persona but engaged in discussion/ should continue to target this Company. This could be a 4. Propsect expressed interest but needed to pass us along to his Teradata team. He wasn’t remotely an influencer or decision maker.
2
/ 10
Right Persona/Company, High Level Title (Potential Decision Maker and/or Influencer). Potential Fit. They are currently evaluating snowflake and databricks. Question is whether exasol should be included in PoC. Propsect is discussing with his CIO.
9
/ 10
Right Persona, Some interest. Engaged in conversation. interest are unclear. There is interest but we are trying to place where Exasol’s value is to ActionIQ as they rely on customer’s data platform. More of an OEM or partner opp. Prospect is still engaged.
4
/ 10
Wrong Persona, Right Company: wrong persona but engaged in discussion. should continue to target this Company. Denise took over after first call. Not sure on follow-up.
2
/ 10
Josh is exploratory. Seems like right persona. Is willing to continue the conversation.
6
/ 10
No comments provided.
10
/ 10
Noah did a great job with this lead. He was responsive to all communications. This is a good lead for SHI. Thank you
7
/ 10
Definite need. Incredible interest.
7
/ 10
This was an excellent meeting, perhaps the best contact made so far.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
Great lead for GateKeeper! Wasn’t too sure about the account, but it turned into a good opportunity !
10
/ 10
Great lead from a big target of mine!
10
/ 10
Great connection even if it didn’t lead to business just yet. He is responsible for integration and not requirements but we may make some inroads elsewhere through this contact.
6
/ 10
Only gave me 15 and didn’t seem interested in re visiting NAW. Rescheduled 4 times.
7
/ 10
Perfect target, perfect fit for our technology. Need identified and we are scheduled for a follow up demonstration. More please!
10
/ 10
Great meeting. Leanne is not the ultimate DM but has significant influence. Right sized group and growing, right need for HCC and EM coding, Right EHR, next steps have been scheduled.
8
/ 10
A great one! Well done Lily :)
10
/ 10
Mary did an excellent job utilizing her contacts in order to get to the correct person at RadNet.
10
/ 10
No comments provided.
8
/ 10
excellent!
10
/ 10
Prospect likes the products but doesn’t want to move forward given the difficulties he thinks we’ll have with the AHJ’s and his boss who “sticks to the books”
3
/ 10
Decent call – felt like he hopped on purely to be gracious. There might be an opportunity her long term but nothing immediate. He’s in a pretty niche role and doesn’t have any buying power. Sent him a follow up to see if we get any bites.
4
/ 10
No comments provided.
6
/ 10
Customer not happy with Sonicu – connectivity issue, calibration processes too long, need to enter correction parameters, serial number of sensors, limited in terms of reporting, IT owns the solution and is getting frustrated
7
/ 10
Great Notes, Well Informed and a High Quality Lead.
8
/ 10
Excellent persona
10
/ 10
Great meeting and great contacts from the Product security / DevSecOps Teams who attended the call!
9
/ 10
Good title and contact at a big brand
10
/ 10
Good intro call. Potential follow up to discuss Windows11 refresh
7
/ 10
Good Lead, directed us to a few additional depts / contacts.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
6
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
6
/ 10
No comments provided.
5
/ 10
No comments provided.
4
/ 10
I thought it was great, budget and timing are big needs for us to know but I was able to find all that out over the phone.
9
/ 10
Charles is a prime example of the prospect we want to book meetings with. Being the President of Automatic Fire Protection, he has decision-making authority. Unfortunately, he was caught up on the lack of a UL listing and didn’t think we’d get FM approval without it. He’s going to do his research on whether or not we’d be able to get cleared and connect with us in a couple of weeks.
4
/ 10
good lead!
9
/ 10
Not the right contact––he was an outsourced IT vendor for DHS and was focused on anomaly detection for system availability, which is not something Edge does.
3
/ 10
Great lead – thank you!
10
/ 10
Great contact and productive discussion!
10
/ 10
Folabi will be introducing us to his counterpart that handles operational excellence in the warehouses
6
/ 10
we had a valuable first discussion. she was a great lead for us!
10
/ 10
Good conversation and well positioned, follow up scheduled and budget quote requested by the time the call was over.
10
/ 10
Inquiring internally if our systems can accommodate a loan module for AR. Next meeting booked
10
/ 10
No comments provided.
8
/ 10
Right contact and Team but no immediate projects to address the problem that we fix. Only things that could have made this meeting better were contacts with more decision making power and a more immediate timeline.
8
/ 10
lower level contact, didn’t really understand what we did
6
/ 10
top lead. great job, again!!
10
/ 10
No comments provided.
8
/ 10
Timing is off. no new vendors this year.
5
/ 10
Check in prior to council meeting
10
/ 10
Although there is no timeline for Cory, and for now it doesn’t make sense to continue conversation, he provided us with very valuable information on how to get in to the higher education, hotel, and commercial verticals through doing outreach to the engineers and architects that provide specs to 3rd party contractors such as VSC.
5
/ 10
BillTrust is in the middle of a migration from hybrid (on-prem AWS) to full AWS and is evaluating security tools to support this shift. Their security lead recently left unexpectedly, delaying evaluation efforts. The prospect is working to schedule a follow-up with both DevOps and Security stakeholders for a deeper dive next week.
4
/ 10
Movius is multi-cloud with legacy and microservices architecture. Paul is interested in evaluating tools beyond AWS/Azure native offerings and noted potential internal demand to support customer secrets use cases. Call was exploratory, and a follow-up is scheduled in two weeks pending internal alignment.
4
/ 10
Volante has officially kicked off a PoC with Doppler. Balaji from engineering created the Doppler workplace during the call, set up a Teams channel for collaboration, and confirmed a check-in for next Thursday. They plan to invite additional team members for evaluation and proceed with the test this week.
7
/ 10
they did understand the limitations of current AI implementations, and realised that a lot of their manual “checking” isn’t safe to fully automate. they also talked a bit about how much manual overhead there was in creating a bunch of their reports and doing their rebalancing they want to discuss a project they have in mind and I said I’d get back to them in a week
8
/ 10
Good meeting we have a follow up call
10
/ 10
Project on hold while they complete their replatforming
3
/ 10
Great call…..will be tough to crack but never know. This is the type of customer we’re looking for. Recognizable name, good volume
7
/ 10
No comments provided.
7
/ 10
He was the ideal person to speak to and very interested in our soln.
10
/ 10
Liked the solution, tried moving it internally. Did not gain much traction but gave someone to follow up with
2
/ 10
Right ICP, right profiles, a good understanding of the educational value. Solid meeting.
9
/ 10
Kicked off POC
6
/ 10
Kicked off POC
6
/ 10
Demo with next steps
5
/ 10
Demo with next steps
6
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
Great introduction to the exact point of contact we’d want to speak with.
10
/ 10
Wasn’t a great fit for their company given they mainly work with apartment complexes, given it’s code driven and their clients want the cheapest options possible. No next steps but they gave us extremely valuable information on bringing this to the AHJs and Engineers that provide specs for their projects.
3
/ 10
Wasn’t a great fit for their company given they mainly work with apartment complexes, given it’s code driven and their clients want the cheapest options possible. No next steps but they gave us extremely valuable information on bringing this to the AHJs and Engineers that provide specs for their projects.
3
/ 10
Timing was right as Tonal manufactures in Mexico and tariffs are top of mind. Ryan has been in the industry for many years and is curious to understand what fulfillment options are out there. While there isn’t an immediate need at this time I think he is a good contact to have and stay close to.
7
/ 10
John and Mike were very intrigued by the ingenuity of our systems but were very hesitant regarding the lack of UL-Listings, FM Approvals, and how that would effect insurance claims/investigations. We need to provide them with submittals for them to present to their local authorities before we continue conversation. Going to review our cut sheets and information before scheduling a follow-up call.
3
/ 10
Brandon was very engaged throughout the entire conversation and brought up multiple potential use cases (crypto mining/server rooms, garage installations). He saw the value in low voltage installations and with the NFPA750 cert. he thinks we can “squeeze by” the AHJs. City approval would be the main determining factor, but if we get cleared, he said he could see a lot of use out of our systems. Next steps set for April 9, 4:30pm EST
5
/ 10
No decision making power, but he could be a good champion. Lee is going to set us up with his corporate trainer that makes all the decisions on product additions. Had immediate use application ideas for food trucks and other vehicle settings. Next steps are set for April 9th, 10:00am EST
4
/ 10
No comments provided.
7
/ 10
As per client feedback.
8
/ 10
Harry is doing great job!
10
/ 10
Right person
10
/ 10
Mike’s company is very small (just him) but he does work with some building owners that have a national footprint, so there MAY be an opportunity to sell to him.
8
/ 10
The meeting report stated that he wanted to talk about authentication but the conversation was more focussed on him talking through the cultural challenges and why bringing in Unsung at this time is not going to be valuable, therefore there wasn’t any obvious opportunity at this time. This will likely provide an opportunity down the line.
7
/ 10
Glad to connect but the prospect wasn’t very engaged.
4
/ 10
Great connection!
8
/ 10
Making the connection was great! Just not sure the prospect is ready/interested in moving away from their current method.
7
/ 10
Good contact, to have. Good intro to Private Energy Partners.
10
/ 10
It was one of our ICP prospects and the meeting was with key stakeholders and decision makers in the organization.
9
/ 10
This was the right persona but the wrong person. Not Ben’s fault, just not a great meeting
4
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
Contact was interested in what we do, but not a lead for Skillable.
2
/ 10
Kevin did a great job recognizing an opportunity with a US based company using Epicor that is being merged with a French company using Sage X3. The contact mentioned that there will be an evaluation after the merger to evaluate the potential to standardize their solutions on one of the systems in use.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Very knowledgeable person about the Boston entrepreneurial ecosystem but not the right organizational fit. Dean did however offer up some helpful inroads for us to get better plugged in.
7
/ 10
Great prospect
10
/ 10
Great interest and company
9
/ 10
great lead!
10
/ 10
No comments provided.
7
/ 10
Good call with some potential opportunities w/ backup and standardize client devices.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
microsite lead
10
/ 10
Good industry ICP and contact was in the right space, just lacked the influence to get next steps just yet.
8
/ 10
Right role, will see on next call if budget is available.
8
/ 10
Good lead and got the right person to the table.
9
/ 10
Peggy was nice to speak with. They use Omnia for 4 categories, rental being one, could say the others. They use GPO when it makes sense or if they need something. So needs to be a timing or trigger event per say. Doesn’t seem to be an immediate need to explore a category…but I’m sending her some information of categories and CXP link. Will follow up with her in a week or so. Offered to meet with her team too as she has 2 team members. Travel is handled by someone in Israel at corp level. Sent our Global one pager along with other supplements for review.
8
/ 10
Dominic may not be a decision maker but he provided us with valuable insight on their evaluation process and had immediate ideas of use applications (vehicle, electrical cabinets, server rooms, residential) where our systems could be very beneficial. He was especially intrigued by our pricing and simplicity of installation. Going to loop in multiple coworkers to our next call to further explore use applications as well as their evaluation process.
6
/ 10
No comments provided.
8
/ 10
She’s a professional and said Kovr would be helpful. She isn’t power, but she has the problem and the urgency.
9
/ 10
Solid lead, nothing firm for another 12-18 months (current contract).
7
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
DRJ Lead – existing customer
4
/ 10
DRJ Lead – doing everything in house but will follow-up
5
/ 10
small partnership opp
5
/ 10
nice guy, evaluate in the fall, nothing top of mind right now
5
/ 10
No comments provided.
7
/ 10
great conversation with correct personas in a strategic account
9
/ 10
we worked on it
2
/ 10
great lead, 3 decision makers joined the presentation call, and before the end of the presentation prospect asked to schedule a second session.
10
/ 10
Generated more interest throughout the call. Initially hesitant because of the lack of UL-Listing however I was able to thoroughly explain our work around. Although they typically don’t work with any systems that aren’t UL-Listed, Dustin was open to further exploring potential use applications and walking me through his evaluation process. Most likely no decision making power but a good first connect with Millennium Fire Protection
4
/ 10
Generated more interest throughout the call. Initially hesitant because of the lack of UL-Listing however I was able to thoroughly explain our work around. Although they typically don’t work with any systems that aren’t UL-Listed, Josh was open to further exploring potential use applications and walking me through his evaluation process. Most likely no decision making power but a good first connect with Millennium Fire Protection
4
/ 10
Michael is not a decision maker, however he works for a company that has shown interest across the board. Although he is a lower level project manager, he is going to forward our information to his Sr. Project Manager that has more decision power and would be capable of having a conversation to determine if we’d be a good fit. Michael also mentioned a project he’s working on (data center) that would benefit from a system like the Guardian.
3
/ 10
Jamie was in the wrong department of VSC (alarms). However, during the call we were introduced to his boss, Roy Wisdom, who will tee up a conversation for us with Alex Sierra, in the sprinkler/suppression department. VSC is a distributer we’ve been targeting for a while, and getting a conversation tee’d up with the right people is always a plus
2
/ 10
No longer works at company. Purpose unclear.
1
/ 10
Great intro call with lots of info from Reginia.
7
/ 10
A large population that has a chance to need insurance. Open to working with us and seems like he has some decision making power.
9
/ 10
This was my first experience working with Turner and the Memory Blue team. Turner’s knowledge of our service gave the prospect confidence in our solution and the desire to schedule a follow-up. The prospect was excited to receive my call at the scheduled time Turner booked, and I’ve already scheduled a second meeting with the prospect’s broader team.
10
/ 10
Too small, not ICP
1
/ 10
Had a good call – although not the right contact, he’s going to put us in touch with the folks who are directly responsible for DR within Geico. Sent over info he requested and will continue to follow up.
7
/ 10
Thanks!
9
/ 10
Peter isn’t a buyer, but a great lead
9
/ 10
No comments provided.
7
/ 10
They were still outsourcing skilled work to unskilled people. Especially there digital marketing approach. They were receptive it just took a lot to get information from them. Probably just not big enough so might not be a good fit.
3
/ 10
The contact who I spoke with is definitely in the right industry. The conversation would need to be spun up to a decision maker, but is an opening.
9
/ 10
no real need for animal model monitoring solutions we offer – maybe down the road. She is a cancer researcher and we don’t play well in that sand box – many of our parameters are not useful for cancer folks.
6
/ 10
the conversation is probably early for his needs, but it was good to educate him on the options we offer as those needs arise.
8
/ 10
wrong department
2
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good lead, has a potential, let’s see in the future what we can do with them
8
/ 10
Christian is located in the production area and they are working closly with an KMS System inhouse coming from Etas/Escrypt. He is very knowlegeable >30years with Bosch. It will remain a contact for information exchange but no Opp can be generated. Thank you
6
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
Great ICP with interest in NX capabilties and potential for future partnership.
7
/ 10
Potential for B2b research, no current projects.
6
/ 10
Good person and interested in B2B research. No project in sight but potentially in near future.
7
/ 10
Great conversation with an owner/operator looking to operationalize their process for future growth
10
/ 10
Good lead, origination.
10
/ 10
moved to the next stage in our sales process
9
/ 10
No comments provided.
9
/ 10
Philips has a large services team that is customer focused and do not have purchasing authorization. Jeff is on that services team and not a potential customer of SHI however he is a user of the products we provide.
8
/ 10
Good POC. Have a need and know it. Accurate ICP.
8
/ 10
Will be good when hes busy
7
/ 10
Gaurang and Chubb are just starting their evaluations, they were open to discussing multiple use cases as well as potentially POCing, when asking for a starting number for beginning wide implementation he said 9k users. This is a great opportunity for us.
10
/ 10
There is opportunity with the company but the contact that arrived to the meeting was not the one responsible for indirect purchasing.
5
/ 10
No comments provided.
9
/ 10
Alexander did a great job of getting in front of an important point of contact at ADP; a strategic priority account for Skillabe. Alex was able to secure a meeting with a Senior Learning Professional and accurately qualified the opportunity. The prospect came to the meeting with the right expectations and insight into Skillable and our value add.
9
/ 10
Good Lead for payments and ACFR
7
/ 10
Slavi provided a lot of information that was useful; however, he is not a decision maker, and at best maybe an influencer on the eDiscovery team. He is on the technical team so he doesnt get as involved in business decisions – his departmenet lead probably does; and the general counsel, litigation counsel may be more inclined to talk about reducing outside counsel spend on doc review. He did say he would keep us in mind for doc review needs and appreciated that our team could log into RelOne and conduct the review; he said they just went through the rfp process and selected RelOne and wont go out to RFP again until 2-3 years. They vetted everlaw before and mentioned it felt like a small matter tool; he did give insight into the claims department which is a whole other department dealing with claims that doesnt use the internal team. There may be an opp somewhere for some departed employee protocol or mobile device collections but they mostly in source with a collection team. But someone high up on the investigations side would be interesting to talk to.
6
/ 10
We completed the demo with Stephen. He likes what he saw. It’s too earlier as he has no budget and will not be able to do any thing until after October. He ask we reconnect in September to continue the conversation.
9
/ 10
No comments provided.
9
/ 10
Good Lead for STR, in early, had Town Manager on the call and leading the discussion.
9
/ 10
Great lead with interest in NewtonX offerings.
8
/ 10
I never received a lead detail email from Victor so I knew nothing about what info Victor had gathered from her before I met Lindsay. She is not sure if she is doing an adoption or not.
6
/ 10
Good contact and interest.
9
/ 10
Bit of a tire kicker but a productive conversation. He is not in a position to seriously evaluate solutions at this time, requested we try in 2 months.
7
/ 10
great lead – building out their process
10
/ 10
We had a good conversation with Jameson. Openlane’s current tax landscape is a bit of a mess, so they are definitely interested automating the process. Given the nature of their business and their many acquisitions, there are a lot of different ERPs involved. They have just started conversations to streamline this and migrate everyone to one platform. We agreed this is a project for down the road, but have scheduled time to reconnect in late June and see where things are at.
7
/ 10
Strong lead, good pre-work by Gabi before the call. Felt like I had the info I needed coming in.
10
/ 10
Great opportunity to have a conversation with an OEM account which is a strategic target for us this year. Jerry, GPGC, responded well and gave positive feedback. looking forward to seeing where this one goes. Thank you for the meeting and support, tanner!
9
/ 10
Great call. As a VP, Brian definitely strong influence within the company, however they were just acquired by a private equity firm so it’s unclear of who has the final decision making power. With the NFPA750 certification, Brian thought of multiple use applications for residential settings (expecially considering the money in the Bay Area and recent fires south of them). Next steps were set to further explore use applications and better understand their timeline. Also will give him time to bring our information to his team, as they are doing financial reviews.
7
/ 10
As always, Paxton found a great opportunity with an innovative company (ICP) at the right time. Paxton was able to identify the prospects’ challenges and correlate Skillable’s value / impact – which led to an enthusiastic/productive discussion.
9
/ 10
not a great contact or target account (i’d stay away from accessibility specialists based abroad)
3
/ 10
not your fault, great title, just a strange individual who didnt want to give any insight into his team and what they’re doing today for a11y
2
/ 10
good title, just not a top tier account
7
/ 10
No comments provided.
10
/ 10
the right contact… was engaged, showed up, flexible with scheduling
9
/ 10
No comments provided.
5
/ 10
Sorry Tom
10
/ 10
Quality Lead. Definite need presented. Apprehensive as to pricing, unsure of budget.
7
/ 10
David the BD guy was a great conversation. The second call with the marketing Dir. pushed back on a some things but may see a path forward.
7
/ 10
Was a good lead as they were interested in a solution that we could provide. Might be a longer sales cycle but still a good opportunity.
6
/ 10
No real initiative for Martin but provided a good follow up POC for Income Tax.
7
/ 10
No comments provided.
8
/ 10
She was not interested in learning more about digital marketing in general. Did not have any information about the company at a high level. Not a good fit.
2
/ 10
good dude, right level, hopefully he can network us wider
9
/ 10
Not the right guy, but provided good insight and helped point us in the right direction
8
/ 10
No comments provided.
9
/ 10
Good lead. Next step, meeting with IT manager.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
Health and Safety lead. Initial discussion regarding safety practices however was very open to look at wider resilience related offerings. Good meeting.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
the meeting with Estelle took place and we tried to capture some topics around Compliance and portfolio. She was not very open from her side to discuss on requirements- but we will stay in contact and have a follow up after they discussed internally about their needs
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
3
/ 10
We did a brief introduction to D1 because Oliver was pressed for time. Did show some interest. We decided to set another call in the future to go more in depth where our solutions could benefit them vs their current processes.
5
/ 10
Good call. Could be an internal champion. Information value gained, seeking additional meetings and colleague referrals.
8
/ 10
Right user role – Digital Accessibility Lead.
9
/ 10
Refer to Mukul notes
8
/ 10
Enough interest to set up another call. Has something in place but needs to socialize internally to gain further interest.
7
/ 10
Good call! Looking for an agent trainer which is up our alley. Has a lot of interest and also looking at potential partnership.
8
/ 10
Partnership positioning focused call. May purchase our solution but need to explore further. Over all good call
7
/ 10
Great meeting! Good industry and company size right within ICP. They want to explore a POC and next steps are set up. Nice work Joey!
10
/ 10
Still very exploratory, Scott did not loop in additional colleagues. Will try to intro us in the future but Scott will not be a decision maker.
4
/ 10
Very exploratory call regarding Snowflake and AI integration. Next step set up, but would need to loop in decision makers.
5
/ 10
High title, right company fit, however timing was off due to a merger taking up resources. Want AI in their call center which we can help with, just need to wait to reconnect.
6
/ 10
Wants to explore using a chatbot. Document upload would be an easy win. Junior is involved in leading the initiatives for integrating a chatbot into their tech. Next steps established.
7
/ 10
Good meeting but customer is happy with their current security vendor
7
/ 10
Good CIO level contact and timely project
10
/ 10
By doing some initial research and due diligence, Jack was able to connect us to the decision makers at the right time. Great work!
10
/ 10
Temptrak usual painpoints – June 4th second demo
7
/ 10
No immediate timeline but Michael is a good person to be in contact with at WSFP. Most likely works directly below someone that could make a local decision on The Fire Knight. Works on a variety of project scales and was interested in potential use applications in remote areas with limited access to water.
5
/ 10
Todd isn’t a decision-maker however he was interested in all three of our systems and their ability to monitor, detect, alert, and suppress simultaneously. He works in a very fire prone area and is looking for self-contained systems that can protect remote residential properties in that area surrounding Denver, CO. (remote activation for pre saturation, the Guardian for external protection). Residential and multi family application.
6
/ 10
Really solid! Great intro from Dawsen.
10
/ 10
ADP is an account this is a priority for the team. Alexander did a great job of penetrating the organization and driving several leads from the org. Although, this particular lead was not at the right level, it helped us formulate a more defined strategy for future discussions with stakeholders..
6
/ 10
I enjoyed my conversation with KEnny-they have a lot of in house personel to deal with the services we offer-but he knows who we are now
6
/ 10
Not his responsibility, so hopefully we can get the right contact to pursue
4
/ 10
Cody showed some interest but was ultimately not a decision maker and didn’t think it’d be beneficial to continue conversation following this introduction. He is going to forward our information throughout the company, up to us to foster more connections.
3
/ 10
Not a great fit don’t sell directly on this contract, subcontractor
5
/ 10
Patch mgmt lead
6
/ 10
Jon was very engaging and willing to discuss everything he could but he is not a network infrastructure guy, he is more digital forensics. We did discuss FortiSandbox and we will follow up with some information on that product line; it would be deployed in an air gapped environment.
5
/ 10
Good contact in terms of her title but she works in a tiny employee benefits department that’s part of the County’s office. The department is tiny and visitors are their County’s internal employees and there are only a few visitors throughout the week. Thus, it does not make sense to implement a queueing or scheduling solution as it would be unnecessary from both visitors and staff’s perspectives. But she has good contacts in the county and promised to provide a referral and pass my contact details to the County’s procurement.
5
/ 10
great lead!
10
/ 10
Good company but the prospect has no decision-making power. There was some interest regarding the Protector and Comodo but being that Steven only focuses on kitchen hood fire suppression, he didn’t think our systems would necessarily be a good fit for him. He also mentioned that without a UL-Listing it doesn’t make sense to continue conversation. Everything they work with has to be UL-Listed
3
/ 10
Decent use case here with a few trips during the year. Correct industry and type, but low volume for number of travelers and frequency of trips
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good title and good account, timing and budget were the issue, but still a meeting that was worth setting/having
8
/ 10
Good company profile, using snowflake for a few year. but not a good contact. no knowledge of needs or authority. Was level 2 support guy.
2
/ 10
Google and microsoft district seemed very engaged and liked the investigative features and classroom tab. want to look at pricing.
7
/ 10
Well worth my time. Lucas managed to put us in touch with a former customer with a legitimate interest in our product. Not necessarily a decision-maker, but with his assistance we should be able rebuild our relationship. Great job.
9
/ 10
J.T. was happy to make introductions and talk through Vertex at a high level. They are locked into a contract with CorpTax for the time being, as they have one guy who works super closely with them. JT mentioned if that guy leaves or retires, they would look to evaluate other solutions. They use Oracle and have Sales and Use Tax needs, so this could be a good one for Memory Blue to circle back and target in a year or so.
5
/ 10
Great contact and they seem very interested but he didn’t want to meet without his colleague who had requested we reschedule. Additionally, he wasn’t able to use the mic on his computer so we had communication challenges.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
Good quality contacts who would be the right decision makers but the org isn’t a great fit due to limited bandwidth
6
/ 10
No comments provided.
10
/ 10
The company here is a good fit but the contact was not the right POC
6
/ 10
Part of the sales team. Using white-label Glean integrated to their internal data for sales. Not a fit for Copilots but potentially Fortify later on. Not decision makers. Not part of AI Center of Excellence. TELUS CTO, Hesham in discussion with senior Palo Alto decision makers. We will make an intro on our end to Ryan Miller in Engineering for their sales team to nurture logo relations.
9
/ 10
Part of the sales team. Using white-label Glean integrated to their internal data for sales. Not a fit for Copilots but potentially Fortify later on. Not decision makers. Not part of AI Center of Excellence. TELUS CTO, Hesham in discussion with senior Palo Alto decision makers. We will make an intro on our end to Ryan Miller in Engineering for their sales team to nurture logo relations.
9
/ 10
There is interest in all three systems but no timeline set in stone. Reconnecting to go more in depth on potential use applications, learn about their evaluation process, and determine who needs to be part of the conversation for decision making purposes
4
/ 10
Good company target, this particular individual wasn’t too helpful though
7
/ 10
Sarah is a part of Academy Fire’s “Life and Safety” division. She said this kind of system would be best suited for their sprinkler division. She is going to forward our information to the correct team, but there are no next steps for her.
2
/ 10
Interested in follow up when timing is right
6
/ 10
Not actively looking for partners but right person
5
/ 10
Relevant but buying power sits in the UK
4
/ 10
Not a buyer – offered to intro but hasn’t followed through
3
/ 10
Right person right property
10
/ 10
Same call as other nuvo suites
7
/ 10
Same meeting, right people on call but property doesn’t meet Journey criteria
7
/ 10
Right people on call but property doesn’t meet criteria for joining Journey
7
/ 10
Same meeting as Marie
10
/ 10
Great property, managing director was on the call
10
/ 10
On the fringe for what we are looking for property-wise, but right person on the meeting
9
/ 10
Great call. Will lead to business
8
/ 10
Good first call and booked 2nd meeting
7
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
no endcustomer but potential partner
6
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
Good company. John is not a decision maker but could be a champion for us. He was interested in all three of the systems but doesn’t see it having a huge impact on commercial spaces because everything is code driven. He noted its potential for residential and automobile fire protection. Next steps are scheduled to better understand their evaluation process and he will try to loop in some people from his engineering team, food truck/automobile lead, etc.
5
/ 10
the lead was a no show
1
/ 10
decent start, small shop, but the right guys and good application
8
/ 10
No comments provided.
8
/ 10
Good to make the connection.
5
/ 10
Good to make the engagement with purchasing.
6
/ 10
No comments provided.
8
/ 10
I’m not sure he knew what to expect from the call, but was the right person. Solid call
8
/ 10
Good background as we continue breaking into USDA. No real opp but good foot in the door.
6
/ 10
Jake connected to make sure we are aligned and rescheduled to loop in Dell rep.
7
/ 10
Good reconnect. Quote in hand, just waiting on CEO approval
7
/ 10
Druva demo. Waiting to hear about quote and next steps
7
/ 10
He was the appropriate contact for our encryption technology, maybe not the buyer but the influencer. More meetings will come thanks to this one
10
/ 10
Solid introduction call with lead. He was very engaged during the call and requested some additional information that will be provided via email.
9
/ 10
No comments provided.
7
/ 10
Without a UL-Listing, Lee didn’t see us being a good fit for Castle. However, he gave us a lot of valuable information on how we should market the systems and strategies to get our foot in the door with AHJ’s in the DC, Maryland, Virginia area. Most likely will set up time with Lee for a lunch meeting in PG County where he works out of to build the relationship and learn more about his industry insights.
5
/ 10
Todd is on the alarm side of VSC Fire and Security however he saw the benefit in integrating The Fire Knight with the sprinkler division of the company. Interested in further exploring how we can integrate and compliment alarm systems and potential security cameras. Next steps are set for April 2nd, but no timeline as of right now.
4
/ 10
Interested in our solutions and expressed clear interest in continuing conversations to learn more. However, he is completely against any sort of commitment to The Fire Knight without being UL-Listed. His goal in continuing conversation is to get a full understanding of our products so when we do get UL-Listed he can move forward with bringing our information to the rest of leadership and further evaluating how we would fit in to their product offerings. No timeline as of right now.
5
/ 10
No comments provided.
5
/ 10
No comments provided.
4
/ 10
Was a good meeting, they will need to review their current tech stack and its costs and review our pricing and POC to see if we can save $ and cover enough boxes. Good all.
10
/ 10
No comments provided.
2
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
Shantye was interested in the products and engaged the entire call. Sees potential application with their construction projects and interested in the F-500’s capabilities regarding electrical fires. Decent title, should have some influence if not decision making power. No clear timeline as of now
6
/ 10
No comments provided.
4
/ 10
No comments provided.
5
/ 10
Troy was interested in the products and engaged the entire call. Sees potential application with their construction projects and interested in the F-500’s capabilities regarding electrical fires. Decent title, should have some influence if not decision making power. No clear timeline as of now
6
/ 10
No comments provided.
5
/ 10
No comments provided.
2
/ 10
No comments provided.
2
/ 10
No comments provided.
3
/ 10
Just a curious person. Wasn’t a great call.
7
/ 10
No comments provided.
2
/ 10
No comments provided.
6
/ 10
No comments provided.
4
/ 10
Seems like we have met the end of the road with Adam. He’s provided us very valuable insight Koetter Fire but doesn’t have the authority to take the evaluation process any further. He gave us the names of his higher ups so we will reach out to them and see if Adam wants to continue the conversation with us.
4
/ 10
Nice Guy, just wanted to learn more. Told me it would be a nice to have not a need to have and pricing was too high
5
/ 10
Stephanie joined the call late so we didn’t have the full 30 minutes. None the less, she was interested in our solutions and was engaged the entire call. Not necessarily the right division of Summit Fire but she will pass our information along.
3
/ 10
Immediate interest in our products from Sammy. Need to make sure they are aware of what we expect, but they are interesting in listing our products on their website for commercial/residential kitchen fire protection. Sammy also got two of his higher-ups to join the call. Could be a great entry to the kitchen fire protection space.
7
/ 10
Spoke to the right people who have a well-defined need.
9
/ 10
Good Conversation with Jesus. He is not the decision maker but enjoyed seeing the platform and the capabilities it offers schools.
7
/ 10
This is a good account to nurture however Fabrice doesn’t have any decision making power. He was interested in our products because he has never seen anything like them on the market. However, he mainly focuses on servicing and installations. Will pass out information along but there are no next steps with him
2
/ 10
This could be a good account to nurture but as a business dev. specialist, Brittany didn’t have any decision making power. She was interested in our solutions and engaged throughout the call but ultimately decided it wouldn’t make sense to reconnect. She will pass our information along and we will continue to prospect the account
2
/ 10
Good contact but not oppty at this time.
6
/ 10
This guy seemed like a contractor, did not have any ownership or knowledge of snowflake. IBM is a service provider, only oppty would be to sub to them. not likely
2
/ 10
Good contact but their current need is DB2 on mainframe and we cannot support that.
7
/ 10
The call was with the right contact, but it was more educational than everything. He didn’t get us much information, it was more just a listening session on how Trend has evolved. We couldn’t get him to commit to another meeting and he hasn’t answered any emails since.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
I have had discussion with Go Easy in the past but it was good to touch base. Further follow up with other resources is needed.
7
/ 10
faulty data led us to this one
1
/ 10
the follow-up we asked for
8
/ 10
just what we asked for
9
/ 10
Good meeting with clear next steps
9
/ 10
Overall, it was a very good meeting. Thank you for the professional organization. Mr. Sievers was not the direct contact person, but he arranged for the right person to join the meeting. Both individuals were the right contacts. I gathered a lot of useful information, and the personal contact was excellent. Unfortunately, I don’t have a follow-up meeting scheduled directly, but that is on me. Once again, thank you for this highly professional customer meeting with Atruvia.
10
/ 10
We connected with the right person in the organisation from an influencer perspective, though he doesn’t hold budget or decision-making authority. There was a slight disconnect, as we had been informed he attended the Human Threat Map session at e-Crime, but he hadn’t—and was unfamiliar with the HTM altogether. That said, the conversation was positive, though there are no immediate next steps as they’re not currently exploring new tools.
6
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
good conversation, good prospect that fits right in our sweet spot
8
/ 10
bank is very small with only 9 employees. they have other priorities right now but seemed open to reconnecting later
5
/ 10
prospect was very engaged and gave us insightful feedback. They currently have another model, but seemed interested in continuing to evaluate ours
9
/ 10
First Citizens Bank turned out to be much too large of a bank and is not an ideal candidate for LoanPricingPRO. Since “First Citizens” is a common bank name, it is easy to understand why they were identified as a prospect
3
/ 10
The prospect felt like he was talked into taking the call. He loves SAP and there is not need or want to change ever.
2
/ 10
No comments provided.
10
/ 10
good lead
9
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No opportunity, but he gave us some good insight into CareFirst
5
/ 10
Great target. CDMO with VP of MSAT and process team involved.
10
/ 10
Great target. CDMO with VP of MSAT and process team involved.
9
/ 10
Could enter pipeline next quarter, booked follow up meeting for next week to talk through our services in more detail. Right size company, right persona, emerging need
7
/ 10
No comments provided.
10
/ 10
Right person – wrong time due to DOGE. Jack Stein did a great job on contacting him and getting him to speak with us.
5
/ 10
Hollister had been looking into a tax engine a couple years ago, so Mike is somewhat familiar with Vertex. The current process is pretty divided (different teams handle different tax responsibilities), but in audits over the past few years they have been fine. Their ERP situation is a mess, as they have been migrating from SAP ECC to S/4HANA for years now. With that and the current audit they are going through, we plan to reconnect in 2 months to see how both situations are doing.
6
/ 10
Nice lady, warm lead. Thanks!
10
/ 10
Was a decent call, but this lead isn’t responsible for public sector sales directly, but it was still a meeting worth having
7
/ 10
This was a good lead and might be a good fit – the only bad fit indicator is that they do so little business on costars/don’t know much about it, but that might not matter in the long run, definitely a meeting worth booking
7
/ 10
does not fit with our ICP.
1
/ 10
No comments provided.
10
/ 10
Great lead, they hold a lot of importance on marketing. They have a large marketing budget and was open to a lot of new strategies.
9
/ 10
No comments provided.
10
/ 10
Great discussion will work my way up the ladder
9
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Solid lead. Senior operations person and was able to sync up with the safety leader before. They’re a bit tepid on the idea of Storyboard but there are some things he liked (e.g. listen receipts). He said he didn’t think Fleet Assist would be that helpful though.
10
/ 10
Great connection and will help move the needle forward with the agency!
10
/ 10
Good connection. Seemingly right person in safety (mentioned they oversee it for all of Bison). He’s big into new technology and using it to make operations more efficient. Though did flag that since they are a Canadian company they may need to wait for tariff clarity before they move forward.
10
/ 10
amazing lead
10
/ 10
Not ready for us, but we will stay connected for potential down the road.
5
/ 10
Nice first occur for Sam! Prospect was familiar with CTERA and had some colleagues he wanted to connect us with for next steps.
7
/ 10
a great find, we just cant solve his problem
8
/ 10
10/10
10
/ 10
Decent contact, Love’s just isn’t automated enough to support our system
7
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
IT contact is good, but having a dr on at the same time would be perfect
8
/ 10
No comments provided.
10
/ 10
good opp will need to be introduced to the right person
8
/ 10
No comments provided.
10
/ 10
Engineer with DODEA but no power to design networks or make decisions. Did give some info that all new buying is on hold indefinitely for DODEA.
3
/ 10
Works on Sharepoint not on network or network security. No additonal contacts to give.
3
/ 10
good lead
9
/ 10
Great lead, great contact. Will be part of a multi-threaded sales strategy, AND help inform our feature roadmap.
10
/ 10
Once again, tanner nailed it. Great call. Grateful to Tanner and the MemoryBlue team – thank you for all that you do! – Ryan Liscum, Emerson
10
/ 10
No comments provided.
10
/ 10
lower level “production” guy. not involved in architecture and seems to be happy with what he has. when push, said he would convey message to some peers. let´s see
5
/ 10
As always, Paxton did a great job of qualifying Greg and the opportunity at Regis. The lead Paxton generated was at the right level, with the right organization, at the right time…
10
/ 10
This is more of an partnership opportunity rather than a direct sales one.
6
/ 10
No comments provided.
3
/ 10
Good call. She will discuss with her manager and asked for a fu call next Wednesday.
8
/ 10
No comments provided.
10
/ 10
Prospect gave us great input but was very adamant about his inability to sell our products without a UL-Listing. With the recent LA Wildfires he is very interested in the Guardian to protect properties along Lake Tahoe as many of the LA residents have vacation homes out there. Requested we reach back out once we have UL listing
4
/ 10
The prospect didn’t have zoom downloaded so the meeting was held over the phone. We did a brief overview of the three systems. Prospect mentioned he wasn’t the right person, gave us contact info for his Business Development director
2
/ 10
Mr Le is not really related to cybersecurity, he’s more looking at risk from a financial perspective. He will try to connect us to the right people, but he wasn’t exactly the right target.
6
/ 10
No comments provided.
2
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good contact but does not own Snowflake platform. Said he would provide intro for us at some point if the need arises, but now is not the right time.
7
/ 10
Great meeting, Right contact, but they outsource all retail to aggregators
9
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Right POC and has ambition for innovation
10
/ 10
Dan didn’t know what we did so general overview and discovery call. No immediate requirements we can help with but agreed to share information and keep in touch.
8
/ 10
Was transparent that he has no decision making power but will work to elevate us to manager. Was beneficial in understand parent companies data strategy and tool selection which can be used to find additional ways in.
6
/ 10
The prospect wasn’t a decision maker but provided me with valuable insight on his thoughts regarding our ability to get into the commercial space. He was hesitant to say we’d be a good fit because of the lack of UL-Listing and our systems impact on electric components and file protection (paper). However, I will follow up with documentation to further explain some of my talking points which he will then take to his manager that is also a fire chief for a secondary opinion.
3
/ 10
Caught him at a great time. He had already done his own research on the company and our systems. Got valuable insight on what parties need to be involved in decision making as well as what industries they are focusing on. The next call will be to further explore use cases and get a better understanding of their evaluation process / timeline.
3
/ 10
No comments provided.
8
/ 10
Good convo with Carlos and next steps for a demo meeting at ELive is set. Seems like he was prepped well for the call.
8
/ 10
Good start, tough application for us currently, will touch base in June with the new update
7
/ 10
A great use of time with a Navy PM who will try to bring us to a larger audience as they see the true value of our platform.
10
/ 10
An ideal company profile, senior lead (Associate Principal), he is not clear on optimal commercial model yet, but it was still well worth the intro
8
/ 10
Jyothi is definitely a good contact and she brought in 3 folks from her team too. There is no solid project or immediate need at this time. They are just looking around and interested in industry trends and how WSO2 plays in the public health space. We can nurture this into being an opportunity
7
/ 10
Coley no longer works at Total Fire Protection, but he recently got his LLC to start his own company. Being based in Florida he saw a ton of potential for these systems to be installed in residential settings. This could be a great opportunity to start getting some residential use cases as Coley thinks this would take off in Florida. He was interested in all 3 systems but specifically the Protector and Comodo. Before we get a timeline he needs an understanding of pricing on smaller scale orders (100-200 units)
6
/ 10
Excellent contact who’s daily responsibilities are what our software solves. He also brought a broader team to the call so others could learn and generate their own interest.
10
/ 10
Craig is familiar with Vertex from a former company, so was glad to ‘reconnect’ with us. Dashiell currently has a pretty manual process, but it is largely due to their ERP/accounting software. They use Starbuilder, and it is a very old system. The good news is they have been having conversations recently about switching. We agreed it would be best to revisit the convo then.. Timeline is up in the air but Craig will reach out if anything comes up and I have set a reminder to follow up in 6 months.
6
/ 10
Ben did an excellent job scheduling this meeting with a prospect who is directly in our target persona group at a top account in our ICP. He set the stage well and provided enough background for us to prepare and execute a successful discovery call.
10
/ 10
just not ready yet
3
/ 10
Good fit – Although there are no walk-ins, we can still improve the visitors’ experience with appointments by automating check-in
7
/ 10
Good lead. Semi interested but at their size we will see.
9
/ 10
Right company, right persona, wrong department to get anywhere with Shawn. Wasn’t able to make introductions to the right folks in infrastructure / WIFI. Did share contact information, keep pushing into this organization.
3
/ 10
Louis isn’t on the IT side managing internal systems. He deals more with the front end experience of their business. He may be able to connect us with the IT group
3
/ 10
Great connect Max!
10
/ 10
Demo complete – next steps scheduled and waiting on payment data
8
/ 10
No comments provided.
9
/ 10
Follow-up call to see where we can build content. Went great! Next is another call to start the build process
10
/ 10
Similarly to Steve, we experienced technical difficulties with Tim’s connection to the meeting. I was able to get through introductions with Tim and tee up a second conversation before he lost connection.
2
/ 10
They have up to 200 total people going abroad each year for 1-2 week trips, but have been using Faith Ventures for a long time and are very happy with them. At the moment, no real expat exposure or liability needs. Said local plan when on the ground in Nicaragua so main focus is on trip benefits. Local workers have a plan in place that they help fund but she did not know much about it. Joe E is going to work to see if we can get in touch with someone else in that area.
3
/ 10
After dealing with some technical difficulties, we were able to get get Steve on the meeting and discuss all 3 of The Fire Knight’s systems. With his background in design, Steve has developed systems with the same end goal of prevent delayed detection. There is no timeline for adding a solution like this given that we aren’t UL listed, but Steve wanted to set up a secondary call to go more in-depth on the systems after mentioned a couple specific use cases in high-rises that this would be beneficial.
4
/ 10
No comments provided.
8
/ 10
Great meeting, Corey is responsible for Patch Management and Compliance Reporting. If we can get back in front of the VM team it will be valuable to loop Corey’s team in to cross sell Eliminate and Policy Compliance.
7
/ 10
Currently recording temps through a manual process. Pharamacy has been using Aeroscout for the past 15 years and is in charge of the service for the hospital. He didn’t know why they never migrated to Aeroscout. He did mention that he didn’t like email only notifications. He is sending me equipment numbers to draft a quote and upon review would like to take part in a pilot.
8
/ 10
This was not my lead or meeting. I think it went to the wrong person as I was not on this meeting.
1
/ 10
Although this prospect has already committed to remain with their current partner, Marcellus snagged a call with her. This most likely could become an opportunity once the new contract w existing partner is up in 2028. We also discovered great intel about the competition’s new platform, Annex.
6
/ 10
Good lead, prospect joined the call and had a conversation about potential opportunities. Timing was bad in terms of leadership meeting the next week so we couldn’t discuss anything until post that, agreed to follow up.
7
/ 10
Madison did a great job at piquing his interest and explaining our value prop to get the call scheduled.
10
/ 10
No comments provided.
10
/ 10
Interest and right person but no commitment to follow-up.
6
/ 10
This lead took a lot of persistence between Christian and Jacob to get to a sit. Well done!
10
/ 10
great fit
10
/ 10
7/10 because it was the right person but they are muni elec so any potential business is just limited to natural gas. That said, having the right contact to speak with and pitch our NG procurement strategy is valuable.
7
/ 10
No comments provided.
4
/ 10
good for future follow up on procurement but sustainability/efficiencies is already on the move with other partners of the school- maybe green energy and EV when we reconnect.- nothing happeng in the next year.
6
/ 10
No comments provided.
10
/ 10
Prospect is still very interested. He was very thorough in his questions so this call was spent going over the technical response document I sent him following our first connect. We have set a third touchpoint to better understand his use applications and explore the potential upside of partnering with Precision Fire Protection to connect with his racing network.
6
/ 10
The call was a potential partnership discussion between Modius (Ryan Scott’s and Clean Arc. Key points include: Discussed that Modius offers Data Center Infrastructure Management (DCIM) software: – Provides a single pane of glass for monitoring – Integrates with various building management systems – Uses AI and machine learning for analytics – Completely software-based and protocol-agnostic Clean Arc’s Business: – Data center designer, owner, and operator – Builds and hands off facilities to customers – Interested in building management systems – Chris Freitag manages corporate operations Next Steps: – Ryan will send Modius overview presentation slide deck about Modius – Chris will forward the deck to Clean Arc’s mechanical engineering team. – Potential future collaboration on BMS and monitoring solutions Additional Context: – Discussed trends in modular data centers – Talked about AI’s impact on data center infrastructure – Briefly mentioned market changes in tech infrastructure The call was exploratory and ended with a plan to continue discussions and potentially establish a partnership.
8
/ 10
Prospect isn’t a decision maker but provided us with valuable insight on how we could integrate with shipping ports around the country. Mentioned that in order for us to get in with Port of Portland, we’d have to get approved by the coastguard, then get our systems in front of his engineering team. He is in a separate division from the engineering team and the on-sight fire department. A follow-up call was set to further explore use applications so we can then reach out to the engineers and fire department at Port of Portland.
4
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
Courtney is a good contact. someone who oversees a lot of the operations and commonly tasked with bringing new solutions to the table. She is not the ultimate signer for any solution though. Ortho is not a strong ICP for us. Head count and EHR are both aligned.
6
/ 10
I believe this one is also associated with the call I had with Megan Fleming. Can’t recall directly talking to Sucheta although any call with the Washington Department of Health is a good use of time.
5
/ 10
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