By The Numbers
-
450+
Current SDRs
-
2,000+
Clients Served
-
20+
Years in Business
Proven sales acceleration with a SMART Advantage
memoryBlue has established a reputation as a trusted B2B lead generation company for businesses looking to enhance their sales performance and increase their customer base.
For 20+ years, memoryBlue has helped public sector and tech organizations fill their pipeline and hit their sales targets—at a fraction of the cost of building an in-house SDR team.
Our SMART approach—Sales, Marketing, Academy, Recruiting and Technology—sets us apart. With expert SDRs, ongoing training and cutting-edge tools, we drive real sales results.
With a global footprint and our diverse, multilingual team, we support customers across LATAM, EMEA and APAC, so you can expand nto new markets and regions quickly.
Team up with memoryBlue
We combine expert strategy, cutting-edge technology and world-class training to help our customers build pipeline and close deals. Our SMART approach—Sales, Marketing, Academy, Recruiting and Technology—drives real results.
- Sales: SDR and BDR services with vertical expertise
- Marketing: demand generation, SEO/PPC, content and pipeline acceleration
- Academy: sales training, coaching, tools and ongoing development
- Recruiting: sales talent hiring and placement sourced from our alumni network
- Technology: valuable data store, personalized outreach, data-driven sales strategies
Global reach, local impact, customized outcomes
No one knows your business better than you—we bring the strategy, structure, and execution to help you scale.
We’ll work with your team to:
🔹 Break down your current sales strategy
🔹 Pinpoint gaps and opportunities
🔹 Define clear, achievable sales goals
🔹 Sharpen your target audience focus
🔹 Build a winning action plan
Stay in the loop. Stay in control.
Great sales don’t happen in a vacuum. We keep you in the know with weekly updates, strategy huddles, and real-time insights—so you always have a clear pulse on performance.
Every check-in is about action:
🔹 Track progress and fine-tune strategy
🔹 Get real-time messaging and market feedback
🔹 Align on KPIs that actually move the needle
We don’t just report numbers—we focus on results.
High-tech sales leaders are born here
Our world-class sales training methods, distilled over 19 years in business, have been honed into the memoryBlue Academy. The rigorous and specialized instructor-led courses found in Academy produce sales winners and leaders. Our clients routinely hire our employees due in large part to the detailed attention we pay to sales training, coaching, and education — and we love it!
Our massive network of successful alumni demonstrates just how much launching your career with memoryBlue pays off.
Hear it from our customers
We help public sector and high-tech organizations conquer sales development challenges. But don’t just take our word for it—see how our outsourced sales expertise can make a real impact for you.
Uncensored, Live Lead Scores From Our Clients
1,000 Most Recent Lead Scores
7.2 Average Lead Score
Not a good persona fit, decided to focus less on business and more technology titles moving forward.
5
/ 10
Persona not quite right also no real-time need, hoping to leverage as an intro into other parts of the business. Neutral call as no next steps.
5
/ 10
Good call – op created!
9
/ 10
Locked into SFDC for the next 5 years. He mentioned adoption problems and would be interested in learning more about HubSpot. We agreed to reengage in 6 months to potentially showcase HubSpot in comparison and to check on their progress across marketing and sales.
8
/ 10
Excellent conversation with an enthusiastic target persona willing to discuss a solid project. I had tried to get a meeting myself with this prospect to no avail so delighted that MemoryBlue could get them in.
10
/ 10
no opportunity to sell licenses, just wanted info on a license for their own practice. you can inform them they have a free license for their firm in the qboa, you do not need to setup a meeting for this. they are not looking to move any clients into quickbooks in the near future
2
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
Valuable lead, sales team had the chance to present solutions to one of the most important counselling companies – this lead won’t provide any opportunity, but in the long term this counselling company will be able to talk of our solutions to end users, then it will help increase brand awareness and eventually create new opportunities.
8
/ 10
They had no intention to move forward as there already were plans in place, they had no decion making power and whn asked why they took the meeting they didn’t know
2
/ 10
We went straight into the details on how they use their current software, what the differences are and how we compare
9
/ 10
Will connect me to Hotwire communications. Has mostly Ruckus, a few Meraki and some ubiquiti properties. Feb 2026 properly in the works (greenfield)
6
/ 10
Reach out, ruckus, Poc reach out , some areas, old building, 100 year old, he said PoE might be an issue.
5
/ 10
Would be open to trialling out in corporate office and has a hilton in portfolio.
5
/ 10
Curious about the product, he asked to follow up with documentation
4
/ 10
He works with Marriott and could be a good entry point into their brand standards. I suggsted we start in his office space, earn trust and confidence, before hotel.
5
/ 10
Was really excited about the product. Introduced us to his guy at Broadband Hospitality. He wants to have Broadband use Omnifi so he can start using it at his hotels.
7
/ 10
Asked about power in AUS, they use some local brands, some Ruckus, said he could maybe introduce us to some Aussie contacts to help process approval, they face similar problems with cabling expensive etc
4
/ 10
Had a chat, wanted to bring his IT team by, had no IT knowledge
6
/ 10
Had a good conversation with Matt, he was interested and asked to reach out. Will put us in touch with his networking guy.
5
/ 10
Drew did a great job getting the committed prospect to bring two of her highly relevant team members along for the discovery call. Expectations were clearly well set since we got right into relevant use cases and some demo work. The prospects were receptive to what they saw and were eager to set a follow-up meeting to go deeper into the product demo. This target org is a large potential customer that we’ve struggled to break into previously, so this was a great get by Drew.
10
/ 10
Good conversation with the Schoolcraft team. Moving to PoC.
6
/ 10
Spoke with Chet
7
/ 10
High-level overview of Gainsight’s offering to gauge interest. Prospect was relatively new to org and still needs to address greater challenges. More of an exploratory conversation and was aligned with our Staircase product
7
/ 10
CBP Opp with Dawn and Miriam. Identified pain points for RTA. Initiative not yet funded. Completing discovery
8
/ 10
Avery recently departed agency due to DOGE changes. Starting his own consulting firm. Impressive gov background, but not yet qualified to be a Pryon partner.
6
/ 10
Jose Ramos had high curiosity of AI, but is not engaged in any programs or initiatives. Was tasked as vendor liaison as temporary role.
7
/ 10
Not looking for a eCommerce platform from EP but was a good conversation and connection
7
/ 10
Unfortunately wrong guy but hopefully can get us in touch with the correct team.
7
/ 10
He had interest in our product but unfortunately we can not help him in his use case due to limitations.
9
/ 10
Helen didn’t interface with any applications that we could over lay on and had no direct connection to them. She will be passing on our information to her org lead.
2
/ 10
IDV for drivers
10
/ 10
Helen wasn’t the beat contact she really didn’t interface with any applications we could help with. She did say she would send our information to people within her org that may can help.
2
/ 10
Perfect lead fit – opportunity for ROI shortly
10
/ 10
Fantastic. Turner has been killing it recently.
10
/ 10
Great lead- very involved in the decision making process – wants to continue the conversation
10
/ 10
The prospect had recently attended a conference and stopped by our booth. Originally they had requested more information and when I had reached out they were unresponsive. Bianca did a fantastic job of getting in touch and setting up a meeting. This lead is very promising and will hopefully lead to further discussions. Great Job Bianca!
10
/ 10
Right person and right level of interest.
10
/ 10
The lead was spot on for what we are hoping to find here at CrashPlan. Enterprise size with a general interest in our solution. We were able to set up a follow up demonstration with the prospect for later in the week.
9
/ 10
Yagnik, managing secrets via AWS Secrets Manager and ticket-based IAM workflows across ~30 AWS accounts and ~300 developers, showed strong interest in Doppler’s unified secret management, change requests, and automated rotation features; agreed to a follow-up demo next Tuesday.
3
/ 10
While Shannon didn’t directly manage the IT for Stealth power, we had a great conversation and is championing a meeting with the CIO/CTO who does manage their IT. I see iT1 gaining their MSFT, infrastructure, Cloud business, which could be a good amount since they provide data analytics to their customers on their power solution products.
8
/ 10
legacy company not cloud saas apps were client server
1
/ 10
-large MSSP(about 750 customers across the US) who is looking to solve alert fatigue issues from the number of tools that they have across their customer environemnts – automation is a key part of this initiative, need to be able to reduce the workload an individual analyst has to take in order to triage an event -Distributed tech stack, most companies are using tools that we already have integrations out of the box for, and if not, we can build the integrations for visibility and automation as required – next steps, Tiberiu is bringing this information to his CISO, who leads the managed SOC program, We are working on getting pricing together for 22 users and 750 tenants, and will work to collect information to build out ROI calculations as part of the business use case
10
/ 10
No comments provided.
10
/ 10
No comments provided.
6
/ 10
We discussed how he wants to implement AI for his squadron and we are setting up a follow up meeting with his Group Innovation officer Athena Gallotte.
7
/ 10
Not the best persona but still a productive call.
7
/ 10
– is interested in the platform, specifically around the automation and integration with open-source/in house solutions they are using today(SIEM based on Elasticsearch as an example) -Because they have a few in house solutions, Rayana needs to sync with their engineering team to see if implementing SIRP internally/for their customers would make sense, and the timing of that is TBD due to the distributed nature of the team, PTO and holiday schedules coming up this summer. – potential for opportunities here if we can get buy in from the engineering team
8
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
Disco complete
9
/ 10
Discovery went well, booked demo for RevQ
9
/ 10
Mathias and Rowley discussed Jackie’s frustrations with their outdated CRM system (OM.net), highlighting issues with reporting, data silos, lack of integration with other systems like Sage, website management, manual processes, slow response times, and the impact on member experience. Jackie expressed a strong desire for a new integrated system like HubSpot and inquired about data migration and cost estimates for presentation to their CEO, emphasizing the need for Hubble to understand their current processes for an accurate solution. Rowley Cubitt outlined the next steps involving a high-level ROI estimate followed by a detailed analysis and discussions with Jackie’s team to develop a business case. Very good meeting – lots of pain for us to solve.
9
/ 10
moved to the next step in our sales process
8
/ 10
Seemed to be in an executive position with WA SOS and direct ties to the governor. He seemed interested in CaseX and said he would discuss internally before committing to next steps.
8
/ 10
They are doing research into gaming licensing solutions. He was non-committal and gave extremely limited responses. Unclear if he will get back to us.
5
/ 10
The prospect was on a team (at a great target org) that is relatively tangental to where our typical decision makers sit. As a result, we were able to get good insight into the org overall, but more work will be required to get to the right contacts there for true selling. Good start at an org that has been elusive for years – just have to follow up with additional effort.
6
/ 10
Koby directed him to stop by our booth at a conference. He seemed interested in scheduling a follow up but he has not replied.
6
/ 10
Met briefly at a conference when Koby had him stop by. Meeting scheduled for July.
7
/ 10
Not the right contact she is in charge of communications. She said she would pass our information along to her colleagues but we have not seen anything.
3
/ 10
Good contact and she seemed to be interested. They will release an RFP sometime next year.
7
/ 10
Rick from Bristol-Myers Squibb will continue using NetBox for their data center documentation. During the call, he explained that they recently implemented NetBox across 22 international sites to replace Excel spreadsheets, and the solution is currently meeting their basic needs. While Modius presented a more comprehensive DCIM solution with advanced monitoring and analytics, Rick felt that their current open-source NetBox implementation is sufficient. The budget constraints and recent implementation mean they are not looking to switch solutions at this time. Ryan provided an overview of Modius’s Open Data product, but Rick indicated they are not ready to move in a different direction, especially after the effort spent getting NetBox operational.
5
/ 10
Good lead!
9
/ 10
Solid lead with ICE. Will provide a proposed 1/2 day workshop plan.
8
/ 10
MWR is not commonly an area for our services. We did offer a complimentary service of mindfulness mediation and will provide an option. Next steps not clear.
8
/ 10
moved to the next stage in our sales cycle
8
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
correct account but need to identify a better prospect
6
/ 10
They’ve used BPM software before and they’re considering doing so again but just for half the business. Genuine interest from them, but going through a merger atm so timing may not quite be right
7
/ 10
No comments provided.
6
/ 10
Her expectations not aligned with what we do but good title, company
5
/ 10
She’d had a recommendation from another CIO to talk to us. So was interested in the discussion with Jason and took the call
10
/ 10
The team discussed the need for a SOAR or AI automation platform in cybersecurity, with SIRP being presented as a solution to address issues like alert fatigue and high false positive rates. SIRP’s features, deployment options, and integration capabilities were explained, including its ability to aggregate alerts, manage vulnerabilities, and utilize AI for incident management. The team also covered licensing details and potential partnership opportunities, with plans for further testing and access to a demo environment. The meeting was valuable because Secure Networks is the largest MSSP in Pakistan and they want to partner with SIRP to resell it to their customers.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
8
/ 10
Exploring tools at an early stage at the moment. Was somewhat interested and wanted to re-engage in August when timing makes more sense to do a proper evaluation. Mentioned potential POV vs Palo Alto
7
/ 10
Good introduction with follow up to meet in person in 4 weeks.
8
/ 10
we had a good conversation with the contact and also a team member and understand their requirements and position our solutions. Currently there is no urgent need but we will stay in exchange again end of the year. I have sent the contact some more information and value propositions on Keymanagement
6
/ 10
ARM – Feedback Call with Mayank (June) Attendee: Mayank (ARM), Jon (watchTowr) Purpose: Feedback following outreach from SDR Summary: Mayank appreciated the outreach but clarified that his team is not directly responsible for the areas watchTowr covers. He suggested future outreach should be directed at the internal red team or security operations function. He mentioned ARM has internal capabilities for continuous validation and threat detection, and already uses several vendors in the space. Overall tone was polite and constructive, but not a live opportunity. Useful intel for targeting the right contacts in future messaging. Action for SDR: Refine outreach targeting – focus on red team / SOC leads rather than Mayank’s team.
5
/ 10
Ready to buy, eager for this kind of tool, great lead.
10
/ 10
1. Pluto TV is an AWS-based company looking to become multi-cloud to optimize costs and performance. 2. Pluto TV uses Fastly as their CDN provider and their storage is primarily in S3 buckets. 3. Pluto TV is currently focused on infrastructure convergence with their parent company Paramount, which is the top priority. 4. Pluto TV is undergoing a merger/acquisition process, which is causing a freeze on any new vendor evaluations or contracts until it is completed, likely by September. 5. Backblaze previously presented significant cost savings potential (around 60% reduction) for Pluto TV’s 10PB of storage, but the current priorities have put this on hold. 6. Backblaze offers a free egress model and can assist with migrating data from other cloud providers at no cost, which could benefit Pluto TV’s multi-cloud strategy. 7. Backblaze and Pluto TV will reconnect in September to reevaluate the opportunity, as Pluto TV’s priorities may shift after the merger/acquisition is complete. 8. Backblaze will reach out to Dan, the key decision-maker at Pluto TV, to set up a meeting in September to further discuss the potential partnership. 9. Pluto TV’s current AWS contract is expiring sometime next year, which could be an opportune time to evaluate alternatives like Backblaze. 10. The meeting participants will stay in touch and coordinate a follow-up discussion in September.
10
/ 10
This was a great conversation as Gayle had immediate needs we can address. She was very receptive to the message that was delivered!
10
/ 10
Pat had a lot of things she was working on as they are currently converting platforms, however we have a REAL opportunity that came of that call. Pat was able to articulate all the things she had and was looking for. Great call.
10
/ 10
could be a good partnership
7
/ 10
not much here
6
/ 10
solid
5
/ 10
Right Persona, Some interest but timeline is not within the year
5
/ 10
Good conversation with the right contact (though no authority). Agreed to meeting with decision maker.
9
/ 10
Good conversation, not the right person but willing to introduce to others.
8
/ 10
Good conversation but challenging fit. All products are custom with very little supporting documentation so not a great use case.
7
/ 10
Good conversation. Needs IT involvement.
8
/ 10
Already have a solution in place. She took the meeting just for educational purposes.
5
/ 10
The Business Administrator seems to be embracing AI and will introduce me to the head of IT. He’s interested in our Voice AI/ Chat for his residents.
10
/ 10
The Deputy Administrator was interested in our chatbot and nothing else. the meeting was valuable becuase we work with Morris county and they may open to using us on a small level. They’re in a existing contract with SDL and seem pretty happy.
7
/ 10
The right customer at the right time. This might be a good gateway to other business at DOD that we weren’t focused on.
10
/ 10
Treehouse foods handles tax manually today, however Kevin was transparent in saying that they do not really have the budget right now. Treehouse Foods is always acquiring companies and needing to move them to SAP, so we talked through possibly adding Vertex for one of these entities during the migration. Kevin was open to this idea, and is going to let me know once he speaks with his colleagues. I set a reminder to follow up in ~9 months if I don’t hear anything.
6
/ 10
Sr. Creative Dir. of Fanatics Collectables (Trading Cards). He manages a team of 20 graphic designers and 157 production artists. His team creates 3,000 trading cards a year. The process is very manual and clunky.
10
/ 10
Great Call, we found a project at a large regional bank. There is a project.
9
/ 10
Good Call with Ajish, we have the opportunity to solve for some of his gaps in the Zscaler deployment. Also great account to get into.
9
/ 10
It was a decent call, He was part of a different team handling the project if there was one.
7
/ 10
Jwalin was a great connection, he is well placed within the industry and product management for the bank. Whilst not the decision maker he is going to help our information get circulated to the correct people and facilitate a follow up meeting.
10
/ 10
No comments provided.
10
/ 10
Teresa was curious as to what Storyteq does. Their creative automation and versioning is currently handled by the agnency that they work with. The primary interest point was generating content using AI. I told her we could bring that content into the platform but we don’t have native AI functionality to bring content into the platform. Although I do feel like there would be value in the DAM and pitched that, we agreed timing/use case wasn’t right.
5
/ 10
A nice guy and in a cyber security role but too low level and not involved in evaluating or making decisions on software tools.
3
/ 10
Great lead- opportunity for ROI in next couples weeks
10
/ 10
No comments provided.
10
/ 10
No comments provided.
9
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 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
This was not my meeting and I was not a participant.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
Rescheduled the prospect I requested for follow up meeting
10
/ 10
High level w/ a manager at Toyota Industries, had call with his team member on 6/13, there is alignment but has to find 1-2 use cases, agreed to talk 7/2 at 3pm CT
8
/ 10
Right person, right level of knowledge, right title.
9
/ 10
This organization is quite pleased and committed to their current architecture and process for data
5
/ 10
Devin has come through again ! Great 1st call with Regis, we have a 2nd deep dive meeting set for about a week. From this call; we identified at least (7) areas of need/pain and 8 workflows there is interest in replacing.
10
/ 10
Hey bud, Will get back to him when i have time but not looking like there is an opp in the foreseeable future. He just seems to have alot of time on his hands and is just checking stuff out. Not a decision maker. He is at least another year and a half out from being able to have a real Conversation
4
/ 10
Great demo – very interested potential buyer
10
/ 10
right persona, quality lead
10
/ 10
“Not in security team, no influence, not tied to them in any way”
4
/ 10
has nothing to do with password management – works on physical hardware
2
/ 10
doesn’t deal with password management, does help test solutions though
4
/ 10
great lead
8
/ 10
Right contact, good focus on a11y tools
9
/ 10
I spoke with Colbey after the call. We need to establish how much storage they currently have and how much they are growing. Colbey heard they have 10TB that they store weekly (assuming it grows) when in reality it is just 10TB of data being stored WoW with no growth. This is a great example of a PAYG opportunity not a B2.
2
/ 10
Interested in lockout tagout and restricted area around machinery. Good company, lots of potential. Meeting on a quarterly basis as budgets are approved in February
9
/ 10
Looking to do a demo for the 7500 and is interested in negative mode performance.
10
/ 10
Not a great technical fit or significant influence within the account. Open to pitching internally though, so there is some potential for next steps.
5
/ 10
Contact over committed before sitting down with us to discuss. All of the energy decisions are made at the main campus in Syracuse, NY and this contact only runs the satellite campus in Manhattan where no decisions are made. The energy decisions in Manhattan are tied in with main campus in Syracuse, NY. Contact should have informed Will of this before accepting the meeting.
6
/ 10
Strong lead, meeting with the decision maker, they have a medical device and are preparing for FDA submission, have funding, and are looking to get a system built specifically for med tech to with full lifecycle traceability
10
/ 10
He is a contractor that would not share anything about Amtrak’s network, and he makes no decisions. Based on his email you would not know that he is a contractor – so good title with no power
3
/ 10
Good persona but was unfortunately without a job right now. Still a good meeting a contact
6
/ 10
Great meeting. Good ICP/Persona. Didn’t lead to a commercial next step but great convo
10
/ 10
Key Insights: Warner Hotels operates with a minimal security team, which increases risk if something happens with limited resources Their current vulnerability management relies on outdated, reactive third-party services They’re actively seeking a more dynamic, continuous security solution Client Objections / Considerations: No current budget for new security investments until later in the year Recently transitioned from a group to a standalone company Ongoing organisational changes and leadership transitions Small security team with limited resources Need to get approval from head of security before making any decisions Timing for potential implementation is Q4 (October/November)
9
/ 10
Code42 customer with a very positive experience with CrashPlan who is looking to potentially make the transition later in the year. This was exactly the contact we needed to speak with at this organization and we will be in great shape to win the business.
10
/ 10
Nurture
7
/ 10
Baxter storrey contact was there but not the end customer.
8
/ 10
excellent lead!
10
/ 10
Great meeting. Very friendly. Not exactly the right person in the team but was open to make the intro to the right person
10
/ 10
Mix-up with the person. The person was still relevant on paper, but not a good call or use of time
3
/ 10
Great meeting. Great ICP/Persona. The lead was very knowledgable and willing to share feedback and thoughts
10
/ 10
Great meeting. Not a fit for commercial purposes but right ICP/Persona
10
/ 10
I think that vanessa did a great job booking this call and I don’t have any feedback!
9
/ 10
This is definitely a warm lead. Todd wants many different things. Claire has been great with follow up and keeping him on track.
10
/ 10
right persona and good conversation.
10
/ 10
right persona and good conversation
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
Had another great meeting with Andy, brought the inQuba team on for a deeper dive, plan to organize a formal demo next.
10
/ 10
No comments provided.
6
/ 10
Lead was based outside of North America, ran Latin America, which is not really within our region of focus. May be opportunity in the future, but Servion may not pursue due to region.
2
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
Decent chat, was keen to progress discussions and involve more of his team and potentially trial the solution at a later date.
7
/ 10
Meeting with district Business Manager Sandy Tucker was productive and informative. They currently work with STS and other providers for related services. Seemed more interested in additional support or supplemental needs. Will follow up with Kelly information.
10
/ 10
She wasn’t the right person to talk with. All of her work was done over a system that didn’t require an application.
3
/ 10
good discovery looking to purchase for 10 charities needs a trial run first send all details for trial follow up next week hoping to secure 10 paid licenses
8
/ 10
AE feedback: either 2 simple starts on wsb or 5 ess for £20
7
/ 10
No comments provided.
10
/ 10
10/10 Opportunity Created
10
/ 10
No comments provided.
5
/ 10
Good meeting, has a current process in place but uncovered requirements and this will be an opportunity. Well done to Mitchell who also had an interesting Burberry fact that broke the ice.
9
/ 10
No comments provided.
7
/ 10
Inbound Lead
7
/ 10
Stacy is not directly involved with indirect tax, but the woman who is is retiring soon. Thus, Stacy is trying to figure out the best way to handle tax once this time comes (hire new person, automate the process, etc). They are only in two states, but she is going to speak with her colleague about transaction volume, if automating would make sense, etc. no solid next steps were defined but I will continue to follow up.
6
/ 10
Contact just not very concerned with monitoring outside of network performance. Did not give us many potential use cases to talk through-Nothing there to engage in a real opportunity.
6
/ 10
No comments provided.
10
/ 10
great lead call hasn’t happened yet but I look forward to it later this week
7
/ 10
call hasn’t happened yet but I look forward to it when it does
7
/ 10
good call great lead
10
/ 10
Home run – Right Company
10
/ 10
call hasn’t happened yet but I look forward to it later this week
6
/ 10
call hasn’t happened yet but great that we have one later this week look forward to it as it happens
6
/ 10
hasn’t happened yet but I look forward to the call later this week
6
/ 10
Good start to the conversation. They have the need but not sure if they are willing to replace their existing system.
7
/ 10
lead was the target who is on-the-ground workign with the documents. she was open/interested to new technology and shared the structure of the national organization which has serious potential to scale into. Biggest drawback was she had no budget control, but still a great jumping off point. A on the lead.
10
/ 10
They use AWS Secrets Manager as their primary secrets management solution supported by Kubernetes secrets manager for additional storage. They currently rely on a manual process for rotating secrets. They have about 300-400 engineers with 50-60 senior leads specifically tasked with managing secret rotation manually. I scheduled a demo later this week to give an idea how we can help with their manual rotation of secrets.
5
/ 10
The contact we met with was over the non-asset business unit of TCW which was great for us. We have a few long-term opportunities we’re going to go after out of Savannah and Charleston markets.
10
/ 10
The client has a lot of pain points and is very interested in the solutions we can offer. It will be a challenge to get them to agree to move forward but he agreed to see more information and continue the conversation.
8
/ 10
Client misinterpreted the meeting and thought this was for an interview.
2
/ 10
The client is interested in the solution and we have provided additional next steps. He requested some information regarding the solutions we offer.
7
/ 10
The client is not the decision maker for the hotel group but was interested in the systems we could offer. Provided additional details via email so he can share with his team.
8
/ 10
The client was not interested in learning more about Cloud based solutions or switching vendors.
4
/ 10
The client expressed that they had recently upgraded their system and would not be interested in moving away from it anytime soon. We provided additional suggestions for products which he was interested in learning more about. We have sent multiple follow up emails since the call and the client has not responded.
7
/ 10
left wells fargo
1
/ 10
He had IT issues so did call via ph. He has one garage a and few surface lots. Going to send me info on qty of spaces etc for initial quote.
6
/ 10
Jacquelyn was engaged, seemed interested in our solution, and invited next steps (though tentative). They use a competitor, aren’t sure they’re going to renew after a 1-year pilot, and have multiple decision-makers engaged in the topic from different departments (AML/BSA, Fraud). Good conversation, use-case potential, and next steps tentatively set for 3 weeks out.
7
/ 10
Simon clarified upfront Genesys doesnt use contractors since they dont want anyone to access their source code. Have pitched Black-box Test Automation (UI
6
/ 10
No immediate opportunity for Digital Engineering since they dont want a bespoke solution for the Geneys / Dynamics connector. The lead should be nurtured since Daniel is working on a Digital Twin program and leveraging Azure services. This is where Servion DE can add value given we have expertise leveraging GenAI to create Knowledge Hub
7
/ 10
No immediate opportunity for Engineering since they dont want a bespoke solution. It should be nurtured however given they are working on a Digital Twin program to mimic customers and their behavior to improve the customer journey
7
/ 10
-Nimish detailed their current security tools including Meraki, VPN firewall, EDR, and XDR solutions, noting they previously had a SIEM platform but had to pause its integration due to issues. -Nimish expressed interest in the social engineering playbook, particularly given his organization’s vulnerability to such threats. He requested resources to share with his manager, who is also the CISO, and agreed to follow up after receiving feedback – potenital value if his manager(CISO) has an interest in exploring further. Sounds like they deal with a good bit of alert fatigue today and Nimish expressed that he could see value in having a tool like SIRP in place
7
/ 10
This is a second meeting that will most likely lead to a third. Early stages of a scenario that could turn into an opportunity in the next couple of months.
9
/ 10
No comments provided.
9
/ 10
James leads interdepartmental engagement and communications and is a key champion, though senior leadership holds the final decision; he booked a follow-up demo, but clarified leadership’s involvement is required.
7
/ 10
Matt Runion was a great “business user” resource that has never utilized SHI’s capabilities, and he felt his own procurement team has been a barrier to us. This was a great first call that could lead to real benefits.
10
/ 10
No comments provided.
10
/ 10
We had a good convo with Nico at G adventures. They are currently implementing Workday with a go-live date of Aug, and once this is done think it would make sense to evaluate a tax solution. They are a Canadian company that is beginning to hit Nexus across the US. We agreed to touch base towards the end of Aug and see where things stand.
7
/ 10
Third meeting with the MVP Team, presented the staff aug proposal and pricing, went very well, looks like it could develop into a deal!
10
/ 10
The meeting was good, Ashish was very open but also clear that he was not the right person to speak to. He explained that he would be on the business side and a user of the data. He did not know if the Architecture/IT team already have plans etc. He agreed to reach out to the right team at Entain and see if they would like to take the next steps for a demo. So we are waiting to see if this can progress to a stage 2 opportunity.
7
/ 10
No real notes from initial discussion, prospect just moved to a different company and wouldn’t share much, definitely not an acceptable lead.
2
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
Good setup call, contact found use in different parts of our platform functionality.
10
/ 10
It was a good set up call by MB but the district contact was ignorant, not MB’s fault.
8
/ 10
No comments provided.
8
/ 10
Solid lead as the Chief of Staff. The main participants were from the CFO office and did not see a path to using us in the current financial environment.
9
/ 10
CIO Paul had been very well informed before the meetings and knew what he wanted to talk about
10
/ 10
Irvin Collins was interested in potentially requesting a workshop.
10
/ 10
Coordinated a meeting with other stakeholders that are working with MSI. Agreed upon next steps and committed to keeping Olga in the loop of all things that transpire from here. Ryan is adamant about having one voice and one person controlling conversations. For him, that person is Olga.
10
/ 10
Don had reviewed Noggin a few years prior and has some questions on how it could help him with BC and how it had progressed as a MSI solution. We need to start asking if they have any other MSI solutions or are working with any other partners.
8
/ 10
This was a great call. He had a clear business case and use case and was very engaged and one of the main decision-makers. We have already scheduled the follow up and next steps.
10
/ 10
Right profile of teh people involved in the call
8
/ 10
Great find! CTO for GDIT. He’s not the one that knows everything about the network but he’s deff the one that can circle up all the people that do and can make decisions when we’re done. We’ve been working hard on trying to change the narrative at GDIT and meeting with ppl like this is the way to do it
10
/ 10
Good call.
8
/ 10
Good call.
8
/ 10
Good call.
10
/ 10
Good call.
10
/ 10
This was the correct buyer. Albeit, through discovery discussion, they are utilizing multiple different tools and are not in the market for something at this time. I had prior professional relationship with the is contact so it was a good place to set a seed.
10
/ 10
The information was right on the money! This will be a long duration sale, but it will be a good one when done!
10
/ 10
Very interesting prospect, not yet any actual intent or opportunity, but in case of future needs customer has our contacts and knows about our solutions, which is a good starting point to open an opportunity in the future. https://joia.it/en/contatti/
8
/ 10
The customer interested in multiple solutions we provide. We will work with the customer in phases.
10
/ 10
Positive engagement and really open to learning about Noggin. Was very pleased with what he saw and wants to progress in further conversations.
10
/ 10
Excellent lead
10
/ 10
It was a good call and he was very interested and engaged, but unfortunately they’re in the middle of an MES rollout so the timing isn’t good.
7
/ 10
Worked a-bit with DBs, didn’t really know if it was a problem or exactly knew who we should speak with. Was not senior enough
5
/ 10
Ciera was highly involved in the discovery process and we qualified that they can choose vendor but have some existing ones. Great conversation where we covered our resources and she was interested and willing to bring us up internally with others. Provided her pricing and some company info as requested and set to follow up in a week or so.
10
/ 10
seemed to feel like he had everything together, wasnt interested in talking about their gaps / challenges. may be better to focus on more UX/QA/Eng director and above
6
/ 10
This meeting was a conversation follow up from a discussion held at the BV Booth at RSAC 2025.
10
/ 10
Coca-Cola bottling uses all market research data that comes from TCCC. We will need to work with TCCC, not bottling groups.
6
/ 10
CEO of a software start up with 5 employees. Super nice guy researching what he might do in the future – but our ICP begins at 2,500 employees so this was not a fit.
1
/ 10
Excellent Meeting Set – Prospect was looking at products and we were not included.
10
/ 10
Daine happened to connect with an individual who has been struggling with making IT purchases. His company was recently acquired by a company and the process became very complicated. We had a great conversation about the end user compute services SHI provides and we’re going to make it easier for him to purchase the equipment he needs. Thank you for the intro, Daine!
10
/ 10
Prospect likes the products but doesn’t want to move forward given the difficulties he thinks we’ll have with the AHJ’s and his boss who “sticks to the books”
3
/ 10
Decent call – felt like he hopped on purely to be gracious. There might be an opportunity her long term but nothing immediate. He’s in a pretty niche role and doesn’t have any buying power. Sent him a follow up to see if we get any bites.
4
/ 10
No comments provided.
6
/ 10
Customer not happy with Sonicu – connectivity issue, calibration processes too long, need to enter correction parameters, serial number of sensors, limited in terms of reporting, IT owns the solution and is getting frustrated
7
/ 10
Great Notes, Well Informed and a High Quality Lead.
8
/ 10
Excellent persona
10
/ 10
Great meeting and great contacts from the Product security / DevSecOps Teams who attended the call!
9
/ 10
Good title and contact at a big brand
10
/ 10
Good intro call. Potential follow up to discuss Windows11 refresh
7
/ 10
Good Lead, directed us to a few additional depts / contacts.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
6
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
6
/ 10
No comments provided.
5
/ 10
No comments provided.
4
/ 10
I thought it was great, budget and timing are big needs for us to know but I was able to find all that out over the phone.
9
/ 10
Charles is a prime example of the prospect we want to book meetings with. Being the President of Automatic Fire Protection, he has decision-making authority. Unfortunately, he was caught up on the lack of a UL listing and didn’t think we’d get FM approval without it. He’s going to do his research on whether or not we’d be able to get cleared and connect with us in a couple of weeks.
4
/ 10
good lead!
9
/ 10
Not the right contact––he was an outsourced IT vendor for DHS and was focused on anomaly detection for system availability, which is not something Edge does.
3
/ 10
Great lead – thank you!
10
/ 10
Great contact and productive discussion!
10
/ 10
Folabi will be introducing us to his counterpart that handles operational excellence in the warehouses
6
/ 10
we had a valuable first discussion. she was a great lead for us!
10
/ 10
Good conversation and well positioned, follow up scheduled and budget quote requested by the time the call was over.
10
/ 10
Inquiring internally if our systems can accommodate a loan module for AR. Next meeting booked
10
/ 10
No comments provided.
8
/ 10
Right contact and Team but no immediate projects to address the problem that we fix. Only things that could have made this meeting better were contacts with more decision making power and a more immediate timeline.
8
/ 10
lower level contact, didn’t really understand what we did
6
/ 10
top lead. great job, again!!
10
/ 10
No comments provided.
8
/ 10
Timing is off. no new vendors this year.
5
/ 10
Check in prior to council meeting
10
/ 10
Although there is no timeline for Cory, and for now it doesn’t make sense to continue conversation, he provided us with very valuable information on how to get in to the higher education, hotel, and commercial verticals through doing outreach to the engineers and architects that provide specs to 3rd party contractors such as VSC.
5
/ 10
BillTrust is in the middle of a migration from hybrid (on-prem AWS) to full AWS and is evaluating security tools to support this shift. Their security lead recently left unexpectedly, delaying evaluation efforts. The prospect is working to schedule a follow-up with both DevOps and Security stakeholders for a deeper dive next week.
4
/ 10
Movius is multi-cloud with legacy and microservices architecture. Paul is interested in evaluating tools beyond AWS/Azure native offerings and noted potential internal demand to support customer secrets use cases. Call was exploratory, and a follow-up is scheduled in two weeks pending internal alignment.
4
/ 10
Volante has officially kicked off a PoC with Doppler. Balaji from engineering created the Doppler workplace during the call, set up a Teams channel for collaboration, and confirmed a check-in for next Thursday. They plan to invite additional team members for evaluation and proceed with the test this week.
7
/ 10
they did understand the limitations of current AI implementations, and realised that a lot of their manual “checking” isn’t safe to fully automate. they also talked a bit about how much manual overhead there was in creating a bunch of their reports and doing their rebalancing they want to discuss a project they have in mind and I said I’d get back to them in a week
8
/ 10
Good meeting we have a follow up call
10
/ 10
Project on hold while they complete their replatforming
3
/ 10
Great call…..will be tough to crack but never know. This is the type of customer we’re looking for. Recognizable name, good volume
7
/ 10
No comments provided.
7
/ 10
He was the ideal person to speak to and very interested in our soln.
10
/ 10
Liked the solution, tried moving it internally. Did not gain much traction but gave someone to follow up with
2
/ 10
Right ICP, right profiles, a good understanding of the educational value. Solid meeting.
9
/ 10
Kicked off POC
6
/ 10
Kicked off POC
6
/ 10
Demo with next steps
5
/ 10
Demo with next steps
6
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
Great introduction to the exact point of contact we’d want to speak with.
10
/ 10
Wasn’t a great fit for their company given they mainly work with apartment complexes, given it’s code driven and their clients want the cheapest options possible. No next steps but they gave us extremely valuable information on bringing this to the AHJs and Engineers that provide specs for their projects.
3
/ 10
Wasn’t a great fit for their company given they mainly work with apartment complexes, given it’s code driven and their clients want the cheapest options possible. No next steps but they gave us extremely valuable information on bringing this to the AHJs and Engineers that provide specs for their projects.
3
/ 10
Timing was right as Tonal manufactures in Mexico and tariffs are top of mind. Ryan has been in the industry for many years and is curious to understand what fulfillment options are out there. While there isn’t an immediate need at this time I think he is a good contact to have and stay close to.
7
/ 10
John and Mike were very intrigued by the ingenuity of our systems but were very hesitant regarding the lack of UL-Listings, FM Approvals, and how that would effect insurance claims/investigations. We need to provide them with submittals for them to present to their local authorities before we continue conversation. Going to review our cut sheets and information before scheduling a follow-up call.
3
/ 10
Brandon was very engaged throughout the entire conversation and brought up multiple potential use cases (crypto mining/server rooms, garage installations). He saw the value in low voltage installations and with the NFPA750 cert. he thinks we can “squeeze by” the AHJs. City approval would be the main determining factor, but if we get cleared, he said he could see a lot of use out of our systems. Next steps set for April 9, 4:30pm EST
5
/ 10
No decision making power, but he could be a good champion. Lee is going to set us up with his corporate trainer that makes all the decisions on product additions. Had immediate use application ideas for food trucks and other vehicle settings. Next steps are set for April 9th, 10:00am EST
4
/ 10
No comments provided.
7
/ 10
As per client feedback.
8
/ 10
Harry is doing great job!
10
/ 10
Right person
10
/ 10
Mike’s company is very small (just him) but he does work with some building owners that have a national footprint, so there MAY be an opportunity to sell to him.
8
/ 10
The meeting report stated that he wanted to talk about authentication but the conversation was more focussed on him talking through the cultural challenges and why bringing in Unsung at this time is not going to be valuable, therefore there wasn’t any obvious opportunity at this time. This will likely provide an opportunity down the line.
7
/ 10
Glad to connect but the prospect wasn’t very engaged.
4
/ 10
Great connection!
8
/ 10
Making the connection was great! Just not sure the prospect is ready/interested in moving away from their current method.
7
/ 10
Good contact, to have. Good intro to Private Energy Partners.
10
/ 10
It was one of our ICP prospects and the meeting was with key stakeholders and decision makers in the organization.
9
/ 10
This was the right persona but the wrong person. Not Ben’s fault, just not a great meeting
4
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
Contact was interested in what we do, but not a lead for Skillable.
2
/ 10
Kevin did a great job recognizing an opportunity with a US based company using Epicor that is being merged with a French company using Sage X3. The contact mentioned that there will be an evaluation after the merger to evaluate the potential to standardize their solutions on one of the systems in use.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Very knowledgeable person about the Boston entrepreneurial ecosystem but not the right organizational fit. Dean did however offer up some helpful inroads for us to get better plugged in.
7
/ 10
Great prospect
10
/ 10
Great interest and company
9
/ 10
great lead!
10
/ 10
No comments provided.
7
/ 10
Good call with some potential opportunities w/ backup and standardize client devices.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
microsite lead
10
/ 10
Good industry ICP and contact was in the right space, just lacked the influence to get next steps just yet.
8
/ 10
Right role, will see on next call if budget is available.
8
/ 10
Good lead and got the right person to the table.
9
/ 10
Peggy was nice to speak with. They use Omnia for 4 categories, rental being one, could say the others. They use GPO when it makes sense or if they need something. So needs to be a timing or trigger event per say. Doesn’t seem to be an immediate need to explore a category…but I’m sending her some information of categories and CXP link. Will follow up with her in a week or so. Offered to meet with her team too as she has 2 team members. Travel is handled by someone in Israel at corp level. Sent our Global one pager along with other supplements for review.
8
/ 10
Dominic may not be a decision maker but he provided us with valuable insight on their evaluation process and had immediate ideas of use applications (vehicle, electrical cabinets, server rooms, residential) where our systems could be very beneficial. He was especially intrigued by our pricing and simplicity of installation. Going to loop in multiple coworkers to our next call to further explore use applications as well as their evaluation process.
6
/ 10
No comments provided.
8
/ 10
She’s a professional and said Kovr would be helpful. She isn’t power, but she has the problem and the urgency.
9
/ 10
Solid lead, nothing firm for another 12-18 months (current contract).
7
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
DRJ Lead – existing customer
4
/ 10
DRJ Lead – doing everything in house but will follow-up
5
/ 10
small partnership opp
5
/ 10
nice guy, evaluate in the fall, nothing top of mind right now
5
/ 10
No comments provided.
7
/ 10
great conversation with correct personas in a strategic account
9
/ 10
we worked on it
2
/ 10
great lead, 3 decision makers joined the presentation call, and before the end of the presentation prospect asked to schedule a second session.
10
/ 10
Generated more interest throughout the call. Initially hesitant because of the lack of UL-Listing however I was able to thoroughly explain our work around. Although they typically don’t work with any systems that aren’t UL-Listed, Dustin was open to further exploring potential use applications and walking me through his evaluation process. Most likely no decision making power but a good first connect with Millennium Fire Protection
4
/ 10
Generated more interest throughout the call. Initially hesitant because of the lack of UL-Listing however I was able to thoroughly explain our work around. Although they typically don’t work with any systems that aren’t UL-Listed, Josh was open to further exploring potential use applications and walking me through his evaluation process. Most likely no decision making power but a good first connect with Millennium Fire Protection
4
/ 10
Michael is not a decision maker, however he works for a company that has shown interest across the board. Although he is a lower level project manager, he is going to forward our information to his Sr. Project Manager that has more decision power and would be capable of having a conversation to determine if we’d be a good fit. Michael also mentioned a project he’s working on (data center) that would benefit from a system like the Guardian.
3
/ 10
Jamie was in the wrong department of VSC (alarms). However, during the call we were introduced to his boss, Roy Wisdom, who will tee up a conversation for us with Alex Sierra, in the sprinkler/suppression department. VSC is a distributer we’ve been targeting for a while, and getting a conversation tee’d up with the right people is always a plus
2
/ 10
No longer works at company. Purpose unclear.
1
/ 10
Great intro call with lots of info from Reginia.
7
/ 10
A large population that has a chance to need insurance. Open to working with us and seems like he has some decision making power.
9
/ 10
This was my first experience working with Turner and the Memory Blue team. Turner’s knowledge of our service gave the prospect confidence in our solution and the desire to schedule a follow-up. The prospect was excited to receive my call at the scheduled time Turner booked, and I’ve already scheduled a second meeting with the prospect’s broader team.
10
/ 10
Too small, not ICP
1
/ 10
Had a good call – although not the right contact, he’s going to put us in touch with the folks who are directly responsible for DR within Geico. Sent over info he requested and will continue to follow up.
7
/ 10
Thanks!
9
/ 10
Peter isn’t a buyer, but a great lead
9
/ 10
No comments provided.
7
/ 10
They were still outsourcing skilled work to unskilled people. Especially there digital marketing approach. They were receptive it just took a lot to get information from them. Probably just not big enough so might not be a good fit.
3
/ 10
The contact who I spoke with is definitely in the right industry. The conversation would need to be spun up to a decision maker, but is an opening.
9
/ 10
no real need for animal model monitoring solutions we offer – maybe down the road. She is a cancer researcher and we don’t play well in that sand box – many of our parameters are not useful for cancer folks.
6
/ 10
the conversation is probably early for his needs, but it was good to educate him on the options we offer as those needs arise.
8
/ 10
wrong department
2
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good lead, has a potential, let’s see in the future what we can do with them
8
/ 10
Christian is located in the production area and they are working closly with an KMS System inhouse coming from Etas/Escrypt. He is very knowlegeable >30years with Bosch. It will remain a contact for information exchange but no Opp can be generated. Thank you
6
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
Great ICP with interest in NX capabilties and potential for future partnership.
7
/ 10
Potential for B2b research, no current projects.
6
/ 10
Good person and interested in B2B research. No project in sight but potentially in near future.
7
/ 10
Great conversation with an owner/operator looking to operationalize their process for future growth
10
/ 10
Good lead, origination.
10
/ 10
moved to the next stage in our sales process
9
/ 10
No comments provided.
9
/ 10
Philips has a large services team that is customer focused and do not have purchasing authorization. Jeff is on that services team and not a potential customer of SHI however he is a user of the products we provide.
8
/ 10
Good POC. Have a need and know it. Accurate ICP.
8
/ 10
Will be good when hes busy
7
/ 10
Gaurang and Chubb are just starting their evaluations, they were open to discussing multiple use cases as well as potentially POCing, when asking for a starting number for beginning wide implementation he said 9k users. This is a great opportunity for us.
10
/ 10
There is opportunity with the company but the contact that arrived to the meeting was not the one responsible for indirect purchasing.
5
/ 10
No comments provided.
9
/ 10
Alexander did a great job of getting in front of an important point of contact at ADP; a strategic priority account for Skillabe. Alex was able to secure a meeting with a Senior Learning Professional and accurately qualified the opportunity. The prospect came to the meeting with the right expectations and insight into Skillable and our value add.
9
/ 10
Good Lead for payments and ACFR
7
/ 10
Slavi provided a lot of information that was useful; however, he is not a decision maker, and at best maybe an influencer on the eDiscovery team. He is on the technical team so he doesnt get as involved in business decisions – his departmenet lead probably does; and the general counsel, litigation counsel may be more inclined to talk about reducing outside counsel spend on doc review. He did say he would keep us in mind for doc review needs and appreciated that our team could log into RelOne and conduct the review; he said they just went through the rfp process and selected RelOne and wont go out to RFP again until 2-3 years. They vetted everlaw before and mentioned it felt like a small matter tool; he did give insight into the claims department which is a whole other department dealing with claims that doesnt use the internal team. There may be an opp somewhere for some departed employee protocol or mobile device collections but they mostly in source with a collection team. But someone high up on the investigations side would be interesting to talk to.
6
/ 10
We completed the demo with Stephen. He likes what he saw. It’s too earlier as he has no budget and will not be able to do any thing until after October. He ask we reconnect in September to continue the conversation.
9
/ 10
No comments provided.
9
/ 10
Good Lead for STR, in early, had Town Manager on the call and leading the discussion.
9
/ 10
Great lead with interest in NewtonX offerings.
8
/ 10
I never received a lead detail email from Victor so I knew nothing about what info Victor had gathered from her before I met Lindsay. She is not sure if she is doing an adoption or not.
6
/ 10
Good contact and interest.
9
/ 10
Bit of a tire kicker but a productive conversation. He is not in a position to seriously evaluate solutions at this time, requested we try in 2 months.
7
/ 10
great lead – building out their process
10
/ 10
We had a good conversation with Jameson. Openlane’s current tax landscape is a bit of a mess, so they are definitely interested automating the process. Given the nature of their business and their many acquisitions, there are a lot of different ERPs involved. They have just started conversations to streamline this and migrate everyone to one platform. We agreed this is a project for down the road, but have scheduled time to reconnect in late June and see where things are at.
7
/ 10
Strong lead, good pre-work by Gabi before the call. Felt like I had the info I needed coming in.
10
/ 10
Great opportunity to have a conversation with an OEM account which is a strategic target for us this year. Jerry, GPGC, responded well and gave positive feedback. looking forward to seeing where this one goes. Thank you for the meeting and support, tanner!
9
/ 10
Great call. As a VP, Brian definitely strong influence within the company, however they were just acquired by a private equity firm so it’s unclear of who has the final decision making power. With the NFPA750 certification, Brian thought of multiple use applications for residential settings (expecially considering the money in the Bay Area and recent fires south of them). Next steps were set to further explore use applications and better understand their timeline. Also will give him time to bring our information to his team, as they are doing financial reviews.
7
/ 10
As always, Paxton found a great opportunity with an innovative company (ICP) at the right time. Paxton was able to identify the prospects’ challenges and correlate Skillable’s value / impact – which led to an enthusiastic/productive discussion.
9
/ 10
not a great contact or target account (i’d stay away from accessibility specialists based abroad)
3
/ 10
not your fault, great title, just a strange individual who didnt want to give any insight into his team and what they’re doing today for a11y
2
/ 10
good title, just not a top tier account
7
/ 10
No comments provided.
10
/ 10
the right contact… was engaged, showed up, flexible with scheduling
9
/ 10
No comments provided.
5
/ 10
Sorry Tom
10
/ 10
Quality Lead. Definite need presented. Apprehensive as to pricing, unsure of budget.
7
/ 10
David the BD guy was a great conversation. The second call with the marketing Dir. pushed back on a some things but may see a path forward.
7
/ 10
Was a good lead as they were interested in a solution that we could provide. Might be a longer sales cycle but still a good opportunity.
6
/ 10
No real initiative for Martin but provided a good follow up POC for Income Tax.
7
/ 10
No comments provided.
8
/ 10
She was not interested in learning more about digital marketing in general. Did not have any information about the company at a high level. Not a good fit.
2
/ 10
good dude, right level, hopefully he can network us wider
9
/ 10
Not the right guy, but provided good insight and helped point us in the right direction
8
/ 10
No comments provided.
9
/ 10
Good lead. Next step, meeting with IT manager.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
Health and Safety lead. Initial discussion regarding safety practices however was very open to look at wider resilience related offerings. Good meeting.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
the meeting with Estelle took place and we tried to capture some topics around Compliance and portfolio. She was not very open from her side to discuss on requirements- but we will stay in contact and have a follow up after they discussed internally about their needs
7
/ 10
No comments provided.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
3
/ 10
We did a brief introduction to D1 because Oliver was pressed for time. Did show some interest. We decided to set another call in the future to go more in depth where our solutions could benefit them vs their current processes.
5
/ 10
Good call. Could be an internal champion. Information value gained, seeking additional meetings and colleague referrals.
8
/ 10
Right user role – Digital Accessibility Lead.
9
/ 10
Refer to Mukul notes
8
/ 10
Enough interest to set up another call. Has something in place but needs to socialize internally to gain further interest.
7
/ 10
Good call! Looking for an agent trainer which is up our alley. Has a lot of interest and also looking at potential partnership.
8
/ 10
Partnership positioning focused call. May purchase our solution but need to explore further. Over all good call
7
/ 10
Great meeting! Good industry and company size right within ICP. They want to explore a POC and next steps are set up. Nice work Joey!
10
/ 10
Still very exploratory, Scott did not loop in additional colleagues. Will try to intro us in the future but Scott will not be a decision maker.
4
/ 10
Very exploratory call regarding Snowflake and AI integration. Next step set up, but would need to loop in decision makers.
5
/ 10
High title, right company fit, however timing was off due to a merger taking up resources. Want AI in their call center which we can help with, just need to wait to reconnect.
6
/ 10
Wants to explore using a chatbot. Document upload would be an easy win. Junior is involved in leading the initiatives for integrating a chatbot into their tech. Next steps established.
7
/ 10
Good meeting but customer is happy with their current security vendor
7
/ 10
Good CIO level contact and timely project
10
/ 10
By doing some initial research and due diligence, Jack was able to connect us to the decision makers at the right time. Great work!
10
/ 10
Temptrak usual painpoints – June 4th second demo
7
/ 10
No immediate timeline but Michael is a good person to be in contact with at WSFP. Most likely works directly below someone that could make a local decision on The Fire Knight. Works on a variety of project scales and was interested in potential use applications in remote areas with limited access to water.
5
/ 10
Todd isn’t a decision-maker however he was interested in all three of our systems and their ability to monitor, detect, alert, and suppress simultaneously. He works in a very fire prone area and is looking for self-contained systems that can protect remote residential properties in that area surrounding Denver, CO. (remote activation for pre saturation, the Guardian for external protection). Residential and multi family application.
6
/ 10
Really solid! Great intro from Dawsen.
10
/ 10
ADP is an account this is a priority for the team. Alexander did a great job of penetrating the organization and driving several leads from the org. Although, this particular lead was not at the right level, it helped us formulate a more defined strategy for future discussions with stakeholders..
6
/ 10
I enjoyed my conversation with KEnny-they have a lot of in house personel to deal with the services we offer-but he knows who we are now
6
/ 10
Not his responsibility, so hopefully we can get the right contact to pursue
4
/ 10
Cody showed some interest but was ultimately not a decision maker and didn’t think it’d be beneficial to continue conversation following this introduction. He is going to forward our information throughout the company, up to us to foster more connections.
3
/ 10
Not a great fit don’t sell directly on this contract, subcontractor
5
/ 10
Patch mgmt lead
6
/ 10
Jon was very engaging and willing to discuss everything he could but he is not a network infrastructure guy, he is more digital forensics. We did discuss FortiSandbox and we will follow up with some information on that product line; it would be deployed in an air gapped environment.
5
/ 10
Good contact in terms of her title but she works in a tiny employee benefits department that’s part of the County’s office. The department is tiny and visitors are their County’s internal employees and there are only a few visitors throughout the week. Thus, it does not make sense to implement a queueing or scheduling solution as it would be unnecessary from both visitors and staff’s perspectives. But she has good contacts in the county and promised to provide a referral and pass my contact details to the County’s procurement.
5
/ 10
great lead!
10
/ 10
Good company but the prospect has no decision-making power. There was some interest regarding the Protector and Comodo but being that Steven only focuses on kitchen hood fire suppression, he didn’t think our systems would necessarily be a good fit for him. He also mentioned that without a UL-Listing it doesn’t make sense to continue conversation. Everything they work with has to be UL-Listed
3
/ 10
Decent use case here with a few trips during the year. Correct industry and type, but low volume for number of travelers and frequency of trips
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good title and good account, timing and budget were the issue, but still a meeting that was worth setting/having
8
/ 10
Good company profile, using snowflake for a few year. but not a good contact. no knowledge of needs or authority. Was level 2 support guy.
2
/ 10
Google and microsoft district seemed very engaged and liked the investigative features and classroom tab. want to look at pricing.
7
/ 10
Well worth my time. Lucas managed to put us in touch with a former customer with a legitimate interest in our product. Not necessarily a decision-maker, but with his assistance we should be able rebuild our relationship. Great job.
9
/ 10
J.T. was happy to make introductions and talk through Vertex at a high level. They are locked into a contract with CorpTax for the time being, as they have one guy who works super closely with them. JT mentioned if that guy leaves or retires, they would look to evaluate other solutions. They use Oracle and have Sales and Use Tax needs, so this could be a good one for Memory Blue to circle back and target in a year or so.
5
/ 10
Great contact and they seem very interested but he didn’t want to meet without his colleague who had requested we reschedule. Additionally, he wasn’t able to use the mic on his computer so we had communication challenges.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
Good quality contacts who would be the right decision makers but the org isn’t a great fit due to limited bandwidth
6
/ 10
No comments provided.
10
/ 10
The company here is a good fit but the contact was not the right POC
6
/ 10
Part of the sales team. Using white-label Glean integrated to their internal data for sales. Not a fit for Copilots but potentially Fortify later on. Not decision makers. Not part of AI Center of Excellence. TELUS CTO, Hesham in discussion with senior Palo Alto decision makers. We will make an intro on our end to Ryan Miller in Engineering for their sales team to nurture logo relations.
9
/ 10
Part of the sales team. Using white-label Glean integrated to their internal data for sales. Not a fit for Copilots but potentially Fortify later on. Not decision makers. Not part of AI Center of Excellence. TELUS CTO, Hesham in discussion with senior Palo Alto decision makers. We will make an intro on our end to Ryan Miller in Engineering for their sales team to nurture logo relations.
9
/ 10
There is interest in all three systems but no timeline set in stone. Reconnecting to go more in depth on potential use applications, learn about their evaluation process, and determine who needs to be part of the conversation for decision making purposes
4
/ 10
Good company target, this particular individual wasn’t too helpful though
7
/ 10
Sarah is a part of Academy Fire’s “Life and Safety” division. She said this kind of system would be best suited for their sprinkler division. She is going to forward our information to the correct team, but there are no next steps for her.
2
/ 10
Interested in follow up when timing is right
6
/ 10
Not actively looking for partners but right person
5
/ 10
Relevant but buying power sits in the UK
4
/ 10
Not a buyer – offered to intro but hasn’t followed through
3
/ 10
Right person right property
10
/ 10
Same call as other nuvo suites
7
/ 10
Same meeting, right people on call but property doesn’t meet Journey criteria
7
/ 10
Right people on call but property doesn’t meet criteria for joining Journey
7
/ 10
Same meeting as Marie
10
/ 10
Great property, managing director was on the call
10
/ 10
On the fringe for what we are looking for property-wise, but right person on the meeting
9
/ 10
Great call. Will lead to business
8
/ 10
Good first call and booked 2nd meeting
7
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
no endcustomer but potential partner
6
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
Good company. John is not a decision maker but could be a champion for us. He was interested in all three of the systems but doesn’t see it having a huge impact on commercial spaces because everything is code driven. He noted its potential for residential and automobile fire protection. Next steps are scheduled to better understand their evaluation process and he will try to loop in some people from his engineering team, food truck/automobile lead, etc.
5
/ 10
the lead was a no show
1
/ 10
decent start, small shop, but the right guys and good application
8
/ 10
No comments provided.
8
/ 10
Good to make the connection.
5
/ 10
Good to make the engagement with purchasing.
6
/ 10
No comments provided.
8
/ 10
I’m not sure he knew what to expect from the call, but was the right person. Solid call
8
/ 10
Good background as we continue breaking into USDA. No real opp but good foot in the door.
6
/ 10
Jake connected to make sure we are aligned and rescheduled to loop in Dell rep.
7
/ 10
Good reconnect. Quote in hand, just waiting on CEO approval
7
/ 10
Druva demo. Waiting to hear about quote and next steps
7
/ 10
He was the appropriate contact for our encryption technology, maybe not the buyer but the influencer. More meetings will come thanks to this one
10
/ 10
Solid introduction call with lead. He was very engaged during the call and requested some additional information that will be provided via email.
9
/ 10
No comments provided.
7
/ 10
Without a UL-Listing, Lee didn’t see us being a good fit for Castle. However, he gave us a lot of valuable information on how we should market the systems and strategies to get our foot in the door with AHJ’s in the DC, Maryland, Virginia area. Most likely will set up time with Lee for a lunch meeting in PG County where he works out of to build the relationship and learn more about his industry insights.
5
/ 10
Todd is on the alarm side of VSC Fire and Security however he saw the benefit in integrating The Fire Knight with the sprinkler division of the company. Interested in further exploring how we can integrate and compliment alarm systems and potential security cameras. Next steps are set for April 2nd, but no timeline as of right now.
4
/ 10
Interested in our solutions and expressed clear interest in continuing conversations to learn more. However, he is completely against any sort of commitment to The Fire Knight without being UL-Listed. His goal in continuing conversation is to get a full understanding of our products so when we do get UL-Listed he can move forward with bringing our information to the rest of leadership and further evaluating how we would fit in to their product offerings. No timeline as of right now.
5
/ 10
No comments provided.
5
/ 10
No comments provided.
4
/ 10
Was a good meeting, they will need to review their current tech stack and its costs and review our pricing and POC to see if we can save $ and cover enough boxes. Good all.
10
/ 10
No comments provided.
2
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
Shantye was interested in the products and engaged the entire call. Sees potential application with their construction projects and interested in the F-500’s capabilities regarding electrical fires. Decent title, should have some influence if not decision making power. No clear timeline as of now
6
/ 10
No comments provided.
4
/ 10
No comments provided.
5
/ 10
Troy was interested in the products and engaged the entire call. Sees potential application with their construction projects and interested in the F-500’s capabilities regarding electrical fires. Decent title, should have some influence if not decision making power. No clear timeline as of now
6
/ 10
No comments provided.
5
/ 10
No comments provided.
2
/ 10
No comments provided.
2
/ 10
No comments provided.
3
/ 10
Just a curious person. Wasn’t a great call.
7
/ 10
No comments provided.
2
/ 10
No comments provided.
6
/ 10
No comments provided.
4
/ 10
Seems like we have met the end of the road with Adam. He’s provided us very valuable insight Koetter Fire but doesn’t have the authority to take the evaluation process any further. He gave us the names of his higher ups so we will reach out to them and see if Adam wants to continue the conversation with us.
4
/ 10
Nice Guy, just wanted to learn more. Told me it would be a nice to have not a need to have and pricing was too high
5
/ 10
Stephanie joined the call late so we didn’t have the full 30 minutes. None the less, she was interested in our solutions and was engaged the entire call. Not necessarily the right division of Summit Fire but she will pass our information along.
3
/ 10
Immediate interest in our products from Sammy. Need to make sure they are aware of what we expect, but they are interesting in listing our products on their website for commercial/residential kitchen fire protection. Sammy also got two of his higher-ups to join the call. Could be a great entry to the kitchen fire protection space.
7
/ 10
Spoke to the right people who have a well-defined need.
9
/ 10
Good Conversation with Jesus. He is not the decision maker but enjoyed seeing the platform and the capabilities it offers schools.
7
/ 10
This is a good account to nurture however Fabrice doesn’t have any decision making power. He was interested in our products because he has never seen anything like them on the market. However, he mainly focuses on servicing and installations. Will pass out information along but there are no next steps with him
2
/ 10
This could be a good account to nurture but as a business dev. specialist, Brittany didn’t have any decision making power. She was interested in our solutions and engaged throughout the call but ultimately decided it wouldn’t make sense to reconnect. She will pass our information along and we will continue to prospect the account
2
/ 10
Good contact but not oppty at this time.
6
/ 10
This guy seemed like a contractor, did not have any ownership or knowledge of snowflake. IBM is a service provider, only oppty would be to sub to them. not likely
2
/ 10
Good contact but their current need is DB2 on mainframe and we cannot support that.
7
/ 10
The call was with the right contact, but it was more educational than everything. He didn’t get us much information, it was more just a listening session on how Trend has evolved. We couldn’t get him to commit to another meeting and he hasn’t answered any emails since.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
I have had discussion with Go Easy in the past but it was good to touch base. Further follow up with other resources is needed.
7
/ 10
faulty data led us to this one
1
/ 10
the follow-up we asked for
8
/ 10
just what we asked for
9
/ 10
Good meeting with clear next steps
9
/ 10
Overall, it was a very good meeting. Thank you for the professional organization. Mr. Sievers was not the direct contact person, but he arranged for the right person to join the meeting. Both individuals were the right contacts. I gathered a lot of useful information, and the personal contact was excellent. Unfortunately, I don’t have a follow-up meeting scheduled directly, but that is on me. Once again, thank you for this highly professional customer meeting with Atruvia.
10
/ 10
We connected with the right person in the organisation from an influencer perspective, though he doesn’t hold budget or decision-making authority. There was a slight disconnect, as we had been informed he attended the Human Threat Map session at e-Crime, but he hadn’t—and was unfamiliar with the HTM altogether. That said, the conversation was positive, though there are no immediate next steps as they’re not currently exploring new tools.
6
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
good conversation, good prospect that fits right in our sweet spot
8
/ 10
bank is very small with only 9 employees. they have other priorities right now but seemed open to reconnecting later
5
/ 10
prospect was very engaged and gave us insightful feedback. They currently have another model, but seemed interested in continuing to evaluate ours
9
/ 10
First Citizens Bank turned out to be much too large of a bank and is not an ideal candidate for LoanPricingPRO. Since “First Citizens” is a common bank name, it is easy to understand why they were identified as a prospect
3
/ 10
The prospect felt like he was talked into taking the call. He loves SAP and there is not need or want to change ever.
2
/ 10
No comments provided.
10
/ 10
good lead
9
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No opportunity, but he gave us some good insight into CareFirst
5
/ 10
Great target. CDMO with VP of MSAT and process team involved.
10
/ 10
Great target. CDMO with VP of MSAT and process team involved.
9
/ 10
Could enter pipeline next quarter, booked follow up meeting for next week to talk through our services in more detail. Right size company, right persona, emerging need
7
/ 10
No comments provided.
10
/ 10
Right person – wrong time due to DOGE. Jack Stein did a great job on contacting him and getting him to speak with us.
5
/ 10
Hollister had been looking into a tax engine a couple years ago, so Mike is somewhat familiar with Vertex. The current process is pretty divided (different teams handle different tax responsibilities), but in audits over the past few years they have been fine. Their ERP situation is a mess, as they have been migrating from SAP ECC to S/4HANA for years now. With that and the current audit they are going through, we plan to reconnect in 2 months to see how both situations are doing.
6
/ 10
Nice lady, warm lead. Thanks!
10
/ 10
Was a decent call, but this lead isn’t responsible for public sector sales directly, but it was still a meeting worth having
7
/ 10
This was a good lead and might be a good fit – the only bad fit indicator is that they do so little business on costars/don’t know much about it, but that might not matter in the long run, definitely a meeting worth booking
7
/ 10
does not fit with our ICP.
1
/ 10
No comments provided.
10
/ 10
Great lead, they hold a lot of importance on marketing. They have a large marketing budget and was open to a lot of new strategies.
9
/ 10
No comments provided.
10
/ 10
Great discussion will work my way up the ladder
9
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Solid lead. Senior operations person and was able to sync up with the safety leader before. They’re a bit tepid on the idea of Storyboard but there are some things he liked (e.g. listen receipts). He said he didn’t think Fleet Assist would be that helpful though.
10
/ 10
Great connection and will help move the needle forward with the agency!
10
/ 10
Good connection. Seemingly right person in safety (mentioned they oversee it for all of Bison). He’s big into new technology and using it to make operations more efficient. Though did flag that since they are a Canadian company they may need to wait for tariff clarity before they move forward.
10
/ 10
amazing lead
10
/ 10
Not ready for us, but we will stay connected for potential down the road.
5
/ 10
Nice first occur for Sam! Prospect was familiar with CTERA and had some colleagues he wanted to connect us with for next steps.
7
/ 10
a great find, we just cant solve his problem
8
/ 10
10/10
10
/ 10
Decent contact, Love’s just isn’t automated enough to support our system
7
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
8
/ 10
IT contact is good, but having a dr on at the same time would be perfect
8
/ 10
No comments provided.
10
/ 10
good opp will need to be introduced to the right person
8
/ 10
No comments provided.
10
/ 10
Engineer with DODEA but no power to design networks or make decisions. Did give some info that all new buying is on hold indefinitely for DODEA.
3
/ 10
Works on Sharepoint not on network or network security. No additonal contacts to give.
3
/ 10
good lead
9
/ 10
Great lead, great contact. Will be part of a multi-threaded sales strategy, AND help inform our feature roadmap.
10
/ 10
Once again, tanner nailed it. Great call. Grateful to Tanner and the MemoryBlue team – thank you for all that you do! – Ryan Liscum, Emerson
10
/ 10
No comments provided.
10
/ 10
lower level “production” guy. not involved in architecture and seems to be happy with what he has. when push, said he would convey message to some peers. let´s see
5
/ 10
As always, Paxton did a great job of qualifying Greg and the opportunity at Regis. The lead Paxton generated was at the right level, with the right organization, at the right time…
10
/ 10
This is more of an partnership opportunity rather than a direct sales one.
6
/ 10
No comments provided.
3
/ 10
Good call. She will discuss with her manager and asked for a fu call next Wednesday.
8
/ 10
No comments provided.
10
/ 10
Prospect gave us great input but was very adamant about his inability to sell our products without a UL-Listing. With the recent LA Wildfires he is very interested in the Guardian to protect properties along Lake Tahoe as many of the LA residents have vacation homes out there. Requested we reach back out once we have UL listing
4
/ 10
The prospect didn’t have zoom downloaded so the meeting was held over the phone. We did a brief overview of the three systems. Prospect mentioned he wasn’t the right person, gave us contact info for his Business Development director
2
/ 10
Mr Le is not really related to cybersecurity, he’s more looking at risk from a financial perspective. He will try to connect us to the right people, but he wasn’t exactly the right target.
6
/ 10
No comments provided.
2
/ 10
No comments provided.
5
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Good contact but does not own Snowflake platform. Said he would provide intro for us at some point if the need arises, but now is not the right time.
7
/ 10
Great meeting, Right contact, but they outsource all retail to aggregators
9
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Right POC and has ambition for innovation
10
/ 10
Dan didn’t know what we did so general overview and discovery call. No immediate requirements we can help with but agreed to share information and keep in touch.
8
/ 10
Was transparent that he has no decision making power but will work to elevate us to manager. Was beneficial in understand parent companies data strategy and tool selection which can be used to find additional ways in.
6
/ 10
The prospect wasn’t a decision maker but provided me with valuable insight on his thoughts regarding our ability to get into the commercial space. He was hesitant to say we’d be a good fit because of the lack of UL-Listing and our systems impact on electric components and file protection (paper). However, I will follow up with documentation to further explain some of my talking points which he will then take to his manager that is also a fire chief for a secondary opinion.
3
/ 10
Caught him at a great time. He had already done his own research on the company and our systems. Got valuable insight on what parties need to be involved in decision making as well as what industries they are focusing on. The next call will be to further explore use cases and get a better understanding of their evaluation process / timeline.
3
/ 10
No comments provided.
8
/ 10
Good convo with Carlos and next steps for a demo meeting at ELive is set. Seems like he was prepped well for the call.
8
/ 10
Good start, tough application for us currently, will touch base in June with the new update
7
/ 10
A great use of time with a Navy PM who will try to bring us to a larger audience as they see the true value of our platform.
10
/ 10
An ideal company profile, senior lead (Associate Principal), he is not clear on optimal commercial model yet, but it was still well worth the intro
8
/ 10
Jyothi is definitely a good contact and she brought in 3 folks from her team too. There is no solid project or immediate need at this time. They are just looking around and interested in industry trends and how WSO2 plays in the public health space. We can nurture this into being an opportunity
7
/ 10
Coley no longer works at Total Fire Protection, but he recently got his LLC to start his own company. Being based in Florida he saw a ton of potential for these systems to be installed in residential settings. This could be a great opportunity to start getting some residential use cases as Coley thinks this would take off in Florida. He was interested in all 3 systems but specifically the Protector and Comodo. Before we get a timeline he needs an understanding of pricing on smaller scale orders (100-200 units)
6
/ 10
Excellent contact who’s daily responsibilities are what our software solves. He also brought a broader team to the call so others could learn and generate their own interest.
10
/ 10
Craig is familiar with Vertex from a former company, so was glad to ‘reconnect’ with us. Dashiell currently has a pretty manual process, but it is largely due to their ERP/accounting software. They use Starbuilder, and it is a very old system. The good news is they have been having conversations recently about switching. We agreed it would be best to revisit the convo then.. Timeline is up in the air but Craig will reach out if anything comes up and I have set a reminder to follow up in 6 months.
6
/ 10
Ben did an excellent job scheduling this meeting with a prospect who is directly in our target persona group at a top account in our ICP. He set the stage well and provided enough background for us to prepare and execute a successful discovery call.
10
/ 10
just not ready yet
3
/ 10
Good fit – Although there are no walk-ins, we can still improve the visitors’ experience with appointments by automating check-in
7
/ 10
Good lead. Semi interested but at their size we will see.
9
/ 10
Right company, right persona, wrong department to get anywhere with Shawn. Wasn’t able to make introductions to the right folks in infrastructure / WIFI. Did share contact information, keep pushing into this organization.
3
/ 10
Louis isn’t on the IT side managing internal systems. He deals more with the front end experience of their business. He may be able to connect us with the IT group
3
/ 10
Great connect Max!
10
/ 10
Demo complete – next steps scheduled and waiting on payment data
8
/ 10
No comments provided.
9
/ 10
Follow-up call to see where we can build content. Went great! Next is another call to start the build process
10
/ 10
Similarly to Steve, we experienced technical difficulties with Tim’s connection to the meeting. I was able to get through introductions with Tim and tee up a second conversation before he lost connection.
2
/ 10
They have up to 200 total people going abroad each year for 1-2 week trips, but have been using Faith Ventures for a long time and are very happy with them. At the moment, no real expat exposure or liability needs. Said local plan when on the ground in Nicaragua so main focus is on trip benefits. Local workers have a plan in place that they help fund but she did not know much about it. Joe E is going to work to see if we can get in touch with someone else in that area.
3
/ 10
After dealing with some technical difficulties, we were able to get get Steve on the meeting and discuss all 3 of The Fire Knight’s systems. With his background in design, Steve has developed systems with the same end goal of prevent delayed detection. There is no timeline for adding a solution like this given that we aren’t UL listed, but Steve wanted to set up a secondary call to go more in-depth on the systems after mentioned a couple specific use cases in high-rises that this would be beneficial.
4
/ 10
No comments provided.
8
/ 10
Great meeting, Corey is responsible for Patch Management and Compliance Reporting. If we can get back in front of the VM team it will be valuable to loop Corey’s team in to cross sell Eliminate and Policy Compliance.
7
/ 10
Currently recording temps through a manual process. Pharamacy has been using Aeroscout for the past 15 years and is in charge of the service for the hospital. He didn’t know why they never migrated to Aeroscout. He did mention that he didn’t like email only notifications. He is sending me equipment numbers to draft a quote and upon review would like to take part in a pilot.
8
/ 10
This was not my lead or meeting. I think it went to the wrong person as I was not on this meeting.
1
/ 10
Although this prospect has already committed to remain with their current partner, Marcellus snagged a call with her. This most likely could become an opportunity once the new contract w existing partner is up in 2028. We also discovered great intel about the competition’s new platform, Annex.
6
/ 10
Good lead, prospect joined the call and had a conversation about potential opportunities. Timing was bad in terms of leadership meeting the next week so we couldn’t discuss anything until post that, agreed to follow up.
7
/ 10
Madison did a great job at piquing his interest and explaining our value prop to get the call scheduled.
10
/ 10
No comments provided.
10
/ 10
Interest and right person but no commitment to follow-up.
6
/ 10
This lead took a lot of persistence between Christian and Jacob to get to a sit. Well done!
10
/ 10
great fit
10
/ 10
7/10 because it was the right person but they are muni elec so any potential business is just limited to natural gas. That said, having the right contact to speak with and pitch our NG procurement strategy is valuable.
7
/ 10
No comments provided.
4
/ 10
good for future follow up on procurement but sustainability/efficiencies is already on the move with other partners of the school- maybe green energy and EV when we reconnect.- nothing happeng in the next year.
6
/ 10
No comments provided.
10
/ 10
Prospect is still very interested. He was very thorough in his questions so this call was spent going over the technical response document I sent him following our first connect. We have set a third touchpoint to better understand his use applications and explore the potential upside of partnering with Precision Fire Protection to connect with his racing network.
6
/ 10
The call was a potential partnership discussion between Modius (Ryan Scott’s and Clean Arc. Key points include: Discussed that Modius offers Data Center Infrastructure Management (DCIM) software: – Provides a single pane of glass for monitoring – Integrates with various building management systems – Uses AI and machine learning for analytics – Completely software-based and protocol-agnostic Clean Arc’s Business: – Data center designer, owner, and operator – Builds and hands off facilities to customers – Interested in building management systems – Chris Freitag manages corporate operations Next Steps: – Ryan will send Modius overview presentation slide deck about Modius – Chris will forward the deck to Clean Arc’s mechanical engineering team. – Potential future collaboration on BMS and monitoring solutions Additional Context: – Discussed trends in modular data centers – Talked about AI’s impact on data center infrastructure – Briefly mentioned market changes in tech infrastructure The call was exploratory and ended with a plan to continue discussions and potentially establish a partnership.
8
/ 10
Prospect isn’t a decision maker but provided us with valuable insight on how we could integrate with shipping ports around the country. Mentioned that in order for us to get in with Port of Portland, we’d have to get approved by the coastguard, then get our systems in front of his engineering team. He is in a separate division from the engineering team and the on-sight fire department. A follow-up call was set to further explore use applications so we can then reach out to the engineers and fire department at Port of Portland.
4
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
Courtney is a good contact. someone who oversees a lot of the operations and commonly tasked with bringing new solutions to the table. She is not the ultimate signer for any solution though. Ortho is not a strong ICP for us. Head count and EHR are both aligned.
6
/ 10
I believe this one is also associated with the call I had with Megan Fleming. Can’t recall directly talking to Sucheta although any call with the Washington Department of Health is a good use of time.
5
/ 10
I don’t know if I talked specifically to Bridget. I believe she is associated with my call with Megan Fleming which I’ve already scored here.
5
/ 10
Good call. This call specifically helped me get insight into a larger strategic initiative that has already been happening with DOH. There is a chance this will lead to a small purchase in the short term. Thank you to Mer for being persistent with this one.
7
/ 10
Tony is the correct persona that should be targeted and I like that we were able to get something going with a department of transportation. Good job to Mer for getting this call scheduled! There’s not a lot of immediate upside here since he verbally said there’s no appetite for new tools and he’s not a decision maker. HOWEVER, he’s open to trial licenses and floating Lucid by his team. He seems to be an open-minded thinker that likes having the latest and greatest tools. There will be a follow up here that may have some potential.
4
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
Overall this was a good use of time gaining insight into the pricing of one of our competitors. This could be an opportunity in 2026 when we have iOS in place for hardware in the field.
8
/ 10
Good meeting
10
/ 10
It was a good persona however with him being in the UK there wasn’t much involvement with US operations which is where the use cases reside. The contact is going to try to get us in front of that team. Recommendation would be avoid international contacts.
8
/ 10
Great contact and a focus account for me. Appreciate the focus on the ideal ICP for me and my plans.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
The contact did take the call and I learned a bit from her. However she was not engaged in the sense that she didnt ask any real questions disqualified herself suggested she doesn’t have authority. Any call is good but unfortunately no opp to come of this one.
4
/ 10
Right persona, right company, Dorian was helpful in getting us contact information for continuing the conversation with the WIFI department and decision maker for third party engagements.
6
/ 10
Insight into the company gained. No room for a new project right now. Decision maker buy in might be difficult against status quo.
5
/ 10
good call, moved to the next stage in our sales process
8
/ 10
was a good lead, just bad timing
8
/ 10
good call, moved to the next stage in our sales process
8
/ 10
microsite lead
10
/ 10
microsite lead
10
/ 10
Not a fit as there are no walk-ins
3
/ 10
Too early to say, looks like a fit, but will know more in April
5
/ 10
Not the right title that we are looking for but still got some good information that we can work to take up the chain.
5
/ 10
No issue with walk-ins per se, but there’s an appointment related issue we could potentially solve, not sure how big the pain is tho
5
/ 10
Not a person who directly has the issue we’re looking to solve, but there might be an opportunity there
5
/ 10
Barry was a good use of time. He was reasonably senior and had insight on the issues of the bank. While it is not an immediate opportunity, it is the right conversation with the right sort of organisation. My feedback to Joe was that if I had another 10 of these, I would be very happy.
7
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
Looking at a solution in next few months
7
/ 10
Looking to understand temp alerting – sent lead to Spica
7
/ 10
New Director joining who will be decision maker. Cant commit until then – but looks like it could be a fit
7
/ 10
start of journey – shopping for solutions
7
/ 10
RFI out in next few weeks. Great timing
8
/ 10
Looking to understand occupoancy and start small pilot
8
/ 10
Stephen was interested in developing a partnership. Sent over information and key use cases, looking to position internally and look into how they can add us to their solutions/conversations with customers.
9
/ 10
A good new lead from a new division of the Partner
7
/ 10
10/10
10
/ 10
They are not ready to start considering options yet but will look towards Q3/Q4 to begin seeing what they want to do.
4
/ 10
Right Team/Contact with an immediate need that we can solve for. Great meeting!
10
/ 10
great meeting with a strong influencer within the org
10
/ 10
No comments provided.
5
/ 10
We have a second call with the greater team to do a full demo. Great contact seemed engaged and had places already in mind to insert WalkMe
9
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
5
/ 10
No comments provided.
5
/ 10
Great opportunity to get back in front of a firm we’ve had previous conversations with and keep the relationship alive. Even though they’re not a fit right now, I appreciated getting to meet them and have a check-in about what’s new (both on their side and ours)
7
/ 10
Prospect was a pure “what is CyberArk?” type. Good guy but I unfortunately don’t have time for those types of calls. Pre-qualification from SDR would be preferred as I only really want to take calls with prospects who either a. have an active organization-based evaluation/project for a new solution or b. there’s no active project but the prospect is a really good exec. level title with a lot of power (CISO, CIO, SVP).
3
/ 10
Great call with Keith. He knew that we needed to connect to additional tea members, but said he would connect us to CTO. Great connection if so.
9
/ 10
IPSY Update – Had a great conversation with Oliver. IPSY is undergoing a major overhaul, starting with their commerce platform. They’ve attempted to build badges internally, but it hasn’t been successful and is taking too long—similar to Fabletics’ experience. Their CTO is in town today and wants to schedule another call after ShopTalk with both the business and technology teams to address communication challenges. We should have Gary on this call, as it may get technical, but it’s a strong opportunity.
9
/ 10
Title is misleading. Person is an intern and makes no decisions.
1
/ 10
Right person and great account, but no current or upcoming needs as they are mature in their security posture and are happy/covered from an IAM perspective.
6
/ 10
Rich found some alignment with what we do at Affigent. Asked interesting questions about how we could potentially do business. We will continue to follow up, but this seemed to be a great meeting with the right people.
9
/ 10
Jim was a decent contact that shared some alignment. He did ask a lot of great questions, and took notes, but seemed to think we could be better aligned with another group within Peraton.
6
/ 10
No comments provided.
3
/ 10
Great convo. Using a competitor. Top lead
10
/ 10
Really happy to start taking meeting you book! He doesn’t work in Intuit anymore. He’s still trying to push internally with folks he knows there. If he would still work at Intuit, would have been an amazin lead.
7
/ 10
This could lead to an opportunity. They aren’t big in the distributing space, but given our price point we could be a great opportunity for them to move into that space. Discussed roping in both our leadership to further discuss the opportunity and determine profitability. Kyle really wants to get his hands on a unit to better understand the install. He has no concerns regarding his ability to sell it but they would like to start on a buy to order basis. He has access to the company card and doesn’t need to ask for permission when making purchases, but seems like a smaller company that wouldn’t be making super large-scale orders. Definitely has decision making power, but the timeline is unclear.
7
/ 10
Looking for a Strategic Partnership. Too small. Anova is looking at selling to parent telco, TELUS their BPO services. Too early and not enough scale for GenAI. Using MFST Copilot internally for few users being on Office 365. Would want a strategic partnership in future to adopt Fuel at scale.
6
/ 10
prospect is a former user of our product. he is branching out starting up his own hospice in Ohio, looking to expand into Texas. this will be an opportunity for us by the EOY 2025. Great work on Marcellus’ part in discovering this lead!
10
/ 10
No comments provided.
10
/ 10
Another under the category of educating clients. Not in the decision chain, but pulling threads and spreading our tech word around Optum.
7
/ 10
Rudy is a good contact- has the ability to roll this up the chain as well as evaluate for the groups he works with. Timing is currently a factor, however he is part of 2 orgs (serra- 82 provider VBC on Athena, Elevate Health- FQHC switching to eCW). Timing is the big factor as they want to first evaluate for the FQHC and that group is in the process of moving to eCW with rollout going live in June.
6
/ 10
not a fit now maybe at some point
6
/ 10
not a lot of influence over IT, not sure why this guy wanted to talk to us
3
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
9
/ 10
Was able to briefly speak with Kimberly Zachary. Kimberly was in the middle of a cutover and was unable to talk, but requested a follow up via email. Doug will email for a follow up.
6
/ 10
Good opportunity, good engagement
10
/ 10
Great call discovering more on Reliance Fire Protections evaluation process. Once Matt feels confident that he has every bit of information he needs to bring our systems to his clients, he will start marketing it. Mentioned 2 week timeline to see if anyone else wants to be part of the conversation. No hesitations towards his ability t sell once he has all required information. Interested in a purchase to order agreement, will discuss benefits of buying multiple units up front. Demo set for next week.
8
/ 10
No comments provided.
6
/ 10
Great job following up and getting the prospect on the call despite some hiccups on our end.
7
/ 10
This was a good call we had with Scott. He does handle a piece of this. They have a new SOC manager who just got started and he is the one who would make the decision. This was great lead / intro before getting a meeting with their new SOC manager.
9
/ 10
Educational overview, they just invested in a Meraki refresh. Wanted to learn about the technology out of curiosity.
2
/ 10
This was a good call with Frank. This is the right title and contact who handles this initiative. Would not give us much without an NDA in place, but it was a great segway for another call to be scheduled once we have completed the NDA.
10
/ 10
Potential referral partner (demo request form)
6
/ 10
This was a good contact / intro conversation. They may be “shopping” around for different vendors, but I’ll send some relevant case studies per their request and try to get a follow up meeting to discuss.
8
/ 10
Prospect was new to their org and didn’t have much but hopefully can push us towards more senior members with a more detailed idea of where we can help and fit in.
6
/ 10
Good call. Good potential fit for our tech. She is not the decision maker but agreed to connect us with one on next call.
8
/ 10
microsite lead
10
/ 10
microsite lead
10
/ 10
microsite lead
10
/ 10
Event outreach. Set up connection with the team.
8
/ 10
Event outreach. Set up connection at event.
8
/ 10
Good lead, he had a lot of questions and seemed genuinely interested but also doesn’t even want to see a demo untill they narrow down their projects for next year. Gave pricing and he said it seemed a little high. We’ll see.
6
/ 10
Unclear of the opportunity at this point. Paul asked some good questions and wants to receive a non-functional demo strip along with documentation to show internally to make a case.
6
/ 10
Good title, gonna see about giving a demo
5
/ 10
Auditor has no purchasing power.
5
/ 10
provided by Lloyd on Teams
7
/ 10
Very professional, good follow-up and clear communication
10
/ 10
Great call! Happy to use us
10
/ 10
Good call, demo scheduled
6
/ 10
No comments provided.
10
/ 10
Not currently using or thinking about AI. More introductory than anything. No specific pain points or needs and needs to talk with her boss about our services and the slide deck. More following up needs to be done
5
/ 10
It was a productive conversation. The prospect seemed engaged and asked questions about notebooks and workflows. Key takeaways: – He’s a decision-maker. – Despite using various tools, they’re open to exploring new ones if they improve productivity. – He liked our product and sees its potential but needs to handle other tasks before starting a trial. – No pricing questions were raised.
8
/ 10
Not the highest title but did provide some specific pain points, could definetly use an AI tooll for coding. He could see that saving him and others in the same role 30% more time. More following up needs to be done
6
/ 10
Currently working on AI projects and more forward thinking than most banks. Just a smaller banks and not currently ready to expand on their AI initiatives just yet
6
/ 10
Too low level, challenges were structured data focused
3
/ 10
Interested in AI but only looking for a partner with direct experience at major food manufacturers
5
/ 10
No comments provided.
5
/ 10
Great lead with a qualified need.
10
/ 10
No comments provided.
6
/ 10
Martin was – in his own words – a “tyre kicker”, he wanted to understand what was going on in the AI space. He also invited his colleague who handles all the Excel in their organisation. Per Martin and his colleague, they do not have any issues with manual processes, the Excel situation is entirely under control because they don’t trade many assets. Consequently, their spreadsheets do not involve much manual copy/paste; are well-understood; and don’t take much time to update. They have no interest in putting their data into a database, they simply don’t believe there’s enough. Both of them were interested in a guaranteed, end-to-end, PDF ingestion process which could take any submitted document for a property, extract a number of attributes about the property – tabular or free-form – and insert them into a database. Their requirements were that this needed to be: * 100% unsupervised * 100% accurate * work with any document I talked about the Brevan Howard project, and how we had a framework which could do a lot of what they asked, but could not make 100% guarantees about the data always being extracted and always being correct, due to the nature of PDFs. I asked about alternative formats, but they were adamant it had to be PDF. I decided to be honest and make it clear that although we could provide something that massively reduced the overhead of manually reading the PDFs, I did not believe we (or anyone) could guarantee what they had in mind. They were not interested in pursuing a partial solution. I would give this lead a score of 1 out of 10 in terms of data engineering, and 2-3 out of 10 as a more general AI/LLM lead.
2
/ 10
good lead
9
/ 10
Great call – possibility of a software sell as well. Demo scheduled
9
/ 10
great lead! Very interested in our CTI tool and already knows Bitsight
10
/ 10
Great meeting with the CEO – can’t get in front of a better “decision maker”. Good job Jack!
10
/ 10
while an IT specialist, the customer was only supporting their own equipment sold to customers and not someone we would be working with, or needed our assistance.
7
/ 10
Good general contact but does not own Snowflake or have any authority. Worth nurturing to see if he can introduce us to others
4
/ 10
Right person and right company. Their need is not a perfect fit for us but a good contact to nurture.
8
/ 10
The meeting was overall positive as Christian Lange was punctual and courteous. However, he was not the right person for us, as he does not have the authority to make decisions in our direction. We had a productive meeting, but unfortunately, there will be no follow-up due to the fact that he is not the appropriate contact for our needs.
4
/ 10
Eric is working with NNSA at the enterprise level. Not sure how much power he has yet, but definitely on the right team. Eric’s been involved in discussions on SteelCloud.
9
/ 10
Good call with a consulting firm. No immediate opp but good to share our message for future ref.
7
/ 10
Right account
7
/ 10
Longer timeframe, not exactly the right persona, but good meeting
5
/ 10
Contact Not right target fit for CCaaS. No budget. No pain to address with Mitel portfolio in contacts business. Customer target fit for Mitel Com Portfolio. (Manufactory and Services). Less for Contact Center (seats).
4
/ 10
Long timeframe – potential there
5
/ 10
Insights about MS Teams usage, indication that Zoom is in use but perceived as not as good as Teams. Contact is team lead in sales support division
7
/ 10
Need is not immediate but good meeting with right account
7
/ 10
Good contact and next steps but not overly engaged
7
/ 10
very relevant company engaget, this time not exactly the target persona for our solutions but still someone who can forward our message internally to colleagues, then still a good lead!
7
/ 10
No comments provided.
10
/ 10
This former customer retired as of March 1st. He started his own small business and is effectively out of the loop. I would normally rate this one lower but he seems to know areas to engage so we will see where this takes us.
3
/ 10
David and Michael from Scappoose were the exact right fit to talk with and the only people with decision making power in the IT department. They were scoping us out primarily for the content filter, but warmed to the idea of Cloud Monitor after our chat. You never know what’s going to catch someone’s eye so great work here by Nick to be consistent and ask multiple questions and explore multiple lanes to begin a conversation.
7
/ 10
Great account ICP, manager title was a little lower than ideal but was willing to schedule next steps and hopefully include others
8
/ 10
No comments provided.
5
/ 10
Lower level contact, IC from an account level. Large network of brand ~6/7 that could be viable clients. Jeremy tee’d this up perfectly and we had a productive chat with next steps, great work here!
7
/ 10
Not the right contact – 5 mins meeting. Good outcome though as we were able to align on meeting taking place 3/26 with key stakeholder.
5
/ 10
Julia did not show up, her colleague Pierre jumped on for 5 mins to reschedule this. No feedback here.
5
/ 10
Mike is the right contact here and were able to connect, provide a demo and sort through future interest. Thank you for re-booking when he didn’t show to the first meeting!
9
/ 10
Have solutions but POC seemed to like Avenu Payments and ease of use and UI.
7
/ 10
No comments provided.
8
/ 10
Good Lea , well within our ICP for Auto. Highly qualified with 3 separate contacts within tech-sales/marketing-product dev. (CAD developer). Really good lead.
10
/ 10
lead was solid, not necessarily our ICP as they did more niche products specific to K/B, but over all solid lead.
8
/ 10
Good lead. Unhappy with current Aruba/dead zones. Wants to PoC and if it goes well then we would be assessed for hotel deployment.
7
/ 10
UI Overview meeting and final clarifying questions re: ERate submission.
7
/ 10
Follow-up meeting to discuss logistics of the auditorium strip.
7
/ 10
Prospect was engaged and interested in our systems. He had an angry customer that demanded a site visit which turned our meeting in to a time crunch. With the amount of time we had, I was able to provide Brian with all the necessary information and we set up a follow-up call to discuss their evaluation process and explore use applications.
4
/ 10
Good intro call. Reconnect in June to discuss projects for next fiscal year (Sept)
7
/ 10
No comments provided.
6
/ 10
Decent call. Could be more interested but we’ll see
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Great lead delivered by Nolan; Spoke with prospect who is in a strong influencer position; Currently undergoing an overhaul of their internal systems and expressed interest in learning more re: potential fit for our automation solutions; Follow up in flight
10
/ 10
great lead
10
/ 10
Too small of a company
3
/ 10
Very involved lead
9
/ 10
– 10/10 – This was a great call with Andy. Andy is Director of CC operations at Legal and General – Legal and General provides Insurance and Pension plans o They have nearly 3,000 combined agents and back-office users Closer to 1,500 agents in the CC They recently migrated to Genesys Cloud CX, using IEX for their WFM • Would have been the perfect lead to connect with 18 months back – While many of the solutions we typically target were already completed or in motion, inQuba once again proved the differentiator, positioning a solution new and exciting to L
10
/ 10
Has an interest to sell our solution into his AM client base in the UAE. Agreed to next meeting.
8
/ 10
Great lead, matches our ICP!
9
/ 10
Demo complete – sending pricing soon and it goes before council 4/14
9
/ 10
not a buyer but aware of needs we could help – will try get time with senior leaders
5
/ 10
Shardul (DevOps Lead) joined to explore Doppler as a potential Vault replacement. Currently ~85% migrated to Vault, with no major issues yet, but curious to evaluate Doppler’s dev-friendliness, automation, and auditability. Strong interest shown. Awaiting internal alignment with EM before proceeding to POC.
5
/ 10
Right person. Small prospect (600 agents). Good opportunity.
8
/ 10
Not an exact fit from a persona perspective (Ops instead of Security) but contact had involvement in our space and committed to helping us get a conversation started with the right people on Security Team. Steve will be key in any technical roll out, but need Security for convo starting and decision making.
8
/ 10
Wasn’t an exact fit from a persona perspective (DevOps instead of Security) or from a timeline perspective (still early stages in building out CI/CD pipelines) but this contact should have a roll in any potential PoCs at Binary Defense and should be able to champion our tool internally.
7
/ 10
Good demo
8
/ 10
Good demo
7
/ 10
Good Demo
7
/ 10
Good demo
8
/ 10
Good demo
8
/ 10
Good demo
7
/ 10
He is on the Data Privacy side so he doesn’t manage or make any decision on Password Management but he seems like someone who can get us in touch with the Information Security team.
6
/ 10
Decent call with Muhammad. Potential backup discussion next quarter.
7
/ 10
No comments provided.
8
/ 10
interesting opportunity, got him at the right time. lots of work ahead of us, but good starting point.
9
/ 10
This company is going out of business. Not a great use of time.
3
/ 10
microsite lead
10
/ 10
Carlos is seeking data and market research rather than a platform to manage data and market research. While he said our platform would be welcomed at Metro Plus Health – they don’t budget for something like this
3
/ 10
Not a decision maker but extremely interested and engaged throughout the call. Discussed multiple use applications in a variety of industries (oil and gas, kitchen hood addition, apartment complexes). Set up follow-up call to discuss timeline and their evaluation process
7
/ 10
The prospect was engaged and interested in setting up a follow-up conversation. The company is one we have been targeting for a while, however they had no decision making power and there is no solidified timeline to onboarding a new product. Next call is set to learn about their evaluation process and further explore potential use applications
4
/ 10
No footraffic
2
/ 10
Looking for CX solutions – Agent Copilot
8
/ 10
No comments provided.
8
/ 10
Great persistance!
7
/ 10
No comments provided.
5
/ 10
It was a good meeting. Really concerned about pricing since they have things already in place like Bark and Linewize. Sent Brent some pricing and hoping to get them in a free trial.
8
/ 10
No comments provided.
10
/ 10
Good persona, tricky account. Anything flying / military will be very hard for us to work with short term – but still worth making the connection
7
/ 10
No comments provided.
7
/ 10
the target was not quite a fit for our solutions
4
/ 10
Not ICP
3
/ 10
Very good conversation. Not sure if he has a need right now but he is a good contact. Maybe more project oriented but that could be OK
9
/ 10
While this lead was looking to partner with us and not to be a customer, I think they are a potentially great fit as partners
7
/ 10
Pain/ Need still a little diffuse but right stakeholder
7
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
No comments provided.
10
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
9
/ 10
No comments provided.
7
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
7
/ 10
No comments provided.
1
/ 10
No comments provided.
9
/ 10
Novo Nordisk do not allow third party remote access
5
/ 10
FormFactor currently does not have a tax solution in place. Galaxy specifically mentioned keeping up with the rates/rules is a big challenge for the team. They are a global company and have a lot of exemption certificates. They would be a GREAT fit, but they are not in a place right now to integrate anything, for economic reasons. Definitely going to reach back out down the road.
6
/ 10
Denver was a great point of contact for information gathering, but not the end user/customer. Valuable use of time, but did not end is sales momentum.
7
/ 10
This was our second meeting with Jay Braun at USPS. Carter did an excellent job following up to confirm and schedule this conversation.
10
/ 10
Qualified lead, good discussion but went dark
8
/ 10
Was a good call. Persona was not final decision maker, but could be an influencer with more follow up.
7
/ 10
No comments provided.
7
/ 10
Just looking for information, but could be fruitful.
8
/ 10
3-7 day trips, maybe once a quarter, to Costa Rica or other Caribbean islands. They usually just buy airline insurance for minimum amounts. One employee in the US. Language barrier here as I kept asking about what they are doing for health insurance for the US members and in PR, but he kept going back to travel medical coverage. I will try to email in Spanish but does not seem like a high value promising lead
2
/ 10
Dana Inc is a manufacturer so they have use tax requirements, but not sales tax. They had been using OneSource but decided take the process back in house, since it is not a huge lift. Jessica was super friendly, and transparent in that the goal of the call was just to make introductions. They are not in a place to evaluate another solution for at least a year. I followed up with my contact info and some additional vertex info.
6
/ 10
Got the meeting, we had the right audience, but they didnt indicate any pain currently. Likely not going anywhere, but we can keep trying.
6
/ 10
Prospect was part of an account we are actively working on however, he was in the wrong division and the meeting will not be moving on to next steps.
1
/ 10
Great opportunity to sell a county-wide system. Next call scheduled for 4/11
10
/ 10
She recently changed roles and was not the correct persona. We were, however, able to get her to connect us with someone else in the org.
6
/ 10
Though not ready to buy, good lead and the right persona. We will re-engage in a month to investigate.
9
/ 10
Good title, and good context
8
/ 10
Best lead so far. Company had a realistic and large marketing budget. Was open to conversation and knew the data we wanted off the hand. Already made a vendor change on paid advertising. Looking to do the same with SEO.
10
/ 10
Duplicate lead. There were both on the call from the same company. It was him and Colin Hautman.
7
/ 10
Smaller company
7
/ 10
Good size company and budget. Not looking to make a move until next year. Not a now lead but great pipeline. They were also engaging and open for a conversation a good quality we look for in prospects.
8
/ 10
Smaller company and budget. Going through an acquisition so the timeline is a little longer than usual. Still a good lead.
5
/ 10
No comments provided.
1
/ 10
This was a great lead! We do quite a bit of business with this customer in the United States. This lead is based in the UK and was able to share valuable information and insight of what they support and their pain points. On the call, we discovered 3 areas we can help and support them and we’re looking forward to future conversations with this team.
10
/ 10
Angie was very talkative and shared a lot of information about SAS. They had evaluated Vertex back in 2018 but ended up going with OneSource (she did not work there at the time). They are in the process of getting all their global entities onto Oracle Fusion, and so they are not in a place to start another project. We agreed to touch base in about 6 months and reevaluate.
6
/ 10
prospect wants to move immediately for a demo and could become an opportunity this year.
10
/ 10
Good lead within ICP. Good intro by Megan. Clear notes before the call.
10
/ 10
Great conversation – demo scheduled for tomorrow morning.
10
/ 10
He wasn’t very sure about what our conversation was for at first, but they’re happy with their current payment vendor and do not intend to switch at this time.
3
/ 10
The company is less than 30 total employees and does not have any proprietary software. The contacts were good level but not a feasible opportunity.
5
/ 10
Solid connect. Customer has some interest around a couple of solutions, so we have passed along additional data and will follow up to see if there is a need for a demo in the near future on either solution.
8
/ 10
They have a need for small group or individual travel medical plans and/or emergency evacuation type coverages. Has UHC for domestic and expats through a current broker that they are happy with. Just starting to send people abroad, so new to the travel portion. Low policy value here, so a 4 score.
4
/ 10
Customer did not show.
3
/ 10
Great intro call. Reecent went through a ransomeware attack and looking for new backup, storage, and cyber tools.
8
/ 10
Not the appropriate contact, but may potentially push our info to the right person
2
/ 10
No comments provided.
10
/ 10
# Tim Thorp Bit of a tyre kicker, obviously. Tim is talking to a bunch of people next week, but wants to follow up with us again the week after. He is very dubious of a lot of the AI claims, and is attracted by something more deterministic like python code operating on a relational database. We talked a little about how the other people he has talked to admitted that they can’t guarantee that they can read 100% of the PDFs they receive. He was taking a few notes, and was definitely jotting down furiously when I was talking about the lack of repeatability when asking certain questions of AIs, and the difficulties of having an auditable process when you can’t get it to do the same thing twice! Still a bit of a long shot, but we should maybe ping him the week after next.
8
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
Great contact level and interest.
10
/ 10
Solid lead stage 2 opportunity
8
/ 10
See notes for Ray Namdarian
8
/ 10
Very little D2C and they handle their B2B themselves servicing folks within a 150 mile radius of their DCs that they deliver to via LTL, TL. No real opportunity here.
3
/ 10
See previous comments
7
/ 10
Great brand with footwear which is one of our core competencies. Currently working with a provider that can’t support their D2C needs. Could be potential to break into B2B.
8
/ 10
Spoke to Natalia who is an influencer to the DM. Volume is in our ICP, and they are exploring options right now so timing was great!
8
/ 10
This could become an opportunity for mid 2026.
9
/ 10
Good conversation, not a lot of product overlap which makes the conversation difficult.
5
/ 10
Great intro to an influencer at a very large firm. Solid opportunity.
10
/ 10
Great lead, great meeting.
10
/ 10
Great call with solid contacts—excited to see where this leads. There weren’t many questions following the demo, but kudos to Jack for successfully getting the team on board for the discussion.
9
/ 10
Good meeting that provided us with good content, but not the right level.
7
/ 10
Great call with lots of context. Not the right level.
8
/ 10
We got lots of context, and it was a great call, but unfortunately not the right level.
8
/ 10
It was not the right contact, but we were at least able to get information on their current situation and direction as to who to contact.
3
/ 10
No immediate opp but good conversation and follow up call scheduled.
6
/ 10
Acronis isn’t our typical ICP. Their MS(S)P offering consist primarily on integrating capabilities with 3rd party providers. However, they have some “preferred partners” for specific functionality. If Lansweeper can get this status for one of our offerings, that’d be a massive win. Dragos was definitely a good fit, but it’s unclear what weight he has in the organization to push for such “preferred status” for Lansweeper.
9
/ 10
decent start
7
/ 10
She would have been, has she not been retired. Going to send a follow up email and she will pass it around
6
/ 10
No need.
2
/ 10
No show and unresponsive.
1
/ 10
Prospect Requested meeting, but was not looking to buy at this time.
4
/ 10
Excellent call with strong engagement and a compelling use case. They’re already considering moving forward with a proof of concept.
10
/ 10
good start, appropriate persona
9
/ 10
While no immediate opportunity, there is a potential on this one.
8
/ 10
No comments provided.
8
/ 10
No comments provided.
7
/ 10
No comments provided.
5
/ 10
No comments provided.
6
/ 10
No comments provided.
6
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
10
/ 10
No comments provided.
8
/ 10
No comments provided.
9
/ 10
No comments provided.
9
/ 10
Quality lead
7
/ 10
Signed up to be a customer
10
/ 10
Not decision maker but qualified hotel
8
/ 10
Not decision maker, but qualified hotel
8
/ 10
Good meeting, qualified DM
10
/ 10
Great meeting
10
/ 10
Great meeting, perfect group we are looking for.
10
/ 10
Company is a great fit. She was not a decision maker, and there is not a defined project, but she wanted to see if her director had interest in meeting with us.
4
/ 10
consultancy and too small of a company
2
/ 10
solid start
8
/ 10
Well versed in our category. Has seen 40 demos. Will consider us for RFP to be issued over the summer.
9
/ 10
This is a larger company looking to expand their marketing in the solar industry. They fit our goal of approaching larger organizations with our cleantech expertise. They also seem to have a direct need at the moment. Plus, she requested a proposal. Great work!
9
/ 10
They are within the cleantech industry and they seem to have a direct need at the moment. Plus, he requested a proposal. Great work!
8
/ 10
Great Meeting. 2 Champions w/ possibly DM authority on the call. 8 provider group in our targeted specialty with an EHR that integrates. Had background on DeepScribe before going into it. Very willing to pilot this.
10
/ 10
No comments provided.
10
/ 10
No Show. hope to reschedule
1
/ 10
Preston manages a team of ISSOs and has responsibility for ensuring security policies are enforced but does not seem to have any influence on the devices selected for use. However, he was at least talkative and willing to share names with us of other folks in both Network and Cyber teams.
5
/ 10
No comments provided.
10
/ 10
Great call and engagement from the prospect. Moving forward with AE introductions- sales and MSO. Definitely will be an MSO opportunity created and waiting on sales to see if they can get them to automate their procurement process.
10
/ 10
No comments provided.
4
/ 10
Johnson Control – Facility needs to take ownership for any end user request. Would ideally like to give more rights to the end users and improve their processes
7
/ 10
can get us to the perfect team
10
/ 10
No comments provided.
3
/ 10
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Outsourcing sales: FAQs
Thinking about outsourcing your sales team? Here’s what you need to know.
Why do companies outsource sales teams?
Companies outsource sales to scale revenue faster, reduce customer acquisition costs (CAC), and access experienced sales reps without the overhead of hiring and training an in-house team. Outsourced SDRs can increase sales pipeline efficiency and improve lead conversion rates.
How does outsourced sales work?
An outsourced sales partner (like memoryBlue) provides a team of trained sales development representatives (SDRs) who handle lead generation, outbound prospecting, cold calling, appointment setting and early-stage deal qualification. These sales and marketing services help businesses grow without the challenges of managing an internal sales team.
Is outsourcing sales cost-effective for organizations?
Yes. Outsourced sales teams help sales and marketing leaders lower their cost per lead (CPL) and cost per acquisition (CPA) by eliminating expenses related to hiring, salaries, benefits, and sales training.
What types of organizations benefit from outsourced sales services?
Tech startups, public sector, SaaS companies, B2B enterprises have a need for outsourced sales, especially those expanding into new markets, pivoting their sales strategy, or trying to grow quickly in a competitive market. CROs and CMOs looking to increase outbound sales, improve lead qualification, or scale pipeline growth without internal hiring constraints often turn to outsourced SDR teams.
How do I know if my company should outsource sales?
If your company is struggling with consistent lead generation, low conversion rates, or inefficient sales development, outsourcing sales could be the solution. Companies that want to boost pipeline velocity, penetrate new markets, or optimize sales team performance often see success with outsourced SDR services.
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Should you insource or outsource inside sales?
In short: it depends, but this eBook will help you make the best decision.
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