interesting opportunity for a partnership deal.
Correct target at a right sized organization where we can provide value.
Not exactly our target market. They are a developer but she said they need to do 5-6 estimates/month which is in line with us. She was just an assistant so not correct DM
gabby was complimented by the client
Engaged, won’t be able to make a decision but offered to pass us along to Marc Fuell to get better exposure.
Contact was a little too far down the chain to understand full scope of what we offer as well they offer alot of similar things with their platform.
Great contact and opportunity but prospect initially thinks we are a better fit for their Sales Ops team. He is going to speak with them this week.
Andrew set a good meeting with a good title. Looks to be a long term opp but he did a great job of connecting with prospect on LI and then setting meeting through messaging.
too junior, good company, good opportunity,
good contact, cood company, good opportunity, referred to corporate
good contact, cood company, good opportunity, referred to corporate
The contact had good knowledge of the GA program. Said they peak at 1.1MW – waiting to confirm…
The prospect was looking for a job as an independent consultant.
Splunk would not fit with this persons day to day.
good company, not sure the right contact, some way off at the moment
good contact, good company, good opportunity
Account appears to be small (o.5MW to 0.8MW). This contact needs to get buy-in from operations manager to take first step.
Good lead with an opportunity to partner
Pretty good meeting. They do a lot of remodels and some custom homes which isn’t exactly in our wheelhouse but they might have a need
Would be good to find out if clients need a DEMO other than presentation. Erin is great in uncovering prospects.
We have been direct about not wanting to speak with government prospects. The VA is all on premise and are unable to migrate to cloud in the near term.
Webinar attendee- led to great discussion and easy next steps
Great lead! Customer was engaged and interested
While not the final decision maker, certainly an influencer in the enterprise sales process. Oftentimes, this is how some of the best customer relationships begin, with a strong internal influencer. Nice work, David.
It looks like we are at a good level..Not sure yet.
good company, good contact, good opportunity
Good call, Jeff isn’t the right guy but is putting us in touch with the right folks.
very good contact, very good company, very good opportunity
good contact, needs to refer higher up, good company, good opportunity
good contact, good opportunity, good company
Angel seems interested in what we have to offer – no pain at the surface but once we picked a bit there sounds like opportunity to get to next phase. She asked for some more materials to share, so being gated a bit, but really engaged individual and possibly high up enough to decide on tools – she hedged a bit but knowing all she knows, she has to be a key player
Nissa manages the BI team, understands the issues but would not be an end user – and sounds like her team are not our target user either. She does know SQL and wants a demo, to see if worth taking to CIO. They have problems we can solve, and a desire to advance their insights – will take some work, we share end goals but need to ratify business fit.
Reuben did a great job qualifying this prospect based in FL. Prospect was very enthusiastic and we have some next steps.
Excellent call. Very engaged and verbally committed. I’m worried about the risk of churn since he is a developer of multi families, not GC. He is putting together a crew for custom homes. He did see the value in our services
Really great call. Transitioning from interior design to design/build. They have no idea how to estimate, lost money on a couple projects. I’m worried about the volume they needs estimates as the builder but I think he is intent on at least using us for the grace period for a handful of projects
She is a RE broker and just starting to develop land. We had a great conversation about what she did, but it will be a long time before she needs our services, if ever
He is a builder/RE investor so not exactly our target prospect but there is an opportunity to work together. Very engaged conversation and we’ll see if there’s an angle
Paul needs to engage his Controller and Plant Manager to see if they want to take the next step…
Haley continues to lead the way with finding good leads. Great job again and look forward to Haley’s calls.
Louise will need the help and support of their Security Officer in order to move forward with demo and IRM|Analysis work. Good call – looks like a team approach to move forward.
It would have been helpful to have more notes and more needs from the person. He seemed pretty neutral on everything so knowing more about what is driving them to change and any implications of not changing would help.
Good call. Interesting space. Appear to have a 2021 project to replace their homegrown fraud detection. Setting up a follow on demo.
Great first call with a significant potential prospect
Complete wrong department
Michael provided excellent pre-call qualification information. The customer seemed set on his current technology stack. Not a perfect fit for deepwatch but an excellent lead, nonetheless.
Great call with Kerry, very interested and might be able to move forward this year. Thank you for connecting us!
Ben got to an essential influencer. We had a very good conversation but I do expect that the prospect would know what Optanix does and what aspect of the prospects operation gets added value from our products or services. We did get that from Joe in first call as well as the third key point – budget and approval process. This is a more a nurture opportunity than a qualified near term opportunity. Duke has an expense freeze and Joe has no established budget for the things that Ben used to hook him – he has never found UC monitoring tools that he finds up to his task at Duke.
They have a solution but also cannot have devices (phones/tablets) in the plant. Makes it tough for Webalo.
Great timely meeting set up by Sorab as they are having issues with their current solution. Great job Sorab!
Prospect was very engaged, asked a lot of good questions. Just a bit off our ideal target market, but there is definitely an angle here. Great conversation overall
Vanessa was full of information but she was transparent about where to spend our time (SCL St Josephs). and Children’s Hospital in Aurora.
Good call, but the contact had no power. He is going to try and got other involved.
Just a great prospect and the opportunity has real potential
Joe’s wife works for Booz, so he came in knowing a lot about the platform and value prop.
Michael was a great lead. What he is asking for in terms of alerting, AtHoc can 100% do for him. However, the hospital is already using Everbridge as their emergency mass notification system, but he may or may not have access to it. I didn’t want to sell him a system if he already has something in place that can do it. I asked him to go back to his Disaster Recovery team and ask if he can use “their” system to send internal messages. He will ping Sydney Seol when he finds out.
Good feedback and connection with Sue, thank you!
A bit lower level, but let’s hope he can socialize the findings and get us to the right people.
Well sourced lead. They fit our target market perfectly and are in a good position to purchase
Ray was a perfect contact for us in an organization that we have been targeting for some time now but struggled to break into.
Excellent call. Great prospect. Well done, Trevor!
Great call with a great prospect
more EPC focused then development and projects were on the small side
Great lead and insight. Got to chat with CBO, CCO and educator at a great prospect!
Lee is a consumer of the data, he did not share much but was interested in what we had to share – might be an opp with the right parties @ WWE, who Lee would try to get us connected with.
That was a decent contact! Having the contact extend the invite to other relevant parties would be perfect!
Good call with Darrel, nice contact to have in LA, thanks!
Solid call with a good potential prospect that needs more qualification to become an opportunity
Being acquired so not in the position to do anything for a while, it was an education presentation if he leaves and goes elsewhere he will know about us and will be aware of what we can do
great lead, customer was engaged and eager to learn
Great contact that is currently looking for new ways to engage and support customers. Perfect timing and it looks as if our CEO and CMO are connected with the prospects CEO so should be a good in for us. Excellent job Andrew!!!
Great meeting. Definitely a fit for morpheus and scheduled a follow up demo!
RE/Max is certainly a very well known brand in the US, and one that is an excellent account to penetrate. While the lead isn’t a decision maker, he could be a good conduit into those that are. This is a long-term opportunity that will ideally develop over the course of the next 12 months.
Haley has been great at obtaining new leads during the Infoblox and Splunk campaigns at Treasury.
Peter was our first lead from bluelight (police) and has potential to utilize AtHoc for their police and other staff. We are hooking him up with our bluelight prime, Michael Akpata when he returns from PTO.
Perfect contact at a target company (that i’ve been engaged with for about 15 months). Rianna partially replaced my main contact that moved on from her role. Rianna was also a part of the TA Summit I presented at last April, so she remembered me and AllyO well. Long term evaluation, but great to reconnect with their team.
Great job Tara. Persistence was the name of the game here and it paid off and hopefully in a big way.
Strong use case and match with this company. Troy appeared to be too disconnected from TA process to help influence anything – just pass our info along to the TA team. No next steps with Troy but we should continue to target Sherwin Williams
They were in the right space but a little lower on the totem pole.
Good contact with good feedback on the product. Unfortunately, they’d just purchased Symantec DLP (key competitor) and were actively working on implementation and tuning. I don’t think there was any chance they would possibly have purchased, even if they found the solution to be perfect.
Looks like a small account, but customer has submitted data for review. They cannot curtail usage as they build in real-time for their customer…
great opportunity, it’s an immediate opportunity
Nothing Max could have done better. Great call!
Organization is unsure if they would even make a switch to a new software and had explained to James they are not looking to make any changes right now and would not be making a decision until next calendar year of 2021 as they need to know if united ways over all will be using the same platform that their dues will pay for or if they need to get their own software
good contact but no projects
The meeting was a good one with the correct POC for One Health (tele health is a priority target) and Will was able to secure this meeting. Great job with them and we will have an August follow up. Thanks Will!!
For this organization, the IT Director was a good contact to engage, with the sales timing off, as they just signed with another vendor to secure their environment. No immediate need required and will continue to engage/nurture to explore future sales opportunities for us to accelerate their ability to meet their cybersecurity and compliance business requirements.
This was a good call with the right target customer.
Great lead. Especially like the fact Rachel set the meeting with a Plant Manager.
Good contact, good company, referring to Corporate
good contact, been promoted to Maintenance, good company, needs others to be involved in the organisation
Great call, thank you for the setting the meeting!
Haley continues to rock it! She is doing an amazing job scheduling time with qualified, high level POC’s who have interest in our mission and solutions. I look forward to working with Haley and Memory Blue. Great job guys!!
It was a good chance to introduce Cheverhaven but they don’t care about data leaving the company so it is not a good fit.
Excellent Lead! Excellent Call! Great job, Ben!
Really great contact. We would be open to more prospects like Patrick.
Good opportunity to get introduced to an HCA DISO but all HCA hospitals are fed Top Down regarding Security. Thanks.
She is not high enough. She only handles Ohio. We need to get to the level that covers the entire US.
right group, right person to set up next step
They’re not the right team, but could introduce us to the right folks..
Good lead but already have a solution and may not have a need
manager of 2 locations. Makes (2) hires/yr. Possibly could make an intro to corporate… he’s pretty low level even within just the ceramics division. We should keep blueprinting the company and use this conversation for a springboard to other key stakeholders.
best meeting colins ever set
They curtail their usage. Waiting for data to see if this may still be an opportunity…
good contact but no opportunity at this time
Kelly was able to share a bit about their story – but they are not in position to make any moves in the short/medium term. She does seem to be the buyer and will follow up with some information, will be a longer term play here, if anything.
Good intel prior to the call that helps manage clients expectations.
inside sales, not inbound support – 50 agents currently, expanding to 100 soon – has a need to scale human resources cost-effectively
Can’t make or influence a decision, could possibly make an introduction or refer us to the right person. Seemed engaged and finds value in the solution.
Jenn C started tracking this opportunity in March 2020. At first unable to get Lynette Parham committed to an intro call, she stuck with it, followed up in June, and was able to get her on a call today. Great job of not giving up on a lead.
Brand new to the company, could possibly influence a future decision. Informational call, will follow up again in 60 days. Could be a good start .
Strong fit with use case – and right persona to influence a decision and champion AllyO. Will take some time to get forward movement based on other platform changes within HR technology. Next steps in place. Solid call.
Right company, right persona. They already have capability for much of what we do. Good conversation just not a strong opportunity to move this forward, no scheduled follow up.
looks like they have projects we can look at, but will require moving up the chain.
It was a worthwhile call. The contact is at the level that we need, but isn’t in the market for the kind of services we provide, at least at this time. None-the-less, it was a good contact and he was open to sharing what he is working on, and was open to sharing our information with his peers internally. Not a an opportunity now, but still worthwhile. The fact that he didn’t have a need, but Abby was still able to get a call with him is kudos to her.
right contact at premier brand
no projects ready to go, but good contact
Sandeep was the right title (Solution Architect), but he was in post sales services so not the right person that we would sell to. It was good to brief him on RL but his ability to impact sales is limited as he is solely focused on selling / supporting Cisco products.
Wrong person. Was over risk controls for process, etc. No influence. Tried to give us a couple names, but all public info. Oh well.
this was an ideal meeting….is using a competing product….definitely someone to keep in touch with
Ashley is truly amazing!!!
Great lead! Interested in SOC 2, HIPAA, and HITRUST.
Why is it not a 10? not really sure, I guess the only slight is their time frame for a solution is by the end of the year.
But truly a great lead!
Jared’s group within Curtiss-Wright was not a good prospect for PIM but the potential for an ‘in’ with other areas of the organization that might find value in the tool gives it a few points.
Solid call – challenging circumstances due to covid but looking for a demo
Excellent, strong lead with huge potential.
This was a solid lead. She was very enthusiastic about what we showed her. One thing I would like Zack and Amanda to understand is the difference of indirect and direct suppliers. I am more than willing to go over this with them. While I don’t want them to disregard people within indirect part of an organization (we have managed to get all the indirect people to guide us to the correct people), our focus is on direct vendors.
Email messaging was on par and interesting for the prospect. It would be great to have more insight on what caught their attention or area of interest for the call ahead of time. That might be more nice to have, but the call was quality and could lead to a deal.
Kim does not move much data and not a fit for our solution
Great find by Erin, they have a need and are not using any other product at this point in time.
Not the DM but an outstanding contact at the company that has a direct line of sight to the DM. Good job on hooking a contact at a target company with something that is super relevant to them right now (virtual hiring events) and allowing the great functionality of the platform increase feasibility.
Nice lead – Has some influence in a decision and has need in a few months.
They have projects for immediate review
Did not provide any valid information as to why he or his team was interested in Splunk. Was presenting information to his CIO but does not have an immediate initiative nor reason for presenting solutions to the CIO. Asked about security but is part of network team. Did not specify any challenges or pain points to further investigate their need.
Good opportunity with a 2MW facility.
Simone, i am following the ranking criteria given to me by Simon. 8 – Good company match, good title, right department, interest
I hope you know I believe this to be a good effort on the part of Evan. I know the challenges of the role, it is not practical to believe every call is a 10.
9 – Good company match, great title, right department, need for digital transformation
10 – Good company match, great title, right department, actively looking into digital transformation
Next step is for this Planner persona to reach out to Plant Manager and confirm a meeting.
Customer is with HHAeXchange – were able to uncover several advantages using AssuriCare. Reuben did a great job keeping Gigo accountable to keep the meeting time.
Nice connection with Larry, thank you!
Global, enterprise company but the lead was a field TA manager that recruits for executive, not high volume positions. We’ll likely need to find a different lead for this company to get closer to the decision-maker.
Already has a vendor but always good to see where we stand against other vendors.
Solid lead, contact asked a lot of great questions, this should turn into an opportunity later this year.
Excellent meeting, Brett is doing a great job
This call was purely informational for Vail Health. Good intro call overall. Ryan mentioned early that this would be a long term play in about 3 years.
good contact, good opportunity, good company
This guy has no power over the 26 Acute Hospitals in the Kansas/Nebraska region. They are heavily in bed with TW Security. No Opportunity, nor reason to keep talking, unfortunately.
Not a qualified lead, not a gateway
This was a good introduction of Cyberhaven to Security Finance and Trevor provided good insight before the demo.
Connor did a great job setting up the meeting. The only hang-up is that the prospect is still trying to figure out what he is looking for (if what he wants fits the solution Lucidworks offers)
Good contact with follow up opportunity!
Great first call with a top prospect with qualified requirements
Sorab identified a CA city looking to enhance data protection and their ransomware strategy moving forward. They have been hit by ransomware twice in the last 2 years. Great meeting Sorab!
Not a good prospect. It wasn’t vetted out in our own list building that included it, so it’s not the fault of the SDR. Turned out to be a franchisee with the right title and not a corporate contact.
Good introductory call. Gene is new to City of Hope (7 weeks in) but wanted to know more about AtHoc and how it can be implemented. He said he would ping back in a couple of weeks.
Too young of a company, no current shareholders
Great account but the prospect didn’t feel that we were a good fit for their data quality needs at this time
We cant really work with him due to his business model. He doesnt work with products at all.
Very quick turnaround needed, but there is a real opp here.
currently working. good opp
there was not a meeting as the guest never arrived.
good use case but longer term opportunity
International – try to send to arik
currently working with reasonable interest
government and mostly informational.
currently working as a way to service government entities.
Mostly informational, but right team.
International – should go to Arik. Otherwise, they did want to move to a demo before having to cancel.
Government – not our sweet spot. Very late stage in the project too.
International – Should go to Arik
Government with a strange use-case. They dont connect to the internet at all. We really couldnt help him, not sure why he took the call.
International – Try to send to Arik. Otherwise, a chance to displace Arcsight
Relevant opportunity to complement elastic
very close to a deal with them
large solar plus solar projects available for sale and/or co development
Relevant meeting with a chance to displace Splunk.
It’s a difficult conversation if we cannot get their work e-mail address. She doesn’t have much urgency, and seems to be doing this on her own.
Good call. Smaller, regional size bank, but that can mean a shorter sales cycle. AJ is not a decision maker, but can be a Champion. He is the VP of Fraud and does investigative work into IP’s to stop fraud, so I quickly took the discussion into our 4 pillars, discussed credentials, and then asked Carl to pull up the demo and show AJ the level of detail he can get on IP’s. Carl also showed him how we can force a password resent leveraging IP info and associated behavior to do so. AJ is going to bring our info today to Glenn Fish, VP, Dir of IS, to see if his team is open to a presentation. They would be the ones to buy a solution like ours.
Well qualified lead. Michael provided an excellent write-up prior to the call.
good contact but no projects
Great contact from a warmth and title perspective. The company itself wasn’t the best fit. A very traditional industry with very traditional software. Most of their software is on-prem, which we can’t support. Cloud-based SaaS companies are a better fit. There still may be an opportunity here, but only because they’ve recently acquired cloud-based companies.
This was a good demo. she was very qualified to have a buying conversation. More notes would be appreciated. There were 3 bullet points of notes but having more background info on what challenges they are having, what they are doing for fundraising and where they want to be with fundraising is important for the rep to know.
They do not control their fundraising software system on a local level it is all controlled on the national level. She was not even sure if she could consider switching software systems and the one they have is free so the national office would most likely not help them get a new system and she had noted they do not raise enough money to pursue and outside services
If I could give it a zero… :) hey, no harm. we should probably talk with the prospect and qualify them before setting the meeting.
Solid lead. There is a potential opportunity to displace Everbridge later this year. Austin did a good job qualifying this opportunity and the contact was the correct person to speak with.
Michael runs the BI team, they do not build the data pipelines or own the data warehouse – rather they are consumers. He was able to provide a lot of intel and I believe there could be a path to an opportunity, but would require the ‘database team’. Will follow up with him and hope to get connected.
Use case alignment – interested, engaged – follow up call set for tomorrow. Need to vet out decision making ability and ability to purchase but very solid call overall!
This call was very well qualified – the best so far! Additionally, the attendees were at the right level of the organization (C-level) to own decision making and budget allocation power to move forward with the use of our services.
pefect fit and been trying to get into this account for a good while! Great job Tara
Great lead- only didn’t get it top stars because relatively small/new program but otherwise really good lead
Dylan is awesome. Smart, cooperative, open to trying new things. I really enjoy working with him.
KJ is potentially influential. He knew about Salt and asked a lot of good questions. He did not want to schedule a new meeting. I do not think Macy’s is spending any money. He did state that they may do something next year, so they are looking into this area. He wants to stay in contact. I think it would be good if Shreyans connects and discussed what we are doing with Magecart. I will be sending in a few bullets and slides.
got him to attend the call but he was not even close to being an influencer or decision maker.
THIS WAS A VERY GOOD CALL Too. Will take more steps.
Strong, well-researched lead!
Great lead led to referrals to higher divisions and greater sales potential.
Large potential with this well-researched lead.
Excellent lead and the customer chose to buy on the first contact!
Strong lead with great potential!
A challenging customer but between Chad and our inside sales team, the customer listened to our presentation and enrolled in a test deployment.
good for discovery. We’ll see if he follows-up with introductions as promised
Sounds like he can possibly influence a decision, others on the team are looking at Brazen as well. Follow up call scheduled for Friday
got into important customer at VP level, well done!
Abby was able to secure a follow-up meeting with a VP-level (decision maker) as he had to leave the 1st meeting early. She did an outstanding job and this specific conversation has uncovered 2 separate legitimate opportunities with this Tier 1 target.
Alex Duzan, who’s email is actually firstname.lastname@example.org, is a new role where his team does pen testing, red team, and some purple team work. He knows the people in “Boundary Protection” and said that he would pass his notes and my short slide deck from them, and see if he can broker a call. He confirmed that they use Botman today, but could not comment on its efficacy. He also said that they have a separate Fraud team. We agreed that I will follow up with him in 2 weeks.
I felt like we were presenting to a competitor. Everything we talked about he told us how they already do it. Not Kelsie’s fault. Not sure why the guy wanted to speak with us other than to take a close look at what he considers the competition. Move on to the next one…
Great contacts with a need for what we do
Budget is going to be a major issue. Timeline is 2021 at earliest. They have not looked at any other RTLS solutions.
Another solid lead with a contact who was interested and engaging.
Solid lead, Jeff was the right person for us to speak with and we are planning a follow up webinar.
Tony asked a lot of solid questions and pointed us in the direction of his CISO for additional conversations. I am waiting to hear back from the CISO.
Doug was interested in exploring next steps. No indication if this was a large opportunity…
not the right person to talk to- no projects to look at right now
We were well matched via this competitor, ERSP. Good group of ladies and there is a small window of opportunity available.
Right title, target and size. They are just starting a new project with a competitive MDR and may not be in the market for SIEM/SOC, anytime in the next year or so. If they determine after the current project that we might fill a gap or two, then they might enter the market. So this one is a bit early but we are now on their radar for futures. No specific need/requirement was uncovered.
Strong general intro call. We’ve got next steps to do a deeper dive demo. It appears there is a broader initiative to look at technology but path to a specific decision making process is fuzzy.
Good discussion. Not primary target, has some touch on BU but limited.
Wesam’s not going to be a decsion maker, sounds like her role is getting eliminated. Offered to provide a global HR project manager to evaluate AllyO. Also gave us some helpful intel that they are developing their own internal technology.
Good contact. Helping to spread the Infoblox name within DHS.
Good lead- Financial services, investment funds, PE firms, etc are good targets
have a project to look at- good contact
Great research on background of client. Helped establish the conversation.
Nothing needed here, good long term strategic introduction.
good meeting other than he can’t make any buying decisions. We’ll need to use this as a stepping stone to get in front of decision makers in Tokyo.
Lead showed interest that align with our capabilities and was the right person to reach. More meetings and engagement to follow. Good lead!
Abby’s qualification and original discussion established a very good foundation for initial meeting
Awesome lead and a great point of contact who asked terrific questions. We have next steps and he is interested as he currently uses ClearCare.
Prospect is a gateway to customer support leadership who would make purchase decision. Good company, right problem statement.
mobile project in process, they were in the process of selecting mongodb prior to our conversation, now re-evaluating
there is a project with a timeline.
great contact and has projects to work on right away
Interesting company- not our normal type of prospect but it might go somewhere
Well qualified lead, contact asked questions and was interested in our solution. Follow up meeting will be scheduled
Tony, while attentive and asking a lot of questions was not the correct contact for our solution.
Solid lead, customer is interested in follow up webinar with additional stakeholders
This was a solid lead, the customer was interested , asked a lot of questions and had the ability to influence a buying decision.
Decent contact and use case but there is not an immediate need or pain with their current system. The data integration mgr is about to leave the company and he was going to relay information on Clover back to his team. They are a MS shop and rely heavily on SSIS. After the discovery call we scheduled a demo the following week. When we reconvened for the demo there didn’t seem to be as much interest and we had a hard time identifying any areas where they needed our assistance. The demo ended fairly quickly. The timing doesn’t seem to be right.
The prospect was very responsive throughout the entire demo, forthcoming with information I asked about, and wants to get started ASAP.
This was a good contact but the use case is a stretch for us . He’s looking for an integration vendor with lots of experience working with the large electronic health record (EHR) software vendors such as Cerner and Epic. He wants to work with a company that understands EHR data models, what data to pull, and where to pull from. Unfortunately we don’t have much experience working with these EHR vendors and it would require a costly services engagement to build something.
Gave this grade because Keith had to jump off our call early because of an internal security issue. However he did state budget was not currently available because of Covid issues.
Solid use case for AWS data lake project. You identified the right contacts and the timing is great. Next steps will be a trial in July and hopefully a decision in August if all goes well.
Ask about their timeline for implementing a new system
Excellent call as this group is already engaged with BAH and Modzy can add value.
As per Nick, the account appears to be too small, but I wanted to be 100% sure.
Another phenomenal lead by brooks aka “beast mode” O’Donnell. Keep it up!
Fantastic lead for chapters which is one of our top prospects in florida
Abby did a great job getting the meeting coordinated, so good in fact that she was able to find another contact at T-Mobile and get him to join the call. Though this seemed like a good thing, the contacts worked on very different projects and very different needs; so my concern is that by attempting to connect to 2 very different contacts simultaneously, we actually connected to neither. We still can recover, but going forward each contact, unless on the same team, will be on different calls.
Home run! Great lead with solid interest and time frames. Looking forward to connecting with him again in late July.
Great call. Ion has 25 reports, an interest in API Security, and some kind of an audit as his pain. I discussed Sentinel and am scheduling a presentation by Subbu or Shreyans. Good one, Sydney! Thanks.
good industry given COVID
Great lead. Definitely need our product to replace their manual process.
Good high level contract. Need to find a way to get some urgency though.
Possibility to close this deal this fall. Great lead.
Solid call, they have interest and Hadoop problems we solve
Doesn’t oversee Ontario facilities, but will make an intro.
No oppp yet; HAs veeam and happy but could be opp down the road.
Great turnout from customer, clear pain and need.
Right size of contact, appears we have the right team – just no urgency to make a decision right now. No explicit needs, just doing research and learning more. They are currently on a global hiring freeze. They haven’t invested in any AI for HR as of yet. No next steps. Just more of a show and tell today.
It’s great working with Amanda!
Right person, good timing
Perfect fit! Seems every call is getting better by the day. Great job Tara and keep them coming
He is a potential, but not as strong as the others.
Good conversation and the lead was on target with the Data Lake needs. Working on budgets for 2020
key contact from technical team
Good call but it will take a few more.
Based on research, I was hoping that this company would be a good fit for full blown ecommerce. What actually happened was since the company does mostly custom manufactured products, this is more of a Customer Portal opportunity for us (manage/pay invoices, track shipping, view previous orders, expose product catalog etc). The next step is getting a meeting with their Director of Sales, and it may be harder to pitch to them right now because they’ve had a hard time with covid – sales have been slow, and people have been furloughed. So, overall, this meeting has promise: there’s a use case, the contact person is willing, the erp system is correct, and we’re familiar with their ERP partner. It just wasn’t as deep of an impact as I’d hoped due to the custom products and low sales aspects. Good work, Allyson! Keep more like these coming.
Erin had the document that provided insight which helped tremendously preparing for the meeting. The Prospect however has a certain tool with what is needed for their needs. We are going to regroup Mid July for late July DEMO to find out more details.
Thank you Erin .
He thought we were a nurse case management company. Not sure why.
Char-Griller is not presently challenged with moving large amounts of data but may see a need down the road for moving data on prem and to the cloud
The prospect is not a decision maker but can be an asset in breaking through to higher ups in the organization.
good contact, but no projects for us
Terrific lead – they use a competitor, Generations Home Care, but are looking to expand their services to include EVV and some back office services (timesheets, invoicing, etc.) Reuben did great getting on-line as they had some technical difficulties.
good company, good contact, cood opportunity
It would be great to have a better idea of timelines/contracts. This lead is in a contract for another year and isn’t looking to have any kind of buying conversations for another 6 months.
Solid ABM call, unveiled pain points. Not confident he’ll do the legwork to influence further action, but helped to prove out the use case. Need to continue ABM activity with this account for a better decision maker.
Quality call, can influence a decision. Not a ton of motivation to take action on his side but use case is there.
Leads that are in higher up positions
I know these guys were on our target list we provided but we should work to avoid companies that are EPC only.
Small load, but still worth looking into as they added more production in the past 6 mths…
Alex always preps with great notes, and is consistent with his ask for my follow up. He has even touched base with me about existing relationships to make sure his call is in line. Great work Alex!
He in himself is not a decision maker but is looping us in with the security team who is.
Has a small team with 15 agents live at any given time and average handle time is 1 minute. Was just interested in learning.
Still not totally sure if there is a good fit here but will see a demo to qualify more.
She is definitely interested in a solution but does not have budget for the next year or so. Good entry point.
Andrew did a great job of setting a meeting with the Marketing Director at Service Central. They have been looking for new ways to engage customers as they have other tools that have not worked well. She really likes the idea of user generated content in the community. Set demo and looks to be a great opp that could close Q3. Great job Andrew!!!
good contact, good company, good opportunity
We are learning with you all in real-time that medical device companies are not a good fit. Compliance to the vast majority of medical device companies is focused on regulations re: manufacturing and not on information security – data and privacy.
Amazing opportunity for a 2,500 base of clients in Arkansas. He did a great job pre-qualifying him and the prospect was very engaged.
This was a partnering opportunity not a customer opportunity. While it is still OK, it is not sales lead hence the score.
Did not want to view demo – just did about a 20 min phone call. Seems like need and use case are there – she would need to talk to her supervisor and get the door open, could be a long road based on her lack of decision making authority. Reconnect in a week or so.
Setting the initial appt is always good. Qualifying the opportunity at an approximate size level up front if you have the ability to do so always helps.
Appreciate Will continuing to drive towards the appropriate contacts within organizations. Secured a 3rd meeting with security officer as well for a demo.
Good company, good contact, good opportunity
He is not looking at anything actively but he is a Network Engineer. Providing my info in case in the future they have any needs.
Great lead with lots of potential for a future sale.
They shut-down (curtail) during peak times. So there is no opportunity with this account.
Great meeting with target contact
We determined on the call that their load/demand (kW) was too small. Nothing to do with quality of the lead.
Great intro to an organization Sumo has been trying to gain traction with for some time. Solid work Tom!
3 out of 5. Kevin Watkins is Dir of IS. They provide marketing services to salespeople, marketers, etc. Have SalesGenie as a brand. Was concerned about protecting API’s as they change name of company and rebrand to “DataAxle” and use API’s more and more.They do some Veracode scans. Leverage Centurylink. He was not sure about CDN and DDoS. Has digital assets spread throughout Tierpoint, Azure (SalesGenie), and AWS. Uses an EDR tool. Would like our solution to connect with Secureworks. Carl mentioned API Fuzzing as a reason why to consider our API protection. Kevin did not think that much confidential info, like Credit card #’s, ss #’s, etc. was shared between them and clients. So, I asked him if they have pharmaceutical companies as customers; he said yes; so I walked him through a scenario where a bad actor could collect PHI info. I also asked him about his govt customers, and tried to paint that picture. Next step: I am going to put together a couple slides and some bullets in an email, so he can leverage it to get the right people together for a deeper presentation. We scheduled a follow-up catch up call for June 30, just in case he is not successful getting his team together.
Could be a good partner, but didn’t have any current projects to discuss.
good contact but no projects right now
They were in Quebec and didnt oversee the Ontario facility, bit has made an intro to the right contact.
the right people with the right problems we can solve!!!
Lead is the right role and definitely validates the product. Unfortunately she doesn’t have budget right now but it seems like a good chance we can convert her in the future.
Good conversation and good title, ended up being not the right contact but we couldn’t have known that without the conversation. Worthwhile but will keep working the account to get more penetration into areas that align better.
The only reason I did not give it a 10 out of 10 is because they are locked into a contract and getting out of it is a factor. It would have been helpful to know that.
Excellent job by Rueben qualifying this prospect and gathering initial intel from him. This will definitely move to the next step of a web demo and I feel be our first closed deal with MB.
Great lead! Has immediate opportunity to review
Really great lead. Thanks Nathan
good meeting. not at the decision making level, but good intro point to the company.
have projects that we can review for acquisition
Not really on target with Operations. Was more of a regulatory thing with pipelines tied to the control room. We need to get to the right folks at the right level. Interesting chat though otherwise.
Good contact, has authority and seemingly numerous pain points – not quite ready for cloud but is leaning towards it. Will likely lead to demo.
A great call. The person was qualified and has a need.
Bedro is a buyer – he seems to have a number of fires to be worrying about constantly and was very forthright with his tech stack, his progression to the cloud (and lack of it), and could understand our platform. Given this, they are not currently in market for something like Magpie but will likely be interested in tacking a technical look at the tool, sounds like a too many cooks situation and political but given the amount in stack already – there could be viable path in.
Nice guy, who provided some good intel about their federal customers. However, unclear if this company is worth pursuing and if they will need any FedRAMP or CMMC support. Might be worth finding another prospect in leadership role that could shed light on initiatives.
Another person who isn’t in compliance and thought it was a recruiting call. He said he would forward our informaton but also unwilling to provide any names.
Need to identify the right compliance folks. Marcus didn’t share that information and he initially thought this was a recruiting call. Suggest reaching other prospects at Microsoft in a different business unit to have a meaningful conversation.
This was interesting because we had some initial calls with this person last year as they were selecting advisory and assessment firms. They opted to choose the cheaper option and now are paying the price. Connecting with him was great to reintroduce ourselves, but unclear if there will be an opportunity for immediate work. Perhaps we can do their assessment.
In order to make serious headway at Accenture, we need to get in front of Mohib’s leadership.
Not at the decision making level but good entry point to NEC
Solid lead, opportunity to build CX platform from net new.
Very good opportunity that is advancing to a live web demo – all the data Reuben did in discovery was captured very well.
The hard part here is that this person is at one facility in Denver and not their main HQ with responsibility for multiple facilities/locations. We will make the best of this lead to move upchain to make work at a larger scale. As one location they will not have the depth to use our capabilities – good call and training – yet not able to use to drive immediate sales/profit. That being said this is progress and keep pressing.
Do you want to salsa, salsify!?
Great call, strong use case, motivation to buy, internal stakeholder on the call. Strong alignment with our solution. Excellent hand off and pre-call notes as well. Great job, Brian!
Janice is a one person shop who does not do any data engineering – she relies on a state run third party to get the data to her in the format she desires/needs. There may be a possibility to connect with the agency who helps her but will be a difficult approach – she was willing to share some details but admittedly did not know enough to be valuable.
Good persona to go after! Covid19 got us on this one but they are a great fit in a normal world! Good job Tara
great fit – perfect use cases and perfect persona. Can’t get much better than this. Great job Tara!
He is a current Everbridge customer (competitor) but he was just looking to see what others have to offer at this point. It may not be a 3 month opportunity but more like 6-9 month.
good contact, but no opportunities at this time
Great meeting and Technical fit
Sorab has been amazing to work with the last two weeks! I know he lives in Virginia but he should move to Lob City with all the slam dunk meetings he has booked!
Customer is investigating options still. Could be MSP.
keep up the qualifying, that will make the difference in good leads.
Tough call – Tom did not want to speak and explained the company had been purchased outright by a PE firm and they had no intention of expanding the cap table in the future to include employees. We just need to ensure that the meetings on the books are with companies with more than a few owners.
Leif was excited to share partnership ideas as his business consulting practice takes place in Poland. We are speaking now to understand if he is interested in referring us business in the future.
Susan was interested in getting to know Nth Round’s communication tools while they are transitioning as an organization to remote work. However, the organization was not a prospect. It did take a nice turn to discuss partnership opportunities but it was not the right time for her to focus on USRowing partnerships while they are in transition.
It was a friendly call and he was interested in Nth Round for prepping for fundraising but at the time he only had a handful of shareholders and was not ready to see a demo
While not a technology decision maker, we were able to discern needed intelligence on how the division is structured and who makes technology decisions
Steve really did a great job of building rapport with the prospect and hitting on two of our major selling points before setting up the meeting.
It was a solid lead but not the right person. This lead will point me the right direction.
He was the perfect person to meet with and provided a bunch of great intel on John Deere
This was a very good call with the right people.;
Solid prospect – not the final decision maker but can influence. She is working through a formal process and was highly engaged. Next convo booked for 6/22. Great job, Colin!
After looking at what Higher Logic’s software did, she declined the meeting as that’s not something they need right now.
there is sincere interest
I listened to Jonathan call with Phillip 66, he comes across professional and knowledgeable, doesn’t give up when he gets push back but also doesn’t come across pushy. It’s good balance.
I listened to Jonathan call with Chevron, he comes across professional and knowledgeable, doesn’t give up when he gets push back but also doesn’t come across pushy. It’s good balance.
Good connection, thank you for setting up the meeting!
Good Company, Low Title, Kind of a poor fit from aircraft and data processing requirements stand point, but that kind of vetting would require a lot of knowledge to know! Still got some good intel :)
Good intro call with a well qualified potential prospect
Customer expressed interest but need might be a couple of years away
This was a great call. Amit is the CEO of Secure Networks and have many customers using ServiceNow and he can see the value of pitching 3CLogic.
This organization works with WC carriers and TPAs. There might be a partnership opportunity, but he is not a buyer.
I gave it a 2 based on the new 1-5 rating system. Morris was in physical security, not cyber. He also started the conversation saying that they have frozen spending and are going through lay-offs :< Still, I leveraged some discovery work I did to empower him to have a conversation with their CISO. Here is my follow up and I sent 5 slides per our verbal agreement:
Hi Morris: Per our conversation:
- Important to Motiva's Commercial Operations: "supporting flow assurance and system optimization of the entire barrel"
- Motiva also relies on its trading systems for crude oil, feedstock, etc.
- These various systems likely leverage API's to support IoT, connections to partners, and connections to cloud based applications.
- Cequence Security protects API's from nefarious BOT attacks that can disrupt these operations and steal confidential info.
Please let me know how it goes with Stephanie. Thank you.
Pranshu is a great contact with AppSec experience at previous companies. He is not in AppSec at Sprint, but will forward our info to his manager to see if there is a need.
Good discovery call. We didn’t have time for a demo so we scheduled one next Thursday.
Good contact, possible projects
Good first call. They are early in their program. They need to mature and feel more pain.
Great call with Mike! Thank you!
Good call and feedback, thank you!
This was a great connection that Pete made through LinkedIn. It was a great first meeting and hopefully will lead to a demo.
Good account; Not right person
Good Company, Good opportunity
Good opportunity, good prospect
Good opportunity, good contact
This is the ideal customer for Code Dx.
Tom would normally be a contact right in our wheel house. It is just super early in their Hadoop journey and they haven’t even gone live yet.
devops may not be the best target persona but still got some traction and a next meeting w/ potentially other personas involved
good meeting… level could be higher, but we’ve got a FUP scheduled and an intro to Carolyn’s boss.
good contacts but nothing to look at right now
Matt Neff is in the process of rebuilding the IT infrastructure for the group he works in so he is a solid lead, not just for Forcepoint but overall.
Eric just wanted a free gift. He was very happy with his current solution.
This could have been a great lead, as they’re looking at e-commerce for the Agriculture side of their business, and they currently rely on 40 sales field reps taking orders face to face, and sending them in via phone/email so someone in the back office can enter them manually in the ERP. The catch was that they were on the wrong ERP system for this side of their business (Tronia Agre) and didn’t have plans to switch anytime soon. The Trucking side of their business was in fact on Dynamics GP, but they weren’t interested in e-commerce for that.
Ron has – Budget: $100,000 but their budget is $15,000. Bid difference
Carlos sees the need for a product like ours but only wants tools that integrate with ADP. Once we’re integrated there’s a chance he’d become a customer.
Sean is not a decision maker and does not utilize a tool for building data pipelines, but he was very informative and understood the pitch/value – he is also willing to connect us with the right party within HOAG strategic analytics group (“corporate”).
Good guy to talk to it’s just that their company is not up and running with COVID. Retail has been hit hard during the crisis.
Kelsey was well prepared and did a good job kicking off and transferring the meeting to me. This is a qualified lead
Very good prospect and Rueben did well helping them get onto Zoom so we could have our meeting.
Medical device company that has many compliance obligations for their hardware. But they have no compliance challenges related to software. They don’t actually build any software, so they just don’t encounter SOC 2 or ISO compliance in the market
Furloughed so won’t be able to impact buying decision. More of a call to introduce the product for her for the future and within her network. Sounds like there is a use-case at Delta Apparel, we should continue to target their HR team
Good opportunity to talk with the Army CHESS team.
This one took a while to finally get on the phone but persistence was the key – Rueben did a great job with continuous follow up. Unfortunately he has only one client.
Abby did a good job coordinating the meeting with a good target contact.
Smaller opportunity, but good
This person was not the right contact but he was able to put us in touch with the right person. It would be good to set up a follow up call with Matt Kaufmann
Good lead, getting deeper into an existing account.
Really solid lead – insurance company interested in building strong compliance posture. CEO on the phone.
To provide feedback, if I must, I would say — it is helpful to get out of the lead whether or not they are pursuing a specific compliance framework pre-discovery call with an AE.
Right person at a good size company.
This lead was not interested in making improvements in their fundraising, therefore a demo was not called for. This could have been better if they gathered specific goals or problems in the initial call before scheduling a demo.
The lead was spot on and a person on the right team. We only to meet with him for a few mins but we will speak with him again next week.
Kodiak Building Partners was on my target list and Max was able to get us connected. The information Max provided was excellent. It gave me the proper talking points necessary when talking to the prospect.
Max did a great job at gathering information from the prospect so we could tailor the discussion surrounding their issues.
Fantastic Lead for an old account that went Wellsky in 2018. Great job Brooks aka “Mad Dog” O’Donnell
Good contact, right person
Prospect wanted to learn about the product but didn’t have a current project in mind. Said he would consider engaging us if they bid on a future government project that involves data integration. Nothing in the near term.
Seemed like the right contact but not the right time.
Excellent find!! The right role, the right conversation!
Appears to be the right lead-in for decisions on technology – complicated use case, but interest level is there. Next steps to follow up in a couple of weeks. Great job, Brian. Thanks for working late to stay on the line and be available for the question about ABM
Steve was able to get the right contact from Transplace on with us. It is not an immediate need, but we were able to uncover the issues behind their email security inefficiencies.
Clarity on buying time frame. This lead was an awesome prospect and had challenges that we solved for. She however was not in a buying mindset. She still did not know when their RE contract ended, when she would be able to make a change, or if now is the right time.
good conversation. new to company, will take time to discover
Great meeting with a great persona that is currently looking for retention tools for their customer base. Couldn’t ask for a better meeting from Andrew.
Likely the best opportunity produced by memoryBlue thus far – well qualified with big upside potential
Alex has been doing a great job!
Lenovo is a great prospect and Igor understood the value prop, looking to get a demo set up in the next two weeks.
Tim started by telling us this was 2021-22 budget planning, but we were able to move to a possible “near immediate” opportunity around VM. Customer is likely a bit on the “small” side for us right now, but we’ll see how it goes.
This was a lower level guy at CB but the lead was spot on. He works with Big Data systems daily and could immediately see the value in what we do
Sarah was wonderful and will connect us to IT – we could have maybe encouraged her to include an IT asset on the call as well. The meeting went very well.
This was a perfect contact/persona and their was a need, but timing is off as they recently relaunched their website and are simply trying to stay afloat due to COVID. Asked us to reengage in late summer.
They use a generator, so it may not be an opportunity for a battery. But, that has nothing to do with the quality of the lead.
Brett did everything he was supposed to do getting to Santhosh but he was just clueless. He does use Scoop, Hive and Kafka but could not seem to explain any issues he was having.
Based in India and does not buying authority, he was short in responses (yes/no) and shared that they work off of client hadoop instances outside of his control. Will continue to follow up and see what is there but not a great target.
Michael offered some information about how and who to talk to at Laureate – but is not a buyer and on the way out, he candidly stated he will talk to anyone who reaches out. There is a path forward but unknown if there is a use case or need, but have more contacts to follow up from this call.
He is technical and understood our pitch/value, however did not know who to talk to about changing and did not believe they had any of the issues we described – and if so they would use what they had.
Great meeting. Will be more on the partner side of things, but was a great first call and person for Isaac to get me in touch with.
Right target but not interested. On to the next one.
Great meeting, great contact. Prospect was knowledgeable and willing to discuss his process and process gaps, as well as give us direct next steps. Organization is a spot on fit for AllyO.
Good first call – lead was gathering market intel – not necessarily ready to buy – however we will be able to use the connection to nurture and move to opportunity internally.
Ryland didn’t have any immediate needs. His security is handled by his team and they outsource monitoring to T
Write-up was the wrong district (Island Heights NJ), which did not get us off on the right foot. Not your fault, but she was 15 min late and only had 15 min to meet.
When they say they are going to be that late, we should default to a reschedule.
Fantastic. New $1m opportunity for Everywhere
It would have been helpful to get a clearer idea of how many users/number of teachers at schools.
While it is moving to next steps and is a good lead from company type, using drones, etc. the customer just didn’t indicate much of a pain point/need that we address that sounds like it would result in sale. Not something Erik could know!
Lovely person to speak with. No immediate need, but will be a nice advocate and pass along information to IT team and will be in a good position once there is a need.
Spencer’s lead so far have been great quality. While Earl isn’t an exact match he offered to make an intro to us to the right person.
good contacts but no projects to look at today
Good discovery call. Not a buyer but that is OK
There was some confusion on how the initial call with the PM was going to be executed. The clinic doesn’t have admitted pain points with current pharmacy solutions, so only value prop that resonated was delivery for patients, although contact stated patients already use mail order and some local pharmacies delivering. Lead asked for materials to be mailed to review with doctors, but confidence factor that this will move lead forward is low. Although clinic now uses eRx’ing, internal operations are still somewhat old school and change/new option for pharmacy had low interest.
Target looks correct. Will need some nurturing and a compelling event, but lead is good
Great lead. May not be viable because of their purchases but still a good lead
The target list and Haley for this campaign has been outstanding!! Unbelievably impressed!
Proposal Generated. Love the Canada leads.
Working on a way to have them test the solution.
Good call a proposal pending
Great Call. They are a prime target.
Good Company, too junior supervises 1 line in small plant. No monitor
right people on apps team but needed to be a demo-ready technical discussion
not a team leader, a bit remove from any decision making but an influencer
not a team leader but an influencer who could intro us to a team lead
not a team leader but a good influecer
Company is a great prospect!
– Fast growing startup ready and willing to invest in help getting thru SOC 2
– SOC 2 is constantly asked about in sales cycles, essentially a must have at this point
Call was with VP, Sales, not the decision-maker. Next steps are to connect with founder. Other than that, awesome lead!