GE would be a good partner company. The contact had a control system background but was lower level and not a decision maker. Thanks,
Great contact and very open to proceeding with demo. Use Alertmedia but may be switching in Spring. will have his team on the next call/demo.
The discussion was on point, I was well prepared by and the client expectations were appropriately set and the clients needs are right in our sweet spot, well done!
Got a second chance with a customer that wasn’t particularly happy with us.
Jeremiah is part of Network End point Mgmt team that has responsibility for Medical/Mobile devices IOT activity on the network. They currently use Ordr
Good conversation. Thank you for setting up and providing appropriate background.
The lead was target market and open to discuss how we can add value. Thats as much as you may reasonably expect although a few further questions asked may have quickly identified potential fit issues.
This connection into UNICEF was beneficial for my team and our efforts with UNICEF. One recommendation would be to dig a little more into what challenges the prospect may currently be facing. That way my team can come a little more educated and know where to position the conversation. Overall, this lead to a demo and was a good connection!
New to org. Didnt have much info on current ops
Right Persona, Some interest, purely informational call: Company could enter pipeline in long-term/Nurture
Right Persona/Company, Interest but next steps are loose
Right Persona, No interest and purpose of the call was unclear
Right Persona, Some interest, purely informational call: Company could enter pipeline in long-term/Nurture
Brendan did a great job! I appreciated that he was very on top of confirming with the prospect and taking notes. Super helpful.
Great job connecting me with an old friend!
Fantastic contact. Will lead to a demo. Great work!
Prospect was the Dean of the College of Education. It’s good to go deep, but for initial discussions, we should focus on Finance and Budget officers.
good ICP, Good convo, and has projects we can work on together.
Sergio identified control systems engineer who also carries cybersecurity responbility. This lead was able to articulate a problem that mapped to Xage capabilities and would be a technical decision maker.
Right Persona/Company, Right Title, Potential Fit/Next Steps
Good first step in the sales process. They have a challenge that the Anomali platform can help with.
no immediate opportunity but agreed to follow up in Feb/March when they will begin the process of selecting vendor for pen test
No improvements on this one. Good intro and meeting overall.
Great introduction to the state’s HCBS folks. Although they’re transitioning to a competitor at this point, good point of contact for the future.
Have a demo scheduled for next Wednesday the 8th.
This company finances dental offices and in some cases finances patients who have expensive surgery done. Again, I would say to ask where and how the Authoriti would be a fit and add it to the briefing sheet. Maybe Colin and I could have a prep meeting 15 minutes before each meeting to review and ensure we are both on the same page.
This was more of a POS / Inventory system company. More credit card processing which is not our space.
Dale was a good candidate, however not really ready at this time. Liked what he saw and felt it would be a good addition to their next phase.
I would say that when qualifying prospects, ask yourself, where do I feel Authoriti would be a good fit and add that to the customer lead sheet.
They have not yet chosen AWS so a bit of a wildcard.
great intro call with an ICP with projects to discuss.
Matt is a Cloud Security Manager. He and their red team do attack and pen testing, and are now doing it for API’s; and he wants a tool that helps them know how successful they are, as well as helps with API visibility, etc. After discussing the platform and API Sentinel, we scheduled a deep dive for 12/17 at 2pm CST. I would give this a 10 if it was a budgeted project, but it was pretty close. Great call.
Excellent meeting. Key decision maker within the exact target market.
Good meeting, thanks Allyson!
Great secondary contact helping to build our business case and our understanding for the proposed solutions.
Tony was kind enough to listen but he’s not in a position to make any decisions for us. He did however say that he would present to the right folks and that he feels good about getting them to take a call.
Adelia found the right contact as Felicia is global Crisis management director. signed a three year deal with another provider a year ago- would not tell me who. wants to speak to us in 2 years. They now know who AtHoc is.
The contact was not relevant to us in any way. He said he’d made that clear when agreeing to the call. We need to screen for our target audience more carefully.
Another great call setup with the right target in an account.
Amazing lead – 6-7k cameras with a ridiculous false alarm problem. Super sold on Calipsa. Next call booked in for next week
The prospect was an ideal candidate for MDR/ Total Security but noticed that they they have no compelling reason to take a call. More qualification is needed as notes for each meeting I take from Memory Blue are the exact same. I dont feel enough qualification questions are being asked or captured. This has ben a trend over the last few months and believe additional questions are needed. Ex, Do you outsource security monitoring? Do you have a SIEM today? Are you actively evaluating security solutions or 2021? Can we help satisfy monitoring req’s mandated by HIPAA? Are you open to reviewing Managed Security options for ’21? Would you be interested in discussing solutions that were built for regulated markets?
Doesn’t have the volumes yet but hopes to in the future and expand their business with our solution.
While this customer demonstrated they are in the hardware business, :
1: They are using an ODM (highly propriety design) and not a fit gfor Unicom
2: He is on the post sales side, we need to focus on pre sales (supply chain services like designm procurement and integreation)
This was the Best Call to date. Adam the contact was very interested in additional follow up information and potential interest in doing a POC. Was excited about further collaboration. Good Job Nicole ..!
Nick was a great lead in terms of him being new to the marketing role at Dutchie (and therefore likely to be interested in a digital agency conversation)/. My only reasoning for rating an 9 is the concern on qualification – Dutchie’s business may have too narrow of an addressable market for Silverback to provide extensive value, and Nick may or may not be a decision maker. Overall, though it was a very high quality conversation!
Mickey is certainly in the right area of the organization and even brought in a colleague. They are not the decision-makers but were willing to share info internally and could pan into an opportunity in 2021
they aren’t doing any audits, they follow certain frameworks, but our value prop really doesn’t exist for them. He made a comment that maybe if they had a better process they would do more audits, but that’s not real right now. I did book a demo to continue the conversation but he’s not a great fit
Great background! She was looking for a 63k base having just graduated college and now working at American Eagle with no sales experience (so good luck finding that). Great Job and keep up the work!
Great background, but looking for to much money. Nothing you could of done about it. Great job
Good call. Making $45k at carahsoft. Said she isn’t ready to leave just yet unless it was for a better opportunity
Good call and the right background. But lives in Miami and had a thick accent and would possibly need a visa
while they are using a competitor’s product now, good lead for expansion later.
Ryan Sill was able to find a champion Splunk user that just transferred from DISA to 76SWNG. He wants to fork lift out Logrythmn and Elk and replace it with Splunk. Should be a nice opportunity as we get to sizing stage. Thank you
good contact from Ricoh Andy heeth will follow up with Andy come 2021
Doesn’t see immediate CMMC need from his customers so don’t expect him to connect anytime soon.
Good meeting. Jeremy isn’t the right guy, but he’s the right guys’ peer. He asked me to send over some information and he’d share it with a recommendation to take a look at us. I’ll send it over right away.
He has a fully set up system However he was the assistant director of North Carolina Investigations and indicated that he would assist in N/C
After several misses, Viral called me and we caught up Wed morning. He has only been with Mastercard 6 months, is involved in Access Control via Azure Sentinel, is part of the SOC team, but does not get involved with API security and bots and did not know who did. He did confirm that Johan Gerber, to whom I have reached out, is the right top person over Corp security.
He has a fully integrated system fully paid for by homeland security
Josh did a great job of persisting through multiple VMs, email touches, and LinkedIn outreach – even got the prospect to join the call by pinging him on his cell when he was late to the meeting. The prospect is heavily involved in setting up the data environments for reporting which is critical for Tableau to be used appropriately and it opened up a conversation regarding Lovelytics talking through how to set up the data environment optimally.
Great lead, and Pascal shared a bunch of valuable information. Unfortunately, he is not in a decision making power because Provincial entities need to go to RFP, and the Province of NS has already determined they intend to do that in FY2022. Pascal though was able to share some details on their current situation which will help with our RFP response (eventually).
Right person in the provincial Emergency operation Center.
This was by far the best meeting I have had a USDA in the 6 years that I have covered the account. Ryan continues to provide VERY high quality meetings!
Right person sits on the EOC for the municipality.
Excellent contact. Absolutely the right person. He is in a federal building with some users at athoc and others. As he sits on the building safety committee this has the possibility to expand to other departments.
while we were not a match b/c they use a SIEM qradar, not splunk, there may be a future opportunity.
Excellent lead First Nation policing/law enforcement a very untapped group.
They have a fully integrated system paid for by homeland. We need to find out if they have an alerting solution and if it is expiring.
Excellent lead. He is the decision maker and has connected me with his technical team to explore this opportunity.
He was unaware of the nature of our discussion. The connection may have come through his EA. They have 2 alerting solutions.
Right role and good target company – well done.
Right persona/industry good fit/need
right person that Caroline booked. They are decentralized and Jason only has 18 people at his manuf plant. Kraton is large org with many facilities. he will give me contact at HQ in Houston
The contact from Kelly Moore was very open to a discussion and shared information about current processes and how riskmethods may be able to help in the future. We still have a lot of work to do to build a business case and identify if they are committed to fixing the problem. I am not sure if there is an urgent need quite yet, but overall he was a perfect persona to target and Caroline did a good job of setting up a meeting with a prospect who was not very familiar with riskmethods.
-Went in knowing they are not interested in making any platform decision
– Devon is new to the role, learning the organization, can speak to one facet of the org – RE
– purely informational call for lead, no new learnings
This customer unfortunately did not have any use cases due to his roll with Moody’s. It’s beneficial to speak with clients within our target accounts however in this particular instance we were just providing client with update on Anomali for a potential future role at another organization.
James was on the call but could not participate, stayed on mute the entire time. Something was off, he was from Nigeria
Good conversation with the Captain, but he has no purchasing authority or authority over the network he is on, as he resides on NMCI.
Good call. Influencer, not a decision maker, but engaged and interested in what we said and will carry to Assistant Director on Thursday.
Great meeting set up by D. Keep them coming.
We have a demo set up for Friday 12/4. Randy will be on and Margert was invited to ensure we have the ASV workflows covered. We need to send him the contract for them to review prior to the meeting on Friday. Randy had been speaking with Ryan and he asked Ruben to take the meeting and deal with this.
Frank doesn’t make decisions, and isn’t part of any cloud or data center team. We might get him to push the information to the correct people.
Great contact and appropriate title. Possible long term prospect as they currently are using OnSolve-MIR3 Solution that they are happy with but may consider us in the future if they decide to upgrade or change solutions.
Tom wasn’t “the guy” for NARA cloud migrations…BUT he res talk with several agencies, and likes IronTarget.
Great because he has responsibility over areas where Forcepoint sells solutions; willing to bring in his team. Solid lead, Spencer. Thank you.
Great contact with correct title. Just no interest at this time but definitely a long term viable prospect provided we can reach executive management levels at their HQ location.
Great find however Lead Architects may not lead us to opps.
Ernane was the right person for this discussion. He came to the presentation prepared and asked a lot of questions. A follow up meeting will be scheduled for next week with a larger group.
Nandita is IC but will get others involved; sometimes uses TF
Likely good long term partner. Need to understand more about their projects and how they will be able to use / promote Dx.
Joseph is not the CISO for Comcast, he owns his own art gallery and is the only employee. suffice it to say not qualified for us.
Good facilitation of the connection but this one is unlikely to move too far. Very early stage project with multiple complexities that will push this project well out into the future.
Good Contact …Mike is very technical and asked good questions regarding our integration with Cloudflare amongst others. Was very close to the vest regarding City of Ontario existing infrastructure. Was curious regarding pricing. Mike had a grasp of value proposition especially policy mgmt limitations with his current infrastructure. We will follow up with content to include Cloudflare integration
Terry Guy although he has a pseudo technical title was not a good contact. Terry manages new BCPS construction project assets. So he would not be a good advocate going forward. However a couple of other contacts have been identified including IT Dir. We have sent follow up information to help drive communication
Good call… Martin and I know several of the same people and he was the previous IT Dir for Baltimore. They currently have Palo
Was a good session. Unfortunately City of Miramar is going thru a Network refresh beginning Jan 2021 and will not be conducting due diligence on any new system during this 6 month period
Excellent meeting with the CTO who was the exact target we needed to reach in this account. A lot of great follow up opportunities as a result of this meeting.
Projects in Maine are something to keep an eye on, but I would limit the calls Sales and BD spends on them for now as most aren’t ready to transact.
This is a great developer with real projects and good connections.
It was a good networking call, but they’re far out on their projects before anything material to look at together becomes apparent.
Good lead for Mexico. We found out our current developer partner is also already working with them, so it was good to make the connection outside of that partner for direct business purposes.
Get call set up by Colin, was with the correct person and had detailed notes
Good call, good company and contact, they have interest even though they just re-upped with Qualtrics for another 3 years. They agreed to a follow on call. Seems like it could turn into an opp.
George does not have budget, authority, need, or timing. It’s the right company and he’s got the right title, but the services his group performs do not require a FSM/FSA solution at this time. Nor is George plugged in to the right groups to make a connection for us. That effectively makes the only value of the call gathering info, which I like to have BDRs performing themselves rather than engaging an AE.
This person was not directly involved in projects related to what we offer. I would take the title of Product Manager/Owner out of any lead list.
Not the best lead – independent consultant.
Jan , the contact, thought the call had to do with being a reference for a bank. No erp Oppty..
Demo Scheduled for 12/1 looking to see the tool into a deeper dive.
He called to ask info about pricing ahead of the call and I sent him info
please ask person you set cal with this question in advance, “What is the most important area or subject TO YOU that we should be prepared to discuss during our intro call?”
Nicholas was approachable, definitely not in a position to make decisions on cyber tools. He was going to forward my information to colleagues.
Lead is interested in seeing a demo of Palo Alto. Working on setting up a follow on meeting.
Got us in the door and referral to the right person!
Fishing for price never was serious about pursuing the partnership after followups by DR
Good lead at a monitoring station that has false alarm issues for Videofied systems going into Manitou
Unfortunately this lead, unlike others, was someone that does not handle products like ours
Brandon seemed to be very interested in the product. He does report the President and VP by which he was to have a meeting that day to talk about the next steps.
I think that getting an understanding of pain and budget is very helpful.
The title was lower than we typically accept (normally we only want manager and above) but the contact had enough information and was able to get us a next step.
Great job on this meeting with a ICP at Cox Communications. It was a foot in the door with some basic current system/account information to get the conversation started. Great job Dan! We secured a follow up meeting after this call and Shawn was open to learning more about Zinier and new technologies.
Dinesh is not in Security, but he did describe the people who would be involved in decision making for both bot and API Sentinel. His resilience team also feels the effects when Botman is making JS calls and not working correctly. I will be following up directly with those people.
right decison maker, but more focused on space and satellite technology, good internal referral opportunity
Swish. Perfect lead. This team has a lot of history with Datum/Infogix, will be a great opp. This Andrew guy is a real beauty. Keep up the good work!
Good lead, overall they don’t have budget for 2021 though so it’s more likely 2022.
Customer came to the call with a lot of questions. Follow up call scheduled for next week.
Great contacts and are eager to learn more about AtHoc.
He is the VP of Core Integrations, now compliance, and while we may be able to alleviate some of his role, our tool is built for the audit manager, and he’s not that role, he’s not the buyer ultimately
Devon was very firm that he was not the correct person, and a call has been scheduled with the correct team. He expected and held us to a 15 min intro only call.
Epic lead and future lead
Damon was a great lead both for future C3PAO services, and possibly for partnership exploration to support our federal activities. Thanks again!
Nikil will likely be a very valuable connect in our industry.
– Good title
– This was a lead from Datameer sight and previous conversation
– Solid title
– Timing of project off
I got the write up 2 minutes prior to the call which made it hard to have context on what we were walking into. I didn’t know if this was cold or if he had an overview of Inky and Yasmin opened it by saying I could answer technical questions. If this is what the prospect is looking for, please request an SE to join the call. It would have been helpful to know that this project was ~4-5 months out as well.
She wasn’t a decision maker and we’re probably a little early for them but it was good to get on their radar.
They don’t have budget due to Covid but that should be opening up in the new year.
Good lead; smallish program and company but very good lead
Good entry level lead into atrium. Tom gave good info and is helping move me to the CNO attention
The contact from the potential prospect was a Global Trade Management manager. Keysight just recently implemented Oracle GTM which he is responsible for, and their 4 yr old Oracle version was just upgraded as well in July 2020. The contact didn’t share any pain points for the business. He simply wanted to understand more about what the QAD target market is. Keysight has done several acquisitions over the past year and like to understand all ERP vendors in the Electronic space. I recommended he share my contact info with the M
He’s a CISO, he was willing to share info about his initiatives, he asked questions, he was willing to listen to the platform pitch and was willing to accept an invitation for a follow on call. Nice job, Spencer.
Not a decision maker but someone who could give us insight into projects.
good call but no real opportunity
Can’t get too much better of a title than CEO! Great contact, great timing.
Not focusing on franchise piece of the business- more corporate expansion
Small company and just kicking tires. We had a good chat and have option for next steps. He asked hat we follow up in March. More qualification on the call would be ideal. They have some tools in place and good to know some of this going into the call. Ex, ask do you have active monitoring today? Do you have anything in the cloud? Overall, good meeting but not actively looking for anything.
End user and consumer of storage but not a decision maker or stake-holder. Hopefully he will escalate the story forward.
Great point of contact and a solid proposition. The customer is early in their research process and so we will be following up for future sessions.
Jack did a good job setting up this call, and even adjusting too accommodate a challenge on the initial time set up. I look forward to working with Jack more in the future.
Phil is the perfect guy to talk cloud journey with. His team is a few months away from the journey, but he loved what is heard. A perfect account for us to control.
The lead called into the zoom but was not by a computer so they were not able to actually be demoed.
Great lead! Setting up demo after thanksgiving
Interestingly Aarons initial outreach was to a VP who passed this on to Sara on her team – so right off the bat, we had an engaged prospect because this meeting was at the request of the VP. While Sara is focused on the Medicare product line, and is on the Insights team versus the CX team, she was not the perfect contact, but still a very good one. She will look to coordinate a follow up meeting with other Insights and CX team members for a broader meeting in a couple of weeks. I sense this will turn into a real opp.
Solid intro call with a qualified contact at a strong potential prospect
Great Contact! I think this title makes sense to focus on for future outreach at other organizations
Not the right person – if we could have learned more about his process or role, we would have probably be able to figure that out.
no need at this time. Currently utilizes BlackBoard. Said he would see when it expires.
No insight on this one. Ozdal is a good contact and he is gathering information on cloud security.
Right size org. Decent seniority but didn’t have the problem or would be the end user of the product, Ultiamtely she didn’t really know why she was on the call beyond I get a lot of these calls, didn’t know who you were and agreed to learn more in 30 minutes so pretty much ended up being a cold call during our meeting to present who we are.
Demo Scheduled for 11/24 Wanted to know how it worked and asked about scanning with host based agents. He will review everything and from the we can determin next steps to move forward.
Sent TOm the list of C and S they are do a few thing that they can use VM for. He is a concultant and also he is workign with an other compnay and give VM options. Demo after thanks giving.
HE used SAINT a long time ago. He had a few others join in on the call and we had David do a demo. He is currently using a trail of saint and we will follow up with him December 2. to see if we can close a deal.
We sent him the info about Carson and SAINT and he is sharing with his team to see where we could fit into together. I need to follow up wiht him the first week of December.
Met with the Aviation Manager. Not always the best title for decision-making for our products. She was engaged however, and understood the value proposition. She said she would connect us with the right people.
Great Lead! Got him to sign up right after our call
Good contact – right responsibility and level to take this to the next step
Seemed to have the right responsibility, not exactly the right level for making a decision
Did not have the right responsibility
Many corporate vs franchised units- not a great profile/account – this POC is not very involved with franchising activities
We have manged to get this rebooked awaiting new date but a great contact and title to start this meeting
Excellent Contact. Right title and management level.
needs to be better qualified
Right Persona, Some interest, purely informational call: Company could enter pipeline in long-term/Nurture
Wrong category – servers youth but not youth education, falls under Arts. We don’t cater to theaters, they generally require seating charts but lead engaged in discussion / will follow-up on the conversation in Jan to see if it goes anywhere
Very timely as he is currently in process of evaluating various options.
Very beneficial in educating Gene to our services.
Good exploratory meeting that may lead to others at UNLV that could have use for BetterManager services
Harvey worked on the Detection
A good long term lead but needs to see how his org/job are impacted by CIT merger
Lucy is the boss of Nicole with whom we spoke. She was definitely more serious. She heads up their clients solutions team, mainly for govt clients, to whom Express Scripts offers health plans, generic drug pricing, prescriptions, etc. (sometimes all packaged up). She does not own API security, but does care about app performance, so I discussed the performance implications of using the wrong API security solution. Her peer is Tammi Lopez, who is the interim Deputy CISO. She is going to share our info with her and then Lucy and I will touch base in a couple weeks.
Interested in the solution, can influence an introduction to decision makers potentially. Good use case.
This account is definitely on the small side, but it has potential. I’d try to focus on larger accounts.
Willing to talk (alot! Discovery call lasted over an hour!), willing to share information, asked questions, his team handles cyber initiatives and he understands requirements of new solutions
Customer asked a lot of good question and wants a follow up meeting with additional colleagues next week.
Solid lead, customer asked a lot of good questions and may be willing to schedule a follow up
Mike has a great title but was not open to training his SOC and IR teams which he heads out. Was short with his answers and seemed like he wanted to get off the call.
Unemployed. No longer at bon apetit.
They’re working with a framework that’s currently outside our scope. NiST 800:53 which is part of FedRamp. should be coming soon though. Just not sure when
They do very specific audits for the FDIC which we don’t support. Some banks and financial institutions fit our use case because they have technology that requires our supported frameworks. But alot of banks do not
Right person, can support some of their frameworks, but def worth our time
Not the right person, he’s on the technical support side of InfoSec, not the audit side
Quincy found a potential $30k opportunity
Eager to hear more, asked questions, handles all aspects of cyber which is the perfect candidate for a follow on call!
Fed Maritime Comm is a Federal Agency which has a rigorous RFP/RFI process. We currently are not engaged in Gov ops. although we have published GSA pricing. Was good conversation however with Michael unfortunately they are currently on MS Azure Defender platform and have no funding allocation till Q3 2021
Understands the tech; will be small oppy to start
Good call. Chevron going through huge re-org and still not clear on what his role will be. large organization with large security stack and business units. will work to touch base early 2021
Great call. has definite interest in API and possibly BOT. Wants to sync up first week of December and rope in addl members of team
Good intro call. Responsible for network security vs application but will forward intro to cyberdefense team
Great Call. another Nike meeting, connecting the dots with various groups internally. He has an interest and use cases around API. Going to share internally and will re=-connect end of year, early 2021. Asked POC question….
This is a great lead because this is one of my best customers, just a new department to work with. Very helpful. Thank you Rachel!!
Ask the person with whom call is scheduled (prior to call) “what is the most useful thing we can provide during meeting/”, or “what is the roughest/nastiest cybersecurity challenge they are up against today?”
Really good lead – was asked to investigate and report back in the next company-wide video monitoring meeting. Sounds like we can definitely help here.
Great lead, technically switched on and brought a colleague to the call. Asked really good questions, follow-up call booked in for next week
Darrell had a good understanding of Calipsa – doesn’t sound like event-driven video is a priority but they will look at our Videofied solution next year
Good company, good intel just not quite as qualified for things outside of your control
She’s going to pass along our information to her colleagues since she’s leaving EF in 2 weeks.
right contact, decent company, tough timing as they are deploying a competitors solution, Good for Aaron for being able to get them to agree to call given they are implementing another solution. The prospect did understand our value prop enough to want to reengage in March, but may be a long shot given they are deploying Qualtrics, Still feels worth it for me to follow up on this one.
More on the architectural side does not have an FAA license
This guy did not have technology challenges he had business challenges regarding the overall organisation with postal services reducing due to digitisation and now CV19 so they have 20% less mail coming in and out of the company and have had to reduce headcount. I asked him why he took the call and he said he didn’t remember the reason.
Jeffrey had misled Sydney into thinking that he was a key decision maker for hiring. He switched his story during the call to “I have no decision making power”. He seemed to be more interested in getting a job.
In terms of how to get an occur to actually happen, memoryBlue has given me the resources to succeed on that end
Great contact, project in ~ 1month. Quincy will follow up for timing
Very good call. Thanks for setting it up.
Oil and Gas accounts do not have a lot of budget currently.
Good call with a decision maker.
Awesome, insightful and very detailed conversation. Nick is on a roll.
We should have an internal meeting 10m prior to the contact joining to brainstorm. Also, just an FYI, the meeting service we use is “Webex”. Some of the locations have shown as “Web X” and should be changed to “Webex”.
Great contact and at the appropriate level. As feedback, we haven’t had much success selling to the Canadian government because of some of their unique requirements.
great meeting and great lead
it definitely wasn’t a waste of time, anytime you can give a positive impression of our organization, thats a positive. However, the customer doesn’t really understand if there is any need at their company, and they are implementing a competitor solution.
Great conversation and lead. This was a great lead.
Jim says our product is very cool, but it doesnt fall into his wheel house. His stuff is all internal. I will send him some info to share and he will share with the right folks will stay in touch with Jim.
10 10 10 meaning right title, right industry, right size
Right vertical (Insurance), right title and timing was right.
Good call. I spoke with Matt back in January. We had an in-person meeting scheduled for a demo. Carl could not make it. Then Covid hit. We scheduled a 60 min demo of both solutions for 1/12/21. He said he would invite his VP of App Security.
Excellent meeting! The contact is the CMO, the opp was well qualified, there is intent to move forward and clear actions. Thanks Isaac!
The just got new management put into place so in a bit of a transition period but mentioned they are exploring new opportunities to help them out on the security side. They also work with Optiv who we have a relationship with. Timing to implement something new is unsure due to new management team but will try to schedule a demo.
Great lead, was engaged and real opp here.
Dan is familiar with Bots and use Akamai, has the ability to suggest new technology. “Has an awesome fraud team”, he’s going to discuss with them and see if they would be interested in a meeting.
10/10/10 – not a prospect yet, but exactly the right fit
good contact that passed me his bosses contact info
Good initial call with Davidson College. nice job, Connor
Great Title of Prospect. The interaction was very informative. Way to Go!
Good lead, looks to be qualified for a real project.
This was a high-value lead. Thanks for tee-ing it up.
The meeting was not productive as we sell entire systems and ths person was looking to buy individual optain drives. Unfortunately their intentions were vague by the way they described what they were looking for as “Non Volatile storage.”
He was an end-user or a customer of storage services. We asked for a reference to the folks who actually manage storage and he was afraid to tell us but promised to research it and get back to us.
Zero other integrations on her website; possible qualification criteria in the future. Good prospect, helpful conversation.
This was the right contact – an in-house attorney with a healthcare entity. But, she seemed reluctant and also said they dont have an immediate need. Not sure why that is – her personality or the corporate culture (more traditional and used to firms?). All that said, I will stay in touch with her and hope for the best!
Joe does not have any decision making power at Duke Health but claims to have a valued opinion. We will test him and see if he can get us in front of a decision maker or strong influencer.
Dylan did a great job opening the door and setting the table.
Chris is a very nice guy. Has worked at defense companies. Was based in Australia. He is not a traditional engineer. He works with Cat engineering teams that work on many systems, like Minestar, which is fleet management software that they provide on-prem to their mining customers. He said that Cat’s own apps are in AWS and Azure, which was helpful to know. He said that he would try to get us a presentation with someone in enterprise security, so the meeting was worthwhile. I noticed that Cat does have the catrentalstore.com and they have a financing arm. They also likely have 1000’s of API’s, and they do acquire companies.
Good lead, thinking about getting into video monitoring. One to be revisited in a few months
great ICP’s (3) on the call, and id’d a potential fit/solution for some of their pains and challenges sourcing core Fictiv services and products.
The bank is far outside the size targets we’ve set (>2k employees), but the buyer is the right persona.
Great lead with the potential to be a consumer of services.
This is Patrick Collins who is the Channel Manager for the East with Agari. This lead turned out to be a potential reseller who has a great practice in the State and Local verticals. I’ve engaged and will be exploring a partnership further.
Strong lead. No current project or intent to replace their current system (SendWordNow) however this person was with the right team and willing to pass our follow up summary over to her colleagues for future consideration.
Solid prospect, but close to the vest in terms of level of interest. Indicated no real thoughts of leveraging CI, however did express interest in our full spec of professional services (sent after call). Will follow up in early Dec to vet further.
she no longer works for Truist. her security responsibility did not relate to data science/machine learning/AI.
Great timing for the brand and access to DMs
I love that the meeting was already set and that we were provided with a write-up with some background on the call you had. One issue I had was the conferencing bridge didn’t work at first. It took me a few attempts to get through and I wound up late to the call.
Great initial contact at a well fit company.
Great call. Contact wasn’t a perfect fit, but call was set up exactly right and it was worthwhile.
Quality call with a good contact at a qualified prospect. Not exactly the right decision maker/influencer but says he can connect us with the right people.
Good call only negative would be there is no budget or decision to be made till Q2 2021
Set with the correct person. Unfortunately currently using and happy with a competitors software.
have to send comparison for tenable and c
Meeting with high level officer for USMC was a great target. In the future, more time in advance to prepare for high level meetings would be appreciated. Great work!
Evan had set up a call and demo with Finera. Great lead and continues to be fully engaged. Well done.
Evan is doing a great job. This particular contact is more at the surface to further or possible engagement. It was a great conversation to better understand his role and gave some insights associated to possible project where we can engage.
Good candidate for long-term partnership
No visibility into recruiting. She can’t make a tech decision or influence one. Gave Zach the name of Katie Hendricks to track down for a more purposeful demo.
ABM Call – No vision into recruiting and can’t make decisions for broader TA or HR purchases. Gave Zach some more names to track down. Jonathan Janecek and Bob Bacon
There was not ringcentral link, call was merged for me to set demo. 10 mins after our set time I did not have a link till Colin called me saying they were on the screenshare which I had not been invited to.
Call went okay was just a very sloppy handover.
Danielle qualified this lead well. Great conversation. Loves the platform.
Not looking to use the platform until 2022
Good contact. Unsure this company’s use case justifies a call around EV charging. No initiative around EVSE either.
Great Call. Right Person and Title and open to further discussions and introduction to other key team members.
Great opp at the right type of customer in the right industry. Timing is a bit off for them but still great time to get in touch
Good call, sending over information and working on next steps, thank you!
Good call, needs a bit more discovery on specific pain issues for prospect.
Not the right POC but could potentially get us an introduction to the right POC.
I think this is a decent lead. It is a smaller company than what is ideal (10 employees) and they may not have the budget, however, they have growth plans and looks like a desire to work with a partner long-term. It may not be money in the bank today, but it’s a relationship to nurture, for sure. Fyi–Kamel started the call with praise for Alexa, that she did her job very well.
Jeff was a great lead and we were able to schedule a demo as a follow up at the end of our call. He is extremely knowledgeable, having developed his own software platform, and understands the space and value proposition.
Mark was genial and very knowledgeable on the market and available technologies. He included two colleagues in the meeting which was a great sign.
Right Persona, No interest and purpose of the call was unclear – didnt know we would be talking about CRM for nonprofits.
This was a great call – it is an active project and Carrie is driving the initiative. We have worked with Carrie in the past and sometimes she can be a blocker because her role is so focused around FranDev – rather than someone at the C-level.
Great Call. knows key folks we are currently working with on upcoming POC. Interested in API and responsible for addressing gaps in security stack
Not a person in a position that we need to be speaking with. Alex’s title of Fill Finish Equipment Engineer is not at a level that is beneficial. If providing a Plant opportunity, we would need to speak with the Plant Manager or the Manager of Environmental Health a
Was a good conversation but the prospect was not into Network Security unfortunately and there was no 2nd meeting set due to lack of compatibility.
Obviosuly won’t work out since htey just renewed for another year with KH, but perfect company otherwise
Just caught them at the wrong time since they just re-upped iwht DD. A bit smaller. But overall OK
Just not probably big enough for what we’re looking for and no real pain
strong meeting. keep them coming!
Small company but he was very engaged and had even looked at our website ahead of time. I believe this will lead to business pretty quickly. Great lead, thanks!
Interested in being a reseller; need more information
Not necessarily direct prospects, but interested consultants that could become influencers in future business.
Good use case but they already have a system in place that does health screenings. Based on the pricing I saw on the website we will not be able to compete but I am still waiting for them to tell me how much they pay for the software.
Kick the tires type of call but a wide funnel opportunity. Jack did a good job of articulating our value prop prior to the call.
Nailed it. When the lead says “perfect timing” can’t beat that! Right persona/fit/industry/timing etc… You’ve been on fire, keep it up Kevin!
Great call set up by Danielle. This Prospect owes us money but we may have a way to get them to pay and close them. Stay tuned!
As CTO he was interested in what we provided but for next steps in terms of a demo, said he would have no idea what he was looking at. Will pass on the recommendation though.
Great lead, and provider was welll aware of the product
Interested in our solutions and wants to proceed.
Great lead from Penn State Show virtually. Got in contact with Dhavel Patel and are ready to go.
Another great lead. Fully engaged with their CEO Paul Saylor now. Good work B-unit.
Great lead! Fully engaged with them and looking great.
Fantastic meeting. This is a real and strong opportunity. Great work!
Lead is “not actively looking. Talking to vendors and making a list”
Had a “demo scheduled” this afternoon which lasted 20 mins – general overview of the feature list for comparison. Not inclined to switch anytime soon.
Right industry/person, not much engagement/interest, overall informational call for lead not a good use of time on our end.
Great call set up by Danielle. This Prospect had a bad experience using Knowland but I feel we will be able to turn that around and get her to sign w/ out a problem.
Chad was great in that his title was the right person to talk to and he was willing to share his manager’s contact information so even if he wasn’t a direct hit it was a welcome win to get a referral.
My call with Sean was ok. Aside from his birds making a ton of noise, I felt like he was having a tough time appreciating our value proposition. He said he ws doing more network engineering, but that he was hired 6 months ago to help bridge network engineering with security. He though that maybe his Palo Altos (Wildfire) and IDS could stop bots, and then he wanted to discuss how we compare with Imperva WAF and f5 ASM. He said that they have Akamai and another CDN (I think maybe YOTTAA). I suspect they may be using Botman. He said they also use Meraki for API management, and they have I said I would send a follow-up note that he said he would discuss with his boss, but he did not want to schedule a follow up call until he got feedback. Hence, not the greatest call.
Seema is a good contact for Koopid and we have a shot at a deal next year with PGW
Very good lead. Aaron provided helpful info before the meeting which helped make this successful.
Dave wasn’t really “the guy” for cloud, but he did listen and give us a lot of names that are the correct people.
Right Contact just in midst of implementing a competing solution. Good to get in touch for next year.
influencer – provided some good detail around their current ATS situation. Unfortunately can’t move forward with technology solutions until they implement Smashfly and make a long term decision on the ATS — may do an RFP.
Great intro call with a large, qualified prospect
Sent info on C and SAINT wants to review with team and follow up in aweek.
Demo scheduled for Monday 11/16 wants to see the tool sent c and s info to sen to his team.
Asked lots of questions looking at products to help the team, sent c and s info follow up in 3 weeks once they have time to review.
Will review with his team follow up in a week. sent c and s info.
Next steps scheduled sent info on C and SAINT
Great call today, good job Ryan Sill
Very helpful in understanding the AppSec process; need to find the people who administer
More of an ABM call, but did not confirm strong use case. They use temp-to-hire through Korn Ferry so we’d most likely have to convince them to do hiring in house. He’s not a decision maker and didn’t really want to see the full demo. Gave us the name of Madeline Pascale – could be a good contact for Alex to track down for a more meaningful conversation.
I enjoyed my conversation with Dan. He described 3 lines of Security for Allstate: 1) Operational arm (CISO), 2) Global Chief Risk Officer, including Governance, and 3) Audit. Dan works in #2. He was at E
Keep doing what you are doing
Solid lead. Great persistence and patience
Ron is the right buyer target for us and we have a shot at a deal at some point in the future.
Nice guys but way way too small to buy Vast. They are buying their storage at Best Buy.
the only viable project is 6 months-2 years away
Solid lead. Right person. Solid deal size
Richie is exactly who we are looking for – a cloud guy, with a cloud mission. We are already talking about a pilot install with the first call.
It was the right POC, good propensity to buy , good timing
Yay! Right contacts, active DLP projects, Bombora target. Great job Trevor!!
Great meeting! Ryan is an absolute pro, looking forward to the next one!
great lead and feedback from provider
Not interested in what we have to offer. The Covid-19 solution is a secondary need for them. They are looking for an Enterprise Visitor Management System.
This was a productive meeting where we both presented
Love the fact that Madison is working hard to find these leads. but the company was only $300k in annual revenue. Just need to make sure we are vetting more. if that requires a pre-call or something else. Just need to make sure we are optimizing the process.
Great job in securing the meeting, but need to better qualify.
No necessarily the right person, but may be a way in to Nixon Peabody for Uniform Optimize.
Very slight connection to AppSec. Possibly something in the future.
10s across the board, right title, right size, right industry
Hashem will forward my info. Nice guy. Helped me understand A
Extremely well targeted lead. Your organisation provided direct access to the best point of contact within a global organisation. Excellent lead.
Good lead, looking to grow video side of biz. May be interested in using Calipsa to monitor. Catch up call booked for a few weeks down the line so they can review internally
no opp with him but led us to decision making groups
He was engaged and thinks it could be a good fit for them and will make an intro to his CEO.
lots of irons in the fire, what irons and what fire is yet to be determined
Pawan has worked on bot mitigation projects at Truist. They are an existing Shape customer. He will speak with the Enterprise Architects, they look at new products and recommend they look at us.
Solid lead. Nick has nurtured Jon quite well around the process. Next step is Jon bringing in the CISO and CIO. Great work, Nick.
Multi Family isn’t our sweet spot but nice guys and did offer up a good prospect where he used to work. I will send follow up but low odds they want to engage further
Bubo learning has several initiatives with the Air Force that are relevant for our AWS FedTech team.
Perfect target. Early in K8s journey and looking to learn more before they go thru w/ a full eval. Also did well at intro
Good Call. 3rd party outsourced IT as of now so no oppty, but they may go hybrid in the future and start to develop own apps. def interested when that happens
Ryan Sill started at CIO level and got referred to Sunil. Doesnt get better than that. Great work Ryan.
Good call. Stephen brought the appropriate folks to the call. Nice meeting set.
Excellent call. Malik is a well qualified contact.
Danielle’s notes are very helpful and makes an easy intro to next steps in my conversations with the POCs
well qualified however no real opportunity for the foreseeable future
he thought it was a job interview.
Was interested in past then covid hit and ended up going with a competitor. Busy now but asked to reach out in the future.
This lead was a good lead for AWS, but not a good lead for the FedTech team. CrisisGo’s primary business is K-12 Education. The FedTech team needs to work with companies where their revenue is over 51% Federal business.
customer just purchased a siem platform (last month) that we can’t support so would not qualify as a good lead for Deepwatch
Great lead and interested in all lines of business
Great call. Good person, great company. There is some interest in API Sentinel. Will discuss more on Fri call.
Too low in the organization and not the AWS team
Viable contact but not located at HQ and only represents one Mfg Plant for Company in Indiana so very little decision making power beyond his Plant. May be able to leverage my relationship with him to be introduced to HQ decision makers.
Well qualified, next steps include an MDR sol design.
Great call; while they are already contracted to a competitor, Rich was really engaged with our offering, and is seeking to utilize our consulting modules, and syndicating our information to his team and upper management internally. Nice work Nick.
He is running a solution called Zerker. It meets his needs today. He indicated that his interest will come once the current contract expires
terrific call – really appreciate Sotiria’s prep/work
This is a good contact at the NY Mets, but unfortunately their website and digital presence is hosted by MLB.com. This could be a good lead into MLB and I will have Aaron follow up with the Mets contact to see if they could provide an intro to MLB. The prospect was engaged – if they managed their own website, this lead would likely get a higher score.
Good call, sending over more information and seeing how we can work together. Thank you!
This was the right person to speak with but there is about a 2-3 year opening process with each location and they have a custom build system to work with what they are doing as this is a education franchise (colleges). There was no use for what we do with this particular franchise.
I’ve known Rich for years and I expected this call to go the way it did.
The contact we met with is in sales and not responsible for VoC or CX in any way. He did, however, provide some good info about the org and gave a referral to another team member who Aaron is following up with and who should be a better/more relevant fit for Pulse.
Good lead for potential c3PAO services.
good contact and is interested, but we are too late. Just started a 5-year contract with Regroup. This should be a question to capture before scheduling a meeting. If you just started a contract, why are you interested in learning about AtHoc?
Decent seniority. Right type of organisation. Limited on time in 30 minutes to really deep dive but follow up meeting likely after this initial discussion
She has use for AtHoc but quickly realized that this is not her area of expertise
Lead will move forward and be onboarded today.
We will most likely move forward with this lead
Right influencer on the call
Introductions to the AE can be better
I want to echo my position on how good this call was. Sotiria was able to follow up with 2 staff members at Army Corp of Engineers and talk about Safety/Occ Health-Workers Comp. Mark scheduled a call with us and forwarded it to Jason. Great example of not just taking no for an answer, but working the problem and steering this into a very productive call.
So let me start by saying this is probably about as good as it gets in an intro call. Sotiria did a great job of circling back to the contact person and re-engaging. He had initially told her that workers comp was handled through HR. This essentially ended the conversation. Sotiria called him back and talked with him more broadly on both workers comp and safety and occupational health. This resulted in a 41 minute call, which is amazing.
Good company. Nicole is new and pretty junior. Still, she said she would take our info to her boss at 1pm, and her boss is well networked and respected. They are migrating some assets to azure, so I am trying to leverage API Sentinel, their likely embracement of API’s, easy of installation to help them with that as well as other federal audits that Nicole mentioned, etc.
low level, no knowledge of or exposure to AppSec or DevSecOps; she was personable
Right person confirmed as he is the Decision Maker. However, they are committed to a competitive solution, Rave Mobile and LiveSafe and there is no current desire to replace them.
No feedback other than positive call with decision makers.
George has been very persistent and diligent in his work, which are key characteristics to success in his role. In this opportunity, Karen Gambetta mentioned that she “never picks up the phone” when she doesn’t recognize the number. She obviously did in this case. George navigated that conversation well and was able to secure a discovery call. George was able to uncover issues in that call and in a follow-up email, which was extremely helpful as I prepared for the discovery call.
Overall, George did a great job and I’m very grateful for the connection that he made. Keep up the good work, George!
Right Persona/Company, Prospect engaged, next steps are loose (will be connecting again in Jan) Conversation to replace Salsa, sticking with CiviCorp for now
Right Persona/Company, High Level Title (Potential Decision Maker vs. Influencer). Potential Fit/Next Steps
Certainly an influencer rather than buyer. Wasn’t able to commit to a second meeting with his boss, who is the VP of TA. In this situation going forward, we’d ideally want to have Jon and His boss on that first call.
Scott was a solid contact for this org, and they are a solid ICP fit for Critical Insight, however no opportunity identified during this initial call. He’s only been with the company for 2 months, so still integrating. They currently do not utilize managed security services, and do not contract with a third party for assessments. However, this may be suspect intel given Scott is so new. He was not aware of any budget nor plans for security assistance, nor any prevous breaches or security issues. However he pledged to share our information internally with his counterpart in IT and the CEO. He indicated no opps in the near future; we agreed to follow up in 3-4 months.
Great CIO title, compelling event with pursuing FedRAMP and building in GovCloud, great net new AWS customer target
Great! Very impressed with Zach.
Not an ideal prospect (a Services company rather than a Product company), but amazing that Dave was able to get us a call with Robert Herjavec. We were in the Shark Tank!
Not the right initial contact but Dave succeeded in getting a product mgmt rep on the call, definitely potential with this prospect if we can expand our connections into the Product org
Good intro with a great potential prospect and exactly the right contact/decision maker. Hard, focused work by Dave to get to this contact, initiated by his ability to connect with the CEO and to get an intro.
William joined via phone ( I walked him through what the platform did, but could not present via WebEx) and stated any decision is above him. I sent him info and he agreed to pass it on to the Executive Director who had the ability to make a decision
Greg has been slowing building the information security program there from scratch since he started 3 years ago. Can see us as a fit in the near future after he hires more staff.
This prospect has only been with Intrum for 7 months so advised us that he has no DM power and little say, I would say we need to go after prospects with longer tenure unless they are directors or C-Suite.
Meeting involved multiple teams. Provided ability to educate teams on our portfolio. Current user of MacQuisition, but would like to expand footprint.
Good lead. Some interest shown, had good questions.
Very good lead. Knowledgable.
Preliminary but good contact
I am newer to the team so even though it wasn’t a fit it was good practice for me. However, this was not an ideal lead due to the fact that they only managed 2 Full time techs and 2 contractors. You will want to confirm as I am new but I believe the minimum field technicians should be closer to 50 to qualify for a discovery call.
– Are we on to something with procurement? Caterpillar (procurement) was a similar conversation / initiatives.
Ajay is a good target and Hyundai Capital is a good fit in the consumer finance segment. We might be a bit late to the party but it was a good meeting to have for sure.
great lead by Casey. We already provided a proposal based on the information casey was able to provide from the onset. Very well done.
Not the right title but hard to tell from her LI profile. She said she would introduce us to the right people.
Great lead and will move forward.
Good account. Right type of person. He is a little new, but he is a Snr Sec Architect with a focus on application security. He said that they have been using Imperva for a while and just bought a security package that includes both WAF and Bot. He said that he needs to see it through. I described some of the differences. He is open to API SEntinel. I am going to send him some info, and then he will decide if he wants a full demo.
Solid meeting. Contact sees the need for a new system and will influence decision.
Areas for improvement: This call was above average. The only things that could be better would be that this person won’t be making any decisions or writing any checks, but he does have influence which is great. This will be below our ICP at about 10 licenses tops to start, but it’s still great to get our foot in the door.
Excellent find and maybe an opportunity
Both of the Air Force gentlemen on the call were the perfect two people to speak with about the Air Force move to cloud. Well informed, technical individuals, that are working the effort. Great Lead
We received the call notes in advance and they were very helpful in preparing for our meeting. Though M
GREAT lead. Exactly the right timing and the right person at the organization for our solution.
company is on the small side
The lead was very promising. They are interested in our service and would like to learn more. A bit more information before hand would be helpful.
Definitely got the decision makers at the right time. Thanks, Mae!
Customer asked solid questions and pointed us to one of his colleagues for the demo
Customer was the decision maker and asked good questions. Follow up demo to be scheduled Thursday
Good sized business with small legal team, clearly needs contracts support. Good lead for ELS.
long timeline, small company, but still meeting I’d take
Great Meeting! Aaron is awesome!
Smaller program but good company and opp to pull away from a competitor
good contact good questions raised from the prospect and will leave to follow up further with INKY over the coming weeks
Right type of prospect and role. Fairly junior. But overall a fit.
Bigger size company so better. Kind of a funky guy
Not large enough of a program- can’t justify the time for the value
Customer is still evaluating if Splunk is something they want to consider. Need is there.
Ask if others might be more appropriate to take or join the call with a person like this.
It is a good account but there is no drive or projects planned. I would consider this an informative call and in the future if we can confirm there is budget and a timeline this would be a great call.
Probably not a huge budget but someone we could probably help.
While Walter was eager to speak with Clinc, his contact center supervisory position doesn’t allow him to play a decison-maker/influencer role in buying decisions about investing in Clinc.
I appreciate meetings at my key accounts even if the persona is not an exact fit for Sumo.
good opp w/ the right use cases. need to move to a demo but didn’t commit on the call.
great call, demo scheduled for 12/1. def need additional stakeholders.
Interested in our technology and would like to explore the opportunity. Has to build out volumes / business but caught at a good moment.
Awesome lead, very excited and caught him at perfect time.
I was a little concerned about the title, but he ended up with different responsibilities and brought a colleague to the meeting.
The title and persona was spot on, but the person himself was just odd. Not her fault.
Good first meeting with Engineering Manager; potential fit and opportunity to pursue
Good lead, early in the process but could be a good opp down the road.
Michayla is on the risk side not intel side. Allstate uses our competitor threatconnect and has been for the last seven years. This wasn’t josh’s fault at all and a great account to get into just unfortunately unwilling to look at others in the space
Lead will move forward with next steps.
I appreciate the meeting but notes were not accurate. They already outsource security services with another vendor. This is still a good lead and I will take 55 more just like it but would be good to have these notes before the call. Still a good meeting with potential next steps.
Vicky was gracious and willing to hear our pitch, however indicated she already has an MDR provider in place with whom she is very happy, and that she leverages a consulting firm for all program support and with whom she is equally happy.
Guy was a talker but has no influence to purchase. At most could be an influencer.
Pat works for GSA specifically New York/New Jersey area. I feel that he can help guide our GSA relationship(s), and May push customers our way. He is not a technical guy, and doesn’t work in that field, so he would not be a direct customer.
Great one from Melissa. Been working on these guys for a while. They happen to be reviewing their integrator strategy in January. Perfect timing.
Great lead, and very well organized
Demoschedule for the next Dat 11/10/2020
Overall a great call! The customer is looking to shore up their email security in 2021. This initial meeting was a great starting point to discuss our portfolio and prep for our next call with the greater team.
Had something in place already, but good to talk to them.
The Dell prospect was not an owner of OCM at Dell but rather worked with outside customers to better enable and integrate Dell solutions. He has some level of interest in what we do but is at best a long term 2021 play
Great first call — who also brought in a colleague — also secured the 2nd meeting with their boss
Michael does a tremendous job in setting up appointments, providing details of the call and giving proper information that allows us to have good follow up conversations.
Enjoyed working with Andrew and he did a good job of communicating.