Great call- leading to second call to discuss consulting services – thanks Anna
Do not use Office 365 but are willing to consider changing. Generally a firm this small not on O365 is not going to consider and is therefore a dealbreaker. However that was qualified so all is fine.
perfect industry and size account. Interested and engaged contact. Qualified to pursue further.
The prospect is in charge of implementation but doesn’t have decision-making power or understanding of budget or timeline. She can make recommendations and influence which is good.
They were a small company but he was a quick 20 mins and I’m gonna send him info and pricing as he said our stuff would be nice to have. Deal was worth talking to and I won’t have to put in any addtl effort so having a few of these size Opps in pipeline is okay
Dennis was wrong guy; he was security so he supports teams there who handle cyber. He’s going to circulate my brochure around and we’ll see if it goes anywhere
Familiar with Catchafire but has no immediate need. Limited budget due to regional and economic constraints. No timeline to act and agreed to reconnect to see where their organization is at on a quarterly basis. Still a good learning opportunity for the prospect.
Great contact and leader. He manages a data team not directly responsible for infra but we’re hoping we can further dive in on a follow up call.
Appeared to have some decision making power, but not the final authority figure. Was not familiar with Catchafire’s offerings for foundations, and did not express a definite need. Admitted they have supported 10-15 non-profits directly over the past year and appear to have a budget ranging from $250-700K. No timeline to act but next steps in the works for a deeper dive into the platform.
Godfd contact who is aware of the orchestration space. Only issue was he has no decision making power. But we are pushing for another meeting to go through the UI/CLI on a deeper level.
Jake earned this one. After a no-show and being hard to reach, Jake was able to secure this meeting. A CISO meeting is always awesome, and this one was as well. Tammy revealed to us some pains in their environment and they currently do not have tooling to secure their K8 and Azure environments. Definitely a use case here. Great meeting.
Vraj was very receptive to Panoptica and was interested in our Code Security capabilities. They currently use Prisma for Code Vuln scanning, but he believes Panoptica has better features and is more “modern.” Only hiccup is that he is a receiver of the scanning, and does not influence or evaluate. Great meeting overall, and a follow up will be scheduled
Fantastic client discussion! Brianna was amazing!! Stoked for next steps. Great lead!
Great call. Huge volume. Pricing jobs.
Right persona. This guy was essentially a 1 man team. Has a need and interest for threat intelligence but timing isn’t right. Could enter long term pipeline.
Great to get a contact at CHOP but they aren’t our audience. Hopeful that they can introduce us to someone in the organization that is responsible for our patient experience or nursing.
This was a demo of a previous intro call. Aylea was unresponsive to me but Leo was able to get her back on the phone. Opp created and POC sometime in Q3.
She was a good contact, however not the decision maker. She wasnt that forthcoming with info, but definitely on the right track of people we want to speak with
Very informative discussion and a champion for what we do. GREAT job getting him back to a call with us after he had to cancel. Very good contact for us.
Made connection with correct contact – position and decision making. Great interaction and intro to the meeting.
Heiley was able to identify one of the key decision makers early. She researched the decision maker and learned of her recent promotion leveraging that detail in her outreach. She also did a nice job with crafting emails that caused the client to be curious about how Therapy Brands might support their ongoing initiatives.
He’s a startup. Funding unlikely. But he has connections to others that could bear fruit in years.
Sean was a great lead who seems very interested in our product and how we can help. He seemed to have the right expectations coming into the call and was happy we were able to demo the product to him as well. Clear next steps, and a solid opportunity.
Non DM but gave me some names of who we should reach out to
Nathan was the exact right person to talk to and very upfront
Mildly combative during the call and non-responsive with meeting follow up.
They are interested in fact finding and seeing what else is out there. Decent lead for the moment, but I don’t think enough time has passed to rate this one adequately as I am still waiting to hear back from them on follow up.
Excellent engagement and conversation. This will be moving forward.
No comments provided.
8. Right Persona/Company, Interest but next steps are loose
As noted before I’m scaling up a bit compared to the agreed upon scale when we have a design firm that’s good. They might not have immediate need but if they see value it’s good for the future. We want immediate projects…but design firms are more likely to be future.
Gary was a good lead. Correct role for making decisions but wanted to connect with his greater team!
Good call with Sam Calkins, GM. They are happy with Cityworks but are curious about our cost v. CW. Their CIS just selected Caselle for ERP and CIS. They have not started implementation for CIS. I pointed out that Caselle usually serves smaller utilities well below their 38K customers which caught his attention. I asked for a contact with their CIS group and Nick and I will follow up with them.
Again…I continue to get great leads and awesome professionalism from my guys at MB!
Get to the decision maker
Excellent prospect. Project, check! Timing, check! Budget, TBD based upon them winning an RFP.
Customer is open to discuss adoption but not a Walmart supplier
No comments provided.
good contact, very low level. not a lot of need on their end, but chelsie is working to book with other people too
No comments provided.
Happy Nicole was able to open up the door even if it was only for 10 minutes
No comments provided.
GREAT lead! Very good notes and follow-up getting the prospect to the call. Thank you, Ty. great job.
microsite
No comments provided.
Too small of a company, 30 employees. Not feasible for our products and services!
Andreas scheduled a great call with the Military Health Systems…introduction led to a vuln management next step call with Nathan Shock! Great lead…TY!
Valid lead. Great use of time
Great call
Holly herself only hires a few people a year, but she could be a lead in to the North American Business.
No comments provided.
Good persona, but objectives aren’t aligned just yet. Tony’s current priority is to find data cataloging capabilities and once he finalizes that, we can pick back up conversations — likely 1 year out.
Jon turned out to be a very good lead in the MW territory. We are sending him information on both the GPHSM and AT1000 and will follow up in 2 weeks after he has had a chance to review with his team.
No comments provided.
No comments provided.
Good lead, but Tony is going to introduce us to the actual decision-maker.
Good company to check out further. The contact applied to a job here though :)
Not the right person, but likely could have introduced us to appropriate team. Genuinely curious, but no real use case for the product.
Great call! The prospect saw the value of using purpose-built software to get the job done. The next step is set. Thank you!
Entry point into ADP or Ready?
The best call yesterday! Thank you!
good lead that has turned into a call with their leadership. still developing the opportunity.
Jared was not in an ideal job title and was self-reported as low level in the organization. He did show a small willingness to pass info on Pyramid to his superiors.
Good potential lead. Bought Aera, merger to complete May 15th. Follow up end of May. Currently using long-range radio backbone and Mist for WiFi.
Kieran did a good job of finding this prospect and managing communications/expectations. The meeting was definitely worthwhile and will lead to a follow-up on a specific intelligent automation opportunity.
great contact persona
good call, but the client is all set, has a great partner they use now. suggested to all back in 3-6 months.
seems like a fit with our Data services, but 3-6 months out
Solid contact who will be able to help us navigate the command
Great contact – love the hustle – nice work in nailing this down!
Great contact / meeting
No need as they are committed to using their internal system. Heather did offer to introduce Ti those who own the system but stressed there is no need / desire to change.
No comments provided.
There’s definite potential. The difficulty is that the person with real buying power
Hayden put in good work with the folks from Lebanon. He had clearly talked with Alisha and Peter there more than just once and they had a great grasp of what they wanted to accomplish and why they would be interested in ManagedMethods. Live email search was a big winner for them. They couldn’t afford Google Plus so we fit in very nicely with their goals. Hayden also kept them going by referring to the cyber hack in OR that they mentioned was something they didn’t want to be a part of. Awesome work, they are already into a POC with us and have quotes in hand now. Thank you!!
Patrick was the exact person for us to talk to – he had a near term project where our solution was a perfect fit. Nice job prospecting. I especially appreciated the professionalism of the handoff.
The lead was fantastic! Not a direct sale but a great lead to work on in the near future.
The team was excellent. They were informative, offering above and beyond resources. I have new ideas and am excited for the potential opportunities in the future.
Dr. Dinkins was receptive to our call and will connect us with her greater team!
I REALLY appreciate that Bayle followed up with Karen @ Home Depot to set up this touch-point, It may lead to at least one opportunity in 2025/26! We will continue to lay the groundwork and speak to key players at HD that Karen intends to introduce us to. Thank you, Bayle!
Not a good fit. They were mostly looking to tap into a network of partners to add to their employee discount program.
Dip was a good contact. They are considering a competitor (Dynatrace). He is specifically considering an APM solution for their new biometric application coming on line in two years. Dip’s current issues with budget and timeline cannot be overcome at this time.
Great call with Roy – turns out he has worked with SC in the past and they have a need for Asset Mgmt and integrating with BMS system. Demo set for May 6th.
Good call with Angie. She is scheduling a second call with a larger team. Thanks Oliver.
Good POC, right role, receptive to our offerings.
Targeting individual hospitals or small health organizations like this one can be difficult because they dont have the volume of litigation necessary to use an ALSP like ours. However, I’m not sure that is something that could be vetted until we dig into their business during the introduction call, so perhaps the only feedback is to target larger health systems.
No comments provided.
Looking for info. No pain and no challenges.
Lead was wasn’t really a good fit for Upshelf as they don’t have distribution in retail stores or ecommerce sites. Possible Thrillworks opportunity as they potentially could be looking to add some automation tools to their warehouse inventory process. Needed a little more qualifying, but Yasin did mention they were pretty guarded on the initial call.
Good call with Becky at Edinburgh, but no opportunity there. They migrated from Harris GEMS to Incode in 2016. She’s fairly happy with it overall. The only pain point is the difficulty for customers to change payment method on their portal so it requires csr assistance.
No additional insights for improvement. I do want to compliment the notes that were provided on the opportunity ahead of the call. They were excellent.
Good call with Tonya – they have everything solved for today but she gave us several forums and banking conferences we should attend in order to get our name out there. No need for follow up at this time.
Thx
Tom is very early and not yet determined how / if we will leverage a LMS. We agreed to stay in touch but too early to qualify the opportunity.
Great lead, more like this is awesome
Great lead, more like this is awesome
He wants a proposal. This was an ideal lead and Jose is doing awesome.
No comments provided.
Definitely the right person, but account targeting wasn’t the best, as this was off the v1 list.
Great lead. Right persona as well as company. They are actively looking to implement a TI solution.
Good exploratory call/foot in the door, but she doesn’t make decisions and seems to have low influence within the organization.
Paul was the persona Pure wants to target.
demo didn’t occur… but she gave us the name of the person we need to meet with
perfect… cmio
No comments provided.
Paula tried to be helpful however her facility City of Hope in Phoenix AZ, is not a molecular pathology lab. She will try to put me in touch with molecular pathology at COH Duarte.
Terri was a great contact to connect with. She looped in her greater team which created a more productive call!
He was very enthused and loved Maya which is a great start but his need is likely for a higher volume lower touch product than what we offer.
Fantastic lead, Jonathan was clearly problem aware but not solution aware. Really productive meeting that’s moving to demo. Only hiccup is ACV might be smaller, but we’ll cross that bridge later.
Good lead but for this call/ demo I needed 1 hour of the prospects time to show more of Neos value
Craig was interested in learning more about our methodology of generating leads. He works with the CMO and will send over information to the CMO to see if they are interested. Budgets are tight right now.
Perfect
Currently happy with Casepeer. Looking to continue growing the firm and might need a more flexible system down the line.
James did a great job all around, getting the meeting, circling back to get the client on the call and recapping the meeting notes. I’m happy to report we are moving towards a second meeting next week! Thank you for all your hard work!
person is already working on a project with TSL so not really a new lead. They just needed a contact update.
This is largely just networking, they are very far down the path of building their own tool, and are streaming data away from the dwh due to cost (ie they will be very cheap). No opportunity to sell something, but good contact to have.
Overall it was a decent meeting. Not sure if he sees the value prop, but his title and his promise to move the meeting up to his marketing team is promising.
This lead for 2 POCs was created by 8 phones calls. The patience and dedication to make an intro meeting was worth the time. GREAT JOB
I’m not the best persona, but I attended the Gartner D
Of highest quality and great persistence by Brendan to get the meeting set
15 minutes discovery meeting booked with the Head of IT Application which has been converted in short terms opportunity with a Proof of Value of our solution based on their employees productivity.
Business pain identified and solution demo has been planned in the next 15 days with the Economic Buyer
Opportunity to turn this into something in 2025. Cadence will be to follow up on this every couple of months to stay close. Modernization initiative for 2025 is in play.
Thank you! Next steps :)
Thank you!
Decision making level and in middle of wanting to enhance ecommerce site
Titles were good but the contacts might not be interested in our solution due to not understanding. That said there is an opportunity for them to potentially become partners to drive other orgs to the event.
Amit was moving off of his job, but offered to connect with his succor
Jill set up the meeting quickly and took excellent notes during the call. The customer has serious interest and I felt very prepared going into the call
Early stages of an evaluation but worth a conversation! Great work
Prospect was interested in our stuff but is very happy with a competitor.
The right type of company but they have no timeline or urgency for SOAR. The job title is a little bit too junior.
Great lead! Immediate use case with Erin and potential entry points into other parts of the organization. We have a clearly defined next step and are setting a second meeting. Great work, Ty, and as always- your notes are THE BEST. They enabled me to pre seed the meeting with a pre read that I think was helpful!
non DM but hopefully he can get us to a DM
good potential POC, willing to listen and bring in others.
No comments provided.
right person, providing coupon code, we will see
good lead, right person, small college but on right track
Right person right time. A little small.
She was willing to learn more about actionstep and spend time learning about the platform
As Dir Inpatient Ops, Antoinette was a good contact. While IPS is not a project currently being discussed internally, Rounding is. Thus pCare TPR solution was shared and a follow-up call for Rounding is being scheduled.
N/A
The POC is the owner. He already has a CMS and does not uses Outlook for his email. That is one of Neos main integrations and is needed to get them to purchase . They use Gmail and have been 7 years. I was told it would be very difficult to make get the whole staff to switch to Outlook.
Customer didn’t have right decision makers on and looked to push us off of the call. This solution would make sense for the right people at Boone health. Nick said in his notes he will follow up to get in front of the right people
DOESN’T CURRENLY MAIL – WOULD LIKE TO START MAILING
She rushed us off the phone. I’ll follow up and see if anything happens.
great contact- new to position but the correct title for Dming
Excellent leads. more of this needed.
Solid lead with past customer who stopped using Nelson Labs. They are open to revisiting sending in testing for raw materials. I sent customer a follow up email.
Mack did a great job, as always. Good contact.
Great lead with possible EU for a trial license.
Please check with Amanda she was on the call as I had another appointment.
Equinix does not utilize outside firms to assist w/ their hiring needs
he is in the right position on the security team, has interest in our product, is willing to try and champion his team to look at us, I like it
Cassia County was right in the wheelhouse of MM’s product offerings and in talking through the details more with Branan (IT Director) there we really fit in nicely with the specific issues they run into. Not enough time to manage the day to day Google issues (phishing, email lookup, student safety concerns within Google Docs, unique login activity, and Google Classroom management). So great work getting them on the phone and engaged. He was ready to move forward with a free trial right after the call so that is always a good sign too!
This was a follow up call to review the budget quote provided last week. The call went well. He asked for another quote to include the whole building he resides in and provided a floor plan. He did state that budget is an issue, but he will present it to his Director of Operations.
The prospect is in charge of implementation and is generally aware of the timeline. She is not aware of the available budget or decision-making authority but can provide a recommendation.
The prospect is in charge of implementation but does not have decision-making power or budget awareness. Regardless, the prospect offered to discuss the pilot program with the principal.
Great call with Principle Security Architect who has a direct connection to the CISO as they both worked at a prior company together. Definite opportunity to participate in MDR RFP later this year.
Prospect is in charge of implementing programs so that’s good but has no idea about budgeting or decision-making power. Did agree to present the pilot to the Principal.
This was the best prospect yet. She’s in charge of implementing SEL programs and has decision-making power.
Good conversation from the Gartner D
The prospect isn’t responsible for implementing school-wide programs, mostly because they don’t have any. She is aware of internal issues for implementing programs and agreed to run it by the principal but she didn’t have any decision-making power or understanding of available budget.
The prospect implements SEL programs so that’s great. It would have been better to get a principal since she didn’t know too much about budget or timelines but it’s a great starting point.
Not bad.
No comments provided.
great intro, long term opp, Brendan even helped alert me to PPt issues
No comments provided.
n/a
The contact is focused on a different field and no longer with the gov agency listed.
Call lead to a cloud assessment opportunity as well as MDR one resolute and Pen testing for 2025…would like to have seen his boss on the phone as he was just an engineer, but got 2 follow up calls/opps from this lead. Thank you team!
This was a great job (again!) finding an in-house target for our team. Not sure if there was BANT, but target was a user/influencer with a corporate need, enough to start the conversation. Meeting was quickly set, too. Great work.
Not actively looking for a switch. Has recently gone through growth as a firm and is anticipating more, so likely will need a PMS down the line.
No comments provided.
This call was with the Director for Office of Management and Budget and she brought along her Purchasing Manager and Public Works Technical Supervisor. It was great that we were able to get several people on a single call. However, they were not the right audience for our products. The good news is they said they would take the information learned and materials I’ll send them back to others but they didn’t know any of the applications they currently use in the Customer Service or Operations space. It is a fairly large utility so it is a great prospect to engage with. The key takeaway is making sure that the individuals mB is talking to knows SpryPoint works in the Customer Service and Operations space so they should have someone familiar with these areas of the company to make the conversation more back-and-forth.
Simone is on the DP side, but had some useful information on their programs. He is also willing to share our capabilities with his DS team.
Customer didn’t have an immediate need for a PAM/Identity solution. They recently got Okta and Keeper and have no plans for PAM for the next year or 2.
Yvonne looped in 2 of her colleagues (their lead analyst and Chief Compliance Officer), as Silvia their CCO has the authority to sign-off on projects like this. Yvonne led the discussion and admitted they did not know the full scope of Catchafire’s offerings. Interested in the work we have done with other corporations in the finance space, and admitted there is a definite need for more volunteer opportunities/ partnerships with non-profits (which are “difficult to find”), as well as many “manual” processes to track impact. No immediate timeline to act but next steps are being solidified, as this was their first official meeting with Catchafire.
Authority figure but likely not the final decision maker, as her personal budget is very limited. Would need to continue advocating for Catchafire’s offerings if they were to work with us themselves. Did reference several potential applications, and alluded to the fact they have many partners that could also benefit from our services/ solutions. Provided the name of a CEO of a philanthropic group that might have a more pressing need and could help cover the cost; agreed to facilitate and introduction on our behalf.
No the final decision maker and did not specify her superior’s name outright. Asked for as much information as possible to forward to her, as there is definite interest in increasing employee engagement through volunteer opportunities. Also interested in hosting an event in August to commemorate their 50th Anniversary. No specific budget in mind at this time but seemed like they could find the money if the need justified the cost.
Not the final decision maker but provided the names of both people we would need to get approval from, and he agreed to relay our topics of discussion. In the information gather stage and unfamiliar with all specific offerings prior to call. Potential need and interest in Rapid Fire Events given they want to host something of that nature around the June to September time frame.
No comments provided.
Good contact but need not immediate need will follow up in 30 days
great set…
great set
Great prospect, he knew the problem and was definitely keen to explore implementing us. Account wasn’t the best because they are B2B, so don’t handle as much sensitive data, but I still think it’s worth going after.
Max did a fantastic job of bringing this lead in for a demo. Nick from Middleton rescheduled the meeting 4 times, but with the utmost cool and calmness Max kept him engaged and on the hook to take a look at what we do. Nick had a decent idea of where we fit, but was surprised at how much we could replace Google Plus with. The Free Audit was something he was shocked to learn about and jumped on the opportunity to run it. Thanks to Max for this. Let’s keep things rolling in Idaho. Seems to be catching on with several districts and building a base of POC and users there now!
That was a great lead and exactly the group we want to speak with.
Connected with the right person, John works with the CEO. In charge of adding products, said they haven’t settled on a VM solution yet. Selling EL. Already partnered with us in another BA. Wants to see a demo, sent him some available slots for next week.
Awesome lead. Engaged, right opportunities, great job Garrett!
Any targets at the large consulting companies (EY, KPMG, Deloitte, PWC) all need to have IAM in their title or job description.
Customer was familiar with Nelson Labs and open to new capabilities. He will forward to colleagues, but it sounds like he was interested in cleaning validation.
Interest, semi right decision maker. No fault to Diehl, this has potential
Andrew is not the decision maker and is part of their parent company (Oshkosh). The call went well, and he was extremely engaged. Lisa sent over Sikich key content for him to forward to his team. Lisa will follow up with Andrew next week.
Right Persona, some interest but timeline is not within the year
This was a warm lead as we met with him at the Mingo Summit last Fall. Great job getting him to commit to meeting today! Unfortunately he was limited to 30 minutes so the presentation and dashboard demo was rushed. He did have a few questions, but only had time to ask one. I told him I would follow up in an email with additional information and he stated he would respond with questions once he had a chance to delve in. Both Thom and I requested a follow up call and he seemed receptive to it. Thom will coordinate that with him.
Thank you!
Good profile for both the company and the persona. Call went well, Tushar was interested and we are trying to schedule a demo.
No comments provided.
What a great lead! I’ll take a large district CTO with cloud security concerns
Great company, great person, highly relevant. Hats off
Excellent lead. David has an immediate need for a security camera project in their Iowa warehouse.
It was a great job of finding a topic for Roy to discuss since he’s the not necessarily the right contact nor a decision maker. Isabella was able to set up a meeting to engage on the AI subject and identified that BI reporting needed improvement. We were able to find something of interest for Roy to take the discussion to his stakeholders to see if they want to invest in improving their business. He didn’t have any immediate business initiative or growth plans to speak of, so it was challenging to find something of value to grap. Furthermore, they are a small company. I like to have at least $50 million in revenue and over 250 employees. This one had 160 employees and revenue of $37 million, but they’ve raised over $200 million in 6 rounds with latest of $49 million in Aug. 2023. Hopefully, Roy will lead us to more influential people who are looking to improve the company with the $49 million funding.
great lead, he loved what we could do and timing was perfect, want a formal quote and to get started on free trial this week.
Solid Lead, great title and good timing. The opportunity is likely to be for 15-25 licenses so small in terms of revenue but still a good lead and a possible quick turnaround. They are looking to roll this program out by the end of June.
This was a good conversation with a good size utility of about 36K customer accounts. Unfortunately, they are fully on the MUNIS environment for ERP/CIS/EAM. EAM went live in 2022. There’s very little appetitive for change given the committed investments. EAM is deployed city-wide. They do admit that GIS is not integrated with their EAM and field services applications which causes significant pain. They came off of an AS-400 system to Tyler, none of the asset data and history was brought over to MUNIS so they had to recreate everything from scratch.
Good call with correct ICP who’s interested. Unclear timeline on when his team would want to reconnect for a deeper dive.
Good first call. This guy was looking to sell his product to Blues and its actually our engineering (NRE) partners who pick the best components to pair with the Notecard to best solve the unique customer needs. It appears that he has some interesting capability that might work well for some of our use cases but I can’t actually call this an opportunity unless he can produce a customer lead. I’ll share the details of his product internally to see if there is any interest in pursuing. Thanks Kevin!
Great use of time. They asked some great questions.
Stephanie has two DRs below her as her expenses, which are already a lot for her. Bringing on an agency in unlikely to pan out as a result as our lowest lowest price will be $2500/mo, which could likely be another head for her team. I’ll send her some content marketing ideas so she has in her back pocket. Overall, warm and open conversation.
No comments provided.
No volume or potential to mail volume.
I wasn;t on the call
Good start, right person didnt make the meeting but hopefully we can follow up with them and get there ABM person to the table.
Right person, and could have been fit but he had updated most of his infrastructure over the past year. He is installing some cameras for retail facilities later this year and that could potentially be relevant for Ramen but I would say not very likely to happen,
Great lead. And OEM opportunity with a rental customer not easy to find.
Excellent Blue team analyst, was open and very interested. Good lead with future potential to get us to the decision makers.
Good job working the follow up from the previous AWS/Ippon workshop to get a second conversation. It will take time to cultivate the relationship with Uma but I think there is opportunity.
This was a company that I had picked to target so props on getting someone to a meeting. However, the call notes said that they don’t do any appdev, so I’d recommend setting up your own mini-disco with someone who you think might be unqualified first
No comments provided.
No comments provided.
No comments provided.
Individial contributors in software engineering with little to no influence nor pain around open source approval times rarely convert to opportunities, I would suggest focusing on manager/director level for software engineering or Product or Application security personas.
Great contact and loved the aerofoil
Great job again by Ethan, we have a second meeting scheduled
Good call. Correct ICP, interested in our solution, and challenges align with our solution. Unclear timeline for next steps/deeper dive as of now.
No comments provided.
The customer was interested in a solution to Monitor Azure and we were led to believe the customer interest was in IPM on prem. So we had to pivot and re-schedule a call for another time when our OpsCrusie expert is available.
prospect made it very clear that the CFO will not switch from the local bank . The patient in this small town seem to like it . They were nice to talk with but made it clear that they were not going to change.
good title and interest in the platform. project is years out.
Since Kevin is happy with internal system, understanding or probing for some pain before the initial call is greatly appreciated.
We were in touch with the right person. We talked specifically about what Booyah offers and the problems he’s facing, which aligned perfectly. The only downside to the conversation with Shaun was that he did not seem to have immediate needs. The relationship started, so hopefully we can nail down an audit for him in the future as that would be a great next step.
Henrik has paid search and paid social needs, and we absolutely can be that fit. However, he seems like he might have unrealistic performance expectations. He has already received two audits from other agencies before talking to Booyah. They said they could drive a 3-4 ROAS. He told us he would need 5-6 ROAS for it to make sense, then on top is asking for a performance pricing model with a modest monthly budget.
Ester is an inspiring individual, but Newman would have been a better contact in the past as they are well sorted now.
Not looking for a payment processor but a lockbox or something that can process checks for them
They already have Intacct so this is not the best lead unless they express dissatisfaction with the solution.
no need at this time
he is still trying to get us a meeting w/ IT and Engineering, folllow up in 2 weeks
No need at the time, follow up in 6 months
Great lead. Have an active project and is the right person to talk to. May be a little late to the game but still in it.
This was actually a partner meeting. Brandon attended.
Not the right person. A different team entirely hands the threat intelligence for JLL. She offered to get us introduced to that team.
No comments provided.
Good contact with interest in tools
They are more focused on forensic investigations of engineering but still a good conversation
Good lead, way to stick with it. They clearly have a project now to replace their tooling.
This prospect had an existing opportunity with CyberArk last year, but it stalled. This call helped get the opportunity back on the table. We have next steps for next week to demo the product again with more of the LendingPoint Team.
I wish all my meetings were with ProSearch type companies.
Conversation was worth having but we’re not really in their strike zone due to price and non-legal/non-criminal nature of the work they perform.
Discovery call went really well. Right now they want to focus on LCM, MFA,
Small but solid company, could be good opp.
The prospect took the call, but did not have a PAM/Identity need. He had just finished up a project last year and has no plans to change for the next few years.
Good lead, will continue discussions
Very solid meeting. They are already doing some testing with Detective.
Not a bad effort on MB’s part. This firm just happens to have a very small litigation section so not much demand for an in house solution.
Slow burn but could be a good opp
Good chat, our name is out there.
He was a user of Okta and not an administrator. Also, they were pretty solid with their Okta use at least as far as he was aware with no intentions of moving away. from a sales pov there is zero potential, but there might be a slight chance with partnership.
Always good to talk to new people at existing opps, especially with a warm intro – just not the right fit for what we do
wrong persona but right company. He is working on corporate IT world. We need to find the people responsible the critical SW/gaming software. He offers to forward our email to the right people.
General WP interest, he was decision maker, but there was no opportunity for wireless power, I had Jason join when it became very technical and we all agreed there is no place for it in their product lines. General Interest – Yes Product/Category Match/Fit – No Wanted > Needed – No Defined Problem is Apparent – No Title/Persona – Yes Uses Outside Resources/Firms – yes Needed > Wanted for Specific Project – no Timing is Right – no Budget/Budget Potential Exists – Yes Decision Maker on Call – Yes Prior Wireless Power Experience and Struggled – No
Good intro, Jerome is decision maker, but didn’t seem to understand the value. Following up next week after he has time to meet with his engineering team about the solution General Interest – Yes Product/Category Match/Fit – Maybe Wanted > Needed – yes Defined Problem is Apparent – No Title/Persona – Yes Uses Outside Resources/Firms – yes Needed > Wanted for Specific Project – no Timing is Right – no Budget/Budget Potential Exists – no Decision Maker on Call – Yes Prior Wireless Power Experience and Struggled – Yes
Good intro, I do not see a near term oopy General Interest – Yes Product/Category Match/Fit – Yes Wanted > Needed – yes Defined Problem is Apparent – No Title/Persona – no Uses Outside Resources/Firms – yes Needed > Wanted for Specific Project – no Timing is Right – no Budget/Budget Potential Exists – no Decision Maker on Call – unknown Prior Wireless Power Experience and Struggled – no
thank you!
Everything Went very well. A meeting was booked, the potential client showed up, The client had a need to hire.
Let’s try to book at least 30 minutes, but good to connect for any amount of time!
No comments provided.
thank you!
Good contact but we will have to keep on digging.
Ryan did an amazing job penetrating this Fortune 200 account — that speaks for itself!
Wrong title. No influence.
Systems to Systems role isn’t ICP, it’s more systems to human. Hard to decipher based on role. He could provide intro’s but hasn’t yet.
Feedback shared in teams
There was nothing wrong with the lead and only during the call we found out that the prospect might not have budget ti implement Natterbox. In terms of improvement, although not a big deal in this case, it would have been good to know what the company was. The only information we had was the domain from the email address of Keith, but when looking for the website, it didn’t exist.
Patrick is no longer working at Novavax so no opportunity available. He is working as a consultant, was interested in the solution so may let us know if he comes across an opportunity.
great team to connect with. DM and their supports.
Excellent contact works with several different locations.
No comments provided.
Small company acting as integrator and working with access control but has never had anyone bring up visitor management. I suspect their customers are using an access control solution add on to handle visitors. Shawn is going to have discussions with his 2 colleagues to see if VM is something they’re hearing about. Said he will also bring it up during customer interactions. I think there is potential here.
No comments provided.
–
4/15 – Joscher and I met with Sean Viehman today, who is a Network Engineer for TTI Group North America. Techtronic Industries Company Limited is a fast-growing world leader in Power Tools, Accessories, Hand Tools, Outdoor Power Equipment, and Floorcare
Great work. The target was our exact buyer profile and came ready and interested for a discussion.
Microsite lead
Great prospect but not as involved with the decision-making as would like. She is able to broker introductions and our story resonated with her.
Right title on the phone. he was prepared for conversation and wants to hear more about XM Cyber. well done
This was a good call to expand in CRL. The person we spoke with is more of a user vs. decision maker but we will take as many inroads as possible. We can definitely lease lab gear so the asset type is perfect. The CIO’s and Director of IT are the best people to go after and second are procurement, but they tend to be gatekeepers. Nice intro!
This was a textbook disco meeting, with the prospect engaged and a demo set. There’s a very high probability that we’ll see a partnership here.
This was time well spent just to get into her rolodex, but not a great fit today.
Kelly Quick is the Administrative Assistant to the Superintendent. She does not work directly with substitutes and does not have any decision making ability or real influence.
He’s interested but said the firm’s HR manager (who controls the purse strings) wants them to look at how their current system can help them before they look at Neos. Need to follow up in a couple weeks with Conner and try to schedule a demo.
Teja thinks they are using open source, but unsure what the SOC team is using recently. They are blocked on new projects for the next couple of quarters and recommended we reach back out in Nov when they start their planning process and might be open to looking at new tools then
Maria did a great job getting to the right team and the right title (HRIS). She also did a fantastic job collecting information on the areas of interest current state in advance of the call to help me prep for the meeting.
Excellent intro for Further services and applicable to Celebrity.
Great meeting with the right company. They have potentially enough pain to make this a real sales opportunity and a potential champion who is willing to engage the EB
If the client uses a MDR (managed services like Artic Wolf) they are not a very good opportunity as they will have a small team and budget. No requirement for API like integrations. The contact on this meeting was too low in the org structure to have any impact and not very willing to introduce us up to management.
Big company, good contact, no immediate need.
Overall a good call – smaller opportunity than anticipated . Only one to two clients with a small budget for PPC Ads . Ultimately she said she wouldn’t be making any final decisions until 30 to days from now. Thank you
Not quite the right title, but he does oversee security as they have a very small IT team of 4. They aren’t in our ICP and don’t have budget for a tool like ours and also don’t seem mature enough as an organization. He did find what we did interesting and was open to learning more.
Smaller but that is ok as it was good practice and small may be good
Good call and good learning but this is probably not the best opportunity for Ramen to pursue.
Great contact, already an iteach customer. She was excited to learn more and figure out how to put this into her ‘training development plan for struggling teachers’.
This was a great meeting that Joe set for me. He identified a potential need for RAPID Review in advance of the first SDR meeting with the prospect. I appreciated that Joe qualified the meeting and uncovered a potential need. The prospect was quite engaged during the call and I was able to identify two potential needs, one for RAPID Review and one for Vantage Intel Repository. However, we still have two hurdles to clear before moving forward. First, we need to know if we have to be FedRAMP compliant. Most state and federal agencies require this and while we are working on getting certified, UnitedLex is not yet FedRAMP compliant. Additionally, it was not clear to me that Mark was a contractor and not an employee of NY Transit in the notes that were sent over before the meeting. Mark may not have the budget and authority to move these opportunities forward for us. We are working on setting a second meeting with a few of my subject matter experts. My Sales Management team wants me to clear these hurdles first before we spend too much time on this prospect.
Great connect – needs a little more targeted contact to progress.
Good call, this is a good lead for us. Next step is to follow up with their IT team.
He isn’t a buyer but collecting info. He’s a good contact though and is definitely the right persona; just that he’s a Cognos fanboy and doesn’t want any other analytics.
Good meeting with prospect, they were very engaged. Complex use case, well done on setting the meeting Jillian
Persona was prefect for the label.
No comments provided.
Jared was influential but hesitant to commit to taking any kind of decision making role related to Litigation or Contracts, hoping he can lead us to those decision makers.
Great lead. Very interested in our platform.
Layla is an interested contact. There is a need at Kraft Kennedy, but they are not yet sure it is a SOAR project. We have more work to do, but this was a good call.
Positives: Neil was the correct person to talk to, he handled the collection and management of UGC. Definitely a qualified lead but in terms of timing and need there could be improvement. Currently leveraging a platform but we will circle back in a couple of months once the NHL season is over.
I wasn’t on the call
I spoke to the Revenue Director and she is going to evaluate what I sent her and hopefully she will scheduled a full demonstration
I wasn’t on this call
No comments provided.
Good profile, this was the process development team. Interested in finding out more and want to attend the demo planned for the other group that we have already spoken to.
Good profile, they are looking for solutions related to EBR and automation. Niaz was positive about our presentation and wants to schedule a demo with some of her colleagues and to contact her at the end of the month.
Great meeting from a knowledge standpoint. If you could get higher up in the org, there would likely be more actionable next steps.
I love the contacts that Memory Blue have been able to connect our Capgemini team with for these calls, however, I would like to see if we can expand the search outside of their managed services arena. Although we can assist them with services, they may see us as a competitor because we do a lot of the same services.
Great intro call with Security Awareness program being top of his list. Also discussed Pen Testing services
Another great meeting booked by Brendan!
Solid meeting with the right person.
N/A
Within a certain parameter, the quality of the lead isn’t reflective of Jack’s efforts. We’re not a known brand, so getting ANYONE, much less someone with an understanding of what we do is a win. Someone actually having a project, budget, etc. is like a needle in a haystack.
He did not show up for our meeting, but I called his cell phone and he spoke with me about his renewal. He says he plans on renewing. Thanks for the lead!
Great job getting him and his engineer to a meeting.
Demarkis clearly was interested and saw value and impact for his organization however, he is lowest on totem pole within a very large company. Great for intel and learning about Truist but we will have to do more selling to win logo. good call…
Good lead. Won’t materialize now, but hopefully start the demo process next quarter: – likes collaborative aspect – right now he just sits and moves mouse on screen to collaborate with others – cross-site would be helpful – very familiar with VR, previously used 3D glasses – wants demo Q3 –>would be more relevant for them then due to need for new Q4 project, task set for beginning of July to follow-up on demo
not the right guy, no real need, etc etc
He was the right role in the school. He did say that he said upfront little to no money so I would wonder when that happens how do we make sure the call will still be a good use of time or is there a potential second option that we can talk about like providing a discount code and follow-up. Just thinking.
Contact provided good insight into current and future projects the school district had going on and provided a contact within the district who may have more need for our services.
Great call have done set up for next week
This is a good company to try to receive work from. It was unfortunate that the main contact was not able to join to the call.
lead to an onsite meeting- excellent.
Scott was not on the call but his team was- great call.
No comments provided.
No comments provided.
Find the right contacts early
We connected on this one with a shared consensus….brutal. To what extent was that something that could have been uncovered before booking the call? Diego did pull in his entire department which would have been nice to know. I think a 1 on 1 could have been valuable due to Diego’s willingness to pass along our info internally. Having 5 people on the line can add a bit of noise especially when you don’t know what each one does or their title. I’m surprised that the distribution talk track I spun up landed decently well and the folks on the line actually thought what I was showing was interesting. Note: Distribution vs. Transmission, SAP vs S
Great call, I know it’s not easy to get too much context from emails but saying that because this could have easily gone either way. Jason happened to have solid overlaps with our work and we got a next step scheduled on the call. If an email back and subsequently not a lot of info, it would be great to pull additional research to prep the meeting. i.e. company size, past work experience, that he attended NARUCs, who else went from his team, what other marketing content does he engage with, etc. Overall we steered it into a great discovery call, scheduled a next step, and ran through ballpark pricing.
Good prospect but nothing actionable at the moment.
SOC support need but most technology in place, no confirmed time line but possible partnership
Beckers no show
No show at the Beckers conference
He is a person in the right position. Further investigation would have revealed that Ebay does 100% of their patent work through outside counsel. That being said there is a way forward with some of the transactional services we provide.
Hayden did a great job staying on David to ensure he made it to the meeting after having to reschedule multiple times. This was a good call and David commented on various aspects of the platform would create true value for him and his admin team.
Great use of time, best lead yet which has led to a qualified POV starting next week.
Most of their products are OTC and do not require clinical trials so for that part of the business he saw no need for PKM. However they do have some products that need clinical trials so he had some interest there. He will discuss with that team to see if there is interest in a demo.
Small company, mainly toxicity and some phase 1, No MES or DCS. Person who Andrew spoke to has left and the people we spoke to did not know the reason for the call and did not see a need at this time.
Good profile now scheduling a demo.
No manufacturing just drug development so no real value.
Great meeting with Advisory services to start for them
Awesome! Thank you!
Not a fit for out of the box solution but potential for custom project. Very interesting lead.
Great convo with CISO early stages
Good contact and they seem to have very applicable pain point.
microsite lead
No comments provided.
No comments provided.
Decent call
Shawn was a really nice guy. Built the cyber program from the ground up and typically likes to hire junior resources and develop them. Should have a SOC Analyst in Q3 (FTE). Not sure if this could be recurring business but still a solid connection
Good discussison. Not leading to a sale today, but he is on the list for updating SU applications for good practice at ISP. Very good contact to maintain.
good call with Mariah – They are current in the market for asset management, inventory management, work orders/change requests and some space planning. They are doing everything manually today and have very dirty or nonexistent asset data across their facilities. Demo set for next week!
Tricky one as Digital Transformation was in his title which is a good thing. But digital transformation in regards to Sustainability. So this guy was concerned about things like reducing Harman’s carbon footprint – no so much improving their digital search capabilities.
I spoke to the prospect before Memory Blue. They had no interest in talking to me.
Wrong persona but right district. She jumped on the call and immediately said she isn’t the decision maker but would pass my contact info on to the Director of HR. Then wanted to get off the call. I’ll start following up with HR Leadership.
Not the perfect ICP but was interested and is trying to guide us to the right spot
Not the right ICP but had interest understood what we do and is guiding us to the right person
Great lead, I enjoyed this conversation. Good job getting it to stick. These are great chances to mention that their subsidiary is already a customer before booking the meeting, that will drive immediate curiosity and open an enterprise route with the account. The call started a bit cold but we got a full turn around after some discovery and good conversation.
Steven is responsible for policy compliance. It’s a siloed organization. He’s an influencer and committed for introduction to other people in cybersecurity.
Caitlin is curious and interested in learning more about Market Logic. She is new to Knowledge Management and it seems like Molina Healthcare doesn’t have anything in this space currently – all good. But, according to Caitlin, they don’t have or produce Primary Market Research and rely completely on Secondary Sources and News Feeds. This makes the use cases for MLS a little less vibrant when there is no insights or insights-culture. For the future, perhaps probe a little on how they use insights and what kind of insights are most prevalent in their organization.
Hayden did a great job getting some discovery done without being able to speak to Raymond when he set up the call. We had a great conversation, Raymond had asked for pricing and will work to turn this into a real opportunity.
Firm is not fully ready to evaluate but definitely worth my time.
not a DM but great contact, this is top of mind and he said hed make the connection for us
The contact is not related to the Walmart’s Mandate but is open to discuss RFID adoption
The contact is not related to the Walmart mandate but is open to discuss RFID adoption
Already in a trial w/DAX… but she may be able to get us in as a bake off
non DM but will help us get to the DM
He might be a little bit busy right now.
Great lead, was familliar with Adswerve, was engaged and could lead to a real closed won.
Great lead. The customer has a need and we were able to identify it by connecting with them!
Excellent lead!
MemoryBlue is great. Nothing on my end notes where improvement is needed at this time.
No comments provided.
The prospect commented on Lindsey’s persistence in getting this meeting set up
We have the target person for the intro. They are slowly moving to the cloud.
Confirm there are challenges/pains we can address
decent lead, he is at a bank, so that is always a good one, no immediate need or understanding of IR, but he is a bank and a good person at the bank
Good lead- they are in the process of converting to a new PTS and are not looking to make any moves until November. Good possibility and lots of interest in Claims pay.
Great discussion and perfect contacts to uncover information around current lab challenges…excited to see where this goes
Nothing to improve on – good meeting.
Nothing to improve on – good meeting.
good chat, good context, not immediate timeline
IT was great. Great lead.
Good meeting overall, he has to check with others internally and reach back out.
Account is OK, prospect was good, and there might be a fit, but we will have to route internally to find the right person for this
Bad company to talk to, good person to talk to
meeting did not take place. meeting rescheduled
meeting was rescheduled. no initial meeting was conducted
good contact but prospect interested in a different product/solution.
great demo. prospect requested proposal
good contact in city but higher level staff/decision makers will need to be part of upcoming meetings
good connection but interested in another Avenu solution. worthwhile meeting
great initial call with follow up meetings scheduled. will be submitting proposal to jurisdiction
demo scheduled after initial call
Great timing to connect with prospect. Avenu was not awarded the initial contract but prospect interested in considering Avenu as a new vendor
The Prospect was the Procurement Officer and not the best contact in the County- but it was still a valuable meeting
great initial contact and prospect expressed interest in a follow-up call
Judge was the right role at a company who is one of our targets. Not knowing what he was the VP of made it a bit hard to prepare or know what direction to start the conversation.
No comments provided.
Good contact for entree into City. Will need to connect and pull in Finance into conversations
Courtney’s role was not one of our target roles. But he is from a target client and he made an introduction, which was nice. Not sure yet if the introduction will lead to anything.
No comments provided.
Ryan was the right role and one of our target accounts. This was great.
LivaNova is a company I’ve been hitting hard via email so good to get a meeting with them.
Laxai is an Indian CDMO similar to us. They maybe a good partner from a sourcing standpoint but not a customer for Eugene
LE officer – dept had no lab. No need for ORE or OAC. Got to share message.
No comments provided.
Call went fine. Just wanted to know price more than anything. Prospect seemed uninterested and did not have much to say. Lead write up was helpful and Hayden did a great job getting the decision maker of a large district scheduled.
We did not know this was a Market Access call so we were caught off guard. This si very important We need to know werther its a market Acces call or a Branded call
Great use of time and discussion with Justin at Elevations Credit Union. There is potentially some opportunities here, just need to hope that he can get his manager to listen.
The appointment was cancelled from my calendar as it was given to me by mistake. It was supposed to go to Morgan.
Low title here but she is a big influencer and is hands on with initiatives like this at Anthony Prtzker Foundation. She had lots of questions and is looking to meet again to learn more. Sarah will be taking on this lead moving forward. She is interested in the platform for her grantees. No time-line or budget currently.
Manager of HR. No buyer intent here… She was looking to learn more about our platform through a perspective of having her employees at MaryRuth Organics to use the platform as individual volunteers, not to use the platform in its entirety from a company sponsorship standpoint. Did not have a number of budget, but mentioned the baseline price for build tier is above their budget.
Michelle was a good lead with a high title and good target account. There was no buyer intent here. She was moreso looking to learn more about our platform. CIBC currently uses Benevity. They are in a 3 year contract. Still good to reamaine pipeline.
Great Call. The Supply Chain Analyst for the Cleveland Clinic was on the call and sees our product as a solution for various niche areas within the network.
Good contact, seems to drive most decisions in the company. Very small and self sufficient but some interest in PMO. Wants to have a follow-up call in 3-4 weeks.
Good lead- looking for outgoing workers comp payments. Just started search, looking to decide in 9-12 months. Don’t want to be a first user (discussed Normandy).
Good lead and right fit
Lead was good however understanding more about the quality and use of mobile app would be better. In this case they have a lot to resolve before they can look at guest wifi and it would of been good to get this information on the first call.
No comments provided.
No comments provided.
Right person/Company, prospect engaged.
This was a strong lead as the CIO is a really good target audience to listen to our software products. He asked some good questions and was interested in learning more about a couple of our products. Furthermore, he said he would share this information with the four individuals that will be attending the upcoming CS Week conference at the end of this month as we will try to secure a demo with them while attending.
It was a good conversation as Gabe was trying to learn on what ‘modern’ software could do and how it could tie into their GIS. As a GIS Manager, he’s not necessarily our target market as he doesn’t have buying power and really isn’t firmly aligned with either the Customer Service or Operations groups. But, he said he would pass along materials to those groups so it is possible something could come from this call further down the line.
she is a non-DM for our solution but she is introducing us to the correct person for us to meet with. She gave us a lot of info even though we didn’t do a demo
usually Wound docs aren’t a good fit, but this guy really seems to like the solution and understands what we don’t do and what we can do to help him
Good entry level connection. Large opportunity within this organization. For MDR services.
Current client – good call with VP I had not talked to.
Low level guy. Uses “State Dept” to get people to talk to him. Has no authority.
Current customer. Wanted to hear about ORE and OAC – just had no need.
Seemingly right role, but was concerned about the type of company. Turned out to be a potentially good/interesting lead.
No comments provided.
Good contact was helpful in describing his role and responsibilities. We gave a thorough overview of our products and they may have an interest in ESKM. I am following up, but no immediate requirements for projects etc.
Tyler has been great at bringing quality leads into Emerson as well as correctly positioning the product for alignment on the next sales step.
No comments provided.
No comments provided.
Good call – he is not the right person but we got valuable info and excellent internal reference
No comments provided.
Great connection. Led to a great call. Next step has already been scheduled.
Good contact and starting place for us to try to get conversations started.
Amber took this call for Mind Tools and sadly the contact had no interest at all.
This was not the right person to connect with but she did connect me to the correct person
Great lead. I met with Isaac at the Mingo Summit last year. He appears to be ready to move forward now and requested economical, mid and top budget quotes. These were sent to him before our call so we reviewed the quotes, product slides and dashboard briefly. At the end he asked for the top quote be revised to remove the CO2 minis and revised quote sent after the call.
He was in the right department but seemed like he was on another internal call at the same time. Seemed kind of interested but again tought or read. Need to continue mapping and try for another meeting with someone else at the company.
Another great lead. This is someone who new about us from the Mingo Summit Chloe and I attended. He was engaging during the call and requested a budget quote. Quote, data sheets and links sent after the call. Follow up call scheduled for next week.
Potential for Opp later in the year. Right persona but no active project. Reach back out in Q3.
This is a great lead. Ted was engaging during the call and requested a budget proposal. Follow up call scheduled for next week.
Right department. Potential Opportunity. May be to immature for us but we will do more discovery during the demo
Jajuan represents GE and he works in the hospital as a biomed. He wanted literature to share with his direct reports.
So, good conversation, but lots of similar services Aprio provides that Kudelski has.
School district profile is a good fit, wrong job title – Staff Relations.
Great lead. The right person and prioritized AWVs and HCC. Expanding memory center
Solid lead. Relevant title, enterprise account, and some level of “authority”. Alfonso was aligned with the problems we solve and interested in learning more. We have a sync scheduled for the 23rd.
Sean was part of the right team, but he was not a decision maker. He’s going to relay information which isn’t ideal.
No comments provided.
Great contact. While there were no immediate needs for testing, Alfredo indicated that he could utilize us as another reource. He had used Nelson Labs in the past.
Sad Mack is leaving off the SHI account. He helped me get a lot of meetings. He was great to work with!
Non traditional organization but there was good interest from the individual and she said that she facilitates pilot programs for Amsurg.
Prospect was very qualified. Great pre call notes, led to a successful call and a solid opportunity.
This was my bad for including Pk-6th grade schools in the outreach sheet. The school mentioned they can’t use any other program that isn’t approved by the district so not much we can do.
Excellent call, multiple stakeholders, including the principal. We created a need and they are interested in continuing the conversation. The only problem is a back to back meeting rushed me off to further develop the close.
They mentioned they have to use the District’s program and can’t use discretionary money for supplemental programs. The next phase we should work on are qualification questions pre- meeting booked. Nonetheless, we learned good insight.
Introduction call with Dan. I spoke about payments and Sam will take a look in June
This was an introduction call with Dan. We spoke about payments and she attended a demo on APril 9th
We have about 2 other services we could provide them. Payments demo has been scheduled for May 13th
Kent is an influencer in the Enterprise contact center industry from his time with US Bank. Partnering with him as he engages with customers that will need a partner to migrate them to Amazon Connect will be a great opportunity.
Phyliss Brown wasn;t willing to dial in so she coud see the presenttaion but I don;t think she was the correct person either.
Did not have a specific need with us. More of a potential partnership but no immediate need.
Not a fit for bMobile
Hans explained out of the gate that they had everything under control from a DR/BC standpoint and are not looking to change the way they do things now or possibly ever. They have an internal solution in place and are not looking to do anything in the cloud. Their data is tiered with a 15 min RTO for their most critical data and they are providing this for the business currently. For this reason, and the small company size, gave a rating of 4. Company size: 500 – 1000 employees Company revenue size: $284 million
On Friday, April 5th, Joscher and I met with Tim Schulz from Fairview Health where Tim is the InfoSec and Risk Compliance Manager who handles DR. They have 12 Hospitals and utilize 2 Data centers and are migrating lots of apps to the Public Clouds. They currently replicate between their 2 Data Centers and this is working well, but they do not test as often as they should. They are mostly running on Windows, but also use Red Hat Linux and AIX as their Operating systems. Tim has no budget but wanted to get a sense for the latest backup and recovery solutions since he is responsible for these tasks, which is why I rated this Lead as a 6 at least for now. I followed up and sent him information on our capabilities and let him know that we can help with his AWS backups and that Azure is planned.
Another great call. Qualified lead
We had a good call with Kajeevan (right title and company size) but he lacked interest as they have an internal solution in place (replicating between 2 DC’s 50 km away) and he’s “not looking to change anything and won’t be for another 3 years at minimum when the target data center’s lease is up”. So unfortunately, no opportunity for this one until 2027.
Brett and Chris have a project to deploy tech at their train yards for assets, assessments, capital planning, risks and PTW. They are looking at other software’s, a main requirement is to have a very easy to use (with mobile app). Demo set for 17th
Great meeting nice first one!
could turn into a lead/opp
Unqualified for Catchafire platform use. Interested in posting volunteer projects for an initiative unrelated to his work at Merck, specifically to recruit for the Aidsnet board. No timeline or budget to invest into a major project as they are still in the early stages getting this kicked off.
Thank you!
Great job! Thanks!
There was a genuine interest in our service from the target bank and they were well represented. However, it was a small operator and didn’t fit in our agreed prospect profile. Nevertheless it was a good call.
No comments provided.
No comments provided.
Unhappy with Filevine. Asking all the right questions but the firm is still very early in the buying process… POC was just browsing and unlikely the real (final) DM. Very good to have these convos so they know who we are when they are ready to start buying a new solution.
He let Marie know prior to the meeting that membership is not in the cards for them at the moment, but it was a good relation-building call.
Great title that has led to a new opportunity.
No specific problem to solve for
Janice had no prior understanding of Dice, but was engaged enough to take the conversation. SDR qualified the lead well and had a level of understanding that made it acceptable to take the lead.
No comments provided.
Right Persona, Some interest, purely informational call: Company could enter pipeline in long-term/nurture // Prospect confirmed that they’ll remain with Netsmart MyUnity through the next year. Personally, I believe that he will not be happy with that product and will reach out to us when Netsmart fails to deliver on Medicare B billing. Enterprise lead. CFO.
Kevin is a reseller who sells identity and access management licenses and services. He did not see an overlap and has not seen use cases that fit with Utimaco’s solutions but was good to meet with as he can refer customers he may come across to Utimaco.
Good prospect – shows interest , follow up end of month
excellent contact to get a call with.
good lead, will take some time but they always do.
Found appropriate contact within the account to have a relevant conversation.
Ended up being a good call but would like to be prepped more and for their to be more discovery before the call
Janee is in Materials and fairly new to the position. Therefore she was hesitant to commit to anything other than speaking with their biomed mgr. But still a good first call and good starting point.
good find. there is a long term opportunity here.
great prep call with Al
Great work keeping Jason engaged by Max. Max got an initial call with Jason and he gave us a goal to show him how we could support investigating login activity, weak or compromised passwords and filtering that through our platform to churn out helpful data. I gave Jason a call after that first question from him, gave him answers, then Max followed up with another call to get a meeting on the books. Great Collab on this and now Jason is bought in and saw how MM would replace more than 3 tools they have in place to manage all the things we showed during the demo. This is moving forward really well and props to Max for the work on it!
We got lucky that he gave another contact but he has no interest or connection to test prep. He also works at the graduate level which unless it is a residency program would not be the target.
Good intro call, similar services to what we have at Kudelski
As the wholesale contact she didn’t have the best use case for Boost but did refer us to the EU D2C lead which is promising.
No comments provided.
Hospitality/parking is a good vertical for us, keep pursuing.
There was no clearly obvious need. There might be, but it wasn’t a clear need. The people on the meeting were low level and no decision makers or even recommenders (based on their comments).
May be a good prospect in the future, but is fresh out of college and not doing network related work yet
Continued engagement with one of our top prospects!
Prospect is not a Salesforce customer, they have just begun their sales motion with Salesforce. Otherwise, a very good lead with 400 users so could be a monster deal. Well done Hunter!
Brought 3 people to the call. New initiative. No budget but could be something in the future.
Got on the Groundfloor of a potential large opportunity.
Met with Sue Romanowski, Secretary to Director of Special Education, Erica Smith. Taylor uses 3 other contractors for paras, nurses, social workers and would like more information on our MPP program.
The prospect was no show that i had to chase. She didn’t have any real needs and declined the call in advance.
Evan is/was the right contact. He would be the user of the platform and has influence with the decision maker.
Prospect said he didnt remember having the call scheduled. Mentioned he has no decision making power. Mentioned he was looking for a platform vs services. Not high enough in the organization. Nice person but the fit isnt a traditional KS conversation.
Great contact. Nice job.
They are not an MSSP. They outsource their MSSP requests to another company. This needed better qualification.
Somewhat related to the problem that we solve, but not in a decision making role. Would be great to target security (DevSecOps, ProdSec and AppSec) personas or Director above for developers.
right person, great company (current client), but their timeline is undefined. Pivoted to help them with an AI readiness engagement to get the ball rolling.
Not a good fit at all. Not venture backed. They’re a consulting company. They build commodity websites. They don’t have budget.
No comments provided.
No comments provided.
Not the right products for us but the level of buyer was rather impressive.
Really solid lead. Both the Manager and Director of Data Science showed up and they had an active evaluation around solutions. Should convert into a demo with their team and hopefully a POC.
great intro contact
The LT was very new to Signal. However, he is assigned to the innovation directorate and will be able to pass us along to the more Sr leaders.
May not be qualified given low claim volume and functional gaps related to key pain points. Knowing of inability to record before call would be preferred.
They do not have the budget for membership, and the contact shared that CSA probably is not the right space for them to join because they are no longer focused on security (I disagree with this assessment). Overall, the prospect told us there is no opportunity.
Marie was able to figure out their main goal is to attend the CSA AI Summit before the discovery call, so I was able to focus our conversation on that topic. This lead to a game plan on how to get them to the event and then discuss membership at RSA or after.
“Right Persona/Company, Prospect engaged but no next steps yet”. Definite interest in SBOMs, and wants to talk again, but our solution may not fit his immediate need. Hubspot opportunity created.
Right contact, wrong timing. Nothing done wrong, just not an opp right now
No comments provided.
Works in Nutritional area and some what of interest in cosmetics. Requested documents.
Sergio was a great contact and when share slide with our capabilities immediately focused on FedRamp readiness assistance. They also so do 2 PIC audits per year and currently doing 4.0 That will occur in OCT SOC1 moving towards type 2 starts in Jan
Marty was a good contact but they are in a contract with e-sentire to conduct pen testing. May consider looking at another vendor next yr. They are ISO certified 2013 but moving towards 2022? In reaching that is more manufacting certs and not cyber
Great call and very interested in Table top exercise. I have schedule a planning call with Bill and resulted in proposal
Tim was not the decision maker as he was an engineer. They use IBM for Pen testing and said they did their own SOC and ISO testing ( they need an 3rd party for these) He ask we send info and he would pass on
Josh was not a decision maker but influencer – He is the security architecture Supervisor. We would need to get certified with various state gaming boards in order to work with them
Chris was a good contact but they have no funding at the moment as waiting arrpval on the drug PWC does current SOX audit – I advised we could support at a much more favorable fees and higher level of service. He asked that I reach back out in Augest to check on budget for Pen test / IR table top
Rick was a great contact and has worked with LBMC (NC office) the most immediate need is a BI data project. I will loop in Jon Hilton and team. He will need Pen test later this year as they are moving into a new plant and upping production
Great call with Several leaders. Initially spoke about Risk Assessment but quickly turned to Pen test. They had specific questions regard testing and I advise the best item would be to schedule a call and review scope with team and we can tailor the testing to their needs.
nice guy, good size firm, decent fit (from the initial meeting), but no buying plan and no path to power.
She was the math curriculum person for her region of IDEA—good person, just not the decision maker but has true interest and will get us in front of the real person
While there is no need currently, it was a good introduction call and has opened the door to future conversations.
Had prior working experience with TSL and had excellent feedback on products that will help improve TSL solutions on future airport projects.
She was not in a decision making position, and the company was not accepting new vendors.
Golden Acorn Casino expressed interest in testing the Omnifi product to replace the current systems. He inquired about installation, cloud-based configuration, and the contract details. Sean Cameron explained the installation process, cloud-based configuration, and the subscription-based contract with full service support. bbaltazar agreed to send over the required information and expressed interest in the POC program.
This person was the right contact.
Continue to focus on executive level contacts
No comments provided.
Good one!! Thank you!
Good lead. Interested
this was a good first meeting for James. The customer needs a very specific skill for his industry (dental). he does have an interest in chatting in a few months about server support and Lumics software.
No comments provided.
No particular ask from webinar. However we were able to discuss COSMETIC portfolio and direct them to specific product line.
Unfortunately, Jamie was not a good POC for our business, but he did provide a possible POC for a better conversation.
No opportunity for SOAR. No project in place. They were looking to learn about physical security best practices so that they could do a better job advising their client Disney, who is a D3 physical security customer. Tried prospecting for an opportunity for cyber security SOAR with DAS42 or with Disney. No opps. This call could have been avoided, and we could of introducted them directly to our CSM for Disney if better prospecting had been conducted.
Joscher and I met with Rick Wagoner, IT Manager for Carolina Foods a $150 M company that makes Honey Buns and Donuts and white labels them for many established companies and also sells direct under the Duchess Brand. Rick said that they just recently had a cyber event and recovered fully in 72 hours. This has lead to his CFO and CEO asking Rick to make sure that their backup and recovery solution is fully updated. I took Rick through our capabilities and sent him info, and he said that he likes what he heard and will discuss it with his CEO and CFO to enhance their overall security and recovery posture. Right now they use a Datto Appliance, have 3 Data Centers (but one is in a baking Facility) and he considers that they got lucky by being able to recover and not affect any Production activities, but wants to see how they can improve on their current solution while this has their C-Level attention and budget openness. Next steps are: Will have meetings this quarter and make a decision in Q3 of 2024. He asked that I give him a few weeks while he works with his CFO and CEO, but he really likes what he heard from us.
This was actually pretty well disqualified by Julian prior to the meeting but the end user kept insisting that we meet. We did and we were able to have a quick conversation to confirm that what Panoptica does, does not relate to what Ryan Smith does (end point helpdesk). Ryan will pass the information along to people that may be a little more involved in something Panoptica could help with, but Rimon does not build apps at this point.
We had a great discovery call! Shah has a cyber insurance need and PAM is one of his main focuses for this year. The call was very conversational, and we have a demo planned for April 17th. Having CDW involved early will help us with turning this opportunity into a potential sale.
Great lead!
He wasn’t the correct person to talk to, but the correct person to get us in front of the decision maker. He asked all the right questions and we are getting a second meeting, so in my opinion a win!
Great job at getting the counselor. It was his first year at the school and his responsibilities seemed to be tied to filling out reports for students so let’s start making sure our prospects are responsible for things like implementing programs, teaching courses/units on essential life skills, recommending programs for teachers and/or reviewing enrichment curriculum, improving school environment and improving behavior.
Amazing meeting! Demo scheduled for next week. Lead is very engaged!
Some potential but no immediate needs
This prospect led us know ahead of time that we needed to be a district-approved resource in order for the school to purchase but we did not know that before. The call provided an opportunity to learn more about that process which was insightful. She also offered to introduce us to folks who can help with those areas. If she had decision-making power, it would have been even better.
This call was great as the prospect new the steps we had to follow to implement the program at their school. She also pulled in another stakeholder. It would have been better if a decision maker was involved but the insight gained was great nonetheless and we left the meeting with clear next steps
Good contact but he’s more on devops side of the house. Not responsible for pipeline management but does support infra. Will be a good contact as we connect with more folks at Morgan Stanley
Great contact. Aware of orchestration space and is even evaluating orchestration tooling like MWAA, Step functions, and Prophecy. Will continue to work and get introduced to the platform team going through implementation.
good call – opportunity for growth – unique call and happens to be current client
Good contact unfortunately they deal mostly with physical infrastructure. Although they don’t use software, they do interact with the software backend teams so we’re gearing for an introduction to the platform architect-type folks.
qualified lead
He was truley the correct person to talk to. Great call.
This was a good call as the prospect was engaged and asked questions. They’ve had Centrak installed for over 5 years. He did express concerns about battery changes and dying batteries. He was impressed with our cost of entry and has interest in our loss prevention.
Great lead- looking for vendor payment options- using applied epic and not happy with their vendor payment options.
Christian was a lower level analyst who only handles plant level IT. We need prospects that are Director level with enterprise responsibilities.
Unfortunately the testing Dymax sources out is not within our scope of services. In addition, the type of market segment Dymax is in is also not within our target. We are heavily focusing on pharmaceutical market.
No comments provided.
Need to follow up with K to introduce us to the finance team
Baltimore County is a great lead and love a meeting with them but she did not seem to have any idea what this meeting was about because she started by asking what questions I had for her. Through the conversation, there might be something that can happen but I would just want to make sure that people who schedule with us, baseline want teacher preparation material.
He seems to think he has all the tools he needs. regards, Annie
Good lead: – initially was quite certain they were too early in the process to explore use, but after conversations was excited about use (either now or in the future) and interest in services – lack of computational power/expertise led to interest in the comp chem services we offer – demo likely, but needs to ensure decision-makers are okay with this first
This was a great opp that Thomas created, The firm should be a close one before the end of April. Great Job Thomas !!!
Target is a little early on, 4 employees. That said a follow-up is scheduled around Quality and Compliance for July.
Great use case with a good champion that should have influence, will likely convert to SaaS but has enterprise potential
No comments provided.
This lead was a “no show.”
Influencer- not a decision maker- Would be nice to get manager /director level folks on a call
No comments provided.
Good to reconnect with Josh, they mainly do music venues so projects are rather few and far between but live project potential so good meeting.
No comments provided.
Great meeting and they are a busy firm with good opportunity.
Truly fantastic call! Mike has been with company for 21 of its 26 yrs (40s, first career job). From and resides in Massachusetts (East coast focused).Self-proclaimed “security nut”. Have sold EasyLobby in the past (and also Stopware). Right away he brought up his EL customer, BCBS of Massachusetts thinking about something newer-cloud based. I told him we have customers in the same industry as BCBS Mass using and loving HVM. CGL values relationship selling, the customers they brought on 20 years ago are still with them. Mike views the path forward as bringing on his technical team, project team, product review committee for a demo with PM so his tech guys can ask their technical questions. Mentioned wanting a sandbox for them to learn system. Confirmed 1 tier (his guys deploy it) but mentioned recently they had a large, demanding EL deployment and they outsourced to J. OBrien, who was recommended to them by their HID rep. For their product portfolio, he says they focus on having 2-3 Access Control solutoins and 2-3 VM solutions, and invest in their people to learn and understand the solutions. Currently selling Softwarehouse, Genetec, LenelS2 and Avigilon. Works with Aaron Williams and “Vern” at HID and a few people with ASSA. Will be at ISC West on Wednesday and is busy but plans to stop by the booth. After ISCW he will be on vacation in Sarasota, FL so he wants to connect 1-1 with me the week of the 22nd and then we can schedule a follow up with our technical people. *The only thing that could make this better is if they were located somewhere other than the East Coast*. Talked with shyann about shifting focus towards looking at partners on West coast. Nonetheless, I am very excited!!
customer reiterated that they didn’t see value in Copilot for their business, however through conversation I uncovered that the owner of this 16-person business doesn’t have outsourced IT, so I pivoted to that. Not much traction but trying to work any angle we could.
Not a bad lead. – Doesn’t really do changes to molecules as that would create a different molecule which would be counter-intuitive to what they are attempting to accomplish. This is a significant part of the software offerings. – no structure based design – small mol for skin care/supplements – likes the tech, sees value – wasn’t interested in continuing forward, but formulations got his attention –> would like to explore this further to determine potential
1 person company that just wanted information. As I qualified, they also mentioned they will never more to the cloud.
low volume, no significant pain – look for volume and challenges (or areas where they would like to see improvements)
Compliance call with the ideal title. Had to reschedule a couple of times but the meeting occurred. Axium Infrastructure is a small investment company so budget/pricing will be a large barrier. Some additional context would be helpful for meetings like this i.e. which vendor do they currently use, when is the contract up for renewal, what are the challenges they are facing with their current vendor, etc.
not viable as they have only been using their new solution for 3 months
no rush to change, but it good to have been introduced to them.
No comments provided.
No comments provided.
Good lead – open and willing to learn more about Further.
I wasn’t sure if this customer would be handled by our Federal team. The customer let me know that they support Leidos-owned and gov-owned projects. If the team can confirm ahead of time that the customer handles projects in which Leidos owns the solution, that will help
Really solid meeting with the right interested people from relevant teams. Great work Brendan!
No comments provided.
Prospect was clear on the agenda from Dan’s brief with him – he understood what we do and how we can support his customers with various TEM / CEM Solutions. The value in Partner Opps like this is in who they bring to the table but this seems to me like one of the stronger Partner Opps handed to me. 1 of these a week please Dan ;-)
May turn into a decent lead; they are small, but they may be able to use us for their own customers (insurance firm that helps manage cyber risk for their clients). Scheduling a demo to show him what we do for IR
they don’t hire many people each year
its nice to have a lead that is willing to speak to us for sure, it would be great if they had at least 1 business challenge they were willing to discuss. I think that would make the meetings more impactful and result in opp gen.
Get the right contacts and ensure they have some influence/authority
Was a good call with potentially some partnerships opportunities, but was only self employed so no scope for a direct tool kit sale.
Good lead. Solid meeting. Has need.
No comments provided.
Great match for selling HVM – Integrator, currently selling EasyLobby and other HID products (said they are buying those other products through distributors such as ADI and ScanSource) Currently selling EasyLobby and looking for something more robust…they described HVM as the product they’ve been waiting for HID to release for the last 10-15 years. 1st meeting was on 4.3 and could not have gone any better. I met with Rob Thatcher, Vice President of Security, Sean (tech expert on site) and Fred (sales engineer). They have not seen a technical demo by Nitin and are hoping to have one post ISCW (week of April 15).
Great meeting with a good firm that does a bit in the commercial sector
They don’t really do commercial projects; mostly residential projects so not exactly a good use of time and money.
Good meeting, we had recently presented to the team so was more of a refresh but good to reconnect for sure.
Good mtg w/ Oliver, highly technical and pro-cloud but found him a bit difficult to understand at times. American System Integrator is an integrator that designs and installs for clients. Relationship based. Currently selling access control VM Add on. Unknowns regarding markets served and end-user types (bare bones website). Oliver wants to visit with someone regarding HVM at ISC West booth. I’ll give him Matthew’s name and our booth number. Next step: schedule demo for after ISC West, Oliver wants to ask technical Q’s.
Qualified lead
Qualified Lead
Qualified lead
Great
Met with CISO (good) but only 700 assets so they are too small, he won’t use an MSSP, and has no bandwidth to even look at systems till Q2 of 2025
Great job!
Home run – Right Company
this organization wants to partner with Skillable to bring payment services to us…I knew this call could go one way or the other..Jenny suggested we take it. all good, but they are not a lead
contact was decent…maybe too junior
No comments provided.
No comments provided.
This was a larger opp and had great notes. For this I would say keep it up.
microsite lead
Great audience with good questions asked during presentation.
Right people. no opportunity. Need to better qualify the lead prior to pass off.
No comments provided.
best meeting yet! thank you so much!
Great call, the prospect is interested in a POC and wants to get it started ASAP. They will send us the dimensions of the deployment space and power locations for the Strip by 4-5-24.
consultant but has good engagements that he can recommend us
Active initiative, very good company
Customer is interested in RFID adoption. They do sell to RFID although he is not in charge of that part, ut taking the conversation to the next step might help us get to the right contact
Good entry contact.
Good call with Aaron. Seems like there is some internal hesitancy to evaluate another monitoring tool and he won’t be a decision maker, but good first step in getting them to the table. Nice work.
Lead looks like it could turn into an opportunity. Where you could improve is communicating the hand off from cold caller to rep/sales team. Other than that, the call went well. Thanks.
Right POC for our pursuits with this account.
CIBC wont ever buy but a good connect
Talked to David Hunter, who is the Director of Public Utilities. He has extensive background in operations having previously worked for the city of Denton, TX. Previously was a finance person and is able to code, so has technical ability. They are on OpenGov/Cartegraph. Does not plan to change. The CIS is Cogdale, and ERP is GP. As an opportunity, it was not a good fit. But the conversation was good and he got to know SP. He will reach out to the CIS side about SpryCIS. They are ripe for a CIS transition from Codgsdale. He said Cogsdale and Cartegraph don’t talk. It’s a significant pain point.
No comments provided.
Pedro was able to connect us for a in-person meeting at the Beryl conference. Gerardo is a decision maker and has a current/budgeted Rounding project where we scheduled a demo.
Great lead! They’re so busy right now but huge shop with 18 fitting rooms and they’re weighing their decision. Will follow up in May. Thanks!
Good fit to our ICP and showed interest and liked the product although there is no clear intent to go passwordless or purchase a new solution.
district profile and job title is on point. she was very engaged.
Relevant person to use our Open Source product, but the company wasn’t a good fit. 30 employee company with 2-3 data engineers. Not a mature data engineering practice with no recurring use cases in code. They will keep us on their radar as they build out their data practice and team. Better targeting should fix the issue. Focus on 200 – 1000 employee companies with lager Data Engineering, Data Science, ML Engineering practices. A “Chief Data Officer” or middle manager is a good sign of a more mature practice.
Good POC, not the right guy for Cybersecurity discussions, but we will get us to the right guy.
Large account with interest in Rapid Fire Events. No buyer intent for Catchafire platform. No current timeline nor final decision-maker.
Great lead: – multiple end-users on the call – small
Good opportunity in the future. The CEO was looking for funding and partnerships.
Good appointment- laying groundwork
Megan did a great job! She identified the correct persona for UJI and helped with facilitating the call. Unfortunately, Dell already has tools in place and there isn’t a need at this time nor are they looking to make a change.
Customer does utilize encryption and key management however this is outsourced to a provider called LastPass, I looked at their service and they do not provide true FIPS/HSM encryption on the surface but hard to say for sure, their may be an opportunity at LastPass to sell Utimaco products, but I dont see this particular contact (person we had call with) turning into a viable lead.
Was not too sure if this would be an opportunity as it was not clear where Virtualstock could help. The outcome was positive. Their might be an opportunity moving forward.
Perfect
Great meeting!
No comments provided.
Pretty good lead. She had an interst but here role is limited in scope. Well see if she can get us to the right people to have a broader conversation
Defininte interest and will lead us back into conversation ata system level
Smaller asset count but they may be in the market for a DFIR solution if pricing works
They have a need for SBOM generation, but very small group (8 people) so may not have enough of a need to justify cost of RunSafe (or anyone’s) automated solution. However, interesting to hear their need and how we overlap. I will follow-up.
This was a great partnership opportunity that will be going into next steps.
It was great introductions but there is no current need
Great meeting!
Great meeting! This one is a very special lead and we are excited for next steps!
Jovan is an integral part of the MSFT security team. He works with First Party Tools (MSFT In-House) and isn’t the contact person. He agreed to meet with our MSFT advisor and if satisfied, he’ll forward our information over to the IR Team with access to Third Party Tooling.
Showed up late and left early. Not currently hiring. Interested in what we do. Good size company. Will keep in touch for future opportunities.
Mike was knew about AI and Blue Shield and shared useful information about their current programs. He also agreed to run our slides by the enterprise architects to gage interest.
Cassie was very helpful in identifying the right person, sharing contact info and introducing us to him.
There maybe some opportunity longer-term, but immediate need was for high-volume recruiting which we don’t do
Normally this wouldn’t have been a great opportunity due to very small cloud presence, but Panoptica showed enough value to Ahmeed that they will consider Panoptica for a PoC. Very promising meeting
Good meeting, genuine interest from the prospect.
The right company, but wrong group. Cloud transformation is not a fit.
Seemed like a good fit, they have no student safety tools besides content filter and no visibility into Google or Microsoft
Outstanding lead. When the original point of contact had to reschedule, great job coordinating with another decisionmaker in the same department and rescheduling.
Good call with Shehon – he is project manager for all MS data centers nationally. They use Siemens for everything and its actually built in-house and very customized for them. He was clear they are not changing that, but if we could bring value by integrating with them, he would be open to a demonstration. Booked demo for April 17th.
Lead was engaged in our conversation, however they use an Auto Dialer to make outbound calls in bulk that Natterbox doesn’t support. Prospect wanted to push forward with a demo of our solution, but only for 2 users.
The title seemed a good fit at the outset. However, they were not the correct audience for this type of product.
Great lead, moving to demo. Small company so also expressed interest in services.
Great lead, even if he doesn’t move forward now it was a great convo to have for future use -initially said wouldn’t be able to convince decision-makers –> end of call said, “I’m sold”
This person had no experience with TSL nor do they specify products on projects.
This was a well qualified lead that has lead to larger discussions. Great use of my time!
N/A
No comments provided.
Perfect target and interesting opp
Good persona and is very progressive as a Data Strategy Lead, looking to become more data mature, and we should have a good fit.
good to get to the key project leader
Client was definitely interested in the platform, they are getting educated on the technology and the prospect was relatively new to the role with only 10 months at the company. Thank you.
Qualified Lead
Thank you! Moving forward.
Qualified lead
Great prospect! Thank you!
customer is engaged, relevant and asked questions on Actylis portfolio.
Sean was a really nice guy and very candid about MM being something he simply wanted to see first hand and get information about. He was not in the market to purchase anything and I think Hayden did a great job of setting the stage about why Sean took this call and what we were going to talk about. Sean knew this was something that could change the way he did business in Google and I knew from the jump that he was using Google Plus which is always really important for me to know to set up how to proceed with the call. Thanks for this one and maybe in a year he will be ready to purchase. We have some connection now and that’s the important thing!!
Great contact, they were engaged and ready to have a conversation. Background information on the prospect was great.
decent title and background for call
Probably a littlesmall.This iwll take some time to see if we can move up stream here.
No comments provided.
Most perfect timing to date on a potential lead
Great Lead. Have a need for some of the different use cases we cover. Demo set for next week.
Right Persona, Decision maker, and thinks he has a budget for a solution. Great call
Right person, good number of assets, interest, and budget. Demo in 2 weeks
Great lead. Demo booked.
Jeevan Siricilla was looking for more education/informational and is a consumer of the Citi CTI team. The more consumers that are educated is a positive thing.
They have some jobs they do monthly. Received a quote next day, could turn into a small account.
It was the right level contact and relevant to their role within the organization.
sw Dallas, said to stay in touch with Pinnacle
Donna introduced me to two contacts that we are following up with
not much there, recommended registering in their portal
was not able to speak with Darnell at WBENC, I spoke with another rep, they use Tapfin as their MSP
met w/ Darlene, Sodexo does not utilize outside staffing firms
David is a good contact outside of the contingent labor program, opps for IT Services
Cristina is lower level (no decision making or influencing authority) and according to her, they have no plans to evaluate LMS. She was very nice and I offered to share high level information with her to share with her leadership. I will be moving this to Qualified Out.
Perfect title, Head of Data is exactly where w’d like to be. Actionable initiatives. Well done.
Had a great call with Don – he couldn’t disclose much about their environment being a government entity, but we had some good dialogue and he seemed impressed with RPS and our value prop. They utilize multiple sites for DR and leverage the cloud but couldn’t get into specifics. I’m going to forward him the RPS overview deck, the Germantown virtual tour (Joscher already sent him the Gartner DRaaS Market Guide). Don will discuss internally with his staff and get back to us with any potential needs.
The call went surprisingly well. If I had to rate it BEFORE we had the call, I would have given a lower score because we dont typically work with Private Equity backed companies. That said, the call went better than expected and the prospect was engaged. He was very clear that he was about 3-4 months out before being in purchase mode but its a relationship worth nurturing.
Government contracting and even more so in Aerospace and Defense is highly regulated. The security screening to be able to provider services to this segments is something that later stage companies are able to invest in.
She was looking for help with assessments and SOL testing, improving scores, wrong contact. However, she did give us the name of the departments we should contact.
This HR person was a great person because of staffing and the needs for the teachers, went to a bigger meeting for our courses as well.
Company size too small. They are a potential supplier, not a retailer.
Right contact right company no opportunity. Cut call short. Rescheduled and didnt show.
Right contact right company opportunity. Leading to a convo at ISCWest
Wrong contact right company no opportunity. Louisville PD holds security for access control.
Great call with Matt Walsh. Leading to a demo at ISCWest.
Sabrina did a great job from creating brief, following up before the call, opening up the meeting, introducing all participants and closing the call. This lead was out of place, irrelevant.
Sabrina did a great job from creating brief, following up before the call, opening up the meeting, introducing all participants and closing the call. This is the best lead of all. We are engaged.
Sabrina did a great job from creating brief, following up before the call, opening up the meeting, introducing all participants and closing the call.
Sabrina did a great job from creating brief, following up before the call, opening up the meeting, introducing all participants and closing the call.
Sabrina did a great job from creating brief, following up before the call, opening up the meeting, introducing all participants and closing the call.
Sabrina did a great job from creating brief, following up before the call, opening up the meeting, introducing all participants and closing the call.
Sabrina did a great job from creating brief, following up before the call, opening up the meeting, introducing all participants and closing the call.
No comments provided.
I appreciate the recent quality of the calls that have been scheduled from Memory Blue – great effort, great work!
The product that was sent with the hotlist was the product discussed. This was refreshing.
Didn’t end up using our products in the end but does love our stuff
No show
Keep on providing brief before the call, especially when the financial date about the company is available. If there is any indicative interest from the lead that you discovered, please share as much as possible in the brief.
Ryan is the right person to be engaged with for Treasury Management and there is a bigger initiative happening at Bank OZK to look at a unified customer experience strategy.
No comments provided.
Pre call notes were spot on, prospect was qualified and had a real interest in learning more and possibly adding ManagedMethods Cloud Monitor to their security stack for next fall.
No comments provided.
Ice vending is not a good microvertical for us.
Very good fit. Coffee wholesalers are a fit for bMobile.
Okay Title Right Company No Opportunity Person was someone who could potentially be a champion/influencer, but no present opportunity within the company.
Great job getting this meeting and setting it up. I don’t believe I received much info on the conversation ahead of time, but didn’t need it. It sounds like Nolan’s not the decision-maker, but still worked out perfectly as he’s willing to make an intro to his colleagues who handle this type of partnership. Good work, Adam!
Today, Joscher and I met with Michael Glaberman, a Senior Systems Administrator from Genesis10 which is a staffing and recruitment firm. They have a M365 Backup and recovery solution in place and they use on-premise Windows backup and uses Spanning as their Cloud Backup platform. Their contracts all run through 2026, so not looking to make any changes until that time, so no real immediate opportunity here, but he was glad to hear out story and said that he will keep us in mind going forward.
Damien agreed to a POC and wants to get the deployment started in 1-2 months due to storm damage repairs that need to be completed 1st. Kenny did a great job engaging the new main contact and getting this POC call locked down.
Setting the meeting was appreciated. It would have been helpful to know a bit more about the customer and what they were seeking.
Existing customer, but not a decision maker. Follow up email sent with additional information.
this meeting was set with the previous owner of a company who has since retired and was looking for support on a personal level.
Target ICP and persona were on point
convo led us to pen test proposal and future pen test engagement as well as MDR
Excellent call, customer very engaged. Setting up demo meeting. Potential a large tool user.
Brandt Hedgpeth rocks, his meetings are well-qualified, I just have to do my thing, and then we ride! #rhyming
Great background information on the contact and company.
While the lead/call was for a relevant service, Arlo is very pleased with their current provider. While there may be a small opportunity on the payment side, there is no opportunity on the fraud protection side. Perhaps a bit more early discovery around “motivation/appetite for change” might be appropriate.
good job // Home run – Right Company
Customer was a great contact, very attentive, and actively engaged.
Call was set up to discuss Microsoft Copilot, customer is using Google and when I mentioned we can support with the migration to Microsoft should they wish to take advantage of Copilot he mentioned it would be a difficult transition for their company but didn’t say no. nurture campaign around Copilot would be best for this lead.
Yet again, another home run. Kudos to Brandt H for lining these up! Right group with need addressed to something we can help with.
Just more clarity on where they are in the process and what they might be needing, if possible
1 million pieces a month. Could lead to a monthly program.
Othneil, was an engineer and not the decision maker. He advised was pass our info on the IT director (his boss) and gauge interest. They are implementing CrowdStrike and looking to add identity management solution. They have MSP but are looking to bring these services in house. They are not performing a pen test this year. They have multiple division and he is unsure what they will do for compliance or technical testing
Peraton is a defense contractor who could use RunSafe. However, this person is focused on an area where RunSafe can’t help; he is doing OT system integration and installation. No follow-up required.
N/A
He needs help with data migration if he is going to move forward with Neos from Cloudlex but like Neos and cant make start the process until June is what he told me.
Good initial meeting, but it doesn’t seem like there will be an opportunity. Very in the weeds but expressed pain points that align to our value prop although there may be too many ongoing initiatives for them to evaluate new solutions.
Right POC but after pushing us off a few times and then taking the call in the middle of an internal Leadership meeting (w/ background noise), it makes me think now isn’t a good time. I will follow up, but its a low probability that we turn this into an opportunity anytime soon…
Qualified lead
This appears to have the potential to be a nice opportunity.
Really solid lead. Data Scientists that use Python extensively. Have familiarity with Prefect and other legacy tools. Have a use case they need to solve with urgency around it. Agreed to a demo and asked about a POC.
Great call / customer.
I think they will be a customer of ours one day. They are just not in the need to move at the moment and the change would impact their agency more than the troubles they have with their current software.
Generally, good meeting. They have a Development Board they want to develop with wireless charging, but the timeline for me is still unknown, does not seem like a top priority at this time. General Interest- Yes Product/Category Match/Fit – Yes Wanted > Needed – Yes Title/Persona – No Uses Outside Resources/Firms – Yes Needed > Wanted for Specific Project – Yes Timing is Right—Sort of—it is right for early conversations, but there is not a short-term demand for the product, as it will not go to market for a while. Budget/Budget Potential Exists – Unknown Decision Maker on Call – No Prior Wireless Power Experience and Struggled – Yes
Good meeting, but not a great fit. We have a follow up, but uncertain they will be interested. General Interest- Yes Product/Category Match/Fit – No Wanted > Needed – They were interested, but did not seem like a firm wat Defined Problem is Apparent – No Title/Persona – No Uses Outside Resources/Firms – Yes Needed > Wanted for Specific Project – No Timing is Right – Unknown Budget/Budget Potential Exists – Unknown Decision Maker on Call – No Prior Wireless Power Experience and Struggled – Yes
Good casual initial call with Riskonnect usage. Please continue to record meetings and send download link as soon as it is available.
Great call with a different call point, the Director of Supply Chain. He was engaged and has interest in both our Choke Point and Asset Tracing solution!
Great level – more Csuite like this is ideal!
Good meeting with Jeff. I reviewed our history with Fornetix and our capabilities and how we could help them with some of the challenges they are facing today with their current partner. Follow up meeting scheduled for April 18th.
Good convo – no buying intent at this time.
Perfect fit for our target client.
Good opportunity, seems like they could use a tool like MM but not sure how motivated she is to add tools to tech stack, as shes new and seems to still be learning about what they need.
Sienna works in procurement and has no BANT, however, she is occasionally asked about training software, so the call was around educating her if an internal need arises. She was not an IT or L
good job booking the meeting and ensuring it held
Right persona, right client profile – will need ot continue to work on the relationship to see how we support
Good lead, just not buying at this time.
While the lead is part of a target account and any time spent is at least a little helpful, this contact was interested in a CRM software, not an EMR software. Her role at the organization is one that doesn’t care as much about the EMR. I was able to learn one perspective about their current EMR and the CEOs view of that EMR which is helpful.
Meeting went phenomenally, next steps are planned!
Interesting conversation but a pivot away from our target soluiton set. Prospect started the call by telling us how the solution we wnated to talk about wasnt a good fit.
Gave this a 7 because it was a solid fit for a design firm. Seems like the design firm scale should be slightly different.
Great job getting someone to take a call, I know it’s not easy being an SDR. Hunter is doing a great job, this lead was not the right company/persona- but other than that Hunter is doing great!
Right persona, senior enough to influence a decision and an organization that fits with our client profile
Great to get in front of iA Financial although Roberto was not a buyer and unlikely to influence or make any decisions wrt technology, transformation or services. We’ll try get introduced to the broader IT team
Right person, we do not support their language but SBOM may work.
This was a follow-up call to a previous meeting, during which we learned they already use Amazon Connect via Service Cloud Voice. They have a small outbound group that may be interested in the future, but due to budget constraints, they are not considering that at this time.
Q3/Q4 follow up required. SpryBackflow/ SpryEngage Opp
microsite lead
This was a follow-up call to a previous meeting, during which we learned they already use Amazon Connect via Service Cloud Voice. They have a small outbound group that may be interested in the future, but due to budget constraints, they are not considering that at this time.
No comments provided.
the contact is a business user and has little to no influence. The prospect said they set budgets and wouldn’t have any $ to spend on this until July of 2025. Prospect was engaged and saw value. This may be an opportunity in late of 2025.
Solid lead. Prospect was very open and gave a lot of information. He thinks they just signed a three year agreement which is the only downside.
Deep Origins is an eastern medicine company which was interested in ECG but is likely underfunded and probably a little too out there for us
Good function however general APAC will never be that useful for us though
very good lead, although Kerry is not the ultimate decision maker. She said that she would reach out to her boss, Bethany for introductions, she didn’t know if they would actually move from MatrixCare.
Great work!
Wrong DCS company. DCS Biz doesn’t sell software, only consumables (ink, paper) and hardware such as printers. Passing contact info along to channel team. DCS sells to hundreds of dealers and is similar to TD Synnex and Ingram Micro.
Meeting was ok, he wasn’t the best contact for us based on his role, but he did mention he would introduce us to the observability team. He also gave us some good business insight. Second meeting with others who are in charge has been scheduled
right person – a bit late
Great find. Dish has limited budget, and we don’t make a fit, but helpful call
Had interest and good base knowledge of our services prior to the call. Great job generating some interest and getting them to the demo!
Thank you Wesley
Good – not exactly my dream title but still good
Great lead
Exactly the type of contact we look for
Great lead
Great lead!
right persona, right timing. enterprise lead looking to make a move. good work!
Although the customer sells to Walmart, she was not in the position to confirm who manages the labels purchases. We will explore the adoption more than the Walmart business
Great lead! Jadyn did a great job of prepping the prospect. He was engaged. While they are not currently ready to buy, we definitely peaked his interest!
Met with Christopher and Brian. Brian explained they are looking to expand more into commercial. Value proposition is the support they provide to customers. Good to move forward, ball is in their court. I sent a follow up directly after the call and Chris responded saying he will let me know when he’s ready for next steps. (next steps would be to have NP on call).
No comments provided.
Right Company/Persona, Next Steps established
Unique scenario. Moving forward with caution…Eagle eye and Brivo are somewhat merged as companies (Brivo is another solution, they are marked as DNC). 80% sure there is no way we could have known as it’s not anywhere on their website. I explained a few times to Sean what we are looking for. Then Sean called me and I explained it to him again. Sean connected me with Tony Duarte, who also thinks we are looking to add integrations. I explained it via email and recipients are still not clear.
Customer was interested in the portfolio however they are in EU and not much we can do to support them
Decent lead- but they are happy with authorize,net
Microsite lead
Parveen was not a decision maker and basically shared that cyber decisions came from corp. as when they select a vendor service / engagement is pushed down from State Street. He shared that CISO is LIZ and Michelle Lindersmih works with vendors.
Engaged/excited prospect. Average Daily volume is 300 which is very low for us. The location of their center is great (Philly).
Solid fit from a location and revenue size stand point. Their average daily volume is 600 which is very low for us. They ship with a 3pl which makes it a different sell. Would have been good to know up front.
The customer fit all of the main qualifiers – Package Volume, Location, Revenue Size. However the client was not interested in talking about parcel. He had just signed a very competitive 3 year contract with Fed-ex and was looking to talk about a “rate shopping tool”
Steve was a great person to meet with who had authority over new projects. We can tie in nicely to an “Enterprise Data Office” they are currently building out. Need to work with Steve to get in front of the person who is leading that offering.
Director of wastewater utilities. No clear opp other then moving into the actual water utility.
This is a need, but the company is very small and a $20K project (including hardware, API, and tags) was too much at the present time. Will forward my contact information if they deem they are ready for future contact
There was some interest on the part of the prospect, but he’s not a decision maker and didn’t have an acute pain. It’s always worth talking to someone like him, but he’s a lower percentage lead.
Nice guy eager to learn more. Asked his colleague to be included in the demo. Booked demo for next week.
Good job title and company, sadly they were looking at specific content which we cannot support.
N/A
Great mtg with owner/president Alan Rudnick (“Allen”), he has 20-25 yrs experience. ADR Security is a full service integrator located on east coast (and servvicing east coast: NY, NJ, Phili). Before he brings on a new product, his priorities are -how easy is it to use? – does it work? (and does it solve the problem). He said multi-tenant makes up a large portion of his portfolio. I explained that’s not what our product was built for but would depend on what is needed. Mentioned he is talking to Brivo as well. Giving 9/10 since majority of their portfolio is multi-tenant. (already sent follow up email and will follow up again to get something on the books)
Super interested in getting agency support. We’re going to move forward with a recommendations presentation, but we’re definitely on the high side of their budget. Hoping I can convince them to up their game and sign on with Booyah.
Met with Dinshaw on 3.26, great conversation, definitely speaking the same language. Everon’s approach: go to client, figure out what they need, recommend a solution from their portfolio. Dinshaw said to give him 2 wks to digest material. He plans to share material with his boss, Scott Hansen, Director of Technology. Dinshaw was very interested in reading through the collateral we have for HID VM. (already sent follow-up directly after our first mtg and I’ll reach out to see if he’s had a chance to get with Scott later this week).
not a good fit as they don’t have access to SW development stage. They can only access products that are already built. Our SBOM is for the build time. We don’t provide SBOM for Binary.
Solid lead and very early in the development stage with Nick Wu who is trying to automate many of the facilities to reduce labor cost, head count and digitization of many processes internally.
Great Offshore lead. Currently using Wonderware and not interested in making changes at this time. I did send the W
Lead was a HSE contact within Pioneer, so not the best target for us. He was not directly tied to any data management or SCADA within Pioneer.
solid lead! We were able to turn this opp into a budgetary proposal. Possible 6 node opp.
Great lead! Caza is potentially looking to sell in the next 6 weeks. Due to this they did want to take a proposal at this time. If they don’t sell I think we may have a chance with this opp.
It was a good contact but don’t know if he is just going to continue with the free versions of what he is currently using.
Good lead, but the customer just invested in another system and did want to make any changes at this time.
This was a fantastic door opener!
No opportunity. Michael is not a decision maker. They don’t have a SOAR project in place. Uses Fortra and Alertlogic currently. Not looking to replace those services in favor of a SOAR.
This was the perfect lead. He understands how we can help and has offered to pass our information up to global leadership. This was a good one.
Informational discussion, Dean is not able to pursue new cyber tools and not able to provide a reference
He was the correct persona but not a decision maker and didnt own budget
Carl was a little all over the map. I’m not yet sure if we can help him.
Meeting did not happen, told Michael to cancel as already in conversations with this person.
not the right contact, said his replacement might be ready to look into MM in a few months
Was the correct target we wanted to engage with on the network side.
No comments provided.
Solid lead. Interested in the right topics and understands their pain and needs.
There was very little information provided before the meeting due to the fact that it was set up through an email. Kevin did a nice job with the email and on the call. Because there was no insight, we used the call to fact gather and try and uncover intel and opportunities. They don’t have a lot of litigation. Learning more and qualifying prior to setting the meeting is helpful. There ended up being a couple of follow ups but overall the potential opportunities are small.
The company doesn’t have much litigation. There is only 1 attorney for the whole company, so any potential with them is very small. There may be a very small opportunity for contracting hosting. Bill did a nice job contacting the attorney and was good on the call, but it’s just too small of a legal department/needs to be worthwhile.
Good conversation. Only negative is they recently went with Prisma cloud, but we were able to uncover some further needs.
This was honestly the perfect lead. It so happens that the Contract they just won uses WSO2 already. The Central IT team uses Mule so that displacement opp is certainly there. Way to go Matt! More like this please! :)
Not in our ICP, but could be a great resource to help drive new leads and conversations.
Matt not Kurt indicated they are performing some anlaytical testing in house with limited outsourcing. I’ll send follow up information once I recieve his contact info. It’s not showing up in Teams.
good work booking the meeting and ensuring it was held!
wrong contact
Amazing meeting notes and summary of conversations after the meeting takes place. Unbelievable attention to details and number of calls that were set up SO quickly. Noris is knocking it out of the park!
No comments provided.
Itopa identified our offerings are much like what his team delivers to their internal customers. He asked for more details to share with his peers for potential work outside of what his team provides. He could become a champion for Ippon
Follow up lead from AWS Ippon workshop. David likely won’t be a customer soon as they have many partners in place for in-flight projects but wants to stay in touch. He could become a champion for Ippon toward the end of this year. Good lead
Qualified lead
This was a follow up lead from the AWS Workshop. Not memoryBlue’s fault but this was someone who is looking to partner that happens to be contracting at Bank of America. Likely not to proceed with anything
No need.
I thought that the lead was well qualified and provides a good chance to move forward towards a possible sale.
Great call – Let us know they do everything through CBRE – he is setting up a call with us and their CBRE AM. Really good lead if we can work with CBRE!!!! kristopher.wallace@cbre.com
Great brand and was a very warm intro. We haven’t been able to schedule a follow-up but I am hopeful this one will lead to business. Want to see Ryan continue to develop relationships with these contacts as he did here so there is rapport and the lead is warmer.
Good contact and position, but may not lead to an immediate opportunity. Was on the right track with this one.
Qualified Lead
Involved, but no decision making capabilities. Gave insight on pain points, but timeline is still too far out.
Small firm with limited exposure to IR and not on any carrier panels. The lead was on point and may result in something small down the road.
Customer asked for specific tests and mentioned they were a previous client.
Ben wasn’t the right guy but he quickly looped in the person at Kodi we needed to chat with. Average opportunity.
No comments provided.
Agency with lots of suppliers. Could be good but he’s price focused so probably hard to get in
Good lead into a nice size bank. Not the right person but will have follow up calls with better buyer.
Great use of existing network and lead was very open and excited to speak with us. Not the perfect title for us (Alumni Engagement), but provided some great context on the challenges with this role. Overall, good call.
Of all the leads this one in particular seems to be the most promising but not likely. This prospect needed clarification about what the GMP is. He had no idea it was Google’s tech vs. Adswerve’s. It was somewhat of a learning experience for him. The call ended with him indicating he would go back to his team to see if this is a tool they have a need for. Not always a good sign. I plan to follow up to try and schedule a capabilities overview.
Great lead. He had a couple of problems we can address. He is a solid title from the business side of house.
The perfect prospect CISO early stage opp
Not the right fit small potential partner
No comments provided.
Everything went well
generic touch point w/an existing client. good/friendly all and could lead to business in the future.
They have good potential to be a partner for MCIM. Scheduled partner call with Brian Kortindick for next week.
good lead.
Contract sent, awaiting signature.
could be a viable opportunity, 5 years from now. Currently they are under a 5 year agreement.
Good first meeting then the prospect no showed to the next meeting.
Good opportunity.. They will need to issue an RFP.
Good contact and could be a viable opportunity in the next few years.
unqualified.
Donovan has never been responsive to a meeting and we haven’t been able to reschedule him.
Primarily work in early drug discovery, too early for us. Good for networking in case they come across something later that’s a better fit.
Great Lead ready to buy!
no showed
giving this a 5 as per MB rubix score: Right Persona, Some interest but timeline is not within the year
right personal, looking to move within 1 year
IT role so less of the natural buyer but the industry fit (footwear) and number of websites (15) was a good fit. He was definitely open to learning and will hopefully now open up other contacts.
No comments provided.
Met with John (Deputy CISO). John has a small team and they are stretched pretty thin. John shared with us that his biggest challenges right now are around GRC and Risk Management. We spoke specifically about NIST 800-53 and ISO 27001. Next call set for late April to further discuss our capabilities.
Wasn’t the right contact but he will try to get us in touch with the right people as he feels there is a need.
It was a good lead. They are always looking to see what is out there. After discovery and showing some of the demo, she asked could I reach back out after Labor Day. She might replace the content filter and we need to do a demo of that then.
Good contact – showed interest – quote sent
Qualified lead
This was not an electrical contractor lead, but I was able to make a good connection.
Qualified lead
Junior intern / staffer. No follow up.
Lead was of no value.
No comments provided.
Cy was a solid prospect to speak with. We had a very open dialogue and he provided extensive information around what he is looking for in a new solution for the firm along with what will not work. While I think we are missing some areas that are nice to haves for them, I do believe we meet all of their must haves and are a good fit. Ultimately we were able to schedule an official demonstration for 4/23 @ 9:30 AM
Garnett provided a accurate / detailed background of the prospect’s needs which enabled a valuable conversation including next steps.
good title and a higher volume vonage use case but one we’ve talked to before who I doubt will switch. Good conversation though.
Lead was interested, no fault at all to Nicholas on preparedness of the end user. He gave all he was able to gather from the end user
perfect set up and target audience. keep it up! thx
Gave great detail in the feedback recap email
Working to get the time down, the most information available for our meeting, Brendan did good and this will be a valuable end user
Great call. Kelly was very engaged. Next steps meeting with her boss to go over options
On Friday, March 29th Joscher and I met with Rick Dye, an IT Director (Consultant) that works for Insight-Global and who is responsible for all IT support activities for the State of Georgia. Unfortunately, the State of Georgia has contracts with Unisys, AT
good stuff, right person, right expectations.
Ed is CEO of Barcladen and is raising money for new DCs – 250MWs across 4 data centers in all time zones. He is all cap raise, they have one site purchased and breaking ground, but still early with all other sites. Perhaps a bit early in their cycle for a demo and let us know he would be hiring the person (VP of Ops) to bring in for evaluation. Next step is to have a call with Ed and Stuart Chambers for “‘strategy call” to discuss timing of when they should eval MCIM – and talk shop
currently the prospect is not employed by an agency that might purchase our products.
This was the right level of person with the right responsibility at a really good brand. Unfortunately, they outsource their call centers today. Which means that there is no near term need for a solution. However, this could be someone that we help in his new role by supporting an initiative to take back over the technology of the contact center from the outsourcer. I’d put this at 18-24 months out, which is why it’s not a 10, but definitely keep pushing toward this persona at this size of company.
I appreciate the levels of communication for this service and the professionalism of your team. Keep it up!
I appreciate the levels of communication for this service and the professionalism of your team. Keep it up!
I appreciate the levels of communication for this service and the professionalism of your team. Keep it up!
I appreciate the levels of communication for this service and the professionalism of your team. Keep it up!
Scheduling the call with a CEO of company and understanding his needs.
No comments provided.
No comments provided.
Good lead, guy was interested in pricing and audit in June before budgets
We had a good conversation with Jillian, but she was in charge of HR for only two Hilton locations in Tampa, and was not directly associated with Hilton Corporate, who would be making decisions on a product like Transition Manager. She was willing to connect us with the team at corporate who evaluate potential new tools, so hopefully we can press this forward with that introduction. Ideally for future conversations, we want to be talking to members at corporate. This applies to any organization who has external “branches” (hotels, retail stores, banks, manufacturing orgs, etc.)
This company aligns closely with our ICP. Two notable differences: (i) they are HQ’ed in North Dakota (which means they may be more sensitive to price then our NY/CA counterparts) and (ii) they’re in the agriculture space which would new to us (that said, they have a trading platform bids/offers for placing commodities orders which is right up our alley)
This was a great meeting. The only issue was that we were talking to a senior software engineer, not the ultimate decision maker. Still, everything else was inline with our ICP and the next step is for the prospect to connect us with his boss. We scheduled that follow up during our call so things are looking good!
The biggest issue is that they were pre-funding.
No comments provided.
No comments provided.
Not in the market – won’t be for a long time. Just gathering info
Good call, and nice guy. They are heavy CBRE users, so wants to know how we work with them before continuing. Asked I share website and collateral with him so he can share with CBRE folks. He did have interest in a better asset management system but was cagey about there being any budget at the moment. Said he would reach out after speaking with CBRE. Overall nice guy, he just wants to confirm CBRE ok with us…
Good persona but single cloud and early in cloud journey.
Timeline is October, looking SOCaaS follow up set
correct contact
correct contact
Contact with Customer after the initial intro should be done by the AE so there aren’t several people reaching out to the Customer at the same time. Good lead, bud didn’t need SDR on demo unless there is training going on.
They were probably too small and they’re in the midst of a tech refresh, much of which was already budgeted and now being deployed. We told them we’d stay in touch but this one prob doesn’t have legs
Great contact in our ICP. Really interested in the solution and the potential to partner.
Good meeting. Very interested prospect and we should see a small project at least out of it.
No comments provided.
No comments provided.
No comments provided.
No comments provided.
No comments provided.
Not currently looking to switch, but was open to learning more about other systems.
No comments provided.
No comments provided.
lead is a great connector but not the decision maker.
Follow up Zoom meeting with a CISO. Potentially 1-3 full time needs later this year (i.e appsec and grc)
I scored this lead an 8 as we have been asked to provide a pilot, but I’m not sure Enrique – FM is a decision maker.
The customer loved our solution and wants to get pricing so he can request it be added to their budget. Agreed to send us floorplans so we can create a BOM and pricing. They are under contract Aruba for the next 2 years and need to get purchase approval from their board.
The end user liked our solution but recently deployed Cisco so there is no need at this time. He did say he would share our information with some of his contacts in the Real estate construction field. I think we need to discover what is in place and the terms of their services.
Client needed help on the OT side of the house as well as vulnerability and patch management
Good talk with her and she was interested. She probably doesn’t have a need for us but brought another lead with Veronica.
Stopped by our booth but had no action items and mentioned to stop calling.
Never met with him at the booth but stopped by and left some harsh feedback and said he wanted us to stop reaching out.
2nd conversation with a contact from Duracell, quite mature. Not looking for new capabilities within their stack.
Gartner attendee who stopped by our booth, forward-leaning and solid SLED lead. Will move to a demo and talked pricing.
Attended Gartner session and a SaaS sign up that could convert to something larger. Solid lead with a progressive team.
Not an ideal candidate as she doesn’t work in security, the OneCard Office, or security/emergency management/operations. Willing to chat about our solution and will hand off our documentation to her boss. Set follow up for two weeks.
This was a great call. The customer is actively evaluating solutions. We were able to secure a second meeting to present a detailed demo. The customer was knowledgeable and eager to share their situation and interest in SOAR.
Ricardo got the meeting and that is step 1, he introduced myself and got the meeting going which was awesome! He did a great job getting information to me before the call started.
No comments provided.
Right person, great pen testing opportunity! Great job Connor!