Right Company, Right Person, Need Identified, Next Step WebEx presentation scheduled.
This was one of those longer term relationship building calls. They would be a good fit for us and all in all a good call
This was a revisit to a conversation had back in July. Prospect is still reluctant to move forward.
Nestle just let us know they were just acquired, but we were able to show the full demo and he will share with his new team in September. Overall good chance to introduce RangeForce
Good call with a an influencer, but not the decision maker- need to get to 2 other additional layers- his boss and the Facility Management company. have SWN through corporate for Mass notification. there is a need for Virtual Incident Command and AARs- need to be more efficient in the manner in which they do this. John would be a good user and influencer.
Spoke with Kim, who is the only prospect researcher. They are a small school and don’t do relationship-mapping currently, but Kim thinks RelSci could help her build donor profiles. She thinks her colleague who is a grant writer could benefit more from what we offer. Will be in touch if he wants a demo.
Low score due- no $ at this time and it is a critical access hospital. James is not a decision maker and needs to discuss with his CNO and CEO. Too much financial mess for this hospital and Administrative turnover. the hospital needs to fix its financial situation before any type of tech investments are made. Will have a follow up call on 9/3 to get feedback from CNO and CEO>\/
Good call..good job understanding the network topology.
Good call with startup program potential.
Contact didnt have any context on PI. Using a competitor that she is happy with and not looking to change. Also not located in NYC. This Co is in CT so it would not go to my territory
Good first start in the account, but Mary is not the decision maker. This call is leading to a call with the EB, Zach. – Ben
Call was set up well and Katelin made sure he kept the meeting even calling his cell when he did not call in on the conference line. It was a good lead for 2020. Right now we are focused on 2019, but this will be important for the future.
It was a great contact and call was solid. It would be great to know the role and any initiatives/priorities important to the contact prior to call. The details we have in order to prepare and drive the conversation is appreciated
Perfect contact, perfect environment, 100 users. Ideal meeting.
Great job! Has a need, great area, etc!
Decent demo, not ideal but small account
Amy doesn’t see a switch to MDR happening in 2019 with other projects currently going on and with limited budget. Consulting is a possibility she explained, so I sent her our MDR report and also a one page on the services we offer.
It was a simple set up and it led to an advancement. Thank you for your help here!
Dennis did not actually meet with me as a result of any action by memoryBlue. I rode the shuttle to the airport with him and we struck up a conversation. It was only later at the airport that we discovered that we both had been at the NASDVA event.
Jason managed a team of buyers and offered to introduce us to his team
Good Company, right person, operations side, Gave contact name of boss, setting webex for the end of the week.
Right Company, Good information, not decision maker/influencer. Would not name contact, but would pass information along.
I think its always a good idea for the person scheduling the meeting to be there to kick off introductions and set the stage.
great lead! Part of HPG and had real interest/ need in at least Kit Check. Thanks!
This was a target account for me. The cll was pretty good – it’s the start of a dialogue.
Client had minimal idea of how he might want to engage us…current budget etc.
He was not a terrible prospect – will require a lot of work to develop the lead and unsure if they will have the budget to work with us. I will continue to discuss with the contact to determine if there is a fit.
Probably not the best in terms of what he actually handles, but still had an interesting use case and is going to bring this to the new CISO.
Right title, understood the value of the tool, next steps established.
Laura was very nice and generous with her time, and even incorporated a colleague (Brian Harrison, a paralegal) on the call, but at the end of the day, she really didn’t feel that any of Legility’s services would directly benefit her or be of use in the future. She DID mention that her GC might find some usefulness in outsourcing contracts to us and, though I tried several times to encourage her to make an introduction for me so that I could broach that subject with him directly, she was non-committal. I will follow up with an email to her in hopes that she will connect us, and she did say she would keep my contact information in the event she had questions or needs in the future – but overall it seems unlikely to yield any future business.
not a consultant, didn’t know why we were meeting, offers a software platform
The perfect persona/title you could ask for.
low in the organization, researcher…. knows the pain but would not commit to a next step.
Not the right person, but they might connect us with someone else.
You definitely should use Worthix to evaluate that. If you could provide the lead profile before (role, experience, style, etc) the meeting it would be great.
Eli was interested, had a number of goals that Squelch aligned well with. One thing that could be improved is having more information about their ticketing system and technology stack before the call.
good lead just mac was an issue for AppGuard
Great call. Any insight for the purpose of the call prior to setup would be nice but Ron and I worked well together to plan before the customer joined the line.
Low priority for the prospect. Need to find more privacy-related members of Dell.
Ely is doing a great job setting up calls.
not the right person to make an endpoint decision already in the process of deploying a solution
This was a productive conversation with Kim. However, she or her clients aren’t in an active buying motion. However, great exploratory conversation!
James always does a great job. Unfortunately, in this case the customer had the impression that all of their current requirements were being met. She did ask for some additional info, so I guess we’ll see if it goes anywhere.
He seems to have a good handle on how to get the right people with more appropriate titles how have been qualified a little more …….
This appears to be a followup call from our call at AT
Just love getting a meeting with a new face in our backyard. Would love to have more calls like today to better understand the customer base closest to us.
This was a great intro call to get someone familiar with us and to glean info about the firm that we did not know or have
Timing is not ideal, no budget for a project like LiveProcess at this time- still 1-2 yrs out of building up their program to decide if they need more robust tools. The use EverBridge for alerting needs. Was willing to connect again in Sept to revisit conversations for a demonstration. Good contact to make for a future project.
Great environment, strong need, very good meeting.
real good call and opp. nice job Rob.
This was a great find. We have been trying for a while to speak with Jim and have always gotten stopped at their Director of Nursing. Great job getting us in front of a decision maker.
Just was not the right person in the organization.
Will be going out to RFP in 6 months for a new system for VSOs. Will be inviting all vendors
Ben was very impressed with Jenn’s persistence. Interested in alternatives to Vetraspec. Having trouble with inaccurate D2D transfers/glitches. Doesn’t know how long is on contract but is interested in looking at other solutions. Spoke of our upcoming API. Liked our work across federal gov and experience.
Walter was familiar with Abby Curtis.
Grace did not seem to be familiar with us and did not reference mB
We have a long relationship with Kat. It was good to connect.
Prospect was good conduit to info on his coalition. organization is behavioral health, no $, C-Suite typically will not allocate funds for EM. He has robust free tools from coalition similar to LP. Tools are not always ideal for behavioral health as they have unique needs, but it can cover their needs with no impact on their budget. he is open to learning about other solutions in the industry. but lack of $ and C-Suite support is major challenge.
listening to my change in model was really great
It turns out that Mark was the right guy to speak with about introducing Adaptiva into Freeport McMoRan’s SCCM environment. While we have been in touch with Mark in the past, this is the first time he has spent time to really understand how we can help him.
Time will tell how this will pan out. Their environment was not great (SFDC being the only thing we connect to) but the prospect was so impressed by Squelch that she would like to introduce us to another company who she knows uses platforms we connect to.
Continue your efforts with prospective HPG customers.
Good call . Guy is the right contact and they are evaluating vendors to help out with CCPA other regulations. Follow up scheduled for next week. Solid lead.
The contacts that we were connected to at Blueprism were good to have. It is yet to be seen if it will drive any deals/revenue as of yet.
AWESOME MEETING! He set it up super well and even got the time moved for us. Wow, great work!
Wants this to be more consumer related organized through parents – not for this school year and no budget
Confirmed moving off Logrhythm and looking at alternatives. We want to get into the project planning and POC process and this is a great example of that.
MicroFocus is actually a competitor of ours with their Arcsight solution. Their intention is to try to work with us simliar to how we work with elastic. Interesting topic, but they are probably too late for that kind of partnership to make sense.
Not a security guy, very small company. Not mature enough for our services currently, but maybe in the future. Also was hoping they may be a subsidiary of a larger company, but that doesnt look like the case. Audio during call was also poor, but that was on my end.
They have a need, its a university with a small team. They are not familiar with elastic, and will buy something in 11 months. Mostly everything we look for, but not a ton of urgency right now.
Non-Security, not familiar with SIEM, but he is aware of their security needs and will bring this to their leadership. We will see if their needs align.
This is a great lead and the RIGHT person to talk with. She was very receptive despite being weeks away from her own global events.
Stacey Brodbar is new to the position. She had a lot of good insight and she said she was going to bring our platform back to the CMO at Verisk. Good job Rob! It would be good to hit Marketing and Internal Comms.
Need to get more senior contacts
Great call. Not any active project at this time but was extremely interested in what we offer.
Job well done on scheduling the meeting with Justin
Stacey was prepared for the meeting – thank you
good interest but they can not afford for now. We are trying a different approach.
Great timing and quoting multiple services. Thanks!
Timing was great! Lead and company size was great! They were very interested. Only reason it’s not a 10 is because they did not have budget. Working on a sale.
He was fairly junior and claimed his primary need was for contact data. But he’s going to discuss internally and get back to me, hopefully to setup a meeting with the higher ups
Good lead. Learning more about options for his portfolio. Is interested in more information.
Good lead and a nice conversation. The person we spoke to is an influencer but not the buyer. That was okay but we should’ve known that the client was more than a year out from buying anything. The prospect is also too small for us.
We’re looking for enterprises with more sites. That said, it was a good discussion.
Interesting call. A little taken aback when they said Engineering was already well down the road on a solution but good to show them what we have noting the potential to displace or augment what they are putting in.
They tricked both of us and were really trying to sell to Sage. It was good information, but probably not a lead.
well qualified call. with good expectation setting that we are going to focus on learning about her business.
Right people, good conversation, next steps. Just ran out of time
Good call. Qualified lead.
Russell passed the call to Ian without any information so Ian had zero clue as to why he was on the call. He did explain his use cases which are probably not a terrific fit for Rosette.
I will follow up with him and forward our rosette.com website so he might find some value.
Great contact, solid lead. Scheduled demo tomorrow afternoon.
needed more qualification- the location is GA and not MD. the Contact was for Continuing Care Services and not Acute Care side of the house. Most questions were based on what the cost would be to the Acute Care side… acquisition consideration would happen if acute care gives the buy in. He is going to share info with Acute Care side. not yet ready for a demo.. needs to get thoughts from the other side (acute) but felt the info is certainly worth sharing with them, but he not sure what tools they have in place already.
They could definitely use an upgrade in systems. Price will be a big factor, but all in all a good call.
The lead was exactly what we are looking for. Having said that, the company Office depot wasn’t on your hit list. It belongs to our other SD.
According to Mark, WageWorks is not a candidate but he referred us to Scott Pace at Charles Schwab.
The use case may not work for this school, however there is still a chance.
Not the right contact to speaking to at the hospital. need to get to the emergency preparedness coordinator, he is too new to the hospital and he doesn’t seem to have a grasp around what tools he does have access to for communication and planning. he knows they have a solution for communication of codes. A good note, he is willing to share the EPC’ name at hospital and system.
He was looking for a communication solution, not necessarily a recognition or employee engagement solution. His challenge was so specific to a subset of his total audience. Additionally, I think his audience size is on the low side for us – not sure what guidelines you were given, just want to bring that up. Thanks so much – looking forward to the next one!
Thanks for the appointment
Great lead as the President/CEO of a pharm development co
The lead was great. Since it was delivered at Walmart and it was another company, that threw us off a bit. It still says Walmart on his LinkedIn, but not his email. Might be good to clarify that with the contact before booking. This way we can weigh our schedules appropriately.
Right company need to go to other area or higher
Small agency that is not really a fit, but good to keep in touch once we have a new pricing model for smaller agencies.
Lead is in Africa, north american leads only.
Prospect wanted information, no immediate need and only 6 pp but correct industry.
Good conversation. Kent is interested in finding a solution to locate equipment, but would have to run through UHS corporate. He may be able to connect us to the right people.
Ron handled the customer very well and set up the call nicely.
Great contact – school is relatively new/small, but Laura is very interested in relationship mapping and thinks it can offer value in addition to tools they use today. Set up demo for Thursday.
Perfect contact and scheduled follow up meeting next week.
Prospect did not join, think rescheduled for today
Good conversation with Joe – but he said that this is likely a decision that would need to be made at the corporate level. Said he would pass along our information.
Great persona – solid meeting
Good one to a decision maker.
Do not remember meeting with Capt Fryhoff at conference.
The prospect was exactly the right sort of person we are trying to connect with and the call seemed to be very productive in introducing StorageHawk and our capabilities.
evaluating vendors in our space so perfect fit
not a fit as they don’t have core tech systems such as a crm
This was a good opening call with Edgar. Could be great opportunity later this year. Jackson is going to engage other teams.
This was a target account that no-showed several times before this call actually happened. Huy’s persistence paid off. These folks could really use a system like ours, but it’ll come down to cost.
Lead was purchased by a ASIS key account and existing exhibitor of GSX. Good convo though to know what their plans are for 2020 and beyond as an organization.
Good contact within CACI who should be able to help with possible services opportunities
found a specific use case on mkto user forum and was able to secure meeting by reaching out and explaining how Openprise can solve the exact issue
good meeting but she was too low need to get to her boss – which just happened.
I’m not sure what qualification criteria we’ve set, but this company is probably too small (1,400 employees) to make it worth our while.
This was a good contact/decision maker
Looking for Sales Automation
The client ended up being interested in BOTH cybersecurity and Managed IT which is a great win!
Good lead, good notes, just not the best timing! Kathryn did everything right.
Interesting contact who may or may not be able to provide RFQs
Although the timing isn’t right, it was still a great chat with the prospect to share what we do and when their business needs changes then they know what we do.
Sr. Manager who has 3 managers report to him and 22 buyers – great contact!
Great lead directly related to our industry and particular niche we are trying to grow (robotics, drones, droids and defense).
GREAT call, perfect title had the power to include other team members is considering a trial.
Good meeting, going to connect us to the right guy. Good environment.
He was genuinely interested in RelSci. He’s fairly junior, so we’ll need to get others involved for it to move forward, but I got some good insights to their process and it was a good first step.
Follow-up presentation to be scheduled end of August
Don’t do TO now, but they are open to adding the discipline of talent optimization
Discussed station and Sferic Maps. Sending overviews but I doubt he will do any thing because he uses Davis and Ambient stations.
The contact did not seem very interested and did not ask me any meaningful questions
She doesn’t seem to have a need but is open to learning about what we do. She will pass info on to her colleague to see if he has interest.
Good contact who is a government buyer on a military base
good call today with the end user. still need to get to his boss the buyer and see if they can get any funds to make a purchase. They have a need, but cost will determine just how severe their pain is. Did not express falling down in any specific area, but also lack a more streamlined automated electronic approach to Disaster Planning and Response. Recommend to keep pushing to confirm actual connection to the health system and clarify understanding of need as they relate to our tools.
Pre-qualify following our script!
Good opportunity – Actively evaluating new solutions.
Janet’s boss seems to be the right contact but he did not show up for the call. Janet did not express any pains or needs at this time during initial call with Alyssa. Janet seemed to talk more about GA and her lack of knowledge of why/when/how the State makes decisions. She was curious to learn what was net new to the LiveProcess solution. she also made a point to let Alissa know we had to integrate with all the other solutions they have such as Everbridge and WebEOC as they were not going away and cost is key as there then would be a need to utilize 2 systems and response team time is already limited. My call with her directly unveiled some shortcomings with their current process and tools around HVA and Compliance Tracking. We will build conversations from that point.
Good intro to Boeing but not a decision maker
Great lead. Have an active AP Automation initiative.
Christian did a great job to set-up a call with this influential
Understood the product well.
Janet was a great candidate for EV Charging Stations but needed rebate/incentives in order to make a decision. Great Lead.
awesome contact right people
Excellent appointment which has the potential to be a solid opportunity/opportunities. Thx
great fit. great timing. the fact that she did some research before our call was huge
More of an IT guy than a Insights lead. Butworth the time as he could refer us internally.
Already deep into a situation with possibly implementing DoubleKnot, but there is a chance their funding will not be approved and there could be an opportunity. From the info I got in the call, we would be a good fit.
Decent call at a great logo. not an opportunity yet, but started a relationship, and the chance to market to them in the future.
Still a bit small at 6 people, hard to convert to a sale. But interested party on the line and a request for follow-up so overall a good use of time!
Good talk with Matt. He is the gate keeper and we have a good follow up next week with Scott.
It seems that they are identifying with the pain points we claim to solve and want to hear and see more about it. One thing to note, that also came up in the initial call with them, is that they are only on prem .. this we do but not first priority. When I spoke with them, it seems that they are also running on cloud.
Uses WeatherBug and happy with the service.
Excellent call. Nothing to improve. Great follow up to get him back on schedule Graham.
Happy with the system they currently use.
Totally the right guy and someone who is interested in weather, but his agency is not really a weather centric organization.
He can help us get into other agenicies….so there is hope.
Timely call to potential reengage. Had a solid audience. Unclear if it will turn into anything – but good work getting the meeting set up.
Great Lead! This was a new bank we had never had contact with before. The lead was well qualified an he is eager to move forward! Thanks Victor!
not the right person doesn’t have responsibility for endpoint security
need is there for planning and compliance tracking,. the need is more of a convenience need rather than a compliance need. his Compliance EM needs are being met, but automating and moving to technology would be ideal. no budget at this time.. perhaps 2020.
Not in market. Currently using Versai for ticketing and development.
Good title. Alright company. Will see where this goes
unfortunately no need and not in the market.
Perfect size, employee count and has a need
Have explored RTLS in the past but haven’t moved forward. They have merged with HealthQuest, so there likely wouldn’t be any consideration of a project like this until they are through the merger process. Continue to nurture and possibly list build around other facilities.
The contact we spoke to / with whom the appointment was made was not the right person at the bank.
The lead had interest, however private schools generally have a much smaller need compared to districts. Time will tell if this lead will be worth the effort.
The call was great. The company needed some more information and shared their current situation. Follow up meeting will be scheduled to continue the dialogue.
Right Company, wrong, person, wrong role
Right person, right client
Customer was personable and very communicative. Call was more of them educating us vs our presentation but went well. Will require customization but interesting discussion
The timing isn’t right, but everything else about this lead is right on the money.
Right people, good conversation, potential business. Keep it up, Wilson!
Fairly quick call with someone going to a conference we’ll be at. Hard to say at this point if there’s potential.
Good conversation. There’s some potential opportunity here.
No real need from the client.
Kathryn is doing well. I’ll let you know if I have any questions. Thanks!
Right industry. Slightly smaller than the target at 5 users but had a need and requested a proposal!!
Great intro to a major defense contractor
Good lead with KI at solid company.
will introduce us to CISO for follow up meeting and demo
Alicia got us to the right person. He’s not interested and needs us to call him back in 6 months.
It is good to talk with other buyers on the team like this contact
Once we source someone from IR please continue to find more contacts in Corp Comm
Customer was uncooperative
Good opportunity. Was a website lead gen. Might be a good down-market play for us. Currently on SalesForce.
Nice contact but his interest is for 92 folks working in the plant he is HR manager for…this is a concern if we get leads like this one
Great contact but concerns if client (AIS) will have budget available to work with Maritz
The prospect had a much smaller recognition budget that expected. Recommend asking in advance the following:
1) Do they have a current program in place and is it internally managed or outsourced?
2) What stage are they in the buying process?
3) What is the estimated annual spend on recognition / including or excluding service awards.
The persona was the right person to meet. He get what we do and saw its value. Problem is, that this is a services company and for now he has no case for us. He will keep us in mind though
Good meeting. Redeploying SN for 3rd time. About a year away.
I am not sure this guy was still breathing.
Great call – Good timing and got in with a stakeholder who has more of the pain points today. Has attention of CFO as well. Setting up for a demo next week.
Good call with privacy officer. Opty to expand at our next meeting.
great company, partnership opportunity more than internal AON use case based on his role, heavy influencer but not final decision maker – overall good call!
Slightly smaller firm with only 10-12 pp but right industry and good intro prospect expressed they know they might have to do something and we piques his interest but he has no budget or initiative set yet.
Good type of contact. Unfortunately he asked for one of the few things we cannot support.
Good intro to training group at Avangrid
Good introduction, right contact, industry and size firm. No immediate need at this time.
Phenomenal lead. Met up with her at the Florida Homecare Conference. On-site demo scheduled. Close to a million dollar lead if it closes.
The contact was solid and there is an opportunity for Flex Talent and a contract management solution.
Got a great lead, but it’s too early for the person.
Right company size, right title, next steps identified. Involved his team on the call.
The team is doing a great job on my project. Very responsive, collaborative and communicative.
New firms are always tricky because they don’t know what they need. A bit more of what PI does could have made the first bit of this call run a bit smoother and have it be a 10/10
Spoke with Jason yesterday. Great conversation. Using optima and saw a demo of us while at metropolitan Jewish center and just wants to learn more.
Laura was willing to take the call – but not in a place to buy anything in the next 12 months… Will be a long play, but good to make the connection.
Good lead – they are in the process of determining strategic direction for the financial regulatory board.
Very good meeting. They already contracted with another company but is very interested for next year. He would like for me to reach out in October.
Good call – Possible future consideration of a move from Gateway to RE. Will stay in close touch going forward. 2020 pursuit.
Sven runs a portfolio of small 2-10 ppl in size companies that have 0 security measures. My discussions with him identified he has no $$ to spend on security and prefers to be the 1-man show specifically as it relates to email security processes which is where he has the most challenge. I’ll continue to noddle on him but I think he’s unlikely to have any $$ to spend on much of our services at this time.
Good onsite meeting – setting the stage for future changes with respect to technology.
Nice guy, but not a good fit. He didn’t have a need for anything we were selling.
Some questions left to answer as a partnership and OEM type deal. Strongly established next steps and interest is definitely there though. Good job Kathryn.
Interesting prospect. Maybe more of a 2020 play given the timing of their upcoming Altru renewal and their Expo in 2020. Might be hard for them to leave Altru for a best of breed.
She was very responsive, just not the right contact. Ultimately didn’t have a need for OpSense.
Small museum that is just getting going and won’t need a solution until late-2020 if that. MIght be a down market play.
Good future state prospect for 2021 deployment.
Spend threshold may not meet our minimum requirement.
right person to discuss this product with. Not a pressing need to fulfill any gaps. they don’t consider being paper-based a gap. they have mass notification tied to HR… one area that was of interest- Compliance. Down fall is that there is no urgent need or budget at this time. is curios to see the product.
The customer expected to see the demo. We are scheduling one for him.
Great lead – great use case – great job
it was a great meeting. I’m super happy with how it went.
prospect is looking at a new retail solution but the overall business is fine with Altru.
Great contact. This was a company that we targeted and we talked to someone who could direct RFQs to Blue Tech.
Perfect contact and interested in our products and services.
I appreciate Jan’s efforts and this was a good lead/first conversation with a CIO of a 158 employee co. in MO.
On lead write up below:
1. What major changes as of March 5th do you say in the calls?
“to further discuss our capabilities around network traffic analysis, endpoint detection, and response and deception. He mentioned that he has heard of Fidelis before, updated him that he had major changes as of March 5th. Karl did not specify what he had in place for endpoint or network security but doesn’t seem to have anything in place for deception. He has been in the role for over 27 years.”
2. Establish credibility: “Our customers in the (insurance) industry often tell us they have a need to improve efficiency/productivity of their cybersecurity teams”…
What has been your experience?
3. Ask about their top priorities for maturing their cyber posture (do not talk about Fidelis and not about our product/service- it’s all about THEM and listen to the top 1 or 2 challenges/opportunities for next 1-2 years..
4. Please call on Director Cyber or higher/ SOC Directors, CISO’s, especially with mid-market size co’s…and focus on the top 50 accounts- please confirm you have these?
Thanks again for your help,
Prospect recently implemented FareHarbor and is more tour-based than ticketed attraction. With that said, there isn’t much that puts us above FareHabor today in pricing and functionality to where there is a real consideration for a change. Good conversation on the whole.
right client, right people
Good potential partner/reseller meeting
No budget, looking for advice.
Perfect person, just didn’t have an urgent need. More of a wants to know what’s out there call.
Not a cyber security decision maker
good lead – he’s connecting us with another person in his office.
longer reach for this one – Currently about to renew with Altru. Convo was more due diligence to see what is possible with ACME if they decided to leave Altru.
Great! Exactly the type of prospects we want to be talking to.
– small company/startup
– booking travel individually
– already using Expensify!
-roughly $400,000 in travel (air, hotel) however a good portion is international originating. might be something to ask on a prospecting call especially given their industry. we’ll probably be able to capture half of that spend…still good though!
Not the right person at all. Not in information security and had no idea at all about IoT devices. Not sure how we got to this point from a qualification standpoint. I rated this a “2” since we extracted a little more information about the organization that was helpful.
No budget for this, buses probably make more sense here. Looking into transportation though for field trips.
We aren’t a diversity and inclusion tool. If there was interest in expanding their offering outside of that area, it would’ve been a conversation that made sense, but she had no interest in anything but focusing on diversity and inclusion.
Contact was looking for an overview, is a decision maker and interested in entertaining our flex talent services.
They are a pretty good fit for us. We’ll see what their appetite for change is – they said they are happy with TAM currently, so I’m not sure if we can convince them to change.
Good customer who seems to be willing to work with us and navigate through NGC’s red tape.
Claire is based in South Africa and is hiring engineers in South Africa and Russia.
STELLARES is operating in USA only.
It was a good conversation. He knows who we are now, but is currently locked into a contract with OneTrust.
Good job getting the team to the meeting. Would prefer multiple meetings where everyone has a chance to speak and is not stifled by their boss. Unless the boss says invite my team I would rather learn from multiple meetings.
It looks like a fit.
They are working with Python, although running on Azure, however, have no problem running on other clouds.
They have tons of data to analyse, generated at the edge and need efficient easy to use computational solutions on the cloud.
Viable lead, just needed a little more context on why she was interested, maybe the question has a place in the script
customer has no intention in actually reviewing product and was hardly paying attention.
Good call. Nice combination of kitchen operations and food safety representation. Customer not ready to pull the trigger but moved the ball forward.
Good intro meeting set up by Andrew.
Ken continues to deliver, great leads that transcend into opportunities. pf
Good call with Mike Rigney but he handles more logistics/shipping so he gave me contact info for his colleague, Sandra Rossi, VP of Design, Sourcing and Production who I will reach out to.
No conversation with Clifton Northam, but he did stop by the booth for a pen.
Dont recall any conversation with Craig Hartmann, but he did stop by the booth.
Spoke briefly with Mark Collins who stopped by the booth. Mostly about the area he lives. No dialogue about MP or ETK.
They are using Caliber, but still wanted some info about entellitrak. Lead passed on to BDE Matthew Montgomery.
Kinamo Lomon stopped by to get a pen and notepad, but did’t engage us for dialogue.
Robin Henderson stopped by the booth, but didn’t engage us for any dialogue.
Didn’t get an opportunity to meet at FBINAA, but follow up call was held (Ken initiated) on 07/30 and they are interested in having a demo scheduled.
Right person to connect with. he did not have any expectations for the call as they just signed new contract for mass notification. they have WebEOC and EICS across entire state that they use at all levels, hospital, system, region state. State pays the bills. most of what we offer EICS does as well. Also flying colors on their Compliance Survye. One gap i did uncover is in how EICS lays out their tracking- nothing seems to track back to the HVA. he would like to see how we do our tracking. Benefits here is Cox is a nice system, but he is also chair of his SW Coalition of about 31 hospitals. Demo has been scheduled to show him our tracking features.
Great call with PI being well positioned.
he is with Home health for Sutter and not the Acute Care environment. they have Everbridge and and Incident Command Solution. they choose not to use the ICS solution bc their likely threats are ones that leave them wo internet, electricity or cell connection. he is ‘very” happy with more of a manual process for conducting exercises. he has no interest in web-based solutions.
Right person to be speaking to if there was a pressing need. he is new to the position, still outlining and rebuilding their program. have mass notification.
Earthquake is their high risk threat and there is a high risk of loss of internet which is critical for use of our solution. need to identify a pressing need and need $
Good meeting with Adelphi. He is the right person
They were already a customer, They will reach out to the FD to get access.
Great Lead – CIO and Privacy
Ken was able to schedule the call. Thank you Ken.
Very good connection! Thank you!
Good intro to a major cyber team
Conversation was mostly over his head, but he said he would try and pass on the information to the right people.
They have a project. This is the perfect call.
More about partnership opportunity with Oracle as a reseller on their cloud.
Longer shot pursuit – Likely a 2021 deal if anything.
Relevant in that he was at cybertech, but the meeting did not go anywhere
Great meeting. Very excited to help us in multiple ways.
Not sure what to say about this one. The meeting did not take place. Rachel’s boss called a couple of hours before the scheduled meeting and told me they were not interested.
They were definitely interested in purchasing a new system. Maybe not the best fit, but they want to go to a demo so we’ll see.
2 person HF not yet registered.
This was the right size firm, one of the influencers of the decision who was initially screening all of the potential vendors. The only thing was that they will likely wait till the end of the year before doing anything further.
Lead is interested in learning more about learning and development tools, but does not have a budget or timeline for purchase. In addition, his interests are in features which are outside of the value proposition of our product.
Working by way of the education side of the Art Institute. May lead to the brick and mortar (Museum) side of the business. working that angle.
The prospect asked for a SOW for a very small project as a way to better understand how we operate. Great work.
good fit at a good time. moving to a demo
Peaked prospects interests prior to meeting
Good interest but has to check timing
Very hot and timely lead. They need a solution soon
Prospect was interested in our technology. Very timely prospecting
Great client and timely prospected
Client was well vetted and timely targeted
Great job getting the conversation. No complaints.
Good contact for Flex and Contract Management work
They are currently in the market for a new system so the lead was solid.
The tenacity at getting the client to meet with us was very impressive.
Great lead and great discussion. May not be the perfect fit for us but one that we are definitely interested in having the opportunity to work with.
This is a big institutional sale. We seemed to have touched on a key influencer and Tiff definitely made a personal connection which I believe kept us in the game. For clients like this we need to consider if Tiff has a follow-up responsibility.
Solid lead – James has a lot of Tyler products already and is looking to add entellitrak to the mix..
Great lead – she’s very interested in having additional conversations with MicroPact.
good lead – she just purchased a system last year so was hesitant to look at other applications even though her end users don’t like the current setup… We will continue to follow up.
Jay was a good contact person and we are able to move forward with a costing exercise to see if this makes sense.
Good lead however Chris is not looking to bring in MTS type services until 2nd half of 2020 so we are about 1 year out before we’ll start the sales cycle. A lot can change in 12 months but I’ll continue to monitor.
Good POC. He is the person submitting budgets.
It was an ok meeting. Unfortunately no next steps but there was certainly a need.
Dave was well educated on our platform prior to meeting with us and excited to learn more. Solid Lead.
John was interested in learning more about entellitrak – nice opportunity.
Not the right person – Supply Chain Procurement
Solid lead with this OPP as they are currently looking for new RMS.
Ken’s call led to a first meeting/demo prior to leaving for the conference. Also had follow up with Jose Vargas at conference.
The customer has an issue with batch parallelization but his case to small for us, he said he wants to introduce us to his peers in the mother company
Received an actionable RFQ
Existing customer but they are doing a review of all of the weather services each agency is using to find a single vendor. Start of process
The calls to attendees were very helpful as it garnered interest in the booth
Small population county but possibly some opportunity for software and hardware
The client was very engaged and they have a specific need for MDR services. They are in the early stages of evaluating other MDR providers to potentially replace their current incumbent.
– Anil was more security-focused which is separate from privacy
-They are not in a buying cycle as they are a government entity
firm was too small – not on the mb end
Spoke with Sona Kim, Marketing and Communications Manager from Quanergy Systems. Identified she is new to the company and is open to renewing on site, as well as purchasing sponsorships for 202 earlier in the year.
Okay meeting, good title good company. Just didnt seem to have the pain point we expected
Small population county and the EMA is not going to be a big customer, but there could be a small sale here.
He was a little clueless at first, then he became interested in 1 OAS for their largest park. Sending overview and coverage map.
Great contact who I wanted to talk with
Paul was the right guy to start the conversation. On the one hand, as revealed in your intro call, the prospect was open to exploring some potential offering based mostly on a generic knowledge of the BAH brand – no real pain indicator offered, just a willingness to chat, learn more. That’s a good start. On the other hand, (if possible) surfacing a concrete pain indicator ( “…..we would love to tell you about our service……so that we hit the mark, any specific area that interest you?…..why is that?…..Great, we’ll be sure to speak to your point…..”
Carl may buy staffing from us … too small for teams … but a great networking contact in Chicago and potential staffing client
Target company, Sam’s role in the org ties into our platform. unfortunately there is no project and he is not senior enough to drive or evaluate a project. sent data sheet to keep in touch
Great call…perfect title and company, and solid next steps.
Spoke with Tom Jordan, VP of Sales from Minuteman Security Technologies Inc. We had a great conversation about 2020 and how we can help integrators benefit from exhibiting instead of walking the show.
Nice connection, looking forward to working with them!
Great opportunity to close this one before the end of August. Keep em coming!
Will probably be pretty good for smaller field trips but bus might make more sense for them in most cases with the number of students they are transporting! thank you! :)
Good FOIA conversation that could lead to a future opp.
Great meeting that could lead to a larger DOD FOIA opp.
only reason this is scored low is bc, overlap on efforts. we are already in discussions wit Franciscan as they are an old customer. they already have all our info for possible next steps with each other… but heavy committee involvement and state politics in play
Good fit. Good timing. Smallish clients, but could be a partner.
Great contacts – one from biz dev, one from due diligence. Not sure if the firm is the best fit as they are relatively small and invest in lower middle market companies. Need demo to determine how strong their use case is.
Good meeting with the right people. We need more like this. Thanks!
Good lead and timing was good. They are in the marjket and have the budget
Right company, wrong area, contact offered named refferal
Nice guy! Overall decent prospect. He’s been at the company 17 years and pretty set in his ways. Would be perfect if he was new to the position and needed help
Good high level contact. Doesn’t have responsibilities in areas we offer but could potentially make introduction to right people.
Not really any need and a smaller company. Gave us a name for his former company though and said that would be a good contact.
This was a demo instead of an initial call. This was a good lead – they are building a new building and evaluating systems. Won’t actually move until this time next year but it was good to get the conversation started.
While he was hesitant to provide any information about his organization at the original meeting, a subsequent meeting was scheduled for a demo of the software. Prospect found our tool of value and might be able to solve a couple of his pains. Quotes were provided, a proposal has been sent, waiting to see if we will produce and SOW and proceed to next steps.
They have RTLS at one site (installed prior to merger) – but have 16 total locations. New construction may present opportunity. Have looked at RTLS several times, but budget always got in the way.
Received a RFQ that we can quote from a target customer
A user of the data, not a cheque writer but someone who could move this forward in the org.
Good job understanding our services!
Right company, right person, project now
Good opportunity, right , has application, will invite his boss
Great lead in a state we have had issues getting into.
Not the proper contact – although that contact may be able to intro to the appropriate folks to continue conversations within EllisDon
Good guy, understood the approach and found it interesting. That said, they are too small.
Lob user that will help us moveupstream
This was an indirect lead with a partner. I always like to build our ecosystem so this call was very good. It gets more feet on the street.
Kathryn dug up an old lead who is using our Open Source version. Wasn’t on my radar and has enough pain to start exploring paid options. Solid addition to pipeline and great first opportunity.
Good contact and responsibilities lie with scope of some of our services. Next steps are in motion.
Great demo and Laura is very interested. She is checking with her CEO next week. One Issue, I never recevied a detail email from Victor for this meeting. Just the invite. The meeting went fine, but I would like the details from each meeting that Victor sets up.
Dead on target with niche market.
Solid lead. Notes that Teresa took and shared with me during her initial call, was extremely helpful in gauging what I needed to do in order to prep.
This lead was probably the best qualified lead to date. Complete understanding of our value prop, and came prepared with great questions.
Nice guy, right title, but just not a fit for us
The client didn’t have any immediate need for our services, but he wasn’t engaged and interested to learn about our offerings.
Perfect contact and ripe for all our services. Moving forward with next meeting.
Great call very transparent prospect
They do not have heavy computing workloads or batch computing use cases.
Got a late start to the meeting, brought other people to the call. They are working on an RFP. The call went well, good roles and responsibilities.
potential partner here. customers are a little small, but may be a fit.
great call. the right person with a true need. looking at a possible replacement for notification but also a need for planning an coordination. standardize process and improve coordination.
Christian did a great job getting on her calendar. Although she is not involved in buying process, she is influential and has technical resources to accelerate end users’ market research activities.
Great meeting with Uber by Andrew.
Not the best lead, but gave us a referral to reach out to. Good account that definitely meets our qualified list.
Alicia is getting better every day at qualifying meetings. The meeting today with ADT was with the right person, and they’re in the early stages of what will most likely become an RFP for our services. Great job.
Alicia is getting to the right people. Southern Company will be more of an up hill battle, but we’re dealing with the right department.
FEMA is not our sweet spot (customer profile) and only in the position to mention, not recommend tools available for the healthcare setting. they have WEBEOC in use at FEMA for conducting trainings. Will have a discussion with the IT Contact to see if there is an opportunity for LiveProcess to become a vendor product for FEMA classes offered.
Consultants are usually not ready to buy or are just fishing for info. In the future – don’t book time with them unless they have a serious client who maps to our needs explicitly.
Ok lead – They are on Altru today. Not currently looking. Informational meeting.
The lead was set well, Max opened the call with ease and we were in motion with the prospect. Great work!
Good start with this one. Beginning with the membership side of the house. Will bring in others to the conversation moving forward.
Good conversation with McKinsey but they are not interested in buying the software but partnering and using us for customer engagements.
It may develop into revenue
Ultimately wasn’t a fit but was worth talking to
Uses DISC now, but its not giving her what she needs. Open to changing.
Good lead. Not ready to move forward on anything and won’t be able to really look into this until next year. Will keep on radar though.
Hospital ended up being a poor fit. Probably not much you can do to sniff that out before the call..
Sustainable, renewal energy client with $10M market cap; not a lot of room for cyberdefense services in the budget. That said we did discuss ways to inject us into their China strategy in early 2021 so we agreed to stay in touch.
Still a short call…more to find out but it seems a great prospect. Follow up call set up – great
Let’s schedule a call any time after 10AM (PT), 1PM (ET) today that works for Daniel, Simone, Maria and me to discuss. I think it is more productive than simply responding to this survey which is pretty binary.
Timing of the call was great
Right company wrong person. Referred to corporate gave main phone number. No referral.
Very positive meeting and gave them a look at Sferic. There are layers of bureaucracy to wade through but overall a very good lead
Good lead and perfect contact. Timing is off, but we are working through it. – Ben
Not really the right responsibilities as he isn’t involved with the technical side. He had an interest, but it was more of an education session for him. But great company, hopefully, he can get us to the right people.
Great conversation, has an active project, next steps set up.
Good role/responsibilities. The call went well.
This was one of my targeted accounts and it was a great call.
Mike was already a champion for Squelch, great meeting!
Great contact and decision maker
Great lead. Notes could have been more informative but I’m nitpicking.
definitely looked competitive so on these we should really make sure we qualify, but ended up pleasantly surprised that it was a fit
Not the decision maker….influencer.
Not even certain why she agreed to the meeting because she had zero interest in anything.
They are certainly qualified enough but her division doesn’t even deal with weather operations
Small opp and very budget dependent but a solid lead
Improve on the introduction at beginning of the call. I can discuss with Tavon.
It was good that you booked the call, and it might be a good prospect moving forward
Client also wanted the IT
Ken did a great job, when the client wasn’t available right away, he got back on the line and re-engaged and got the call scheduled. A
right responsibilities. Was interested, but not sure if it will become an opp or have next steps.
This was a touch base call – they know about ACME, but wanted to see where we have come since 2016 when we last spoke to them. This was a call I asked Huy to secure for me.
Good lead. Not a decision-maker but an influencer part of the process.
Another extremely strong lead. Keep these coming. This is around a 2 million dollar deal.
Great job again Brooks!
great CIO level contact with a real challenge around data protection and management
Will does a great job of getting the lead and me prepped for the call.
This is the correct contact however due to late scheduling I had a conflict and no engineer on the car. We have decided to reschedule for a month from now.
Lead is very interested in our product and switching away from a current competitor (CSOD). The Lead brought several colleagues including department director and we are progressing to demonstration stage.
Great work James Manning!
This person represents a different department from an existing client of ours. She is very excited to expand their current contract with us. Great find Brenda Gandin!!!
great role and company. Had interested in our services.
It was a good prospect. I had a lot of information before the call.
This was a lead that I have already spoken with in the past and the outcome was the same as before.