Great spotting of the use-cases
They needed to support multi-cloud
Good contact and nice guy.
Jacob was very interested in participating in our event – very engaged and eager to participate. We have a lot of follow up but I’m confident that this will execute! Thanks Ron, great lead!
Not really in the market now. Might be interested later. Didn’t seem to be too familiar with what we’re offering or the purpose of the call.
low volume of clients (patients), so low probability of success
Kyle did a great job of qualifying this lead before scheduling the call. Demo set for next week.
not bad but won’t spend $100K minimum.
Joncarlo is always awesome!
Joncarlo did a great job lining up the meeting with scheduling challenges he had to work around!
This is the perfect type of lead and clearly they have an active initiative to bring on this technology.
great job. very qualified but timing isn’t great.
Let set a great appointment.
This agency is under contract with another vendor and were looking for an “audit tool” to help with things their CMS cannot do. Setting up the meeting was good, they just are not interested. On to the next one.
Ben is not a decision maker, but he will connect us with the two who are spearheading their RTLS exploration. Sounds like there is opportunity.
excellent contact for overall dept or commerce. demo scheduled for early December
Making traction and building bridges.
Decision maker and really aware of the type of solutions we are bringing to the problem they have. Had precise questions making the conversation very productive. This is an SQL for us.
We were not able to finish the call but he introduced us to the operations team for a call this Friday.
Hoping we can assess the need better and create an opportunity then.
Jessica provided interesting feedback in the fit for our solution but didn’t have enough visibility on the strategic level to help us assess the value we would be bringing.
She wasn’t a decision maker nor had control on budget.
Bret was the right person to speak with and he’s asked for pricing.
Great call!! Ended up scheduling a demo from this call
this was an inbound but not in the right region so just not a fit
This was a great call with a person who gets what we do. He committed to following up which is a good sign. Keep going after this profile.
I spoke with Beatriz with Jake on the call. She mentioned a lot of their software needs are for operational efficiency and predictive analytics that her 3 current developers can not support. She liked our platform and had thought-provoking questions. She asked for info on Siam Makro and some other logos we have.
NEXT STEPS: Follow-up call set up for the 9th as she expects them to be closer to getting quotes for the project then. This project would help them predict based on data inputs and make the operations more streamline as opposed to manual.
Finding the right executive, CMO for this initial call was very helpful for an introduction. During the call we found out that the true person with pain points is the compliance officer. The CMO will make the introduction in mid-December. Good contact, used appropriate buzz words to gain prospects interest and hopefully leading to a discussion with the main buyer.
Fine lead – just small and unsophisticated hospital..
Ryan was the Business Development lead at the company. Unclear if they even need analytics and data engineering support. We have a follow-up scheduled in a month, but unlikely this will be a lead.
They are doing some high level budgeting research. They will decide if they will send us a pathway to set up to demo to them as a proof of concept. This is a 2020 potential project as they are doing budgeting now.
Nice guy. Wants Maps trial. Uses WeatherTap $600 a year. Looks like he will get Maps for $800 year.
This is a qualified lead with genuine interest. He is a recommender of analytic tools and wants to get our software in the lab to test and recommend to his DoD counterparts. Good Call. Thanks, Ray
Might be a good lead on attending but will not be exhibiting since their services fall under the brand of one of our exhibitors.
This was a very good contact to have for future prospecting and insight into the organization. The only reason it was not a 10 was that the prospect is not at a time to look at our solutions, but they are willing to do so when the time is appropriate.
Director of TA for dentists – right guy, right audience for an intro call.
Allisa’s intro was a little shaky – she was confirming title/location etc. We really need you guys to just briefly warm things up and then hand them over.
Good group of interested attendees with specific use cases that fit within our scope at Interos. I am comfortable with Zack adding comments or insights as appropriate on these calls.
this fellow was geat and certainly seems interested. the only reason i took a point off was that we usually do not do well with Government Agencies as we do not have the Gov certifications they often will need. we are better working through contractors who will have the appropirate certifications in place
Helpful if the Consultant has an actual business opportunity to discuss vs. just an info session.
Unfortunately this was a consultant working on an analytics project for Abbott and not anyone in the Security side of the house.
Target account and prospect is going to help with introductions
He thought Victor was a friend of his from Houston and took the call. Not a prospect.
I appreciate the efforts to continue getting these opportunities. This one was difficult because the client was so cryptic in giving us any information. They didn’t want to share who they use and said they had recently released an RFP for procurement of a new system. Incidentally, I have not been able to locate this anywhere. For BI opportunities, please try and find out who they currently use, are they satisfied with their system, and are they in the market to discuss a new one.
good lead. i could use a bit more background *and* always a direct dial number of the person I am meeting with.
Brandon was very nice. Unfortunately, he has nothing to do with any program office that handles anti-harassment, reasonable accommodations, etc.; he is a facilities manager. He did say he would try to get us an HR contact.
No opportunity right now but we are reconnecting in February of next year.
I was already engaged with the client, but it was a great catch up call to cover new features.
Right title, right timing. Interested in getting a few companies to go through pilots and really liked Tapdn. Asked for more info and wants us to follow up to discuss next steps after Thnxgvn. Great job!
Not only did the prospect, Janell, indicate a great appreciation for
Not well qualified opportunity.
Kevin while the EM contact at one hospital it is part of CHI which will be merging with Dignity Health to form CommonSpirit. He is unsure what is heads or tails at this point and what he will get for supportive softward. he will report to a Center EM office. he was just looking for education on what software is out there but will unlikely be in a position to make any changes. CHI is already proving Everbridge and AlertUs for communication and alerting needs. will continue to educate him on LiveProcess.
Good overall lead – if we had known that she was just in charge of one of their many sites it would have been helpful. Also, that they just moved/are moving over to AEM
Right title but said was not interested in a sales call and not looking to try anything new. Hung up within 2 minutes of call
Large physical security org (guards) that is a natural fit that apparently has been suitecasing the show for years.
Most of their donations come from parents, alumni and those that already have a strong connection to the school. RelSci could have applicability for those that are not engaging, but doesn’t seem likely
great lead! Demo done and pricing coming. Hoping to get this one on board. Good persistence here Brooks!
Strong title, right buyer, perfect use case for our product
This prospect had such a unique way of handling candidates that there wasn’t any interest in our software.
great call, right person, not a decision maker though
right person, decision maker, right company
Alicia easily understood the technology and the value it would bring to her company. Unprompted, she suggested an in-person demo at her company’s HQ with other company leaders, all of which would be decision makers in the process of making a purchase. Keep these leads coming!
Not sure we provide any additional value but willing to try our system in April, 2020.
Great meeting with the right point of contact
Trevor waited on the line with me and followed up with the prospect because they didn’t show up for 10-12 minutes. He finally got him on the line. Great job!
Not in the market for AllyO or any solution as his company is switching all HR/ TA solutions internally. Will not be ready to talk for 8-9 months for an intro.
The prospect is familiar with what we do because of our sister company so the conversation was good. There’s some interest to learn more.
Looking for Certifications
The customer was very interested in Pixm and asked some detailed technical questions about how the product worked and how it was deployed. That in itself speaks to Carly’s effectiveness in communicating Pixm’s value prop to Mike over a short call. Thank you Carly!
Sarah did a great job scheduling a DIRECTOR level poc.
Fairly new in position and not as high up as we would like to get movement. Was eager to learn more and it is a large account. Taken together is was a solid lead.
Former user, timing is not right as they’ll need to fund RelSci with a capital campaign budget, wanted to check back in new year
Right title, beginning stages of sales cycle. Looks like could be a great lead. Keep it up.
David was the right persona at an appropriate business who was very interested in our value proposition. He understood the topic and purpose of the call. Great job!
Great call! Very qualified and incredible amount of spend.
Glenn was more of a policy and trends type of position, so has no influence or involvement in any IT spend. The conversation was good and I would not say a waste on my time, but not the target we are looking for.
very qualified! great job
Ah bummer this one wasn’t very qualified. Going in we knew that “they don’t tend to let employees self book” but they were still interested in learning more. Good opportunity to let the prospect know that we do not have an approval process as policy enforcement. If prospect wants to continue the conversation thats fine. Once we got in the call there were a list of other reasons why they weren’t qualified, but none that I expect MB to know or worry themselves with.
Good lead, possible building out of a use case but still knocking down engineering team silos.
Great lead, caught them in time before they re-invented the wheel.
Right guy but a small player. At best this is a very small contract for us. We want to shoot for larger organizations with a larger customer base.
not great for MP but possibly in the future! Good CP prospect
Unfotunately not the right person
good contact, good company. Not immediate opportunity but maybe 2020
very limited knowledge on VDI. Also has nothing to do on the desktop side of the business.
customer was an analyst…. Had no background of VDI or virtualization.
On the plus side, Sandeep is probably the right person at Episode Solution for us to meet. On the down side, Quilt is usually not a good fit for consulting services. In this case, there’s actually a good potential use-case for the future, but they aren’t currently working with any data in S3. We’ll follow up with them in the future, but they aren’t a qualified prospect for this quarter.
spoke to their CIO earlier this year. Great prospect and great to get reengaged.
spoke with Lori and had a great convo. Based out of Jacksonville and engaged with purchasing another prospect of ours. Good convo and good lead.
stopped by the booth at NHPCO and are interested! Good job here
Great prospect that stopped by the booth. Engaging with them now.
If possible, to gather more around his top 3 security projects, challenges and /or timing .However, I realize sometimes it is very hard so good job as he was a good contact, but just no immediate interest in MDR as they full have soc in house.
This was a target account for me, so I was happy to talk to Karen. They are very small, but actively looking for a new system.
Great meeting! We are looking at a potential contract in 2020.
Good contact, good meeting. She said she’ll bring it up with the VP of Marketing for the group.
Great call with a qualified lead who is looking for a solution to contract management.
Call went well. They are part of dec. making process and will report to director. Saw benefits and interested, but VERY early in the process. Asked for pricing info to get budget #’s. Good job
ALL Good, keep them coming!!
good contact, need and in the market.
Matt was definitely interested and understood the technology and liked it, but admitted upfront during the meeting he was not a decision maker. He stated that he intended to have his two bosses on the call, but they were not able to make it. Matt stated he would put us in contact with both of those people in ~1week, so at that point we should have good feedback on what the titles of those individuals are, so that we can better understand who decision makers are. I believe we will probably have to have another overview call prior to being able to graduate the lead, which is the reason I marked the score down from a 10.
great meeting with definite use cases for Fidelis. Second meeting shortly
Allyson did a great job staying on top of Stephen to re-connect “persistent” is the key word
Good contact with years of experience in Supply Chain in Coke….Edwin’s true value was talking about his Procurement and Supply Chain organization and the leaders , i.e. decision makers. He also offered to take us to the leaders as a next step. That’s a true Influencer. So overall, Amanda helped build trust. Now we have to grow that and get into see the executives above Edwin.
Exactly what we were looking for, thanks.
This lead was not on the right team we are aiming to pitch. He deals more with customers who need training. He was helpful though and tried to point us in the right direction.
Solid meeting scheduled. Hector helps with ADA and 508 compliance. Very motivated to get this done
Very relevant and excited to move on to the next step
Great lead. Was a heavy advocate for Expensify and service. We excel at both.
This call was very much a first introduction but there could be a right fit. If not now then perhaps down the road. The timing was ideal since they are still working on event/marketing budgets for 2020.
Right area, nice guy, not a decision-maker, not a budget holder
Didn’t seem to be as focused on analytics in his position as expected. He likely does more networking and IT roles. He was also junior and needed to check with his manager before moving forward. We will followup and try to talk him into a demo.
Charlie will be looking for us to do a bid next year.
Right person, but not sure if good fit for us. Not okay with sensors at desk level. More interested in people counting sensors, so perhaps reach out when we have that available.
They’ve got some robust HR tools in place, but we have a way in with our scheduling piece
It was a good call, but they are not really looking to change from Altru. They have the usual complaints about Altru, but budget is a big deal for them and paying for a separate CRM and ticketing software would be a tough sell.
Ashley did a great job connecting me to Malcolm. This is exactly what I am looking for in lead generation. The call was a perfect entrance into FIS which is a great starting place.
Great conversation with some immediate upside.
appropriate contact, no project imminent
Needs to ok any trials through command. lead was open to new info
Emie did a great job getting our foot in the door with a client that was on my “wish” list!!
The company is one of our target accounts, so having a meeting with them was great. The lead was too operational focus to be able to make strategic decisions in the short term. But certainly gave us great feedback as to where to look.
Client just signed with Tessatura, but Amanda is not 100% behind the choice. The call was a good introduction to her if things change at the Ford house
this person worked for a claims tpa
We still have to learn more about their budget and size as to whether or not they will be the right fit. We scheduled a demo so hopefully we will learn more on their budget.
They’ve been with Concur for 5 years and love it. They need full policy and also the ability to sync with Concur seamlessly like we do with Expensify. He cut me off and said once we sync with Concur, we can reach back out. Not worth the 3% back or money saved with fees for the “inconvenience” of having to forward receipts to Concur. I said I’d reach back out if we ever sync with Concur.
Right audience. Great pipeline add.
Great contact in the CISO’s office. A follow-on meeting will be generated in the next two two months.
Great contact. Keep ones like this coming.
interesting case. They spend $1.2 mil which is great. 85% of business originates domestically and 15% originates internationally. Security is a top priority for them so I’m working with Brian and our team to see how we can work them. Not impossible but not straight forward. 1,000 travelers which seems a bit high but again, does not disqualify them.
Churches are probably going to be tough. They “won’t get anywhere near $100K to earn cash back.” I recommended our small business program. They book for retreats. Seems to also be quite a bit of international travel. Joann is very new and has no decision making power.
Solid meeting with Kevin. Hes the CIO and wants to look into Web Accessibility.
Great job reaching out to the CIO
We’ll probably begin to target larger sellers
This was a great introduction to an organization that has the need for webcasting. There were some pain points discovered and I know we will be able to help.
Took call while traveling (so not ideal, as couldn’t join WebEx) and as I told her what we did, she immediately said she was not interested in any sensor-based platform for space utilization.
not super qualified. has no intention of switching vendors. woman we spoke with wasn’t the person we scheduled the call with. In contract through 2021. Complex international travel that needs agent origination.
Good contact. Decision maker.
This contact was able to provide a lot of valuable information and feedback but might have been a little too low as far as hierarchy goes.
Interesting contact who might be able to help.
Right prospect, great feedback, but they said it was a bit pricey for them.
Great longterm opportunity massive growth opportunity over time.
Great fit – contact has used RelSci previously and sees a need for a relationship-mapping tool for their org. Said they can move fairly quickly if she can demonstrate the value to management. She is sharing info with higher ups and will be in touch next week if they want to proceed with demo.
super engaged and excited poc. He is taking action on starting process ASAP. great meeting!
Ryan is amazing and took lead on this call! team work on this one for sure.
engaged, open-minded, good title – not a budget holder, didn’t think it would be a fit for him or organization
good contact that is a strong influencer, need could be a bit stronger and no budget identified. were not actively looking to solve any problem.
The opportunity is worth spending more time on, this particular opportunity may have some unrealistic expectations, this is not information that I would expect Joncarlo to uncover on his screening call. Great job – thanks!
Joe was a great person to start with as he shared some valuable information and names of other key folks.
Solid Lead. Right contact to start Bluesight conversation with. Will be evaluating in 2020.
Good contact, gave a lot of information, but right now is probably not the best time as they are de-merging with the loss of 500 jobs and instability
Brad didn’t want to talk, didn’t have budget, and didn’t show up for our initial meeting (this was another reschedule).
Good connection and good job by Will in building rapport and gaining her confidence to take the conversation forward.
Former users, so she was familiar.
Very qualified! Nice job Austin.
Good call. but Not sure that Zach as much influence to help make a decision. No immediate next steps.
Not qualified. She said they only have 3 full-time employees nationally
This was a great contact. He’s imperfect in that he’s not the person in charge of engaging eDiscovery folks, but she’s got the right idea where if she gets the right COMPANY on the line then we can use that initial contact to build something that gets us to the right person. She’s been amazing.
Great conversation, one man team. Will look at tools next year, July 2020.
Aaron was interested. There are clear next steps and a follow up. The only thing Aaron didn’t have was a project already lined up.
A smaller, home-based center, but was willing have me create a group by the end of the call. Was in the process of creating her personal account on Go2s when interrupted by the end of naptime. Hopefully we’ll get her to accept the invitation and bump her to admin during follow up call scheduled for tomorrow.
This is a fully qualified lead and an opportunity has been created.
A smaller, home-based center, but was willing to create an account and a group by the end of the call. Could be a sign of a good reception by the family child care market!
Right title, right sized company
Lots of SnF’s. Using optima and not going to switch anytime soon
good qualified lead with a need in the marketplace. Stayed after the lead – four phone calls. Good intro/transition to our team with the lead
This was a good person to speak with in that he was able to provide good insight. The only issue would be that he was lower level and we need to get higher up. Hopefully he can introduce us and get us there.
Excellent call with a decision-maker at a relevant company.
Excellent call with a decision-maker in a relevant business.
Right title, has budget authority
A little bit junior, but we got a demo scheduled.
Heard our pitch but may be interested in reselling not for the Census Bureau.
good call in general, need is a bit lacking and he needs his higher ups approval to move onto a demo.
just too small (<$7mm in assets) and the website is very old - email address has a @bellsouth.net domain.
Definitely the right contact we needed to get on the phone with. The customer even gave kudos to Ron for staying in front of him and making sure that we were on his radar – really great work Ron.
very interesting role, could buy this from us
Thomas is a good candidate to use our open-source APIs, but not to buy our product. The distinction is that he and his group is not actively using AWS. He does use S3 for backups, but to store active data.
good meeting, deception interest
right contact with a need and is in search of a solution such as ours
They are happy with their current platform solution so it can be hard to move into the next stages
Got some insight on their MMIS MES program. She is not a decision maker, but confirmed Jason Stewart (who I work with) is.
Absolutely great call, he is engaged and there is already a wonderful culture for ev at their campus.
AMAZING CALL! Ready to buy….engaged and motivated
Great call. Always high quality.
Questions that will help for the call with portfolio clients.
Addresses of sites they are interested in- so that way I can drill down to utility incentives.
The lead hadn’t really learned much about us prior to the call, so we had to improvise the script a bit, but Ryan had communicated that ahead of time.
Right persona, and the lead understood who we were and why we wanted to connect. Well done!
Right persona, and the lead understood who we were and the reason for the call. Well done!
Not a great meeting. The person was the wrong one and he was not in the correct department. If qualified better, the lead was not have been valid or booked.
A bit junior but hard to tell because its a smaller organization. Managers in small orgs can have power but in a large organization aren’t really relevant for us.
Good Contact who has already provided some quotes
During the call it was discovered they are not in need of a tool like LP as they have a comprehensive suite of tools one too freshly rolled out. He is also too new to his position. He is not in the position to make decisions but can bring ideas to the table based on what he hears from the Local hospital EMCs. unfortunately, just no need.
What a wonderful meeting! He was engaged, great questions, definitive next steps.
Probably not a ton of work here, but Robin was very nice and is a good connection to have given the broader organization and potential for referral.
She was very clear that they are not looking to add any new technologies before 2021. A little extra questioning on this with timeline is really important.
The customer went from zero interest to requesting for more pricing details and a follow up conversation. I’m glad that Ron could help make the connection!
good lead right person and a project.
Not a webcast opp. yet but could be and he’s willing to find us some more leads!
Good meeting. Not a buyer, but was able to secure an introduction to the appropriate team.
Was unsure how the meeting would go bc he seemed pretty reluctant that he had any kind of decision power but was able to get him on board.
The company (WellBe ) is a great fit and has a clear use-case for Quilt. The only thing that would have made the lead stronger would have been to get a decision maker (apparently the CTO) on the call.
Allyson did a great job staying on top thru email and phone follow up – this is an oustanding oppty
Emma set up a good call that has potential- the sale might be a limited one at this point but our companies are well aligned for possibly more biz down the road
We have been engaged with them, but it went dead. Thanks for engaging here.
Great lead here. Tried to get a meeting with them last year to no avail.
Good contact at a target company
Not a decision maker, but provided good background on the Department and may have a need moving forward.
they are definitely in our sweet spot; except they have a perpetual license of NFE which makes it tough for them to move, right now. but, it was good to get our name in front of them now.
no project, not part of his role but took the time to learn and speak with us. follow is for networking only
She got me someone that was harried and has the authority to make a decision. Really well played
Great C-Level Meeting. Alessandra is doing a great job!
He’s interested in the idea of RTLS, but isn’t a decision maker. Tried to book a demo, but wasn’t interested. Said he would share info with his VPs to see if they had interest.
This contact is a decision maker and interested in a follow up meeting
It was really hard to gauge how useful this call was. Doug was not very inquisitive and didn’t really know what he wanted to know about. He may bring this information to a decision maker and it turns into a solid lead. He may forget about it and it was a waste of time.
A good lead. They are using Casamba and can’t move due to their SNF affiliation.
Not the ultimate decision make, but a good call with individual buy-in.
Magnet Forensics accepted this call as they did have some knowledge about us on our Digital Forensics side of our business. They simply wanted to know how “we could help them” and I gave a high level description of Rosette’s different capabilities though they had no challenge or business pain they admitted that they were trying to solve.
great opportunity – will visit her in person in mid November
James Manning did a really nice intro/handoff. Not too short, not too long.
Loved this call, this prospect and this potential. Entering their high season so it won’t close tomorrow but strong likelihood of a follow-up with their extended team. Definitely the right contact to start with within the organization.
Great prospect who thought they couldn’t afford us. 300 ADC
Small account, but good conversation at AHHC
Demo Completed with Dongmin, He is responsible for new tech innovation at InfoArmor now owned by Allstate. He liked our platform, though he felt it was templated at first. After understanding more he saw the potential of projects through us especially for companies that have no dev team. He has a very unique machine learning algorithm framework he needs to be built. He will aim to send me the flow for it in the next 2 weeks so I can speak to a technical expert and see if we can build it. He feels the reusing of code may be an issue with legal but I assured him it is nothing proprietary from them as they will own the IP and Code along with our legal can get involved if need be. Next Steps: Share relevant case studies. Follow through in 2 weeks for machine learning flow project.
Great lead and in the right wheelhouse. Thanks for making the connection, Ron!
Emie is Great and I Appreciate her quality leads and coordination.
Ely continues to do a great job.
Perfect call. Had Director and CMO both on the call. Call took place today and they immediately scheduled a follow-up for Monday. Nice job Jake!!
Low user numbers, not really a product to speak of at this moment, but could grow into something.
We found that District resonated with Marie, as she had experience early in her career with physically disabling ports on devices to match security policies. She was receptive to the technology and is looking forward to having a follow on meeting and/or demo with her team in Seattle.
Liz does a great job – always prepared
I met with Judy at her booth at IACP in Chicago. She is interested to learn more about GSX. Her product is not quite ready for our audience but could be a potential customer for 2021.
Great meeting and an excellent opportunity for RangeForce.
Correct title on the list of accounts.
Judy was trying to sell us on exhibiting at their show..not looking for a solution.
This was an oppty that had stalled out and JC got us back in at the right time!
Went over Maps. Setting up trial. Has weather coming in a couple of days and wants to try it out . Needs Special Air Space and Wind Turbines layers loaded.
Great lead. Very engaged prospect. Willing to help us navigate the org.
Even though Shay isn’t the ultimate buyer, it is a good lead because she can help us get into Hyatt Corporate.
Great guy, straight forward shooter, honest about current state and opportunity. Good potential here if we frame the project and scope with him properly. Won’t be an easy sale but solid opportunity if we execute it well.
We’ve debriefed after the call
Had good preparatory info and, using that, was able to identify two potential gains with Go2s, but prospect had no real pain points with current system of communication and gains were not enough to justify going through new product adoption.
Very solid meeting. Would love to see more Dig Marketing Agency partners meetings like this
I had good basic information about the prospect (what she was currently using, how her business was structured) which led to a conversation that revealed a pain point (parents were “pestering” her to use a text-based notification system). We set up a same-day follow-up conversation to create a group
Terrific lead. Will lead straight to a demo. Well researched and the right people were on the phone. Terrific job
Set up as many calls as you can. Alessandra has been great!
Good contact who offered to help navigate Parsons
Great lead that has the potential to be a fruitful client for us
It’s the right person since he handles sales and marketing on Amazon.
Great contact, no immediate need.
She said that she took that call because was in a good mood and Ben was very nice. Well done!
She wasn’t the exact person we’d like to get in front of but she will help us get there. Will work to follow up to make sure we get the follow up demo.
Right contact; right size company; highly mature security org not interested in outsourcing; prefers to keep everything in house (except the occasional external pen test).
Allstate of Canada. Would be helpful to know.
The prospect was the buyer and was aware of our type of solution. Couldn’t have gone better as they want to buy.
This call went very well and introduced us to a part of the organization that we were not talking to. The customer was very open and receptive to the discussion. Great work Isiah!
I was not on this call – Jack Tang handle it.
I wasn’t on the call and was unaware of it – Russ
I spent years lamenting inside sales. I was not a fan. Now all the sudden I’ve got Ashley staying out of my way on the clients where I’m making progress and serving up gems in those places where I don’t have an entry. It’s amazing. I’m converted!
Good company but need applications and environment. Need salesoforce or zendesk
Wanda was unable to get into Zoom. However, she’s scheduling a time for her and her team (4 total) in the next week or two to see a full demo.
not the right contact, but was willing to share who might be better suited for the call.
no need at any level… spent the time talking about his systems in place and in the end apologized for agreeing to take the call.
Do not have a current program, which is who we are predominately targeting for MGC- would’ve rather the SDR to get referral to the UC Davis department with drones and set it up with them.
It was the exact person we needed to speak to, at a huge program.
Lead was prepared, was committed (stuck with call even after a few tech hiccups), and asked great questions. Goal of starting sample group was reached (pending invite acceptance).
Jonathon was new to his role and unsure of what DataStax even needed. It was more an information gathering mission for him. I don’t foresee anything developing in the near term out of this prospect.
Good contact to have within Norton, as they have bought out one of our customers – University of Louisville Physicians. Doesn’t appear to be an opportunity now or in the near future, however.
This was a useful contact for future business development.
good discussion right person, just no budget at this time
Excellent meeting. The prospect was ready to talk and very interested in moving forward to another call.
The right person, but we unqualified the seller as a prospect.
good contact to have. Rave is limited in its capacity for bi-directional alerting. He reports to the Safety Officer, the SO will have authority. need to get to one more layer in order to get an approval to move forward with a demo to include his safety officer. overall a quality pass off
Ashley was turned down several times by Rob, stuck with it, got him to check out our website and line up a call. Great stuff. Many time we get several objects when we are prospecting so this was a great representation of not giving up. See what happens with the opportunity. Much to learn on the next call with Rob and our Servion Engineer.
Good call. Thanks for getting Scott on the phone again after 5 months of silence.
Jarrod was interested in our model and even hiring a few recent grads – but the problem is that Awesemo is so small – just 10 employees – not a huge opportunity for us
Good call, although the prospect joined late. Need more time to speak with him, as it’s not clear what type of solution he is looking for.
Great meeting with the right decision makers
Didn’t get too much out of this. We may be able to get a demo if he gets back to us. Will keep working on it. I don’t think there is anything we as a team could have done differently here.
This is our second lead with Baystate. Had spoken with Kris Walsh last year. They had Awarepoint and are working with CenTrak. We had converted Kris to a 4. Awarepoint will be supported through EO 2020. Need to prepare budget and plan for replacement by May/June next year.
Her company is smaller and earlier-stage than our sweet-spot. She’s not likely to pay full price for Quilt. But, her company could become a great customer as they grow.
while not a direct buyer, could introduce us to clients
Lead was okay and may have potential.
Non-profits are tough. Budgets are usually very small. She loved our product but balked a bit at the price and mentioned potentially 3 years to get it in the budget. She loved the product and potential insights but isn’t sure she can get us approved. Going to speak with her boss.
Great call. Right title and person involved in dec. making process. Wants to find out pricing info for pilot, but purchase would not be until 2020. Great job!
Allyson provided very helpful information that focused our call on his interest and future need
Great contact, not decision-maker, but can get to ED for next steps. Small org, so iffy on cost, but cold calling has not been too successful, so they have a need to map their board’s relationships especially to corporate targets.
Ajay was the right contact in terms of scope and purchasing authority, and he took the meeting with an accurate understanding of what we are offering. Great job!
Potential for other properties he manages
Great contact who might be able to help in the future
awesome job getting prospect to engage!
mac user do not support Macs
11/1 scheduled Network/ Deception demonstration
I spoke with Chris Smith who is the SVP of Product,
He said they are looking for outsourcing partners to help build custom requirements for their clients mainly in the connected tv space. The current requirement is for Roku tv and Apple tv which we do not support as platforms. However, there are times they need to build natively.
He said it will be good to connect when the timing is right. While he was impressed with the eros now case study, he wanted information on mobile apps we have built with video streaming capabilities.
Next Steps: None
Emma is doing a great job.
Rushmore loan mgmt has 6 developers, 1 QA, and 1BA … no real prospects to add staff aug, a project or work force development – and they are currently on a hiring freeze for contractors
TekSystems is a bit of a competitor … but to be fair, they could use our platform for their own hiring. Dennis is too low level to make that kind of decision, but i may have gotten some market intel from him about one of our target customers – Nationwide insurance – that is a good thing too! just not a buyer
Great job getting questions in advance
Great lead for a large client…existing relations but always good to make an additional tie
He does not cover App security, Muhammed works on the network side using IDS/IPS tools. He will pass information along to the proper team members did not feel comfortable sharing his coworkers name and info.
I think this was potentially a great call. While the customer is not a buyer with money, they can make introductions to the right customer. If they follow up and make the introductions as they said they would do, this will likely lead to a qualified pipeline opportunity (which is the ultimate goal). Thanks!
Not qualified but pursued to try and get another meeting.
Great lead. Might be an opportunity to expand the products represented at our event.
way to go Grace for setting this up!!
looking to move away from ChargePoint
great contact. well informed individual and a decision maker. business potential may be far out, but this was a great intro call.
Prospect had only 15 minutes of time to go over solution. Did not qualify or gather informations about his internal recruiting process or tools they are currently using.
good lead he was not the most enthusiastic but seemed intrigued enough to continue speaking with us
Rushmore loan management is very small; only 6 in the entire IT group; they rarely use contractors/staff aug and currently are on a freeze for bringing in any help … not a likely buyer for us
Isiah took his own initiative and pursued well. Complete cold call. Great job.
Great persistence with a finicky contact
great company, but prospect seemed to be low level. He wanted to understand what we could offer but didn’t really know too much about what they were doing internally.
Ok call, the company industry isn’t a great fit. But they were open to hearing about our solutions and we might be able to help with the website refresh next year.
good conversation and role of prospect. Possible opportunity.
excellent use of time. very qualified. if policy is an issue we may miss but it sounds to be a good fit right now.
The client didn’t even know WHY she took the call.
I’m not sure why she did either… I will be introducing myself prior to the calls with an email for the future. And I will try to get a better understanding of why they schedule a call with us in the first place.
Great discussion, keep finding the right point of contact to engage with.
Potential opportunity but not the decision maker
Dynamic and Exciting – Nebraska at it’s finest!
great lead. they have no existing email security which means they could certainly use Armorblox.
Sara is a good lead (not currently using a tool, great center size) and I hope she will actually consider what she learned on our call.
Met Albert in Philly, so this was an easy conversation. Not a decision maker. Was able to get the contact information for the Anti-Harassment lead at USBR. Good resource.
Jamel was very engaged, but isn’t a decision-maker. He said he would connect us with the right people – hopefully that happens.
Jonathan understood what we do and was definitely interested in learning more about us. He was the right person in the organization for an initial conversation. That’s all we can ask. Well done!
Liz was friendly and open to listening, but she’s junior, brand new to the company, and not a decision-maker with respect to using our services, ultimately. I will follow up with written materials and, hopefully, she will keep them for later (particularly ELS contract abstraction) and/or pass along internally. Not much immediate traction.
Great contact/large org – only issue is they are set with budget until July 2020, but would like to revisit in June and see if they can add RelSci. They are building out a major gifts program now, so there is a lot of potential value for them with RelSci to proactively leverage their board/execs.
Went over Maps. May want trial in March 2020. Sending Maps overview.
Please share contact phone numbers. In this case the VP got an email from Moe and the VP asked their recruiting manager to hop on a call with us. Please enclose the VP’s contact info too so that we can try and get the VP on the phone for the next round of discussions and/or at least keep them in the loop with next steps.
Louis is the CHRO and is referring me to his head of recruiting: Lisa Russel.
Limited number of opportunities, but good contact. Thanks for setting this up.
although a smaller development group – 60 devs – Kroll has a culture of learning and hiring junior developers – Rob is interested in the Catalyte model and we will have follow up meetings
Shazam uses onshore and offshore contractors and is based in DesMoines IA. Our value prop – finding, training and deploying junior developers doesnt fit great.
Not the right POC, but will help direct us.
Very informational/educational call. Didn’t know what we were or what we offered. Found out he didn’t need this technology, but maybe his tenants may be interested. No immediate opportunity
EDR opportunity uncovered for 2020
This was a great find which generated a reseller quote exceeded $269k
Allyson scores high in effort and her persistence
Julian spoke with me and Jake. His company provides prices for daily items like groceries, household items, and others. They help you compare prices and understand where the best rate is. Right now a lot of it is manual where they take orders through phone, track expenses on paper, and such. They have a basic landing page to do so but are not ready yet to automate everything. He was interested in our offering as they have recently replaced stripe with something else called teethus and need a developer to come fix the code and connect it with their system. We do not provide this, but he was still interested because he said we may have to build this from scratch in the future or decide to go native and add an app to their product. The automation of the features he mentioned earlier would be included in this, Jake was right as it seems they are doing an overhaul of the company and may need to start fresh saving on the design of the last project. NEXT STEPS: None currently, Julian and his partner Miguel said they will reach out when they are ready to do so and can provide information to do a spec call. Will nurture them until then.
I had a good conversation with Tom, the CEO of Win First marketing. We did not get into how Builder works. But he did mention that he mostly wanted to share his process and see what we could improve by automating to increase efficiency. His company provides nurturing of leads and taking them from when they are generated to a qualified demo. CURRENT PROCESS: Right now, they get the lead list. It goes to Airtable where it is stored. They have a cadence it follows (6 calls at least and 3 emails at least). It is also connected with another tool he mentioned kick seat? for more information. Then every time an activity occurs, the rep writes down when it happens and logs notes from their call. Trouble is it is all manual and inefficient in excel sheets (air table). They also have trouble pulling activity data for clients. If they don’t book at least they should show activity was there and attempts. He mentioned while a CRM would be great, it doesn’t make sense due to their size but also per seat charge. He gets SDRs sourced on a contract basis so it does not make sense to be in annual contracts for CRM’s that charge per seat. We agreed initially if we could find a better way to allocate those leads with automated tasks, logging, and much easier procedure. He could pull better reports for his clients. NEXT STEPS: He is going to share his current process via airtable and I have also shared a link to the builder with him. I will get back to him by mid next week as to what a good custom automated solution would be.
I spoke with Marc. He was very to the point, he mentioned that any outsourcing of development they do is very specialized in a unique tech stack consisting of python, tiger, along with specific backend databases connected to the secret sauce of their platform. Since Engineer.AI picks the tech stack for clients, he would not be a good fit for current projects. He is open to staying in touch for projects that are outside that scope and not as sensitive. No Next Steps for now.
Open to discussion, but not looking to change ticketing systems. More of an info call.
Great gateway conversation!
Good lead. Good job positioning.
Tom is always a tire kicker and never interested in doing anything. He pushed us off to “budget” next year. It would be helpful to know if there is actual interest.
No project now but always good to connect with a leader in the industry and educate them, especially since he works at ISACA which is a provider of round table discussions across the US.
Great lead and great account!
good conversation with a higher level prospect with responsibilities over the website. To be seen if it’s an opportunity.
We are close to a sale with this group! Thank you for connecting us Ron!
Good call that hopefully turns into something.
Jim is a good use of time. I think he is one of the most qualified leads thus far, meaning he has a project, he has a budget, and it is imminent, which for him is 1-2 years out. I do see opportunity to work with him during his decision process prior to that.
The prospect thought we were a SIEM. He did agree to hear us out and we set up a follow up demo so it was not a waste of time.
Right title, right person, VERY interested and saw how helpful it would be for him. Only issue was timing… sounds like they are in the early stages and not high on the priority list, but good to get in front of him and educate him for when timing is right
Not a decision maker, but a good call.
Good timing and decent opportunity to displace a current SIEM
good conversation at educause. Working on next steps but its promising for now.
Everything is great except they have no budget.
Good interest but not in security. We are hoping he will bring this to them.
Right people but they outsource their IT security and are very small. Not mature enough for a SIEM.
Good call with the right people.
Not a decision-maker, but could become internal champion and was very forthcoming and helpful.
great way to position the call as ” let us provide you info ” on Nexsan and what we do . good job positioning Nexsan
will be a good fit – just bad timing – 6-12months away
We are trying to work up to talk to his boss, but this lead is more of a person who “uses excel” and moves around data a lot. We would probably have to jump around the organization a few times to find the right person.
Izzy has 70 open positions to fill in IT. He is very interested in the CAtalyte process for identifying and training talent. Could be a pipeline of tech talent for him … followup calls already scheduled.
Alex has a small IT shop with a current vendor and no upcoming contracting work. We will touch base next spring.
Possible technology partner. Will connect them with our Partner team.
Great job landing the meeting! Tori (VP of Accounting) seemed to think Upside was an expense reporting tool and thats what she was looking for. I wonder if we could go after a different persona in the same company? We spoke for about 10 minutes and I tried figuring out what she wanted to get out of our call today and kept bringing it back to wanting an expense system. Their travelers don’t use their current TMC (she didn’t seem to be bothered by this) and said they will be re-evaluating TMC’s in a couple months.
Excellent opportunity. Good contact. Not the decision-maker but an important influencer.
Good established need and interest in products.
There was no need or desire established on the initial call and that led to a pointless sales call. The prospect didn’t see any deficiencies in their current info….indicated that they cannot use outside apps and wouldnt share the operations persons info
No immediate need but good to connect and see what is possible.
this lead has lead to a great opportunity – always great to get a foot in the door with IR folks
great notes from nathan, per usual!
Terrain provided great context and was able to properly qualify the lead.
Hospital industry is new for us so it was hard to speak confidently to their challenges but the use case was in line with our product.
On the soft skill side, Terrain was great in the introduction and handoff.
The conversation was set well! The people on the line were super engaged in the value proposition of RangeForce and ready to see the platform. Fantastic call!
The prospect was looking for employee self service chatbots. This was not a qualified lead and the meeting was set through email. A phone call would have determined that this was not a good fit for AllyO.
Great call! Right people on the call (technical people as well as dec. makers), is already looking at other sensor-based solutions and is very interested! Area to improve: It’s okay to push back and let them know I’m in California. When she heard I was in California, she felt bad that the call was at 6am Pacific. She said she totally would have been okay moving the call to later in the day.
Great Contact who manages 9 buyers
Opportunity was not a qualified opportunity because the processor was not correctly identified. HOWEVER, this was NOT the SDR’s fault. The individual who took the meeting did not provide him that information ahead of time.
Good contact to help move things forward
Could be a good opportunity down the line but they just bought Wyse a year ago and have no reason to change. Better qualification and focusing on larger accounts would be my feedback. Community health is only 50-100 seats of thin clients.
It was a good call but they are looking for something super specific that I am not sure any company at this time can fulfill. They will send us some sample docs that I can share with engineering to see if this is something we can afford to pursue.
This was a great lead. Greg was engaged and they have a need for improvements in many areas of their Call Center/Customer Experience strategy. Keep bringing leads like this and you’ll get Christmas presents.
Good point of contact and demo
On the surface trucking seems like a likely vertical. Digging deeper, trucking is booming and there is more demand than there is capacity. She straight up told us, surveys and feedback are not very important to her and likely other companies. They are focused on increasing drivers, trucks and capacity.
Had a focused conversation with an interest in a product. Constructive conversation.
Sigma is a signed partner. Because he had a different email (they’re a subsidiary of Pivot TS) they may have shown as a good target but Charlie has already heard from me.
Great job getting the referral. No immediate opportunity, but definitely the right person and its great to have a value-added conversation with him.
Chris was what I would consider an unqualified lead. He was interested in AWS but he had no budget, no project, and very specifically said he had no manpower or resources to do anything with AWS for at least a year. He said he would keep our information for the future, so we will see if it was productive use of time in about a year.
the guy seemed to get it. Massive IDM upgrade taking place. Need to position ourselves correctly from this point,..
Great fit, though pretty crazy use case. Nuclear weapon testing 1,000′ below the desert in case of accident.
Chris is over a year away from making a decision. I do believe he is definitely a decision maker for the process but unfortunately this one will not be viable until 2021.
Liz does a great job, gets me info, upfront about any issues she might see. This one just happened to be someone who doesn’t really understand the IT landscape. Could lead to other opportunities in Pharmacy.
Tom is the right person. Joined both calls and wants to set up a follow-up call to dive more into the demos.
good call with the right person. We can help them, but the timing might not be right. We will see if there are any results from the follow up.
Very good lead! thank you!
They had a very small hiring volume. (<100/year).
They can be a possible fit for AllyO Connect, our foundational platform at best.
Good contact at target account
No platform, or ability to control what’s rendered in the platforms they use. No needs when it comes to assessment.
lets try and bypass india leads
Lead interested but needed to schedule a better call back time where she could give more attention to product (was in busy classroom at call time).
Lead was interested but call was interrupted by arrival of boss. Attempting a reschedule.
This is a decent lead as it may generate some revenue, but it will for sure generate some awareness of our company at a school where we are transporting kiddos already.
Okay meeting, following up in the New Year. They are moving from Zendesk to Netsuite which is unfortunate but she liked the technology.
Just keep doing what you are doing. Keep checking to see if they have a SOC team as well, it makes for productive calls with this product.
Excellent meeting and the person on the line was very friendly and ready to talk. Felt like they knew exactally what we did and were ready to hear all about it.
Greg Boyd at Flowers Food is the right person to hear our story and he understands the topic of ‘Connected Worker’. Short conversation but willing to coordinate a follow-up webinar where we can provide use case examples.
Theresa did a great job in connecting me with an ISSO at NIH. I gave her a list last week and I have already received two great leads from her work. Sam
involved in security but has no authority to buy or recommend. Gave demo for informational purposes only.
Lien was evaluating larger shows for her organization to participate in. Great lead that’s the perfect fit for our audience.
This would be a perfect fit for our platform. Hopefully, he decides to move forward and not delay.
Although Geoffrey is a director, he takes his directive from Army HQ. He doesn’t and won’t deviate from what he’s being told he should use. He’s a user of icomplaints, but there was no real conversation to be had around other products because he has no influence.
Good contact at a target account
Didn’t meet pre-qualification, but was good enough to meet with. Was only there for 3 weeks and had little influence.
Good lead but not the ultimate decision maker. Receptive and qualified.
Liz was persistent in her contact and efficient in getting me in front of the prospect. Prospect was eager for follow-up, but there wasn’t a driving need at this time. Good contact, appropriate targeting, low motivation to change. Worth the referred call and we’ll track it over time.
Great call – nice guys. Only needs our service for a couple of months a year during monsoon season. Want trial in June, 2020.
Let’s try to focus on companies that are headquartered in the US not India. Presentation set but spend controlled in India.
Another field trip play – unfortunately not super lucrative but I can feasibly see them using us down the road
Good lead that will take some pushing
There’s nothing really specific to provide insight into. The people we met were certainly the right individuals but they seemed to not have the responsibility for making the decision.
Great lead that has a use case for HSD!
Wrong persona was more focused on the marketing side of the house.
This was a great lead. Liz provided a very good narrative in advance of the meeting describing the client and his use case/line of business. This afforded me the ability to address the client being fully informed. Great job!
Decent lead – field trip opps are unfortunately not lucrative, but this lead will likely close – ideally we are targeting folks who provide a daily AM/PM transport or are open to utilizing us as a way to increase enrollment