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.
Fantastic lead here. Huge hospice that we caught at the right time.
Awesome lead… led to potential demo
Good conversation, thank you!
Correct decision maker and they want more information. Absolute good use of time.
SI didn’t know much about us, didn’t know where we got his phone number and had no interest
A good call with individuals who think our solution is solid, but it’s clear these aren’t the buying decision makers. I think it would be good to get a bit more information on who will be the ones responsible for the buy. I think we can glean this when we set up the call so that we know what next steps might occur after we speak with them.
Continue to qualify – Project, Budget,
Great call. well vetted~!
Great lead that resulted in a 10×20 sale.
Meron did a great/professional job opening up the call with Chelsea, brief intros and a recap of their conversation. This call resulted in the prospect sharing a good deal of pertinent information
good timing, well informed, great person
High-level contact however not much opportunity with his new role.
great background information and the meeting was engaging.
Right Company, wrong person, plant manager of a single plant
Contact had a use case but needed to refer back to DM’s
Meeting with Key Influencer at major company who is experiencing challenges we can solve. Excellent!
Wrong person, right company size and industry, will pass along information to right person
Was looking for a specific capability we do not currently have around CE. Was willing to receive additional information
Good call with Jim, next steps are to followup with him when CIO is back in town so he can include him on the demo. I am going to send him ballpark pricing as well prior to the demo, and I’ve already sent him our white paper and Gartner report.
Great prospect, resulted in a scheduled installation
Im told this was a good meeting. They have a project and there is a follow up.
Potential future opportunity in 2020 as the Museum expands. They just opened in Q1 of 2019.
Right contact, some interest in Agio. But only an educational meeting. Should stay with the SDRs.
Absolute right contact, has needs not able to move to an opportunity yet but interest definitely peaked. Will continue to work
very nice job on booking a meeting with the Accessibility Manager!
This was the right contact and they have a need at the end of the year. No active opportunity at this time but we will follow-up.
Relevant meeting with follow up. Cant ask for more than that.
As many companies, this prospect already has a solution and may not be looking to replace it, but this is the type of prospect we want to find that is in the ECM or BPM space. Great job Meron. Let’s find more.
Great Lead! Perfect size account and incredible feedback on the demo. He is definitely a qualified lead. The only reason I didn’t score a 10 was they are currently contracted with another provider. but he wanted a quote anyways! – Ben
They have a current system in place that meets 80% of their needs, and don’t have resources or budget to switch. Will continue to stay in touch with him in the event things change.
good work getting to the correct person
her having more info on what TO/PI is/does would’ve helped for context.
This could be a good partner for us moving forward.
Good contact. Thanks for making the connection
Perfect contact and good timing as there is interest in continuing conversations.
Decent contact. The call was more about scoping and the responsibilities of the contact were a little outside the scope of Legility’s services.
Client was interested engaged and a decent size.
Currently happy with the information they are getting from Emergency Management. Sent overviews.
Kian found this diamond in the rough. While John is responsible for a limited number of endpoints (1,500), his parent organization has (14,000) SCCM clients. If we show our capabilities well, this small opportuntity may grow into a much larger one. Keep the leads coming. Thanks, Bob
Good conversation – don’t have RTLS. Ray isn’t a decision maker, but said he would connect us with his supervisor and others.
Solid opportunity. They are in mid-decision process and hope to have a determination made in the next 2-3 months. We may come up short on camps and classes but are a good fit otherwise for the organization.
The customer uses .net and windows machines, this is not our offering
He has the right title and involved with Web Accessibility
A decision for this facility will be made at a corporate level.
Definitely the right people to talk to. No current devices we could go into or fit for our products, but some potential in the future. Multiple members of their electronics/software team were there and engaged, and we learned a lot about them and the small sat conference. All that to say, good conversation with a company we could do business with in the future.
probably staff augmentation, not teams – but the next meeting f2f is already set up!!!
Great job making the connection, and getting us in touch with this lead.
Great call. Well qualified and he had an overview of what we were looking to accomplish on the call.
interested but down the road
not the DM despite title all decision made through UK HQ
good title and invited other interested parties
they are already very entrenched with a current solution
Good lead – will be responding to this RFP
Not the target employee will pass along to proper contact and follow up directly
Great contact and great opportunity. Moving forward to next steps.
Great lead and great conversation!
unfortunately they use EM Resource and are vey happy with it. they are looking for a patient tracking solution that is Hippa compliant and will not entertain ones that are not at this point in time.
Unfortunately they only do field trips with 25 kids and require that everyone be in the same vehicle, only saving grace is that they may entertain providing everyday transpo for kids who have trouble getting to/from, coinflip lead
india is not a target geography for us, customer also is very very small
Turned out to be an even bigger opportunity for Attivio than just the Elevate product. Definitely the right guy and the timing is great. Excellent work!!!
Nice guy – Probably not going to become a customer but it was a good conversation and good learning.
Given that Tiff’s communication with Justin was all email, it went as well as could be expected. He needed others on the call and was somewhat scattered – but very interested and very nice so overall a good call.
Good lead – Getting in on the ground floor of their evaluation. Generally a reasonable fit.
Good starting point and likely project within the year
They asked for a contract at the end of the Demo!!! Best lead yet!! I will let you know when it closes. – Ben
Gazelle is a consulting customer and not an end user. Though sometimes, the consultants are better than end users but this time, probably not. Their market is healthcare where we don’t have much success yet. Always good to get the word out but end user would be preferred.
Very friendly and open to seeing a demo in Aug. He told us this won’t have budget until 2020
Haven’t had a response yet but looks like a good company
This guy was a great contact for selling BI analytics project work to – but they leprino is a company that uses COTs packages and doesnt do much software development … selling our Catalyte assessment and workforce development program – building software engineers for them doesnt really fit … BUT this will be a win if we get a BI project from them!
perfect titles, perfect timing great call
Still 12-18 months out, but will be looking at RTLS once they have made network updates. Good lead to continue to nurture. Will be others within the org – specifically IT – who will be involved in the decision making process.
Doesn’t specifically do talent today. More of a financial consultant. Moving to a demo. Could be a fit.
good first step to get to the right folks in the hospital environment and across the system. This was a hard call as they are reluctant to share names and emails. need to get our target audience, user or buyer
Great lead, growing needs, right Persona (SVP of Supply Chain)
So the memoryBlue call was high quality. I am not sure if it was a conversation they had before the call or just an assumption by Andy, but he thought there would be a bit more expense management to the platform. However, I was able to explain how expensing works and it was not an issue at all in the end. Other than that one thing…it was very high quality and no other expectations were set that we couldn’t deliver on. And he was genuinely interested, didn’t feel forced to be there. I absolutely LOVE this memoryBlue thing and Graham.
Also, something I liked is Graham joined the call and did a warm handoff. That was fantastic.
I was able to briefly speak with Graham and he’s a super cool dude and you can tell he takes his work seriously. I only expect great things from him honestly.
Describe our platform to prospect to be able to do something its not. We dont store data.
Massiel was not the right person to talk to, but she was able to put Lucia from membership on the line and we had a good constructive conversation. They are getting ready to move so this was a good time to discuss ACME with her.
They are a great lead although perhaps too small. They are going to be looking for a system soon so they are in the market.
great overall opportunity. perfect contacts. no real “pain” with existing set up, but perfect type of contact, etc
Not exactly what they do, could be something they would add, but currently don’t have an appetite for that.
Alumni outreach/engagement is a good field for webcasting
Graham did a great job landing his very first meeting. We had the call with a key influencer in the decision making and there should be a good opportunity for us to enroll the company down the road! Nice work Graham and Stacey!
1. Good Company match, right area, right person, presentation agreed, looking to start a project if the right tool presented itself
Best call yet with tons of opportunity and likely quick revenue :)
customer has solution in place, he is not looking for a solution (Red Shield) but will take a further look to learn more about emerging tech. Katelin did a great job booking the proper contact and driving him to the call. No opportunity at this time.
Wrong person. Will share name of cyber person.
James did a great job identify the right person at HHSC and the opportunity there.
Great company and sounded interested. Will follow up
Great job, perfect target person and they have a problem.
Again – more of an intro call for the future. They are not currently looking, but now they know we are out here. Also gleaned good info on how the Smithsonian handles software procurement.
Very short call. Bad timing and just wanted to push this conversation out 9 months.
Good Call- but the hospital belongs to Prime Health- while he feels he has some degree of purchasing, it is typically very low threshold.
he is the right guy to speaking with at the hospital. They have Everbridge for communication from Prime.
Not a complete waste of time, but at the end of the day, the customer wasn’t interested, although she really liked etk. pf/7/10/19
Good lead with potential in the future
Started as a good lead but then lead determined we need to talk to other folks. Said she would forward info but not sure that they will engage that way. Perhaps one qualifying question would be to ask if this contact is decision maker and if not, ask for a warm into email to the right person or persons.
This opportunity seems to be better qualified.
Technical calls need to have a technical resource assigned from PlainID
They are not currently looking but it served well as an introduction for the future when they are evaluating systems.
good conversation with the end user… not the final buyer, will need to jump through some hoops for any approvals and find $ as they are state owned with Union laws etc. Have
servicenow staff augmentation local to VA is not a great fit for what we want to sell … but the contact offered to introduce me to the software development group who might be a great fit – next meeting might be a 10!
It’s Delta Airlines. What more is there to say?
UCONN Health was an excellent lead. Absolutely the right contact. Great job.
good starting convo… but he needs to include his boss and EMC. will review information i send over to him,. all comes down to cost. have SWN in play but everything else is more paper-based, meeting the needs, but if the price is right…. streamlining is always idea. follow up info to be sent and will check in with him next week to see if his colleagues have interest he tried to pull one of them into today’s call, but could not.
Great contact but poor timing – they can’t spend money until Spring 2020 due to executive transitions. Interested in reconnecting later 2019.
Great fit. Right time. She mentioned that Andrew had to push her to take the call and she was glad she did
no decision making power, no drive to make a change. Basically did a commercial demo.
started with a staff augmentation discussion that led to workforce development conversation – could sell them both!
Great call with a demo coming!
He’s a heavy influencer. Was previously at GE/Sanford (a current customer of ours) – very familiar with our system and sees value. The only issue is that they do currently have Aeroscout – deployed 3-4 months ago. I get the feel that he doesn’t believe it’s adding a lot of value – however, we would need to rip and replace, which can be a challenge.
difficul to express value on short call, press for full time so we can go through our use cases and deck more thoroughly
Great first meeting, right people/responsibilities. Have next steps.
previous customer who wanted an update on what we are up to now
Keith is the right guy, but they have a very extensive Program designed to meet CMS requirements and implement many changes to the approach to DP. they have mass notification and incident command and planning locked up with long-term contracted products and not looking to make changes or evaluate products in this space. During the call, i discovered they do have a small gap in communication with their HH employees. based on this gap, we are going to explore our CM product to solve this Gap.
doesn’t do talent now. not interested in changing his business model. not a fit. I think a short conversation about what we do may have qualified him out.
One of the biggest accounts in the US. Great job here Brooks!!
Just not a lot of need for hospitals at this time, too many competing tools at the State Level- WebEOC- ReadyOps- state enamored with this tool. Brad not expressing anything lacking. Is willing to take a look at LP, but not as a buyer, more as a recommender since he is at the Hospital Association level. if Hospitals are looking he be in a position to say hey take a look at LP.
great call… right contact- have a need to standardize across system.
heavy users of Everbridge, knows LP very well through his colleague Stan Mizewski who has been using LP for years and highly recommends. timing could be good to make another expansion push into UM
They were a little short on time but it was productive meeting bc it included 2-3 others from the team on
not worth the time. was not a lead for what OL does
excellent call- right person at corp level, lack technology to plan and coordinate.
Solid lead. No DOP, but are pretty interested and reengaged from speaking to them a couple years ago.
he was a MAC user and right noe we only run windows and linux
Right person and type of account, but they are too small to afford our software. Even half price was too little for them. I am looking at working out an exchange of marketing for software type deal. Otherwise, would be a perfect lead.
Rob found the right contact at the right time. Great job! Let’s find more folks in Houston – plastics, chemicals,
Lead didn’t have a viable use case warranting a learning management system.
Great conversation and feedback!
Lead has good use case for our platform, but does not have an assigned budget to make the project move forward.
High potential if the business use case is proven to management and approved in budget
Great contact! Smaller firm, so we need to determine fit, but they are interested in moving the conversation forward with a demo.
He was the right type of prospect. He mentioned early on his main business was something we couldn’t service though.
Great company and great prospect. Thanks!
Right person, right client
The key to our solution is the number of client endpoints and how distributed their SCCM Topology is today. The more locations and the higher the quantity of endpoints, the greater the opportunity for the value of our product. The list of questions as a qualifier for suspects, that I have provided, is still not be filled out in advance of the meetings. This is an important point to qualify companies. Otherwise we are going into the meetings blind.
good call. influencer- not decision maker- no real pain beyond being outdated on the way they approach disaster readiness and response. Their approach is successful in meeting their needs No budget identified and without having a real need, could be a challenge to find the $
This is the right contact, but don’t think it will lead to a qualified opportunity anytime soon. They just signed up for a consulting service to help with their relationship mapping so the timing to take this conversation to the next level is off, probably 6-12 months. We’ll have another check-in in Oct, but my guess is that this is not an opportunity until July 2020.
Good lead – caught early in the eval cycle. Prospect is in the attraction space and a blocker may be that we don’t do multi-day event ticketing. Otherwise, good call. Discussed priority of attractions in 7/8 team call.
Led to some discussions about opportunities
She was only at her job for a week so could not make any decisions
good fit. he’s built his business on DISC and he’s pretty successful now, but with a change we can really help him. We’ll see if he wants to make that.
He wasn’t the right person to talk to
Right Company, some good info, referred but to wrong name, wrong email address purposefully.
I was able to give overview of Ripcord….however the lead didn’t have project or budget and probably wasn’t even the right person to talk to. He had an “interest” in what we did but I doubt there is a real opp behind it.
Good lead although very early in the process.
Need to only focus on hospitals and hospital systems.
Right on our target. Better than that only if it was the CMO :)
Marissa was engaged in discussing her needs and learning about Maritz. We have a clear next step
Although RconaSense is a current exhibitor, Ron was able to identify Clayton’s need for speaking opportunities.
The contact was engaged and interested to learn about what services Legility offers.
This company currently has no digital presence or strategy
Miller from the Bible Museum knew what he wanted, but was vague about their processes and set up. We definitely fit within their wheelhouse – they are a very heavy user of open API structures.
As we discussed, the use case can fit.
Timeline for their readiness will be only on Novemeber so no immediate value.
This is a bank, for now we keep with the kind of customers, although we need to decide if we can really work with financial institutes re regulations.
Confirm who will attend. We have a full team.
Great fit and good timing
The lead was very viable and allowed for follow-up and actionable callouts.
The prospect was the right fit but there was zero qualification. The prospect knew nothing and the wrong expectations were set (Russ will tell you about it and answer questions).
Great connection! Lots of good information from him.
Low level at a giant company. not a direct fit for his work
Met with CFO and Procurement Lead, so right people. Not looking, but open to receiving information. Good overall lead.
the meeting was canceled by the client. Not shocking since its the holiday. Rob asked me to chase and secure/reschedule meeting from this point. I don’t know if this is the best approach or standard practice but I can confirm that a call did not happen today and there is not a locked in date for a reschedule and its now on me to do so.
We had a very good call with Nick at Tower Research. The client has no immediate cyber needs, but I am optimistic this will lead to continued conversations in the future.
Solid contact and mobilizer.
Great lead. Just the company that has a fairly small number of customers and maybe we won;t have enough sample.
Great insight from Merrick on asking his network for prospects. Good training call overall.
Good contact. The have just begun to build their shopping list, good time to initiate the dialog.
persistence in scheduling this meeting
contacted the appropriate individual to have the conversation
Don’t help their clients from a talent strategy perspective and don’t want to at the moment
Great lead right person has a lot of interest…Great work by Alicia
if we can find out before the call what end point solutions they are using and also what OS would be helpful.
Walter Tanner was not the right contact, the lead was not actionable. Walter is more involved in transportation/logistics.
Not really engaged. Suggested to send overview material.
Richard definitely took the time to qualify and nurture this person to get on the phone and she seemed to have the right expectations, but was lacking in some context as to what we do – would be great if she had materials or a quick overview to the TO space we address
He has 1 station on the EOC. We don’t have any stations in his county. Sending station and Sferic overviews. No money in the budget this year. Possible long term opportunity.
Rich seems we informed about the logistics side of the business, however, he was not the right person to talk to and now we have to wait for an introduction
Solid call and solid opportunity. The client wasn’t in position for a demo but pre-sending the materials definitely helped with respect to his understanding the offering. We might want to emphasize screen share but in some ways the discussion made me wonder if we jump to the screen too quickly. Good to hear the client speak about their business.
Good company size, contact was not final decision-maker but seems to be a solid influencer, follow up conversation scheduled.
Good company size, contact not in the decision-making chain, no sales opp or follow up actions – although he did offer to try to get the info to the right person.
Could be a partner. Just deals with one part of an org, but we can likely help their clients.
Another great lead by Peyton!
Kian secured a meeting with Colin Buckett, Oracle Senior Director, Mobile
Peter’s team is currently under another company’s ownership right now but will be moving to their own next year so he was interested to hear about MP. They are in the very early stages of fact finding. Good lead; just early for timing to switch
They were genuinely interested in the scope of our features/functionalities, but only wanted a hair over what they already have. So, might be a challenge to get them on board our process for a little added value.
Very good lead! Thank you!
The lead was a solid VP of IT … not a perfect fit to buy Catalyte trained teams, but a great prospect to buy staff aug … we are currently trying to sell him this service!
They are interested in replacing their WAF, but are also testing a competitor for bot defense. She is going to regroup with her team, and see if we can get in to test that as well
This was the right contact. He wanted to learn about our services so good person to follow up with down the road.
Right company, good person to speak with, but company is up for sale so nothing happening right now
This was a good conversation with a potential partner as well as prospect in the Middle East. MENA is not a region that we are currently targeting within MTS, so based simply on market focus, this may not be a good fit at this time. Regardless, thanks to Aneeque for setting this up!
Great conversation; he needs feedback from security team to see a demo for next week
Good notes on expectations (not a sales demo).
The client is in a buying cycle and is really interested in learning more about Maritz Motivation as they explore an employee engagement/recognition partner. This was a well qualified lead.
We do not provide the data he is looking for.
This contact is in they cyber circles (community) but they are only interested in a booth trade at this point. Not a super strong lead but one that could be nurtured into something more solid in the future.
Maria did a great job of getting a meeting with this person; it just wasn’t the right person (not memoryBlue’s fault). Going forward, we’re only going to focus on infosec /cybersecurity.
Great Webcast lead. Custom holds several events/month anywhere from 15-5,000 participants which is a perfect fit for GlobalMeet Webcast.
It would have been helpful to know they are a client.
Business side of the house who thought that the conversation was best suited for his IT dept. Good intro and he will share our details and look for a referral in IT
Fantastic conversation for an account we have been after for a while.
Investor relations are good to get the door open but looking for more for Corp Comm or marketing avenues
The use case is perfect for us. They are interested in speeding up their process by parallelization. However, they are not using python, so no fit for us.
We were a bit unprepared for so many people on the phone for the call. Also, the primary client Michelle was supplanted by Henry. his role was unclear. This is no fault of Tiffany’s. The language barrier made it tough to discern decision makers, roles, and the client’s requirements. With 27 restaurants they seem like a good target but hard to know where to go forward. I think we should’ve identified who was going to be on the call beyond Michelle.
Dan was more on the transportation/logistics side and will be facilitating an intro to the appropriate contacts in supply chain/sourcing.
Had a great call with Andy. They are integrators who have walked our show for years. With this introduction, I believe they understand now the importance of exhibiting and not just meeting with their clients at GSX. There is a high probability that they will exhibit with us this year.
it wasn’t an exact fit being a very engineering focus, but we did manage to have a quality conversation that could turn into something – just not an ideal target for us to be speaking with
Mark is interested in a job with Adaptiva. He wishes to leave PCM who was just acquired by Insight. While a good conversation, not a sales opportunity.
responsive contact who already sent an RFQ
Right company, wrong person
This was a good call. they are definitely unhappy and sadly underserved by the current system. They won’t be out of their current contract for a couple of years, but I think we had a good initial call and hopefully a relationship will develop from here..
While the contact is not currently looking for a new solution, the conversation was good from an intelligence point of view for competitor intel.
Great lead. They are looking to replace their security vendor in late 2019. Good timing. We also have a software opportunity with them. – Ben
Another great lead by Peyton! Nice work!
Spoke to Mike last September, was good to reconnect. He doesn’t have a specific project on the table, but requested to have our information resent and would bring it back to his team. They do not have RTLS, so a good lead to nurture.
good lead, right person with a project in place
Prospect expressed initial interest…working on scheduling a follow up call for further discovery/qualification. Helpful to target high in the prospect organization so that we are speaking to people who have budget authority.
While the client is using services from our industry (an incentive supplier and some kind of platform and spending money on rewards) the client contact stated completely unreasonable demands and expectations on turnaround time. Showed no willingness to even consider strategic services to assist in building a better program yet stated her program engagement was poor.
great fit. using something similar, but this would be better for her business
Right positioning for the discovery call and understanding of possible need. Organization may be too small for ACME. Will be a 2020 pursuit at best.
good to know they use state net (lexis nexis) – what are the details around this? required information here – timeline, when do they reevaluate?
great information gathered!
all required questions asked.
all required questions asked.
all required questions asked.
You were able to leverage internal relationships to deliver a comprehensive demo of Fidelis Endpoint to their entire cyber team. Well done.
David was a good contact. He may have a need.
Good meeting, good title, good environment
James did a great job getting a meeting with a quality organization and champion.
Received an actionable RFQ
Great contact who was able to pull her manager in on the call
They had RTLS (Ekahau), but cancelled after their 4 year contract was up as it couldn’t do what they were promised. They are in the early stages of starting to explore a new solution.
Always looking for cyber operations stakeholders that are relevant. From there, there are merits and benefits for connecting with people at various management levels. I would say “Cybersecurity, Cyber Operations, IT Infrastructure” these are the most relevant in people’s roles first and foremost. C-Level, Mid, and End-User all have their merits but relevance is most important. This lead hit strong on C Level and high on relevance.
Qualified lead and the prospect was extremely engaged. This was a good use of time. I appreciate all of Kayleigh’s help in securing these discovery meetings.
Good entry point into a good target account.
Solid meeting with the right buyer at the right time.
good precall discovery. Great title and role. Good conversation and the next steps set up.
great qualification, great expectation setting, slight misalignment on if he did or didn’t get info on PI – could’ve gone to junk, but it’s really helpful when they have some context going into these conversations
Call went well, he was quiet, not many questions but was interested enough to try and schedule a demo. The day/time he chose didn’t work so we are regrouping end of July
Very strong lead — definately a org that should be at our show and we’d like to develop a relationship with them.
The use case is spot on, but they are not using python.
good fit. her business could really benefit from what we do
Needs to be referred to more senior member of staff
She does not have use for our product, but will try to loop in others who might.
Another quality lead from James
Jason was very engaged and this will definitely be a good MDR opportunity later this year. Great job Aneeque!
This one was tricky. From their RFP and scope it looks like they would be a good fit, but they have the need for heavy class management and assigned seating for 65 events a year, neither of which we can do – or do very well.
Perfect target for our deals
Need was there, understanding of who we were and right high level influencer. Nice job Rob!
Great lead – contact and org wise. Setting up demo as next step.
Great use case and great environment. Only downside is that this guy may be too junior to advance the opp but that isn’t Halley’s fault since this is a trade show lead.
This was a good lead because it started a dialogue with the Carnegie museums which have been very difficult to get meetings with . She was not the right person to be talking to, but she gave us the name of the correct person to talk to and now that we have spoken to her we have a little bit of an “in” with them going forward.
Good meeting, good environment and good title
Customer was pleasant and interested, but does not really have a need since he already has a system that, at least in his mind, does everything ours does except for checklist/probe uploads. If he were bigger, we might make a harder push.
Great contact overseeing litigation. He will be requesting procurement to send us an RFP.
Great title, great company, and might have opportunities for bids later
Good first touch, no active budget/initiatives so unsure if a viable opportunity at this point. Further exploration of their pain upfront would be great
The account is very excited about working with us on diversion. We have a follow up call in July.
Another great lead by Peyton!
Great job getting lead. Need to focus on Skilled Home Health/Hospice more, but sometimes there is no way of knowing until we call.
Thanks again Brooks!
Interested and has a need for services.
Interested and has a need.
This was a very good lead. You also forwarded to us his questions before the meeting. So we could be more prepared. Eventually, no fit, but we can learn from them.
Use Thor Guard and forecasting service but expressed interest in Sferic and OAS.
This was a good meeting, it didn’t have a project or need, yet, but, may lead to projects and provided needed domain information that will help us sell to banks. It was valuable, in spite of not having a project.
Great job. Not a great lead, but having conversations is the start.
Did well in that’s the right contact to speak to – however, wasn’t interested in a service like ours as he wouldn’t consider anything but school bus, only needs transportation for bigger groups outside our scope
Jorge detected an important opportunity. Great job.
This was well qualified, the right target, the expectations were set appropriately and we had a productive conversation
Brooks is doing a great job!
More interested in uTester which is great
Prospect had to reschedule but this is the right type of opportunity we need to be speaking with. Good job – Rob
very good contact thanks!
Great call. The lead was set up correctly and had a need. Ended up sending her a contract on that call.
Kayleigh followed up directly with me and scheduled the call. I got enough info up front to be prepared for the call which made the call go smoothly.
Informational but this guy was distant enough from a decision maker that he knew the path but wasn’t ready to make an introduction
Impressed that she used personal contacts and connected dots to a good opportunity for us. Not the buyer but someone who could use it.
Great prospect, definitely the right person and a good technical fit.
This was a very well qualified lead.
I realize there were specific verticals targeted. The ‘healthcare’ ones have been mostly non-litigious and not many employees. So the data or legal solutions demands are lower. The individual roles and responsibilities have been great. Hand offs and managing the meetings is always great.
Solid company but Jason is the wrong person to speak with, it turns out. No fault of Nikki’s though, as he could have been forthright when they first spoke.
Good connect! Following up with demo.
Great titles! Gave us a lot of time. Unfortunately not the public cloud team
Quality meeting with likely next steps. Not a decision maker but otherwise good meeting.
Great find ! thank you robert
I had a good conversation with Ann, but she is not in a security facing role. She is an Managing Director within the business-side of the firm. She did offer to make an intro to the risk and compliance person though, so that was a good outcome.
Great job on bringing two hospitals that are partners into the mix. They will benefit from having an agreement in place. More calls to follow. Keep them coming.
Great job on bringing two hospitals that are partners into the mix. They will benefit from having an agreement in place. More calls to follow. Keep them coming.
Great job on setting up the call and having them participate on what their pains are with processing trays. We have scheduled an additional call for follow-up
Great contacts in this meeting and they will be forwarding services that do not fall under their responsibilities to the appropriate people.
Great contact in operations, will facilitate additional introductions
Right title, right role, right business model. Would’ve been good to know that TDA is thinking about DSAR primarily and is also wrestling with build v. buy.
Great lead – loved Sferic and may want stations.
They have Thor Guard. They have power outages and lose their internet access.
This lead came through our Happy hour at AAM. She was not the right person to talk to about ticketing or systems.
It was a services company. We’re not interested in services companies as customers. Only product companies
Interested prospect from a conference that brought her smart person to the call – great job!
this guy had been poking around our web site for months and you got him to take a call. great job!
Successful approach of contacting the Manager (Steve Brogan) and then his team leads -> lead to a concall w/the whole team.
His AV/VTC qualifications are something we might be able to help with
Very good lead for sponsorship of either our Learning Week(s), webcasts, and even CSO event. Great lead.
A luke warm lead which really shouldn’t be. He seemed to think our show was not a good fit but our gap analysis report says differently. I think we can turn this one around with a little effort. Good lead.
These guys knew us, are right in the sweet spot of new companies we want and they seemed ready to move forward after talking with their team. I got all the right buying signals from them. This is a hot lead.
The lead is not great but that is NO reflection on Jenna. These folks have a satellite communications method for their weather stations due to remote locations. We cannot replace what they have or provide comprable data sets
It was great. She is THE decision maker at one of our target prospects. Hard to do better than get us a meaningful conversation with the decision maker
A key influencer with solid interest. Not the decision maker.
company *seems* aligned with what we do, but the lead wasn’t qualified – we didn’t know why they joined, what they wanted to get out of the conversation, they didn’t have an hour, they didn’t know it was going to be on zoom.
GOod fit. Works with smallish companies, but he could have a much better business by partnering us
Great lead, looking forward to working with them!
right type of title, company, person but not qualified at all so it made it difficult to have a quality conversation. When asked what he’d like to accomplish on the call he responded “I don’t know, I don’t even know what you do”, which is not a good way to start the conversation. They should know why they’re on the call and a bit more context for us to have a productive conversation.
Great prospect. Right contact
Opportunity to sell them a SEC Governance Program!
works for IBM they offer a competitive solution Qradar he claims they are looking to partner but needs to be determined
Great lead – They are looking to expand their major gifts amount/reach and think RelSci can help them reach some “untapped prospects”. Setting up demo as a next step.
The right person and great company. Challenges were around her not understanding things that I was trying to explain. But hopefully will get the follow-up demo to review our testing platform.
Not the right person. Only is responsible for one brand, not the whole site, can’t make decisions or changes to the site.
Good lead, good write-up and good communication
Solid lead – ultimately he is not the decision-maker, but we are going to set up a call with his Executive Director when she is back next week. They don’t have a major gifts process in place currently, but think RelSci could help them establish one.
Great call. It’s a hedge fund of 22 users currently using Abacus for IT and ACA Aponix for cyber. Their contract for ACA is up in October, so I will try hard to get them on Agio’s platform before then!
alignment with our target but already working wtih an existing partner
Good lead and had the decision makers on the phone
Good connection with a knowledgeable cloud engineer who is responsible for security decisions for clients at a large SI. Evan connected and reconnected with scheduled were tight. The customer joined and shared about his company and some good competitive intel as well. Demo scheduled next week.
time frame was far out for replacing their current solution. Need to get higher than an operations title.
This was a high-level contact willing to connect us with Legal Ops, eDiscovery and Contract Management contacts.
Very high quality lead, had seen our older product and didn’t have the resources to implement and deploy until Q2 2019. Great lead had budget and signified pain points our tool overcomes effectively
Gloria is a professor no business opportunity
They work with PE and VC firms and we actually share a couple clients in common, so they will be a good firm to partner with and share leads.
Great lead, completely understood what we were offering. Timing wasn’t right, nor was he the DM, but overall a good foot in the door.
Installing Akamai bot man working on the project directly currently locked in contract
Will is killing it! Keep it up!
Awesome contact/decision maker and wants to continue evaluating our services
Quality contact – good job title/responsibility
He is a small IT shop with their own dev staff. Some use of outside contractors and staff augmentation … but small and intermittent – not a great prospect for lots of software development efforts like Catalyte wants to sell
Great lead and we reached her at the perfect time in the buying process!
She wasn’t looking for a PI type of partnership. She was looking for someone that would also sell her products and services.
Prior to the call Ron asked the required qualifying questions to Cindi and Dave. This was extremely helpful as I was able to quickly get up to speed on where the lead was positioned in the selling processes. I was able to better prepare for the call with his pre-call info and I felt that this was a great lead/conversation.
Good mobilizer for getting other meetings
Fine appointment to set. He’s not interested in investing time in building something new into his business, but it was worth the try
this was an excellent meeting right company, right contact and a need. Just more of these would be great
The lead just purchased a system from WeatherStem and is unlikely to be in the market for our services anytime soon.
Weird one for sure. Had a long conversation with Johannes at TSW. He was informed he has an environment we can’t work with and a use case that doesn’t perfectly fit. However, he was very intent on meeting with us and making Squelch work for his purposes. Once we add the Sharepoint integration success becomes more likely, but still a long shot with this company.
The key in this call is who the contact (Mac) can refer us to for internal communications. Overall, great lead and great meeting.
The cal was decent the client had a need for security consulting, but they are very small only 3 people. The Lead Write stated they had 20.
Josh is doing a great job. Just keep on doing what he is doing.
oversees security budget involved in App sec dev and management. no active project will review and potential demo
Natural fit. We can be much better for his business than disc. moving to a demo within a week and a half
good persistence to get her on the phone. No interest in BCS but opened the door for Kit Check core so well worth the time!
Great initial contact for LPL …
lead form was not completed for this call, so I was not able to see what was discussed with Tom. Not a great fit, but we will see if anything is there is Sept.
good convo and wants to follow up. But his focus is on internal and careers products not the main website.
Customer was looking for more of a Cataloging tool and not Data Prep. They asked for the demo but a solid technical discovery call would have uncover this. Great to get some intros and see out product but probably no opportunity for 2019.
really good prep work. Thanks
oveall Good call…. he has a lot of paid for tools issued by the State.. VT is small and they are completely standardized across the state under 1 coalition. in addition, he has an in-house notification tool which seems robust enough to manage his needs- no complaints. He does get frustrated with WEBEOC addressing his hospital need to manage a hospital only event…but they are getting by. there really is no $ at this point. we will do a demo to show him what we have to offer to address his hospital level need.
This one was interesting. On paper, this company should be a fit. After talking to the lead, it’s a little unclear. At any rate, Wilson set up a call with a company we told him we wanted to talk to, and that should be recognized. Thanks, Wilson!
The seniority of the lead we spoke with was good. The lead itself didn’t have much to do with privacy (he was more on the external policy and regulatory affairs side of the business).
Was an information gathering call for a very long term prospect. Good conversation, but 3 year contract in place with current vendor makes switching a tough call!
Good lead, she likes our platform’s potential and was happy to schedule a full demo opportunity
Elias loves our platform, and we have several followup meetings scheduled. Great work James!
Good long term prospect, John likes our brand! No near term opportunity as they have existing multi year contract
She liked our offering, and their timeline for purchase fits well with our implementation timeline. Good work!
They are already a customer of our recent acquisition Torch.
Great meeting, perfect environment
This led to an immediate opportunity. Great call!
I like Greg a lot as a BDR partner. However, I don’t know if it’s him or management but meetings are being booked off of emails. This prospect opened up the call telling me he wasn’t interested in being a partner and doesn’t do any talent strategy work. He was also cursing a lot and would not be a good representation of the PI brand.
Targeted the right audience.
This was the right type of fund and the right person! Good job! I had to disqualify the lead because they didn’t want any of our services at this time but it’s a definite possibility for the future.
I believe Katie followed up with Sarah a couple times to get additional information (the RFI attachments) prior to the call. This REALLY helped me prep for the call and anticipate questions. Great work staying on top of the lead and following up!
setting up for future onsite – no formal meeting occurred
Great contact to make… he as a one man show sees the value in automating/streamling… but has been getting by thus far. he would love to have, but needs $, where the problem will come in… will be a hard sell to his boss. Initial demo scheduled with just Doug
not the right person to have the discussion with… cut the call short, but was pleasant… but was willing to share with us who the right person is… Alissa working on connecting with Thomas Doonay.
Greg was in a finance group out of Dallas. They are very independent of the corporate legal group and had no visibility or contacts into the main legal folks.
Fantastic job with this legit lead!
just focus on number of endpoints when qualifying please thank you a good first one…
There was potential, but Josh is not able to invest the time to build it into his business
This contact is a decision maker and wants to move forward in evaluating Legility’s services
Good call. They are very early in the process of looking at other systems so it was good to get in the door early and potentially help shape this towards us.
Yes very helpful – I was able to send him some brochures.
Vita was an active participant in the PE dinner we hosted in NYC last week. Given her role in compliance and her lower level in the organization she didn’t align great to dinner target prospects, but nonetheless her insight was valuable. Maybe we can leverage Vita to get an intro the CIO/CISO for DB.
Annette provided good insight on what organization we need to work with in order to get the right audience for an Appeals opportunity.
This was a good meeting with the right person. I would have liked more insight into the prospects expectations for the call, but it worked out.
perfect guy, perfect timing, next steps in action
Had a great call with YourSix. They are a perfect fit for our show. will know in three weeks if they will exhibit or walk the show.
Great demo, great environment. Prospect is a bit difficult so may not progress but demo went well.
well qualified and positioned. it gave something to go off of right at the top of the call. made it more valuable for me, and the prospect.
This was a great contact with decision making power and showed interest in continuing conversations with us.
Great contact – the only issue is whether or not the company in big enough to buy our product.
It’s the DM, and he seemed dead set on the fact that they had everything covered. Having said that he is going to talk with my contact Tim, and see if they would be open to inviting us to their vendor days.
This was a GREAT lead and is one our attendees have said they want to see more of (insurance and risk management). Very happy with this lead.
Excellent follow through on this Alissa! great opportunity to get deeper into our HCA accounts.
Client has a need. And requested follow-up.
great contact. great outcome of meeting to engage with larger cloud team at re:inforce
I had a quick call with Denise and she let me know an RFP will be released in the next few weeks, which we should definitely respond to. Need to research budget, but looks like it could be a good opportunity.
this hospital is a little smaller than an ideal candidate. Would rather keep it to 100-150 beds or more.
Another qualified good lead!
Not a great fit. Works with small companies. Not interested in selling.
Good contact and he is willing to mobilize other AGCs at HealthFirst for a deeper dive Legility presentation.
she agreed to a demo so that was a success!
The contact is a good lead for, I would love to have their undivided attention, so need clearer understanding that they are taking the meeting. I know it is hard to make sure. In this case, he was in between meetings running to the office, a bit hard to communicate. I prefer to set up video zoom meetings with the candidate if possible.
he was engaged and interested but only has 70 employees. Provided them with quotes but actual level of potential still remains to be seen.
He doesn’t really have any interest. But, he listened, and said he’d keep us in mind. Worth a nurture campaign in case they find out their current solution doesn’t meet a future need.
Perfect call. Actively looking, knew what they wanted, impressed with what they saw.
Seems promising although he would not give much information.
Good meeting with follow up. SIEM project within 6 months is exactly what we are looking for.
Looks like a good lead and higher education is great. They asked for pricing right away so this looks qualified
Great contact – the school has a smaller alumni base in RelSci, so might not be the best fit for them data-wise, but they seem sold on relationship-mapping as a value-add. Setting up demo next week hopefully.
Best Lead Yet! 15 minutes lead to 59 minute conversation and back of napkin numbers and consultation on approach. Also wants a demo.
I am not certain where the disconnect was in what they thought we did versus what Julian presented, but they were really looking for a mass notification system and not specifically weather information/alerts. We did get their interest a bit but the process they are involved in would require we integrate with a third party. Not likely to be a customer …directly
Excellent meeting that has led to a demonstration on Friday
Good intel call on KnowledgeCenter (competitor), but unfortunately, the Prospect has no need or desire to transition to a Virtual electronic process as many of his staff lack true knowledge on IC in general. He is evaluating Knowledge Center along with many others in the State of NE. Will send him over info and check back in 3 months. he stated that a product like LP is not a high priority item for Bryan as they have other larger projects that they are focusing on.
You got the meeting with the right contact and an ideal client
Will does a great job with summarizing the initial call and sending the notes prior to the call.
He is a good point of entry. Not convinced he has a lot of power, but he’s interested in talking.
downloaded PBAC whitepaper for personal interest only. went on to say there was no changes being planned for Progressive. very low position in organization.
This was more or less a marketing call. Getting ready to implement Cerner workstations and will not be able to do anything without the support from Virginia Mason — which is taking lead on the RfP for BCS.
Will does a great job of making contact and giving an overview or the lead.
Bad environment but good to learn about new potential use cases for Squelch, this organization was quite a bit different than our usual prospects. While the environment isn’t something we can work with now they will be changing up their tech stack and there may be more of an opportunity later this year.
All in all a solid discussion with someone who could use our solution. Hard to imagine that Memory Blue has much to change. The client is new to his position but the right buyer
Great contact – company need aligns very well with Catalyte offering – he can influence buying decisions and we are on to next steps!
I think avoiding SF would be helpful! Thank you!
They are definitely looking, but there are some sticking points and I’m not sure they are a great fit.
great persistence to get them on the call!
Gary was from Amazon retail IT. While Amazon builds much of its infrastructure, we found this was a good call.
great use of time target account junior rep may be able to introduce us to senior team. Demo scheduled.
The contact was the Chief Investment Officer. He manages investments not any part of technology.
Great call. Very engaging and immediate opportunity. Only thing that would be better if they had more locations.