The frame
Win rate: 80%. The job isn't conversion, it's getting the right accounts into the funnel.
The Team
- Sharrifahhiring manager
- BryonCRO
- Ernesto Castilloalready met during onsites
- Jonathanowns contact center segment
- Nikhil GuptaCTO / co-founder
- SDR partnerTBD, confirm week 1
The Universe
Top 50 accounts, split across CX and cost center.
Maps closely to the contact center / ISV split from the case study deck, worth confirming these are the same two segments or genuinely different cuts.
Sales embed confirmed.
Aligns directly with the case study's sales partnership model, weekly standups, MQA handoff rule, ready to propose as-is once the real SDR partner is confirmed.
Calendar Anchors
End of September
exec event
Nov 12–13 — VAPICON
tagged for pipeline gen
Both are natural homes for a Voices with a View style moment, the exec event for an early Tier 1 pilot, VAPICON for something bigger once the format's proven.
Positioning Workstream
- Microsites + language, in flight
- Flint is the 1:1 microsites platform, Peter to own this workstream directly
- Jonathan owns contact center-specific positioning
Vector
Vendelux, the events platform, used for booking and tracking meetings at events.
Same events flagged in Calendar Anchors above, the exec event and VAPICON are likely where this actually gets used first.
From the Case Study, Ready to Validate
Fit × Signal tiering
Tier 1 ~10 / Tier 2 ~15 / Tier 3 ~25, re-scored every 2 weeks. Needs real data, not the deck's assumptions.
Three plays
Developer Heat, Hear It Yourself, Air Cover. Ship one first, not all three.
MQA handoff rule
2+ devs active plus engaged buyer contact, SDR acts within 24h.
Still Open
- Who's my actual SDR partner
- Real budget number, not assumed
- Tech access confirmed: Clay, reo.dev, HubSpot, LinkedIn ads, Flint, Vendelux
- Director of Demand Gen, how we divide and sync
- Success definition for day 30/60/90, in writing