Business development tracker — sourced from #sales conversations & transcripts
Demo completed Apr 23 ✅. Dbrav wants to run idea by NA CEO — introduces a new gate that adds 2+ weeks to timeline (mid-May earliest). Pivoting from our NDA to OMC's MNDA (their paper, their timeline — avoids the redline risk that killed Cie). Max is internal champion keeping momentum.
Strong interest confirmed from Apr 23 meeting. Two follow-ups committed: (1) SDLC-focused demo for Matt, (2) hands-on trial for RJ/Nick. Hector circulating with Valent partners — response expected by ~Apr 25 (tomorrow). Two offers on table: free hands-on + ~$15K paid pilot. Open items: product readiness gap, data liability framework, SOC 2 question.
Liem connected with Ethan. Goal is to schedule a meeting with Dave Albano (Chief Commercial Services Officer). Follow-up reminder set for May 8 if Ethan hasn't scheduled.
Smaller-scope engagement still alive through Liem's relationship with Jay. TZP and E360 are lost (see below), but Jay's trust in Liem means this pilot may still land. Liem sending pilot proposal email to Jay.
Jay chose Basis. He couldn't grok AI/VTKL approach and it was too big a risk to explain to his brother at TZP. Needed an apples-to-apples staffing swap he could articulate internally. Lesson: Buyer who can't articulate the value proposition internally needs a fundamentally different sales motion — meet them where they are, not where we are. (Liem debrief Apr 23)
Jay chose Basis for the E360 replacement at Capital Group. Same dynamic as TZP — needed a conventional staffing swap (same number of engineers at lower rate) that he could easily explain to his client. Liem introduced Basis to Jay last year when he first heard about the E360 issue. Jay asked for the intro recently as he couldn't grok AI/VTKL.