Sales Researcher

Got it—you're mid-deal with John Doe at Tech Company, and you need to build a value/ROI case for your AI-powered pet rocks.

Quick checks before I dive in:

• How deep should I go? I'm thinking Standard (~10 min, solid coverage of John , the company, and angle for ROI framing). Or do you want Lite (quick 5-min scan) or Deep (20-min full picture)?

• Main focus? Sounds like you need Stakeholders (John + any influencers) + Triggers (what's happening at Tech Company that makes this timely). That work, or should I prioritize something else?

• Anything else critical? Deal stage, budget range, or specific objections you're facing?

Let me know and I'll map out the plan!

Perfect—deep dive it is. Let me map this out:

LANE: Stakeholder Mapping + Account & Triggers
METHODS:

• Confirm Tech Solutions Inc. basics & recent activity
• Map John Doe (background, motivations, public presence)
• Identify triggers (growth signals, hiring, strategic shifts)
• Spot influencers/decision-makers
• Frame ROI angle based on what matters to them

FOCUS: John Doe's profile & motivations, company triggers ≤90 days, decision influencers, value/ROI hooks
OUTPUT: Method Snapshot (MEDDIC-style)
SCOPE: ~15-18 searches, comprehensive coverage

Sound good? Ready when you are—just confirm and I'll get started.

CHECKPOINT 3 — Deep Context & ROI Framing

• John Doe's personal motivations:

• Democratizing AI: Passionate about making AI accessible to non-technical users—"anyone can build AI agents."
• Entrepreneurial from age 22: Built apps with 7.5M+ users before Acme Corporation; loves building products that scale.
• Gaming/pop culture affinity: GameApp app (popular franchise), pixel-art aesthetic in Acme Corporation agents.
• Global ambition: Wants Australia to think bigger; competing with Tech Giant A, CRM Corp, AI Lab. (Conf 5/5)

• Company culture & team dynamics:

• Core values: Truth-seeking, empathy, customer focus, fast iteration, building memories.
• 80+ team members (grew 127% YoY); venture-backed by Venture Fund A, Venture Fund B, Venture Fund C.
• Fast-paced startup: High innovation pressure, rapid growth—likely high stress/burnout risk.
• Vision: "Every team will have ≥1 AI agent by 2025; full AI team by 2030." (Conf 5/5)

• Competition landscape:

• Tech Giant A Copilot: Deep Office-suite integration, per-user pricing, mature enterprise platform.
• CRM Corp Agentforce: CRM-centric, Einstein GPT, consumption-based pricing.
• AI Lab solutions: Broad AI capabilities, flexible but expensive for high-volume use.
• Acme Corporation's edge: Low-code/no-code, multi-agent orchestration, enterprise security (SOC 2, GDPR), customizable AI workforce. (Conf 5/5)

Must-have progress: 5/5 complete

Next: Synthesize final output with ROI hooks for pet rock value prop.

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Final Synthesis — Acme Corporation & John Doe Research Brief

Acme Corporation — Research Brief
October 21, 2025 | Active Deal

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KEY FINDINGS

• #1 SocialPlatform Top Australian Startup 2025 (announced Oct 14, 2025—7 days ago). John Doe posted celebrating this milestone publicly. Major recognition signal. (Conf 5/5)

• $24M Series B closed in 2025 (led by Venture Fund A); total funding $42M; estimated valuation $200–400M. 84 employees, 127% YoY headcount growth. (Conf 5/5)

• 40,000 AI agents created in Jan 2025 alone—massive adoption momentum. Customers include ClientCo (3x meetings, 2x qualified leads, 50% cost reduction), GamesCorp, BillingCo. (Conf 5/5)

• Aggressive enterprise push: 22 open roles (Oct 2025)—heavy focus on Account Exec (Enterprise) x2, Technical PM (Enterprise), Senior Solutions Engineers, Lead Security Engineer. Expanding to San Francisco & Barcelona. (Conf 5/5)

• Monetization transformation underway: John Doe mentioned "pricing, packaging, monetization strategy" shift coming soon. Current model: tiered subscriptions ($0–$599/mo) + credit-based usage; Enterprise custom-priced. (Conf 5/5)

• Enterprise-grade security in place: SOC 2 Type II, GDPR, SSO/SAML, RBAC, encryption (TLS 1.2+, AES 256), customer-managed keys, audit logging. (Conf 5/5)

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TRIGGER

Oct 14, 2025: Named #1 SocialPlatform Top Australian Startup 2025—John Doe publicly celebrated this achievement. Timing = perfect for congratulatory outreach + value-add conversation. (Conf 5/5)

Secondary triggers:

• BusinessMagazine 30 Under 30 Asia 2025 (John Doe + co-founders Jane Smith & Bob Johnson)—recognition in AI category.
• Series B momentum: Fresh capital, scaling enterprise team, international expansion.
• Product launches: "Workforce" (drag-and-drop multi-agent builder) + "Invent" (plain-language agent creation) recently launched.

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STAKEHOLDER MAP

Economic Buyer Candidate:
John Doe — Co-founder & Co-CEO (March 2020–present, ~5.8 years tenure)

• Background: Non-technical founder; built apps with 7.5M+ installs pre-Acme Corporation (GameApp #1 App Store, AudioApp). BusinessMagazine 30u30 Asia 2025. Previous: Head of ML at InsuranceCo, ConsultingCo Data Science Challenge winner 2018.

• Motivations:

  • Democratizing AI: Passionate about making AI accessible to non-engineers—"anyone can build AI agents."
  • Global ambition: Wants Australia to compete globally; challenging CRM Corp, Tech Giant A, AI Lab.
  • Entrepreneurial builder: Loves creating products that scale; values fast iteration, customer focus, empathy.
  • Gaming/pop culture affinity: GameApp (popular franchise), pixel-art aesthetic in Acme Corporation agents.

• Recent priorities (from SocialPlatform posts, last 60 days):

  • Enterprise AI adoption (SSO, SAML, RBAC for major companies)
  • Monetization strategy transformation
  • Community building & education (AI Ops certification, workshops)
  • Partnerships (Partner A, AccountingCo, DesignCo, Partner B)

Influencers:

• Jane Smith — Co-founder & Co-CEO (technical co-founder; software engineering background, 7M app users pre-Acme Corporation; leads product/tech strategy). (Conf 5/5)

• Bob Johnson — Co-founder (product leadership, UX focus; previously Technical Co-Founder at StartupCo). (Conf 4/5)

• Head of Sales (role exists per BusinessDB; name not public)—likely key influencer for enterprise deals. (Conf 3/5)

• Technical PM (Enterprise) + Account Exec (Enterprise) x2 + Solutions Engineering Team Manager—all actively hiring; signals enterprise sales team being built/scaled. (Conf 4/5)

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DECISION CRITERIA (Hypotheses)

Metrics:

• ROI = cost savings + productivity gains (ClientCo: 3x meetings, 50% lower cost per meeting, 2x qualified leads)
• Time-to-value = speed of agent deployment & measurable impact
• Adoption rate = % of team using AI agents; # of agents created

Decision Criteria:

• Accessibility: Must be usable by non-technical teams (John Doe's core passion)
• Customization: Needs to fit unique workflows (low-code/no-code flexibility)
• Enterprise security: SOC 2, GDPR, SSO/SAML, RBAC (already in place—high bar)
• Scalability: Can it grow with the team? (40K agents/month signal = yes)
• Integration: Must play well with existing stack (CRM, tools, workflows)

Decision Process:

• Likely collaborative (3 co-founders + enterprise sales team input)
• Fast iteration culture = quick pilots, rapid feedback loops
• Customer-focused = proof points & case studies matter (ClientCo example)

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PAPER PROCESS (Hypotheses)

• Procurement: Likely streamlined for SaaS tools; enterprise custom pricing = negotiation expected
• Security/Legal: SOC 2 Type II, GDPR compliance already in place—reduces friction
• Approvers: John Doe (Co-CEO), Jane Smith (Co-CEO), likely Head of Sales or CFO (if exists)
• Timeline: Fast-paced startup = likely 2–4 week decision cycle for pilots; 1–2 months for enterprise deals

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IDENTIFY PAIN (Hypotheses)

Operational:

• Scaling challenges: 84 employees, 127% YoY growth—team stretched thin
• Enterprise push: Hiring 22 roles (Oct 2025)—need to onboard, ramp, and retain talent fast
• Monetization complexity: Credit-based pricing + tiered subscriptions = potential customer confusion
• Burnout risk: Fast-paced startup culture, high innovation pressure—team morale/stress management critical

Strategic:

• Global competition: Competing with Tech Giant A, CRM Corp, AI Lab—need differentiation & brand recognition
• Customer education: "AI workforce" concept = new; need to evangelize & build community
• Enterprise credibility: Moving upmarket—need proof points, case studies, enterprise-grade support

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CHAMPION (Hypotheses)

Potential champion profile:

• Someone on John Doe's team who values team morale, culture, and stress relief
• Likely in People Ops, HR, or internal operations (if those roles exist)
• Could be Bob Johnson (product/UX focus) if pet rock ties to team culture/experience
• Or Head of Sales if pet rock = client gifting/relationship-building tool

Champion enablement:

• Tie pet rock to team culture values (empathy, building memories, fast iteration = need for levity)
• Frame as stress relief tool for high-pressure startup environment
• Position as unique client gift for enterprise deals (memorable, conversation-starter, aligns with gaming/pop culture affinity)

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COMPETITION (Status Quo)

Direct competitors (AI workforce platforms):

• Tech Giant A Copilot (mature, Office-suite integration, per-user pricing)
• CRM Corp Agentforce (CRM-centric, Einstein GPT, consumption-based pricing)
• AI Lab solutions (broad AI capabilities, flexible but expensive)

Acme Corporation's edge:

• Low-code/no-code (democratizes AI—John Doe's passion)
• Multi-agent orchestration (Workforce + Invent products)
• Enterprise security (SOC 2, GDPR, SSO/SAML, RBAC)
• Customizable AI workforce (not just co-pilot—full team)

Status quo = doing nothing:

• Manual processes, repetitive tasks, team burnout
• Missed opportunities (ClientCo: no leads went cold with AI agent)
• Slower growth, higher cost per meeting/lead

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ROI HOOKS FOR PET ROCK VALUE PROP

1. Team Morale & Stress Relief

• Pain: Fast-paced startup (80+ team, 127% YoY growth), high innovation pressure, burnout risk.
• Hook: "Your team is scaling fast—40K agents created in Jan alone, 22 open roles, BusinessMagazine 30u30 recognition. That's incredible momentum, but also intense pressure. Our AI-powered pet rocks are designed to reduce stress, boost morale, and create moments of levity in high-pressure environments. Think of it as a daily reminder to pause, breathe, and celebrate wins—like hitting #1 on SocialPlatform's Top Startups list."
• ROI: Reduced burnout → higher retention → lower hiring/onboarding costs. (ClientCo saved 50% cost per meeting—imagine saving 10–20% on turnover costs.)

2. Client Gifting & Enterprise Relationship-Building

• Pain: Moving upmarket (enterprise push), need differentiation & memorable touchpoints.
• Hook: "You're scaling enterprise sales (Account Exec x2, Technical PM, Solutions Engineers). Our personalized AI pet rocks are the perfect client gift—memorable, conversation-starting, and aligned with your gaming/pop culture aesthetic (GameApp vibes). Imagine sending a custom pet rock to ClientCo after their 3x meetings win—reinforces the relationship and keeps Acme Corporation top-of-mind."
• ROI: Higher close rates, stronger client relationships, increased upsell/cross-sell opportunities. (ClientCo: 2x qualified leads—imagine 10–15% lift in enterprise deal velocity.)

3. Culture & Values Alignment

• Pain: Core values = empathy, building memories, fast iteration. Need tangible ways to reinforce culture.
• Hook: "Your values—empathy, building memories, fast iteration—are what make Acme Corporation special. Our AI pet rocks embody those values: they're empathetic (personalized to each team member), they create memories (unique, shareable moments), and they iterate fast (AI-powered customization). Perfect for onboarding new hires, celebrating milestones (like #1 SocialPlatform Top Startup), or gifting to customers."
• ROI: Stronger culture → higher engagement → better performance. (ClientCo: 3x meetings, 2x qualified leads—imagine 5–10% productivity lift from engaged, motivated team.)

4. Brand Differentiation & Thought Leadership

• Pain: Competing with Tech Giant A, CRM Corp, AI Lab—need unique brand identity.
• Hook: "You're challenging the giants with a bold vision: 'Every team will have ≥1 AI agent by 2025.' Our AI pet rocks are a physical manifestation of that vision—quirky, innovative, and unmistakably you. Use them as swag at events (DesignCo AI vision event, Cloud Summit mentions), gifts for partners (Partner A, AccountingCo), or internal culture-builders. They're a conversation-starter that reinforces your brand: accessible, human-centered AI."
• ROI: Stronger brand recall → higher inbound leads → lower CAC. (40K agents created in Jan—imagine 5–10% lift in organic adoption from brand differentiation.)

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CONFIDENCE SUMMARY

Category	Confidence	Notes
Company Basics	5/5	Verified: HQ, funding, valuation, team size, customers
John Doe Profile	5/5	Verified: tenure, background, BusinessMagazine 30u30, motivations
Recent Trigger	5/5	Verified: #1 SocialPlatform Top Startup (Oct 14, 2025), John Doe's post
Strategic Priorities	5/5	Verified: enterprise push, hiring, monetization shift, product launches
Influencers	4/5	Co-founders verified; Head of Sales exists but name not public
Decision Criteria	3/5	Hypotheses based on culture, values, customer proof points
Paper Process	3/5	Hypotheses based on startup speed, security compliance
Pain Points	4/5	Inferred from growth signals, hiring, culture, competition
Champion Profile	3/5	Hypotheses based on culture fit, team morale focus
Competition	5/5	Verified: Tech Giant A, CRM Corp, AI Lab; Acme Corporation's edge clear

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UNKNOWNS → TBD

• CFO/CTO names: Not publicly listed—may exist but not disclosed. Action: Ask John Doe directly or check SocialPlatform connections.
• Head of Sales name: Role exists (BusinessDB) but name not public. Action: SocialPlatform search or ask during discovery.
• Exact budget for team perks/client gifts: Not disclosed. Action: Probe during call—"What's your typical spend on team morale initiatives or client gifting?"
• Current stress/burnout metrics: Inferred from culture/growth but not quantified. Action: Ask—"How's the team handling the rapid growth? Any initiatives around morale or stress management?"
• Monetization strategy details: John Doe mentioned "transformation coming soon" but no specifics. Action: Ask—"You mentioned a pricing shift—what's driving that, and how can we support the rollout?"

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NEXT MOVES

1. Congratulate John Doe on #1 SocialPlatform Top Startup (Oct 14 trigger)—personalized outreach referencing his post.
2. Frame pet rock as stress relief tool for fast-paced startup team (80+ employees, 127% YoY growth).
3. Position as client gift for enterprise deals (ClientCo, GamesCorp, BillingCo)—memorable, aligns with gaming/pop culture aesthetic.
4. Tie to culture values (empathy, building memories, fast iteration)—reinforce what makes Acme Corporation special.
5. Offer pilot: "Send 10 custom AI pet rocks to your team—let's measure morale lift & see if it's a fit for client gifting."
6. Ask discovery questions:
   • "How's the team handling the rapid growth? Any morale/stress initiatives in place?"
   • "What's your typical spend on team perks or client gifts?"
   • "You mentioned a pricing transformation—what's driving that, and how can we support?"

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FOLLOW-UP RESEARCH SUGGESTIONS

Based on this deep-dive, here are some logical next steps:

1. Map the enterprise sales team: Identify Head of Sales, Account Execs, Solutions Engineers by name—SocialPlatform search or ask John Doe for intros.
2. Dig into monetization strategy: Monitor John Doe's SocialPlatform for pricing announcement; research credit-based pricing best practices to offer insights.
3. Competitive positioning: Deep-dive on how Acme Corporation differentiates vs. Tech Giant A Copilot in enterprise deals—could inform your pet rock positioning (e.g., "We're the quirky, human-centered alternative to corporate AI").
4. Customer case study deep-dive: Get full ClientCo story (how they deployed, timeline, objections, ROI)—use as template for pet rock ROI framing.
5. Culture audit: Research Acme Corporation's BusinessDB reviews, employee sentiment, or SocialPlatform posts from team members—validate stress/burnout hypothesis.

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Ready to close this deal? You've got a strong trigger (SocialPlatform #1), clear pain points (team stress, enterprise push), and multiple ROI hooks (morale, client gifting, culture, brand). Lead with congratulations, frame the pet rock as a stress-relief + relationship-building tool, and tie it to John Doe's passion for democratizing AI and building memorable experiences.

Want me to draft the outreach message, or dig deeper on any of these angles?