xSelligent: Sterling Live Overlay Demo

Leadership View · Strictly hidden from reps · Not Big Brother Today's leadership briefing · Friday, June 13, 2026

Pipeline health, methodology pace, and chasm crossings , in one view.

This is the role-based landing for the Chief Revenue Officer. Every rep, manager, AE, SE, Care, and Alliances persona has a comparable landing tailored to what THEY need to act on today. Rep landing pages are private to the rep. Leadership pages are private to leadership. Coaching data is private to the rep and their direct manager. xSelligent is the tools-for-reps narrative, not the surveillance narrative.

Pipeline health

78 composite, trending up

Q3 pipeline coverage at 3.4x. Forecast confidence rose 2 points week-over-week to 91 percent. Three deals self-escalated to expansion conversations.

Methodology pace

MEDDIC mastery up 6 points

Average methodology completion across the team rose to 84 percent. Coachability index improved across 73 percent of reps. Avatar Training delivered 41 practice sessions this week.

Business value tracking

62 percent crossing rate, +9 pts

Of 12 deals in Vendor stage with active pillar tracking, eight are on or ahead of plan. Two are at-risk. Acme Corp is forecasted at 68 percent probability for Chasm-of-Value crossing by Q3 review.

Pipeline composite health

78

+4 vs last week

Forecast accuracy (rolling 90 days)

91%

+2 pts week-over-week

Methodology mastery (MEDDIC avg)

84%

+6 pts vs last month

Deals in Vendor stage

12

stable; 8 on-plan, 2 at-risk

Chasm-of-Value crossing rate

62%

+9 pts vs prior quarter

Coachability index

+0.31

improving across 73 percent of team

Region rollup , active deals, pipeline value, forecast confidence, pillars at risk

Region	Active deals	Pipeline ($M)	Forecast confidence	Pillars at risk	Methodology mastery	Trend
West	34	$28.4	93%	2 (Adoption · Acme; Integration · Helios)	87%	improving
Central	28	$22.1	89%	1 (Operationalization · Cygnus)	82%	stable
East	31	$31.7	91%	0	85%	improving
EMEA	19	$17.6	86%	1 (Implementation · Brightstar EU)	78%	slipping (avatar training assigned)

Top deals needing leadership attention

Acme

Tuesday CFO meeting is the gate. Buyer self-escalated to expansion conversation. Sterling forecasts 68 percent probability of crossing Chasm of Value by Q3 review. Pillar 4 (Operationalization) at-risk; AE Sarah B. has remediation plan in motion.

Helios

Integration pillar slipping. Original commitment from PS handoff (Feb 14) on custom dashboard work is now 33 days overdue. Care has flagged it. PS owner is aware. Manager attention recommended within 7 days to prevent expansion risk.

Cygnus

Operationalization pillar awaiting Q3 evidence. Original business case captured at Chasm of Fear (Mar 8) was tied to OT/IT convergence rollout. Patent filing this week (positive signal) but no production-deployment evidence yet. Decision: assign Avatar Training for industrial-IoT discovery prep.

Cross-functional signal this week

Expansion

5 expansion opportunities surfaced from Care + PS this week, total $4.2M-$5.9M potential. Brightstar, Aurora, Helios, Northwind, Cygnus. Routing to AEs.

Methodology

3 reps moved from Stage 2 → Stage 3 on MEDDIC methodology mastery this week. 7 active practice plans in Avatar Training. Top-performer patterns being scaled across the team.

Attention

1 deal escalated to red-status. Stratus Networks (East) , original business case stale (captured Feb), evidence collection paused, no recent contact across SDR, AE, or PS. Recommend revisit decision: re-engage or close-lost.

Leadership metrics, peer comparisons, and team roll-ups shown on this page are not visible to rep landing pages. Rep landing pages show only the rep's own deals, the rep's own methodology progress, the rep's own coaching priorities, and the rep's own avatar training. Coaching conversations between a rep and their direct manager are visible only to those two parties.

Your territory pipeline

West + Central, 3.2x coverage

62 active deals across your two regions. Forecast confidence 92 percent. Two deals self-escalated to expansion conversations this week. Cygnus operationalization pillar at risk; manager Patel has remediation plan.

Methodology coaching pace

8 reps on active plans

MEDDIC mastery averaging 85 percent across your two regions. 8 active avatar training plans focused on Decision Process. Coachability index +0.34 on your reporting line.

Business value tracking

8 deals in pillar tracking

Of 8 deals in Vendor stage on your reporting line, 6 are on or ahead of plan; 2 are at-risk (Acme adoption; Cygnus operationalization). 65 percent forecasted crossing rate this quarter.

Your pipeline composite health

79

+5 vs last week

Forecast accuracy (rolling 90d)

92%

+3 pts week-over-week

Methodology mastery

85%

+5 pts vs last month

Deals in Vendor stage

8

6 on-plan, 2 at-risk

Chasm-of-Value crossing rate

65%

+8 pts vs prior quarter

Coachability index

+0.34

improving across 6 of 8 reps

Team rollup , your direct-report managers and their teams

Team (Manager)	Reps	Active deals	Pipeline ($M)	Forecast confidence	Pillars at risk	Trend
West (J. Patel)	5	22	$18.6	93%	1 (Adoption · Acme)	improving
West-North (M. Liu)	4	12	$9.8	91%	1 (Integration · Helios)	stable
Central (D. Okafor)	4	18	$14.2	90%	1 (Operationalization · Cygnus)	stable
Central-Mid (R. Kim)	3	10	$7.9	87%	0	improving

Top deals you should personally touch

Acme

CFO meeting Tuesday. Largest deal in West. Suggest you join AE Sarah B. + Manager Patel on the meeting; champion identification still needs CFO-side validation.

Cygnus

Operationalization pillar awaiting Q3 evidence. Manager Okafor has the AE on an Avatar Training plan. Recommend you reinforce the pillar focus in your next Central all-hands.

Helios

Integration pillar slipping. Cross-functional issue (PS commitment 33 days overdue). Suggest you escalate to head of PS; AE alone cannot unblock this.

Manager coaching priorities

Patel

Top-performer pattern emerging on Decision Process discovery. Recommend Patel share with peer managers in your next territory sync.

Liu

Coachability up 0.18. Liu's team responded strongly to avatar training. Pattern is worth scaling.

Kim

Methodology slipping at Central-Mid. Pipeline coverage thin. Recommend Kim assign Decision Criteria Avatar Training to all 3 reps this week.

Your view is scoped to your two reporting regions. The CRO sees a wider aperture across all regions. Sales managers see a single team. Reps see only their own deals. Coaching data is private to rep + direct manager.

West region pipeline

22 deals, 3.4x coverage

5 reps. $18.6M pipeline. Forecast confidence 93 percent. Sarah B's Acme is the keystone. Two reps need coaching attention this week.

Methodology mastery (your team)

87%, up 8 pts

Your team leads the company on MEDDIC mastery. 3 reps have Decision Process avatar training plans active. Top-performer pattern from Marcus K. being scaled.

Business value tracking

5 deals, 71% crossing rate

5 of your deals are in Vendor stage with pillar tracking. 4 on or ahead of plan. 1 at-risk (Acme adoption). Above-team-average chasm-crossing rate.

West team pipeline composite

81

+6 vs last week

Forecast accuracy (rolling 90d)

93%

+4 pts week-over-week

Methodology mastery

87%

+8 pts vs last month

Deals in Vendor stage

5

4 on-plan, 1 at-risk

Chasm-of-Value crossing rate

71%

+12 pts vs prior quarter

Coachability index

+0.42

4 of 5 reps improving

Rep rollup , your team this quarter

Rep	Active deals	Quota attainment	MEDDIC mastery	Active coaching plan	Pillars at risk	Trend
Sarah B.	6	118%	92%	None (advanced cohort)	1 (Acme adoption)	improving
Marcus K.	5	104%	89%	Champion identification	0	improving
Devon T.	4	82%	78%	Decision Process focus (15 min)	0	stable
Priya M.	4	96%	86%	Skeptical CFO scenarios	0	improving
Jamie L.	3	71%	74%	Multi-stakeholder discovery	0	stable

Deals needing your direct intervention

Acme (Sarah B.)

CFO meeting Tuesday. Largest deal in West. Sterling forecast 68 percent crossing probability. Recommend you join the CFO meeting; pillar 4 adoption needs remediation conversation.

Devon T. pipeline

Quota attainment 82 percent. Decision Process methodology weakest in MEDDIC. Avatar training plan active; recommend you sit on his next discovery call for live coaching.

Jamie L. pipeline

Quota attainment 71 percent. 3 deals total; one slipping. Recommend you 1-on-1 this week to triage which deal to abandon and which to double-down on.

Rep coaching (private to you and the rep)

Sarah B.

Top-performer pattern emerging. Her Decision Process discovery technique is being scaled across the company. Suggest you give her time to mentor Devon T.

Devon T.

Coachability +0.51. Strongly responsive to avatar training. 12 sessions completed; MEDDIC up 11 points. Keep the momentum.

Jamie L.

Avatar training adoption low. 2 sessions in 8 weeks. Coachability +0.08. Recommend a candid 1-on-1 about engagement before the next quarter.

Manager-rep coaching content shown above is visible only to the manager and the specific rep. Reps see their own coaching plan in their own private landing. Peers cannot see each other's coaching plans. Quota attainment is shown to the manager only and the rep themselves.

Good morning, Sarah your view

6 active deals · $4.8M pipeline

Your Tuesday-Friday plan is set. The Acme CFO meeting is the keystone of your week. Sterling has prepped you with 3 ROI scenarios and 4 likely CFO objections.

Your methodology pace

MEDDIC 92% · top tier

You are in the company top decile on MEDDIC mastery. Manager Patel asked you to mentor Devon T. on Decision Process discovery. 15 minutes booked Wednesday.

Your quota

118% YTD

You are pacing toward 142% of full-year quota. President's Club track. Q3 commit is well-positioned with Acme close imminent.

Your active deals

6

2 in Vendor, 3 in Credibility, 1 in Awareness

Your committed pipeline

$4.8M

+$680K vs last week (Acme expansion)

Your YTD quota attainment

118%

pacing toward 142% full-year

Your MEDDIC mastery

92%

+3 pts this month

Avatar sessions this week

2

advanced cohort, on-target

Deals on track to expand

3

Acme, Brightstar, Aurora

Your deals this quarter

Account	Stage	Amount	Close date	Next action	Sterling note
Acme Corp	Vendor (5 pillars opening)	$300K-$750K initial · $4.2M expansion	Jul 28, 2026	CFO meeting Tuesday 2pm	68% crossing probability ↑
Brightstar Logistics	Vendor (3 pillars cleared)	$580K	Aug 15, 2026	Phase-2 sizing call Thu	Marcus Reyes ready for expansion ↑
Aurora Retail	Credibility	$240K	Sep 04, 2026	Second-store proposal due	Cassidy asked about $1.8M-$2.4M rollout
Northwind Logistics	Vendor (2 pillars cleared)	$420K	Aug 28, 2026	QBR with Diana Park Aug 12	Stable; second BU added yesterday
Cygnus Industries	Credibility	$190K	Sep 18, 2026	Technical deep-dive scheduled	OT/IT convergence patent helps
Helios Energy	Vendor (2 pillars, 1 at-risk)	$310K	Aug 22, 2026	PS owner escalation Tue	Integration pillar slipping ●

Sterling says: your priorities this week

Mon

Prep for Acme CFO meeting Tuesday. Sterling has drafted 3 ROI scenarios + 4 likely CFO objections + 1 expansion sizing path. Review and personalize tonight.

Wed

Mentor Devon T. on Decision Process discovery (15 min). Patel asked. Sterling has packaged your top-performer technique from the Helios deal as a reusable scenario; review with Devon.

Thu

Phase-2 sizing call with Brightstar. Marcus Reyes is signaling expansion. Sterling has packaged the value-realization evidence into a deck draft. Personalize and send tomorrow.

Your coaching plan private to you + Patel

Active

Mentor-track: scaling your Decision Process technique. Patel and you agreed to package your Helios discovery moves as a reusable scenario for the team. Pairs with Devon T. mentoring on Wednesday.

Stretch

Advanced negotiation scenarios. Sterling identified one pattern (technical CFO with cost focus) where your pricing-conversation cadence could improve. 2 avatar scenarios queued for Friday afternoon if you choose to engage.

Note

Patel left you a private note: "Acme close is the biggest win of the year if it lands. Don't pre-celebrate, but I'm proud of how you've built this. Let me know if you want me in the CFO meeting."

Avatar training scenarios queued for you private to you

Recommended

Technical CFO · cost-focused negotiation

9 min. Avatar plays a CFO with deep technical background pushing back on per-seat pricing. Pattern-matched to your Acme situation.

Optional

Champion-at-risk · re-engagement

11 min. Avatar plays a champion going dark for 3 weeks; practice your re-engagement script for the Helios situation.

Skill-builder

Multi-stakeholder discovery · 5 personas

15 min. Avatar simulates a 5-person buying committee. Practice your discovery sequencing across CTO + CFO + CISO + VP Eng + VP Procurement.

Your individual session results are visible only to you. Aggregate completion and methodology mastery scores are visible to your direct manager (Patel) only. Nobody else sees specific scenario performance unless you explicitly share.

Morning, Diego your view

9 active technical engagements

Your week is paired with Sarah B. on Acme (technical demo Tuesday), Marcus K. on Cygnus (OT/IT discovery Wed), and Devon T. on a new Aurora technical-fit assessment Friday.

Technical-win evidence pipeline

14 captured this quarter

Up from 11 last quarter. Strongest contributions to Acme (CTO endorsement) and Brightstar (architecture validation). 3 more in flight for end-of-quarter.

Demo prep queue

3 demos in next 7 days

Acme CFO + CTO Tuesday (45 min, ROI + arch deep-dive). Cygnus engineering Thursday (60 min, OT integration). Aurora retail technical-fit Friday (30 min).

Your active engagements

9

+2 vs last week

Tech-win evidence captured

14

+3 vs last quarter

Your deal-influence score

+1.6σ

top decile in SE team

Technical discovery quality

94%

+4 pts this month

Demo effectiveness

+0.62

+0.08 vs prior quarter avg

Methodology hours (q-to-date)

11

target 14 / quarter

Your technical engagements this quarter

Account	Paired with (AE)	Engagement type	Status	Next milestone	Sterling note
Acme Corp	Sarah B.	Architecture deep-dive + ROI	CFO+CTO meeting Tuesday	Demo + technical brief Tue 2pm	CTO endorsement secured ✓
Brightstar Logistics	Sarah B.	Phase-2 architecture validation	Arch review complete	Phase-2 sizing call Thu	Validation packaged as Pillar 3 evidence
Cygnus Industries	Marcus K.	OT/IT convergence discovery	Stakeholder mapping	Engineering deep-dive Thursday	Pair with OT specialist on next call
Aurora Retail	Devon T.	Technical-fit assessment (new)	Scoped today	Discovery call Friday	Devon is shadowing; coaching opportunity
Northwind Logistics	Sarah B.	Second-BU expansion architecture	Stakeholder identified	Discovery call Aug 5	Diana Park's eng team to be looped in
Helios Energy	Sarah B.	Integration remediation	PS owner escalation pending	Three-way Tue 4pm	Pillar 2 evidence at risk ●

Sterling says: your priorities this week

Mon

Finalize Acme demo + architecture brief for Tuesday. Sterling has the prior CTO conversation notes; pull the integration-pattern slide forward to address Maria Santiago's expected questions on AI data integrity.

Wed

Cygnus engineering deep-dive. Pair with the OT specialist (Rita Lin from partner team) on the call. Sterling drafted a 6-question technical discovery sequence focused on the OT/IT convergence.

Fri

Aurora technical-fit assessment. Devon T. is shadowing. Sterling identified this as a coaching opportunity , bring Devon into the architecture conversation explicitly.

Your technical methodology track private to you + Eng Manager (Aoki)

Active

Multi-stakeholder technical discovery cadence. 4 sessions completed this quarter. You are pacing toward the Q3 milestone of leading a 7-stakeholder discovery without escalation.

Stretch

OT/IT convergence architecture pattern. Aoki and you agreed to develop your specialization here through the Cygnus engagement. Reading list updated.

Note

Aoki left you a private note: "Your CTO endorsement work on Acme is the highest-quality technical-win evidence we have all year. Please document the cadence so we can scale it to the SE team."

Avatar training scenarios queued for you private to you

Recommended

Skeptical CTO · architecture defense

12 min. Avatar plays a CTO challenging the platform's data-integrity story. Pattern-matched to the Acme situation; sharpen for Tuesday.

Optional

OT/IT convergence · stakeholder mapping

10 min. Avatar simulates an industrial CTO with OT-team trust concerns. Prep for Cygnus engineering deep-dive Wednesday.

Skill-builder

Coaching a junior AE in discovery

8 min. Practice bringing Devon into the architectural conversation Friday without dominating. Pattern from your Acme + Sarah B. paired discovery.

Sales leadership sees your technical-win evidence in the deal context (Deal Dashboard), not on this surface. Your methodology development and coaching plan are private to you and Aoki only.

Speed

00:00

Click START to begin the call

Pat Lee (VP Engineering, Acme Corp) joins. Scott (TDPS Account Executive) leads. Sterling sits in Scott's headset, reading multi-modal signals in real time. The cross-modal consistency check fires when Pat's voice diverges from his words.

LIVE Acme Corp / Round 2 00:00

Pat Lee · VP Engineering · Acme Corp

Live transcript (Whisper.cpp on-device)

STERLING

Sales Intelligence 3A · INSULA on-device

BUYER · Pat Lee (VP Engineering)

Waiting for call to begin...

Face

,

Voice

,

Body

,

Vitals

,

Cross-modal consistency

,

EXPANSION PROBABILITY · CROSS CHASM OF VALUE

, → 23%

baseline (pre-call)

COGNITIVE PIPELINE · firing in real time

INSULA

PROSODIA

WERNICKE

ALEX

HORIZON

CRITIC

METHODOLOGY

0% MEDDIC

M

Metrics

E

Econ Buyer

D

Dec Crit

D

Dec Proc

I

Id Pain

C

Champion

0%

QUESTIONS TO ASK

Discovery

MWhat metrics are you trying to move?

IWhat is the cost of not solving this in Q3?

D-PROCWalk me through how a decision like this typically moves through your org.

SALES TOOLKIT

Sterling-aware

📁

Acme OPINT Dossier

ALEX • pre-call brief

📖

MEDDIC Playbook

Methodology • v2.3

🛡️

Objection Handlers

Procurement timing • Q3

❓

Discovery Question Library

192 questions • filterable

📊

ROI Calculator

Industrial automation • custom

🤝

Champion Activation

CFO intro playbook

📈

Phase-2 ROI Examples

8 reference customers

⚔️

Rockwell Battlecard

Competitive • v1.4

MEETING ITEMS

0 captured

No representations captured yet.

No follow-ups committed yet.

No commitments to communicate yet.

No objections raised yet.

Post-call CRM commit · Salesforce

MEDDIC template. Every field reviewed by CRITIC before write.

Metrics
Economic buyer
Decision criteria
Decision process
Identify pain
Champion
Competition

CRITIC verdict: TRUSTWORTHY · 7 of 7 evaluative tests passed · safe to commit

SCENE / THE ENGAGEMENT SPINE

Multi-channel engagement: Acme Corp

Today's call wasn't the start. It's touch 8 of 23 across 5 channels and 11 people.

Email

SDR call

Demo / Zoom

Document

Voicemail

Commitment

D0

Pat (Mktg)
-> Mark Davis

Cold email

D3

SDR Jenna
-> Mark

Qualifying call

D8

SE Raj
-> Acme team x4

Technical demo

D12

Mike (AE)
<- Tony Russo

Champion: proposal req

D14

Mike (AE)
-> Mark, Tony

Discovery call

D18

Sarah Chen
-> Mike

VM: "have questions"

D21

Tony
-> Mike

Email: "CFO wants 30 min"

D23

Mike + Tony
+ Sarah

Today's call

NOW

8 touches • 23 days • 5 channels • 3 Acme participants • 4 xSelligent customer participants

Strategic sales cycle position

7-stage Enterprise Sales Cycle Framework (5 stages + 2 chasms) • Acme position: late Awareness, approaching Chasm of Fear

Chasm of Fear

Chasm of Value

Re-cross Chasm of Value

STAGE 1

Awareness

Initial

STAGE 2

Credibility

Trust earned

STAGE 3

Vendor

$300K - $750K

STAGE 4

Advisor

$750K - $2.5M

STAGE 5

Partner

$2.5M and above

Acme • D23

Initial outreach

6 to 12 months

12 to 16 months

Greater than 1 year

Stage 1: Awareness Prospect aware of product / service competencies and the high-level business value of investing in the relationship.

Stage 2: Credibility Prospect agrees product / services are competencies of your company; trust developed enough to seriously investigate investment.

Stage 3: Vendor Client agrees to a small phase or Proof of Concept with your product and services for validation of trust.

Stage 4: Advisor Client tested vendor execution; sees value in advice and counsel to develop long-term business strategy based on vendor products and services.

Stage 5: Partner Vendor and its products and services are seen as a trusted partner to support execution of the client's business strategy, vision, and goals.

Where Acme sits today: late Stage 1 (Awareness), 23 days in, Champion + CFO meeting unlocked. Typical enterprise software cycle takes 6 to 12 months to reach Credibility. xSelligent pushed Acme to the edge of the Chasm of Fear in 23 days. Tuesday's CFO meeting is the gate. If she greenlights, Acme crosses into Credibility and is on a glide path to a Stage 3 Vendor relationship at $300K-$750K initial.

Every existing tool sees touch 8 in isolation. Sterling sees the whole 23-day journey. Email, voicemail, docs, calls, chat , all roll up to ONE Acme engagement. WERNICKE reads content, INSULA reads voice and video, ALEX retains memory across every touch.

Salesforce push · CRITIC-gated CRM auto-population

OpportunityAcme Corp · Round 2 Discovery

StageCredibility → Vendor (5 pillars opening)

Amount$300K to $750K initial · $4.2M expansion forecast

Close dateJul 28, 2026 (CFO meeting Tuesday is the gate)

ChampionPat Lee · CTO (composite warmth 82)

Economic buyerMaria Santiago · CFO (meeting unlocked)

Methodology fieldsMEDDIC: M ✓ · E ✓ · D ◐ · D ◐ · I ◐ · C ✓ · C ✓

Next-best-actionConfirm Tuesday CFO meeting; send ROI deck + expansion sizing

CRITIC verified TRUSTWORTHY (24 evidence points, 0 conflicts). Every field above traces to a specific transcript moment, document, or signal. Click any field to see provenance. The rep approves before commit; no field lands in Salesforce without rep sign-off.

SCENE / DEAL DASHBOARD

Deal Dashboard / Acme Corp , 360 view

VP Sales, the rep, the manager, the CSM , all see the same engagement.

Phase-2 probability

47%

+9 pp this call

Deal value (ARR)

$850K

Est. annual contract

Days in cycle

23

vs 41 d avg

MEDDIC complete

4 / 6

DP, DC weak

Per-person sentiment (over 8 touches)

Tony R. (Champion)

Sarah C. (CFO / EB)

Mark D. (VP Ops)

Bill H. (CIO)

MEDDIC progression (by week)

W1

W2

W3

W4 (now)

M

E

D

I

C

Identify Pain + Metrics + Champion firmed up cleanly. Decision Process and Decision Criteria still weak , focus for next call.

Key moments (auto-flagged)

D12 14:23

Champion signal: Tony said "I'll get CFO on next call"

D23 23:14

Buyer divergence: Sarah's body / face contradict "pricing fine"

D8 31:50

Competitive: Bill mentioned "Rockwell does this for us"

D14 22:08

Pain commit: Mark quantified $1.2M/wk plant downtime

Recommended next actions (HORIZON)

P1

+8 pp Phase-2 lift

Get CFO Sarah on 30-min Thursday slot , Tony to broker

P2

+4 pp Phase-2 lift

Send integration-with-SAP one-pager addressing Bill's concern

P3

+3 pp Phase-2 lift

Walk Mark through Q3 close timeline , show 10-week deploy

Internal team / who is on this deal

Cross-functional resource activity over 23 days • Sterling tracks each touch + surfaces next-action accountability per role

Internal team size

4

Marketing, SDR, SE, AE

Internal hours invested

27.5

Across 23 days

Cross-functional handoffs

5

All clean, ALEX-tracked

Open internal actions

3

Due before Tuesday CFO call

Name + role

Function

Last activity

Next action (Sterling)

MC

Mike Chen

Account Executive • Deal lead

Owns deal end-to-end; today's call; CFO meeting next Tuesday

Discovery call + CFO meeting unlocked D23 23:30 • today

Send Tuesday calendar; build CFO ROI deck DUE: tomorrow EOD

RP

Raj Patel

Sales Engineer

Technical demo + SAP integration architecture lead

Technical demo to Acme team x4 D8 45 min session

Custom $1.2M / wk downtime ROI model DUE: Tuesday EOD

JP

Jenna Park

SDR

Initial qualification + appointment-setting

Handoff to Mike + Raj after qual D3 12 min call

Watch for inbound Acme reply; route to Mike Standing

PR

Pat Reynolds

Marketing • Industrial vertical

Initial outreach + content nurturing; industrial-automation campaigns

Cold email triggered the cycle D0 outreach

Send Phase-2 ROI case-study deck for Tuesday DUE: Monday AM

SCENE / POST-CALL FOLLOW-UP

Auto-drafted follow-up + coaching debrief

Two artifacts land in the rep's inbox within 60 seconds of the call ending.

AUTO-DRAFTED FOLLOW-UP EMAIL

✓ CRITIC: TRUSTWORTHY

To

Mark Davis <mark@acme.com>

Cc

Tony Russo, Mike Chen

Subj

Following up on today's discussion + Q3 integration timeline

Mark,

Great conversation today. Three things to follow up on:

1. Q3 integration timeline. Per Sarah's question at 23:14, attached is our 10-week SAP integration playbook for industrial customers.

2. Sarah's calendar. Tony mentioned he'd broker a 30-min slot Thursday. I'll send three options once he confirms.

3. Plant downtime ROI. Working with Raj on a custom model against your $1.2M / wk number , circles back Tuesday.

Mike

Approve & Send

Edit

Discard

PER-CALL COACHING DEBRIEF (private to Mike)

What went well

You named the $1.2M/wk pain explicitly , that anchors every future ROI conversation
You let Sarah's silence sit at 24:10 , buyer used that space to surface concern

What to improve

You moved past Sarah's body-language divergence at 23:14 , should have probed
Decision Process unasked (3rd time this week) , your xSMM D-domain stays at L1
Closed at "I'll follow up" instead of "next concrete commitment" , softer than usual

Methodology grades (this call)

MA

EB+

DC

DD

IA

CA-

Reflect: what would change if you'd probed Sarah at 23:14?

SCENE / PERFORMANCE DASHBOARD

Same data, three different lenses

Where the rep self-view is personal, the manager view is roster-wide, and the VP Sales view is org-wide.

Active deals

12

+2 vs last wk

Pipeline

$4.2M

ARR weighted

Avg Phase-2

41%

+3 pp this mo

xSMM composite

Bloom 2.8

+0.1 this wk

MEDDIC rate

78%

Adherence

My active pipeline (sorted by Phase-2 risk)

Account	ARR	Stage	Phase-2
Acme Corp	$850K	Discovery → CFO	47%	HOT
Globex Industries	$420K	Proposal sent	62%	ACTION
Initech Mfg	$1.2M	Multi-thread	38%	WATCH
Soylent Labs	$280K	Verbal close	71%	READY
Hooli Defense	$650K	Stalled 14 d	22%	RISK
Pied Piper	$180K	Cold restart	18%	RISK

xSMM domain heat

Methodology Mastery

Proficient (L3)

Multi-Modal Awareness

Proficient (L3)

Champion Development

Mentoring (L4)

Discovery Quality

Proficient (L3)

Competitive Positioning

Practicing (L2)

Deal Velocity

Aware (L1) · FOCUS

Phase-2 Stewardship

Practicing (L2)

This week's coaching focus

Deal Velocity (L1 → L2): on next 3 calls, explicitly ask "walk me through your decision process." Sterling will track each instance.

Your velocity / personal cycle trend

Avg deal cycle (last 6 deals)

52 d-23% vs 12mo ago

Stage-1 → Stage-2 crossing time

5.8 wk+38% vs org avg of 4.2 wk

Cycle shortens when MEDDIC is > 80% complete

-18%strong correlation

Avg deal size (last 6 deals)

$680K+24% vs 12mo ago

You close 23% faster than 12 months ago, AND you carry 24% larger deals at signing. Sterling's coaching focus on Decision Process and methodology compliance is the lever working hardest.

Manager / Jenna Park (Western team, 6 reps)

Rep

Stage

Score

Avg P2%

Pipeline

Marcus K.

Flourish

4.1

58%

$6.1M

Mike C.

Bloom

2.8

41%

$4.2M

Lila T.

Bloom

3.2

49%

$3.8M

Devon R.

Sprout

2.1

31%

$2.1M

Kate W.

Bloom

2.9

43%

$3.4M

Sanjay V.

Sprout

1.9

22%

$1.2M

This week's coaching priorities

Sanjay V.

Discovery Quality (L1) , pair with Marcus next 2 calls

Mike C.

Deal Velocity (L1) , focus call on Decision Process Q's

Devon R.

Champion Dev , Acme-style Champion-identification clinic

Team velocity / who is shortening, who is not

Marcus K. (Flourish)

38 d-34% YoY

Lila T. (Bloom)

47 d-26% YoY

Kate W. (Bloom)

50 d-21% YoY

Mike C. (Bloom)

52 d-23% YoY

Devon R. (Sprout)

61 d-9% YoY

Sanjay V. (Sprout)

78 d+4% YoY (regressing)

Sanjay V. is the only rep moving the wrong direction. His Discovery Quality (L1) gap is the root cause , pair him with Marcus next 2 calls per coaching priority.

Pipeline (28 reps)

$84M

Org-wide ARR

Avg Phase-2

44%

Above industry baseline

MEDDIC adoption

71%

Up from 38% (2 quarters)

Avg xSMM composite

2.9

Org-wide Bloom range

Phase-2 conversion by region

Western

48%

Central

42%

Eastern

51%

Southern

36%

Southern lags org-wide and below industry baseline. Likely cause: new region launched Q1, methodology adoption still ramping.

ROI vs prior tools (12-month cohort)

Avg deal cycle: 67 d → 48 d (-28%)
Win rate: 23% → 31% (+8 pp)
Phase-2 success: 12% → 38% (+26 pp)
Net new ARR per rep: $1.2M → $1.9M (+58%)
Reps achieving quota: 52% → 71% (+19 pp)

The Phase-2 success number is the unspoken-pain win. No other tool measures this; nobody else can claim it.

Velocity / Cycle shortening

The org-wide story. xSelligent's coaching shortens cycles AND grows deals. Both, simultaneously.

Avg sales cycle

9.2months

14.3 months • 12mo ago

-36% YoY

Stage 1 → Stage 2 crossing

4.2weeks

18.6 weeks • 12mo ago

-77% YoY

Avg ACV at signing

$1.9M

$1.2M • 12mo ago

+58% YoY

Win rate

31%

23% • 12mo ago

+8 pp YoY

Avg sales cycle length / trailing 5 quarters

14.3 mo

Q1 25

13.1 mo

Q2 25

11.4 mo

Q3 25

10.6 mo

Q4 25

9.2 mo

Q1 26 • NOW

Stage-by-stage / where the cycle shortened

Awareness → Credibility

18.6 wk

4.2 wk

-77%

Credibility → Vendor

12.4 wk

7.2 wk

-42%

Vendor → Advisor

38 wk

29 wk

-24%

Advisor → Partner

42 wk

34 wk

-19%

Methodology ⇄ Velocity correlation

+1 xSMM point = -11% cycle length

Reps who moved from Sprout (2.0) to Bloom (3.0) cut their average cycle by 22%. The cycle-shortening lever is the methodology lever. Coaching reps up the xSMM ladder is the most direct ROI investment.

Cycle length ⇄ Phase-2 success correlation

Shorter cycles ⇨ better Phase-2 outcomes

Deals closed in less than 9 months have a 51% Phase-2 success rate. Deals dragging past 14 months drop to 22%. Velocity is not just speed , it is signal. Slow deals are at-risk deals.

SCENE / xSMM MATURITY TRAJECTORY

Mike Chen , 12-month developmental journey

Mike opens this once a quarter. His manager opens it before every 1:1. HR opens it for promotion review.

Composite stage progression (4 quarters)

T-12mo

1.8

Sprout

T-9mo

2.1

Sprout

T-6mo

2.5

Bloom

T-3mo

2.7

Bloom

Today

2.8

Bloom

Domain movement (12 months)

T-12mo

T-9mo

T-6mo

T-3mo

Today

Methodology Mastery

L2

L3

Multi-Modal Awareness

L1

L2

L3

Champion Development

L2

L3

L4

Discovery Quality

L2

L3

Competitive Positioning

L1

L2

Deal Velocity

L1

Phase-2 Stewardship

L1

L2

Milestones + focus

T-6mo

Crossed Bloom threshold (2.5) , promoted from junior AE

T-4mo

Multi-Modal L2: first time recognized buyer divergence mid-call

T-2mo

Champion Development L4: now coaching 2 junior reps on Champion ID

Today

Bloom 2.8 , on track for Flourish (3.5) by year-end

Next focus

Deal Velocity L1 → L2

The one domain that hasn't moved in 12 months. Sterling will track every Decision Process question on every call this quarter.

PRE-CALL · LIST & PRIORITIZATION

Dossier List

All active prospects in your book, ranked by composite Fit + Warmth score. Live dossiers update continuously from public-signal feeds and your team's conversations. Sort, filter, batch-generate.

Active dossiers

147

+12 this week

Strong warm paths

38

26% of active

New signals (24h)

214

+47 vs avg

Stale (refresh due)

19

> 14 days old

▣

Multi-channel by design , mobile capture coming with the dedicated app. Cellular calls, hallway conversations, walking conversations, and field calls are first-class capture surfaces in the xSelligent mobile app (iOS + Android, target Sprint 6). Same engagement spine. Same INSULA + PROSODIA pipeline. Same CRITIC-gated CRM push. No call is invisible to xSelligent regardless of which device the rep is on.

Showing 8 of 147 · Sort: Composite Score (desc)

Prospect	Primary Contact	Persona	Top Initiative	Warmth	Composite	Last Refresh
Acme Corp acme.com · 12,400 employees · Manufacturing	Pat Lee VP Engineering	Champion	Zero-trust + AI data integrity	82	91	2 hr ago
Northwind Logistics northwind.io · 6,800 employees · Logistics	Diana Park SVP Infrastructure	Economic Buyer	Cloud migration to Azure	74	86	4 hr ago
Brightstar Health brightstar.health · 22,000 employees · Healthcare	Marcus Reyes Chief Information Security Officer	Technical Champion	HIPAA-ready observability	69	81	6 hr ago
Helios Energy heliosenergy.com · 4,200 employees · Energy	Ravi Krishnan Director, Data Platform	Coach	Snowflake + Databricks unification	54	73	11 hr ago
Trident Federal tridentfed.us · 9,100 employees · Public sector	Jennifer Holloway Deputy CISO	Technical Champion	FedRAMP High readiness	48	69	1 day ago
Cygnus Industries cygnus.co · 3,400 employees · Industrial IoT	Henrik Larsen VP Platform Engineering	Coach	OT/IT convergence	42	61	2 days ago
Aurora Retail Group auroraretail.com · 17,500 employees · Retail	Sasha Yu SVP Digital Transformation	Economic Buyer	Customer 360 + privacy	28	54	3 days ago
Meridian Bank meridianbank.com · 31,200 employees · Banking	(no contact yet) Inferred decision-makers: 4	Unknown	SOC 2 Type II + data residency	18	48	4 days ago

PRE-CALL · COMMAND CENTER

Acme Corp · Dossier Command Center

Living intelligence + relationship layer for this account. Continuously enriched from every public signal, every conversation, every CRM event. The single source of truth for the deal.

Composite Score

91

+6 since last refresh

Warmth Score

82

3 strong warm paths

Signals Processed

147

28 in last 7 days

Last Conversation

11d

SE discovery call

Executive Brief · 287 words

Acme Corp is an Arizona-based industrial-manufacturer of 12,400 employees on a multi-year digital-transformation arc, anchored by a publicly-stated 2026 commitment to AI-assisted predictive maintenance across their five North-American plants. Their VP Engineering Pat Lee has spent the last 18 months hiring senior platform engineers from Northwind Logistics and Brightstar Health (both are TDPS customers; both relationships could be warm-path activated through Northwind's Diana Park or Brightstar's Marcus Reyes).

Three signals concentrated in the last 30 days suggest Acme is now in active vendor evaluation: (1) Pat's recent RSA Conference keynote on cross-modal anomaly detection used language directly aligned to xSelligent's cognitive-architecture differentiation; (2) Acme's CIO posted a LinkedIn poll asking which conversation-intelligence platforms enterprises actually trust; (3) Their CISO recently completed an AWS Security Specialty certification, suggesting hyperscaler-marketplace procurement may be open.

Recommended next move: request a warm intro from Diana Park (Northwind) to Pat Lee, framed around shared zero-trust + AI data integrity priorities. Lead with the cross-modal consistency check demo since Pat's RSA talk explicitly cited that as an unsolved problem.

Buying Committee · 6 stakeholders identified

Pat LeeChampionVP Engineering

Maria SantosEconomic BuyerCIO

Tomás AguilarTechnical ChampionCISO

Rachel KleinCoachDirector, Platform Eng

David WongBlockerVP Procurement

Susan LiuUnknownChief Data Officer

Recent Public Signals · 8 of 28

Pat Lee · LinkedIn post · 2 days ago HIGH

"Cross-modal anomaly detection still feels like a research problem in production. Our team is evaluating three platforms now." linkedin.com/posts/...

Maria Santos · earnings call · 7 days ago HIGH

"We've committed to deploy AI-assisted predictive maintenance across all five plants by Q3 2027." acmecorp Q4 2025 transcript

Tomás Aguilar · certification · 14 days ago HIGH

Completed AWS Security Specialty certification. Likely path: AWS Marketplace via private offer for procurement. credly.com/...

Pat Lee · RSA Conference 2026 · 22 days ago HIGH

"What the AI-coaching products don't tell you is that emotional intelligence and methodology compliance are different problems. We need both, integrated." rsaconference talk archive

Top Warm Paths · 3 strong

Diana Park

SVP Infra, Northwind Logistics

→ Pat Lee · Acme

88

Marcus Reyes

CISO, Brightstar Health

→ Tomás Aguilar · Acme

76

Tracy Watanabe

VP Eng, Helios Energy

→ Rachel Klein · Acme

71

Recommended Next Actions

Priority 1

Request warm intro from Diana Park (Northwind) to Pat Lee. Shared zero-trust + AI data integrity priorities. Diana has explicitly endorsed TDPS to peer engineering VPs in the last 90 days. Pre-drafted intro language ready to send.

Priority 2

Schedule technical deep-dive with Tomás Aguilar (CISO). His recent AWS Security certification suggests Acme procurement may be open via AWS Marketplace private offer. Marcus Reyes (Brightstar) is the warm-path bridge.

Priority 3

Map David Wong (VP Procurement) before he becomes a blocker. No conversation history. Three discovery questions tailored to his role pre-drafted; warm-path candidates being scored.

PRE-CALL · WARM-PATH SCORING

Warm-Path Scoring · Acme Corp

Credible introduction paths from Acme buyers to your existing happy customers, weighted by multi-factor overlap. Each path includes evidence and a pre-drafted intro request you can send in one click.

Strong paths (>75)

3

+1 this week

Moderate paths (40-75)

8

across 4 happy customers

Signals contributing

47

avg 4.3 per path

Top warm path · 88 confidence

Diana Park · SVP Infrastructure · Northwind Logistics

Northwind is a TDPS customer · 14 months · NPS 9 · executive sponsor relationship

→ Pat Lee · VP Engineering · Acme Corp

Contributing evidence (7 factors, weighted)

+22 Shared prior employer (Northwind 2018-2021, Acme 2021-now)

+18 Both attended RSA Conference 2024, 2025, 2026

+14 Geographic proximity (both Phoenix metro)

+12 14 mutual LinkedIn connections, including 4 mutual peers in eng-VP roles

+10 Shared tech ecosystem signal (both teams heavy on Kubernetes + Istio)

+8 Shared professional community (CTO Connection AZ chapter)

+4 Northwind happy-customer signal (Diana referenced TDPS in 3 peer conversations Q4 2025)

Pre-drafted intro message to Diana:
"Hi Diana, hope you're well. I'm reaching out about a peer at Acme Corp who's working on a problem you and your team have already solved , cross-modal anomaly detection in their predictive-maintenance arc. Pat Lee (VP Eng there) gave an RSA talk last month that sounded a lot like the conversation you and I had in May. Would you be open to a quick intro? Happy to draft the email or just bcc you on a cold note."

Path 2 · 76 confidence

Marcus Reyes · CISO · Brightstar Health

→ Tomás Aguilar · CISO · Acme Corp

+19 Stanford GSB executive program 2019 cohort (overlap timing)

+16 Both AWS Security Specialty certified, completed within 6 months

+14 Shared community (ISACA Western Region board)

+11 6 mutual LinkedIn connections (all CISOs)

+8 Brightstar happy-customer signal (Marcus posted publicly about TDPS in Feb 2026)

+8 Both spoke at Black Hat 2025

Path 3 · 71 confidence

Tracy Watanabe · VP Eng · Helios Energy

→ Rachel Klein · Director, Platform Eng · Acme Corp

+15 Prior employer overlap (Helios 2017-2020, Acme 2020-now)

+14 Both Kubernetes contributors (3+ years overlapping commits)

+12 KubeCon 2024 + 2025 attendance

+10 University of Arizona alumni (overlapping years)

+10 8 mutual LinkedIn connections

+10 Helios happy-customer signal (Tracy endorsed TDPS in a podcast Jan 2026)

PRE-CALL · TECH-STACK INFERENCE

Inferred Tech Stack · Acme Corp

Multi-signal inference of what Acme actually runs in production, with confidence scores and source evidence per technology. Built from certification patterns, hiring data, public job posts, GitHub activity, conference attendance, vendor sponsorships.

High-confidence stack items

23

across 6 categories

Signals processed

412

avg 18 per inference

Last refresh

2h

auto-refresh every 24h

Observability + Security

Splunk Enterprise · 94

7 team members with Splunk certifications, 3 active in last 12 months. Job post Mar 2026 required Splunk SPL fluency. SplunkConf attendance 2024 + 2025.

CrowdStrike Falcon · 91

Tomás Aguilar referenced CrowdStrike in 2 conference talks. 4 security engineers with CrowdStrike CCFA certs. Confirmed by leaked Q3 2025 Falcon deployment screenshot in CrowdStrike case study.

Datadog APM · 72

3 SRE job posts referenced Datadog. Acme's GitHub org has 4 public repos using datadog-agent images.

Wiz Cloud Security · 68

Wiz logo appeared on slide deck Tomás shared at BSides Phoenix 2025. No formal certifications observed.

Cloud + Infrastructure

AWS (primary) · 96

12 team members AWS Solutions Architect Professional certified. Acme.com hosted on CloudFront + ALB. AWS Marketplace activity Q4 2025.

Kubernetes · 93

9 team members CKAD or CKA certified. Acme has 14 KubeCon attendees across 2024-2026. Rachel Klein is on the Karpenter contributors list.

Istio Service Mesh · 87

Pat Lee gave a 2024 internal talk titled "Why we picked Istio over Linkerd" that leaked via SlideShare. 5 engineers with Istio Tetrate certs.

Snowflake · 74

2 data engineering job posts required Snowflake. Snowflake Summit attendance 2024 + 2025. No public Snowflake case study yet.

Sales + Revenue Stack

Salesforce Enterprise Edition · 98

Salesforce mentioned in 8 job posts. Confirmed via Acme's Dreamforce 2025 customer-spotlight slot. Lightning Web Components in their GitHub org.

Outreach (sequencing) · 85

Multiple SDR job posts required Outreach. Connect calls captured in Gong (confirmed via Q3 Gong customer panel).

Gong (conversation intel) · 82

As above. Acme is a Gong reference customer.

6sense (intent data) · 68

6sense logo in their RevOps team page screenshot from a 2025 Salesforce Connections panel.

Conversation Intel Gap (Opportunity)

Gong covers their seller calls. No detected platform covers their cross-functional conversations: SE calls, PS workshops, customer-success calls, partner-alliance discussions. Pat Lee's RSA talk explicitly cited this gap.

No emotional-intelligence layer detected. Their stack is text-only (transcription + NLP). No multimodal signals. xSelligent's cross-modal consistency check at FUSE 130.c is differentiated against this exact gap.

No partner-alliances orchestration layer detected. Acme works with AWS, Accenture, and Deloitte as integration partners. No tool detected to coordinate the cross-partner motion.

PRE-CALL · EXECUTIVE BRIEF

Executive Brief · Acme Corp

AI-generated 287-word executive brief tailored to Acme Corp, citing 12 source signals and mapping to xSelligent strengths. Pre-call read for the seller; sharable with internal stakeholders.

Brief · 287 words · Generated 2 hours ago

Why engage Acme Corp now. Acme is an Arizona-based industrial manufacturer of 12,400 employees in the middle of a multi-year digital-transformation arc, with public commitments to AI-assisted predictive maintenance across their five North-American plants by Q3 2027 [1]. Three concentrated signals in the last 30 days strongly suggest active vendor evaluation for the conversation-intelligence + emotional-intelligence layer of that arc.

The trigger signals. Pat Lee (VP Engineering) gave an RSA Conference keynote March 2026 explicitly citing cross-modal anomaly detection as an unsolved production problem [2]. Maria Santos (CIO) used the Q4 2025 earnings call to reaffirm the AI-assisted predictive-maintenance commitment with a hard 2027 deadline [3]. Tomás Aguilar (CISO) completed AWS Security Specialty certification two weeks ago, suggesting hyperscaler-marketplace procurement may now be open [4].

Why xSelligent specifically. Their inferred tech stack runs Gong for seller-call transcription, no detected emotional-intelligence layer, no detected cross-functional conversation capture beyond AE calls [5][6]. xSelligent's cross-modal consistency check at the FUSE layer directly addresses Pat's RSA-cited gap. The Prospect Dossier substrate addresses their cross-functional capture gap. Salesforce-as-system-of-record posture aligns with their existing Salesforce Enterprise + Outreach + Gong investment.

Recommended opening move. Request warm intro from Diana Park (SVP Infrastructure, Northwind Logistics; TDPS customer 14 months, NPS 9, executive sponsor) to Pat Lee [7]. Path is 88-confidence. Pre-drafted intro language ready. Diana has explicitly endorsed TDPS to peer engineering VPs in 3 recent peer conversations [8]. Lead with cross-modal consistency check; map to Pat's RSA talk; quantify ROI through Acme's predictive-maintenance arc.

Sources · 8 of 12 cited

Acme Corp Q4 2025 earnings call transcript, Maria Santos prepared remarks · acmecorp.com/investors/
RSA Conference 2026 keynote · Pat Lee "Cross-modal anomaly detection in production" · rsaconference.com/2026/...
Acme Corp Q4 2025 earnings call transcript, Q&A · acmecorp.com/investors/...
Tomás Aguilar AWS Security Specialty certification · credly.com/users/...
Internal xSelligent tech-stack inference run · 412 signals processed · 94-confidence on Gong
Acme Corp careers page, 18 job posts scraped Mar 2026 · acmecorp.com/careers/
Diana Park · Northwind Logistics relationship-graph match · CRM evidence chain
3 peer-VP conversation extracts · CRM activity log + Gong call transcripts

Confidence summary: 8 of 12 cited sources at HIGH confidence. 3 at MODERATE. 1 at LOW (job-post inference for Outreach). All sources reviewable inline.

PRE-CALL · GENERATE WIZARD

Generate New Dossier

Single or bulk dossier generation. Async pipeline. Real-time progress. Most dossiers complete in 4 to 12 minutes; deep analysis runs 20-30 minutes.

Generation form

Company

Primary contact (optional)

Analysis depth

Focus areas (multi-select)

Tech Stack ✓ Initiatives ✓ People & Relationships ✓ Competitive Posture Financial Signals Regulatory Context

In-progress + recent (live)

Quantum RoboticsPROCESSING · 67%

Analyzing 38 public signals · mapping relationships across 1,200+ happy-customer contacts · ETA 4 min

Meridian BankPROCESSING · 23%

Aggregating public signals · ETA 9 min

Recently completed

Acme Corp

14 signals · 3 strong warm paths · 2 high-confidence tech overlaps

DONE 2h

Northwind Logistics

26 signals · 4 strong warm paths · 4 high-confidence tech overlaps

DONE 4h

Brightstar Health

19 signals · 2 strong warm paths · 5 high-confidence tech overlaps

DONE 6h

ENGAGEMENT · PERSONA-FILTERED ROUTING

Persona-Filtered Conversation Routing

Every conversation across the sales ecosystem (AE calls, SE workshops, PS implementations, CS check-ins, Partner Manager syncs) auto-routes its extracted content to the right persona's workspace. Partner Manager never wades through rep transcripts. AE never wades through partner registration noise.

Conversations routed (24h)

187

across 4 personas

Avg signals extracted

12.4

per conversation

Auto-route accuracy

94%

CRITIC-verified

Cross-persona insights

23

routed to multiple

Live routing · Acme Corp SE discovery call · 47 min ago

Source: Brian Choi (SE) and Pat Lee (Acme VP Eng). 38-minute Zoom call. 11,200 words transcribed. 14 signals extracted by WERNICKE.

Routed to AE workspace · 8 signals

Buying signal · timestamp 12:42

Pat: "Our 2027 timeline is real. We need to be live in 12 months." transcript

Stakeholder reveal · timestamp 18:15

Pat mentioned David Wong (VP Procurement) as gatekeeper. Not previously surfaced. transcript

Competitor mention · timestamp 24:31

Pat: "Symphony showed us something interesting last week. We're going to do a side-by-side." transcript

Pain point quantified · timestamp 29:08

Pat estimated $4.2M annual cost of current observability gap. Add to ROI calc. transcript

Routed to Partner Manager workspace · 3 signals

Hyperscaler signal · timestamp 21:50

Pat: "We've used AWS Partner Central before. The marketplace path is the only way our procurement team will move on this in Q3." transcript

SI / GSI mention · timestamp 30:18

Pat referenced Accenture as their implementation partner for the broader transformation. Trigger sphere-of-influence map refresh. transcript

Procurement path · timestamp 33:42

Pat said any deal > $250K needs to go through AWS Marketplace private offer with co-sell. Maps to discount band 3 (20%). transcript

Routed to PS team · 2 signals

Implementation prerequisite · timestamp 31:12

Acme uses Istio service mesh; needs onboarding sequence calibrated for Istio shops. transcript

Integration touchpoint · timestamp 35:24

Acme's CRM and observability stack are tightly coupled to Salesforce. PS team should pre-design Salesforce-side handoffs. transcript

Routing logic (WERNICKE + persona classifier)

Each extracted signal is classified by WERNICKE (semantic) and then by persona relevance scoring against the four persona policies (AE, Partner Manager, PS, CS). CRITIC adversarial-reviews any high-stakes route (e.g., competitor mentions, deal-blocking stakeholders) before commit. Cross-persona signals route to multiple workspaces with disjoint phrasing tuned per persona.

DEAL HEALTH · SPHERE OF INFLUENCE

Sphere-of-Influence Map · Acme Corp

Every hyperscaler, GSI, regional SI, MSP, data platform, and trusted advisor surrounding this deal. Filter by partner type. Drill-down per partner shows the deals where that partner is involved across your book.

Partners in sphere

11

5 active influence

Hyperscaler depth

AWS

primary cloud

Lead SI partner

Accenture

named in 3 conversations

Net influence score

+38

tailwind

Map (radial, by partner type)

Tier 1 (active) Tier 2 (named) Reg SI Trusted Advisor

Partner table (filterable)

Partner	Type	Influence	Status
AWS	Hyperscaler	+18	Active
Accenture	Lead GSI	+14	Active
Deloitte	GSI	+8	Named
Snowflake	Data platform	+5	Named
Slalom	Regional SI	+4	Named
Ahead	Regional SI	+3	Named
McKinsey	Advisor	+2	Quiet
Databricks	Data platform	-1	Headwind
Symphony	Competitor	-9	Headwind

DEAL HEALTH · HYPERSCALER REGISTRATION

Hyperscaler Deal-Registration Tracker

Live tracking of deal registrations across AWS Partner Central, Azure Marketplace, and GCP Marketplace. Sales Cycle Velocity Dashboard benchmarks current deals against segment-typical timelines and surfaces stalls.

Active registrations

23

across 3 hyperscalers

Avg cycle (segment)

87d

your benchmark

Stalled (red flag)

4

>120% of cycle

Approved & eligible

$3.4M

+$840K this month

Velocity dashboard · Acme Corp registration

Acme Corp · AWS Partner Central

Registered Mar 14, 2026 · 89 days idle · Target close Aug 30, 2026

CAUTION · approaching cycle benchmark

Day 0 (registered)Day 89 (now)Day 87 (segment avg close)Day 168 (you here)

You are 2 days past the segment-average close. Most accounts at this state convert or stall by Day 105. Recommend immediate escalation to Maria Santos (CIO) via warm path.

All active registrations · sorted by stall risk

Account	Hyperscaler	Registered	Idle Days	vs Benchmark	TCV	Status
Acme Corp	AWS	Mar 14, 2026	89	+2 days over avg	$840K	CAUTION
Brightstar Health	AWS	Jan 8, 2026	156	+69 days over avg	$1.2M	STALLED
Northwind Logistics	Azure	Apr 22, 2026	50	On track	$510K	HEALTHY
Helios Energy	AWS	Feb 11, 2026	121	+34 days over avg	$390K	STALLED
Trident Federal	GCP	Mar 28, 2026	75	On track	$1.4M	HEALTHY
Cygnus Industries	Azure	May 5, 2026	37	On track	$220K	HEALTHY
Aurora Retail Group	AWS	Dec 3, 2025	192	+105 days over avg	$680K	STALLED

DEAL HEALTH · PROCUREMENT PATH

Procurement-Path & Commercial-Model Intelligence

How this deal will be bought, sequenced, and discounted. Direct vs partner-resale vs hyperscaler-marketplace private offer via CPPO. Recommended discount band per path, mapped to your published commercial policy.

Acme Corp · recommended path

AWS Marketplace Private Offer (CPPO)

Co-sell with AWS Account Team

Recommended discount band

20% maximum

Co-sell tier per published TDPS commercial policy. Includes AWS-side incentive accrual.

Evidence supporting this path

Pat said Acme procurement requires marketplace path for > $250K (SE call timestamp 33:42)

Tomás Aguilar recently completed AWS Security Specialty cert

Acme has prior AWS Partner Central procurement history

Engagement-model matrix (commercial policy)

Path	Discount	Notes
Direct	0-10%	Standard published list
Referral	10%	Partner intro, TDPS leads
Co-sell / Marketplace	20%	This deal
Full lead + Services	30% max	Partner leads + delivers

Margin protection. Procurement-path mapping at the 20-yard line (now) rather than the 2-foot line (last-minute) protects ~$84K in margin variance on this deal vs the prior pattern of discount creep.

PARTNER ALLIANCES · WORKSPACE

Partner Manager Workspace

Your book, your margin, your speed-to-value. Built around what makes the Partner Alliances Manager successful. Anti-Big-Brother by design: no rep-activity surveillance, no productivity policing, no noise.

Your active partners

14

across 4 categories

Margin recovered

$640K

YTD vs prior pattern

Speed-to-value lift

22%

avg days saved

Ecosystem wins

7

deals you orchestrated

Partner book (by margin contribution YTD)

Partner	Deals	TCV	Margin	NPS
AWS	8	$4.2M	$2.9M	9.1
Accenture	4	$2.8M	$1.7M	8.4
Slalom	6	$1.4M	$840K	9.5
Azure	3	$1.1M	$760K	8.0
Deloitte	2	$920K	$540K	7.8

Your wins this quarter (ecosystem-coordinated)

Closed Apr

Brightstar Health · $1.2M. You coordinated the AWS co-sell motion + Slalom implementation handoff. Without your orchestration, Slalom timeline would have added 47 days post-close. You saved the deal $190K in deferred revenue.

Closed May

Helios Energy · $390K. Pulled in Accenture and pre-positioned them as transformation partner. Avoided a Symphony-style competitor displacement when Accenture confirmed they would not work with Symphony on this engagement.

Closed Jun

Northwind Logistics expansion · $510K. AWS Marketplace path you mapped at Day 12 of the deal protected 22% margin from typical discount creep. Diana Park subsequently became your warm-path source for Acme Corp.

PARTNER ALLIANCES · PROACTIVE SIGNALS

Proactive Partner Signals

Autonomous agents monitor your partners' LinkedIn activity, earnings calls, vertical announcements, and ecosystem moves. Each signal is scored for deal-relevance and surfaced to your inbox with a recommended response.

Signals today

14

8 high-relevance

Partners monitored

14

continuous

Auto-actions queued

3

awaiting approval

Avg surface time

11 min

signal to inbox

28 min ago

AWS just published a vertical-specific solution brief on AI-assisted predictive maintenance for manufacturing. Three of your prospects (Acme, Cygnus, Helios) match the brief's profile. Acme has open AWS Marketplace registration. Recommended: forward to Pat Lee with one-line "this is exactly the joint motion we were discussing."

2 hr ago

Accenture's Mike Sutter (your Acme account team contact) posted on LinkedIn about a new manufacturing-vertical partner program with TDPS-adjacent positioning. Three mutual connections re-shared. Recommended: short reply expressing interest in joint Acme motion.

5 hr ago

Slalom hired a senior practice lead from Brightstar Health (one of your wins). Likely route: she will champion TDPS internally at Slalom for similar engagements. Recommended: warm intro within 7 days via Brightstar's Marcus Reyes.

8 hr ago

Symphony (competitor) announced an Accenture co-sell motion in adjacent vertical. No direct Acme overlap yet, but Accenture's commitment surface is finite. Recommended: Sterling has flagged this for AE awareness on the Acme deal; you may want to call Mike Sutter directly to confirm Accenture's positioning on the Acme engagement.

11 hr ago

Deloitte's quarterly outlook emphasized retail-vertical AI integration. Two of your prospects (Aurora Retail Group, plus a prospective Meridian Bank retail-banking angle) match. Recommended: Aurora deal is currently stalled; this gives you a fresh re-engagement angle.

POST-CALL · CONVERSATION ENRICHMENT

Conversation Enrichment · Acme Corp SE Discovery

Every conversation flows back into the dossier. WERNICKE extracts signals; CRITIC adversarial-reviews any high-stakes update; human confirms material changes; low-risk extractions auto-append. The dossier never forgets, never duplicates, never drifts.

Signals extracted

14

from 38 min call

Auto-applied

9

low-risk extractions

Pending review

5

material changes

CRITIC verdict

PASS

all extractions verified

Proposed updates awaiting your confirmation

Add stakeholder: David Wong (VP Procurement)HIGH

Pat introduced David Wong as gatekeeper at timestamp 18:15. Role: VP Procurement. Likely persona: Blocker. Mapping warm-path candidates now.

Add competitor: Symphony · active evalHIGH

Pat said at 24:31: "Symphony showed us something interesting last week. We're going to do a side-by-side." Symphony was not previously known to be in this deal. Recommend updating Composite Score and refreshing warm-path priorities accordingly.

Quantify pain point: $4.2M annual observability gapHIGH

Pat estimated cost at 29:08. Add to ROI calc for Acme exec deck. CRITIC verified arithmetic and source.

Confirm tech stack: IstioMED

Pat confirmed at 31:12 that Acme runs Istio. Previously inferred at 87 confidence; now confirmed. Recommend promoting confidence to HIGH and updating PS workshop materials accordingly.

Add procurement-path constraint: AWS MarketplaceHIGH

Pat said at 33:42: any deal > $250K must go through AWS Marketplace private offer with co-sell. Maps to discount-band 3 (20%). Update Procurement-Path view recommended.

Auto-applied (low-risk, CRITIC-cleared) · 9 updates

Field	Update	Source timestamp
Last conversation	11d → 0h ago	,
Pat Lee role detail	Added "active vendor evaluation"	12:42
Engagement maturity	Pre-discovery → Discovery	15:30
Stakeholder count	5 → 6 (Wong added pending)	18:15
Conversation length	+38 min	,
SE assigned	Confirmed Brian Choi	00:00
Hyperscaler signal	+1 (AWS Partner Central history)	21:50
SI partner: Accenture	Confirmed (transformation partner)	30:18
Deal time-since-last	Reset	,

PERFORMANCE · TEAM INTELLIGENCE

Team Intelligence Dashboard

Manager and CRO view of dossier health, signal velocity, and team-wide intelligence saturation. Where the high-leverage prospects sit. Which reps are operating from substantive dossiers and which are flying blind. Where the next coaching moment lives.

Team coverage

147

active dossiers

Avg dossier freshness

2.4d

target <3d

Strong-warmth deals

38

26% of book

Dossier-influenced pipe

$14.2M

+$4.8M QoQ

Per-rep dossier health

Rep	Active	Avg freshness	Strong warm paths
Sam Park	18	1.2d	9
Maya Cho	22	1.8d	11
Devon Ali	15	2.1d	5
Erin Quinn	19	3.2d	4
Jordan Lee	11	5.1d	2

Coaching nudge: Jordan Lee's dossier usage is significantly below team avg. Recommend 1:1 to walk through Dossier Command Center workflow.

High-value signals across your book (last 24h)

Acme Corp · Sam Park · 47 min ago

Pat Lee SE discovery surfaced active competitor (Symphony) + $4.2M quantified pain. Composite Score +6.

Brightstar Health · Maya Cho · 2h ago

CISO Marcus Reyes mentioned active xSelligent eval to peer at ISACA event. Reference-customer expansion signal.

Trident Federal · Devon Ali · 5h ago

FedRAMP High readiness path opened by GSA news. Recommend accelerated proposal timing.

Aurora Retail Group · Erin Quinn · 8h ago

Stalled deal showing re-engagement signal: SVP Sasha Yu attended NRF panel where TDPS customer Northwind was named. Warm-path resurfacing opportunity.

Impact analytics

Win-rate, dossier-influenced

61%

vs 34% no-dossier

ACV uplift, dossier-influenced

+38%

avg vs no-dossier

Cycle time, dossier-influenced

-22%

faster vs no-dossier

PERFORMANCE · ALERTS

Alerts & Proactive Notifications

Continuous monitoring on your team's prospects. Job moves by key buyers, new public signals, relationship-strength changes, significant conversation updates. Routed by urgency and persona. ARIA prioritizes; you act.

Alerts today

28

12 urgent

Acknowledged

19

68% rate

Acted within 1h

14

target 12

Auto-suppressed (noise)

47

CRITIC-filtered

Urgent (interrupt tier)

28 min ago

Maria Santos (CIO, Acme Corp) just shared a LinkedIn post about her favorite enterprise AI vendors. Symphony was named. xSelligent was not. Risk: Acme's CIO has not been briefed on TDPS positioning. Recommend: draft a "thoughtful follow-up" with executive-tier specifics, reviewable in < 5 min.

2h ago

Aurora Retail Group's SVP Sasha Yu just moved to Meridian Bank as Chief Digital Officer. The Aurora deal is stalled and now likely dead. But Meridian is a fresh, larger opportunity with Sasha as warm-path. Recommend: reframe Aurora dossier as retired; immediately initiate Meridian dossier with Sasha as primary contact (warm-path score will start at 78).

Next-cycle tier

5h ago

Brightstar Health renewal coming up in 47 days. Recent NPS trended down (9.5 → 8.4). CS noted slow-feature-adoption risk. Recommend: CSM and AE jointly schedule executive review with Marcus Reyes within 2 weeks.

8h ago

Northwind Logistics expanded to second business unit yesterday (announced internally). Diana Park's team likely needs additional seats. Recommend: Diana directly; offer to add seats; Phase 2 expansion conversation.

11h ago

Helios Energy's data-platform director just spoke at Snowflake Summit on AI-data integrity. Their talk aligns directly with xSelligent positioning. Warm-path candidate: a TDPS Engineering Director attended same panel. Recommend: warm intro within 7 days.

Daily review tier

14h ago

Five of your prospects attended Gartner Symposium this week. Aggregated signal: enterprise buyer focus shifted toward AI-data integrity (from earlier-year emphasis on AI cost). xSelligent positioning aligns. Recommend: refresh your pitch deck framing for next month.

1d ago

Cygnus Industries · OT/IT convergence patent filed. Their patent positions them as a sophisticated industrial-IoT buyer. Update dossier Composite Score.

VALUE REALIZATION · CHASM CROSSING

Business Value Tracking · Acme Corp Phase 1

The original business case captured at Chasm of Fear, tracked across all five Vendor pillars with evidence. When all five hit threshold, the system triggers the Chasm-of-Value crossing event and auto-generates the phase-2 expansion case. This is the closed loop that turns Vendor into Advisor and Advisor into Partner.

Days into Vendor stage

94

of 180-day budget

Pillars cleared

3 / 5

on or ahead of plan

Chasm-of-Value probability

68%

+11 pts vs prior 30 days

Expansion signal strength

Strong

3 PS + 2 Care signals

Original business case (captured at Chasm of Fear, Apr 12)

Agreed metric	Target	Owner	Evidence path	Status
Predictive maintenance accuracy	+18% vs baseline	Pat Lee (Acme)	System telemetry + monthly review call	On track
Unplanned downtime	-25% in 90 days	Maria Chen (Acme Ops)	Ticket system pull + Care interactions	Ahead
Operator training hours	≤40 hrs avg	James Liu (Acme HR)	LMS export + post-session survey	At risk
ROI realization	$2.1M annualized	Pat Lee + CFO	Joint quarterly review	Pending Q3

The five Vendor pillars (evidence-tracked)

PILLAR 1 ✓

Implementation

Production deployment complete Mar 28. PS handoff conversation captured. 0 outstanding implementation issues.

✓ Threshold met

PILLAR 2 ✓

Integration

SCADA + Salesforce + ServiceNow integrations live as of May 14. Evidence: 47 cross-system data syncs logged this week.

✓ Threshold met

PILLAR 3 ✓

Adoption

Maintenance team usage 87% (target 75%). Operator dashboards 91%. Engineering team 64%. WERNICKE flagged 3 enthusiastic-adoption quotes.

✓ Threshold met

PILLAR 4 ●

Operationalization

Maintenance SOP rewrite in progress (Acme target Jun 30). Quality team SOP not yet started. Deviation alert: training hours running 47 avg vs 40 target.

● At risk

PILLAR 5 ○

Business Value Achievement

Q3 joint review scheduled Sep 15. Predictive maintenance accuracy tracking +21% (target +18%). Downtime tracking -29% (target -25%). On track for evidenced delivery.

○ Awaiting Q3

Deviation alerts (CRITIC-verified)

2 days ago

Pillar 4 training hours drift. Operator training averaging 47 hrs vs 40 target. Trajectory if uncorrected: miss the original-case threshold by Aug 22. Recommended action: schedule Pat Lee call to discuss compressed-training pilot.

11 days ago

Pillar 3 engineering adoption slow. Engineering team usage 64% vs 75% target. Root cause from conversations: dashboard UX friction. Acme product manager evaluating workaround. Not yet a Pillar 3 fail signal.

Expansion signals (auto-detected from PS + Care)

Strong

Pat Lee mentioned "what about the Houston site" twice in Care interactions. Acme has 4 additional sites that could replicate the engagement. Phase-2 case generation triggered.

Strong

Quality team requested a follow-on briefing on adjacent quality-management workflow. Cross-team interest is the canonical Chasm-of-Value precursor signal.

Forming

Maria Chen named us in her LinkedIn post as a "true partner" , top-half of advisor language. Watch for Q3 review momentum.

CHASM CROSSING FORECAST

Probability of crossing Chasm of Value: 68% by Q3 review.

Pillar 4 operationalization gap is the only meaningful risk. Resolving the training hours drift would push probability to 82% per HORIZON. Once all five pillars hit threshold, the system auto-drafts the Phase-2 expansion case for the 4 additional Acme sites. Estimated phase-2 TCV: $1.4M.

PERFORMANCE · PERSONALIZED ENABLEMENT

AI Avatar Training

Targeted practice grounded in your team's real conversations. Avatars exhibit realistic buyer EQ learned from actual ecosystem calls. Weaknesses auto-identified per rep. Top-performer patterns extracted and scaled. Coachability and improvement-velocity signals visible to leadership, strictly hidden from peer reps.

Reps actively training

23 / 28

82% weekly active

Avg mastery lift

+0.8

per dimension, last 30 days

Debrief-to-practice rate

71%

reps who launched practice post-debrief

Top-performer patterns extracted

47

injected into scenarios

Today's recommended practice (per rep, from real call history)

For Marcus K.

Practice: champion development with a skeptical-economic-buyer scenario. Sterling identified in your Apr 28 + May 14 + Jun 3 calls that you handed champion-coaching back to the buyer prematurely. Recommended scenario: 12 min with avatar buyer "Dana Rivera" (CFO archetype), top-performer pattern injected from Sarah B.'s Q1 conversation set. Launch now.

For Sarah B.

Practice: technical objection handling at SE-led discovery. Your win rate on SE-led discovery calls is 47% vs team average 61%. Recommended scenario: 18 min with avatar SE "Raj Patel," focus on translating customer technical objections into MEDDIC champion-coaching language. Launch now.

For Devon T.

Practice: closing the methodology gap on Decision Process. Sterling flagged in 4 of your last 5 deal reviews that Decision Process is your weakest MEDDIC element. Recommended scenario: 9 min with avatar buyer "Kenji Watanabe," top-performer pattern from Mark L.'s Helios deal. Launch now.

Methodology mastery (your view, your data only)

MEDDIC element	Mastery level	Trend
Metrics	Internalization (4/5)	+0.5 / 30d
Economic Buyer	Application (3/5)	+0.3 / 30d
Decision Criteria	Internalization (4/5)	flat
Decision Process	Awareness (2/5)	recommended focus
Identify Pain	Internalization (4/5)	+0.2 / 30d
Champion	Application (3/5)	+0.4 / 30d
Competition	Mentoring (5/5)	stable

Your individual data is visible only to you and your direct manager. Peer reps cannot see this view. Per the platform privacy posture.

Avatar scenario library (top-performer patterns injected)

Skeptical CFO

Buyer EQ: cautious, ROI-focused, tests your case rigor. Pattern source: Sarah B. Q1 wins.

~12 min · MEDDIC · Economic Buyer focus

Technical SE Pushback

Buyer EQ: probing, technically demanding. Pattern source: Mark L. Helios deal.

~18 min · MEDDPICC · Decision Criteria focus

Champion at Risk

Buyer EQ: ambivalent, considering pulling support. Pattern source: top-3 reps Q2.

~9 min · MEDDIC · Champion focus

Late-stage Objection

Buyer EQ: hesitating, surfacing late objections. Pattern source: top-3 reps closed-won.

~15 min · MEDDIC · Decision Process focus

Multi-stakeholder Discovery

Buyer EQ: divergent priorities across 3 personas. Pattern source: Devon T. + Sarah B.

~22 min · Challenger · Pain Identification focus

Competitive Displacement

Buyer EQ: locked-in with incumbent, defensive. Pattern source: Marcus K. Symphony win.

~14 min · MEDDIC · Competition focus

CUSTOMER CARE · POST-SALE SIGNALS

Customer Care Workspace

Post-sale interaction capture with emotional and client-response signals. Linked to prior promises and business-value metrics. Expansion-opportunity surfacing without full ticket-management overhead. Sales context and prior commitments are visible without forcing you to switch tools.

Active accounts

38

in Vendor or Advisor stage

Sentiment health

+0.42

7-day avg, trending up

Promise-keeping rate

94%

commitments delivered on time

Expansion signals (Q3 so far)

11

surfaced to AE + Renewal teams

Today's interactions (with sales context auto-linked)

9 min ago

Acme Corp · Pat Lee. Email re: training hours. Sentiment: mildly frustrated. Sales context: this directly affects Pillar 4 of the active business case (operationalization). Originally promised ≤40 hrs avg. Recommended response template auto-drafted, ready for your edit. AE notified.

42 min ago

Brightstar Health · Marcus Reyes. Slack thread re: integration question. Sentiment: positive, curious. Expansion signal: he asked about workflow extensibility, which maps to a phase-2 opportunity Sterling has been forecasting. Surfaced to AE Marcus K. + Renewal owner.

3 hr ago

Helios Energy · Operations team. Voicemail re: dashboard customization. Sentiment: constructive. Sales context: prior commitment from PS handoff (Feb 14) was that custom dashboard work would be available in Q2. Routing to PS owner for confirmation; Care team gets the response within 24 hrs.

6 hr ago

Northwind Logistics · Diana Park. Slack DM re: invoicing question. Sentiment: neutral. No sales context impact. Routine resolution path; estimated 8 min handle time.

Yesterday

Aurora Retail · Cassidy Mitchell. Email re: training availability. Sentiment: positive, enthusiastic. Expansion signal: she asked whether the platform supports a second-store rollout. Already routed to AE Sarah B. for warm follow-up.

Linked to active business cases

Account	Active case	Care interactions (30d)	Risk signal
Acme Corp	Pillar 4 at risk	11	Watch
Brightstar Health	Pillars 1-4 cleared	6	Healthy
Helios Energy	Pillar 2 in progress	9	Healthy
Northwind Logistics	All pillars cleared	4	Advisor
Aurora Retail	Pillars 1-3 cleared	7	Healthy

Expansion opportunities surfaced this week

Brightstar

Phase-2 workflow extensibility question from Marcus Reyes maps to a $480K-$680K phase-2 opportunity. Sterling forecast: 73% conversion probability if AE outreach within 14 days.

Aurora

Second-store rollout question from Cassidy Mitchell. Aurora has 14 stores; this could be a $1.8M-$2.4M expansion. Sterling forecast: 61% probability if proposal lands by end of month.

Helios

Two-site request surfaced from operations conversation. Need to confirm with AE before treating as expansion, since adjacent site may already be in scope of the original engagement.