Acme Corp

Discovery call with Acme. Prospect engaged on technical fit but raised two pricing objections. Rep over-indexed on feature coverage; missed a direct reference request at 15:30 and made a delivery commitment that is not yet validated with delivery.

1. 00:00rep

   Thanks for making time today, Jordan. Before we dive in — what's the one thing that, by the end of this call, would make this a good use of your half-hour?

2. 00:18prospect

   Honestly, I want to understand if you can handle our scale. We've looked at two vendors and both fell over in the pilot.

3. 00:45rep

   That's exactly the right question. Let me show you how our architecture is built for this — we have a proprietary pipeline that...

4. 02:05prospect

   Ok, but specifically — have you deployed for anyone our size?

5. 02:30rep

   Let me come back to that. First let me walk you through our technical capabilities...

   Rep talk-track at 72%
6. 08:50prospect

   Budget is tight this quarter. What kind of numbers are we talking about?

7. 09:20rep

   It really depends on scope, but let me walk through the tiers...

8. 15:30prospect

   Sorry, one more time — have you deployed for anyone our size? That's the main thing we need to de-risk.

   Missed reference ask at 15:30
9. 16:00rep

   We have several customers in your segment. Let me continue on the pricing question...

10. 22:10rep

    We can absolutely hit a Q3 go-live for a deployment this size, no problem.

    Unvalidated delivery commitment
11. 23:20prospect

    Ok — send over the contract and I'll loop in procurement.

1. Discovery04:20
   Rep asks about current stack
2. Price08:50
   Prospect: "Budget is tight this quarter."
3. Reference15:30
   Prospect asks for a similar-size customer
4. Delivery22:10
   Rep commits to Q3 go-live