Call Preparation

Protein Metrics Call Prep

Talk Track + Agent Architecture + Deployment Options + Pricing. Internal reference for the Paul DiGregorio / Steve Cypes call.

Prepared For Paul DiGregorio / Steve Cypes Call
Target Week Week of March 17, 2026
Last Updated March 11, 2026
Prepared By Trey Knollman, Revenue Catalyst
This document is an internal call prep reference. Screen share pm-proposal.html during the call - not this file.
PM Sales Org
Who's in the room and what they care about

Call Visual Aid: pm-proposal.html

Screen share the client proposal during the call. It has the tabbed report mockup with per-rep territory tabs, contact cards with LinkedIn/email/CRM badges, pricing tiers, and the Bill.com payment link. Walk them through it section by section - let the visuals do the work. This call prep doc is your internal reference only.

File: C:\Users\Trey\OneDrive\Desktop\PM\pm-proposal.html

Steve Cypes

President - Board responsibility
Cares About
  • ROI - can he justify this to the board?
  • Competitive advantage over Genedata, BSMS
  • Scalability - does it work for 6 reps or 60?
  • Cost vs hiring a full-time analyst ($120-150K)
His Risk

Greenlights spend, reps don't use it, nothing to show the board. Needs measurable outcomes.

BACKGROUND: Came from Unchained Labs with Paul. Knows small commercial teams.

Paul DiGregorio

VP Global Sales - 3 months in, building the team
Cares About
  • Giving reps an edge - making them more effective
  • Reducing ramp time for new hires
  • Looking like a strong hire to Steve
  • Not pulling reps off quota for research
His Risk

Champions this, reps ignore the reports, Paul owns the failure. He has to drive adoption.

YOUR CONNECTION: Former NanoCellect colleague. PhD Biochemistry UCSF. Trey's warm relationship.

Maria Basanta-Sanchez, PhD

Global Sales & Commercial Strategy Leader - cc'd on Steve's email
Cares About
  • Territory design and account prioritization
  • Competitive positioning strategy
  • Data-driven sales planning
  • Global coverage (US + Europe + APAC)
Why She Matters

She's evaluating this too. If the report helps her strategic planning, she becomes a second internal champion.

Field Sales Team (6 reps - the actual consumers)

US Team
Chris JohnsonSales Manager3 mutual connections w/ Trey
Max WangSales ManagerPaul is mutual connection
Maria Basanta-SanchezSales Manager (also strategic role)cc'd on Steve's email
International
David LascouxSales Director, Europe & India8 mutual connections
David PodestaSales Manager, UK & N. Europe6 mutual connections
Nisha ShermaSales Manager, SW US & APAC
Also Notable: Lawrie Veale, PhD - Director, Global Customer Success & Vendor Partnerships. Hannah Townsend - MS Data Analysis specialist (SE/technical). Open req for additional Sales Manager.
The Adoption Reality: A rep doesn't care about a 7-section branded report. They care about "who do I call tomorrow and what do I say." The deliverable needs to feel like a cheat code, not a homework assignment from management. With only 6 reps, adoption is binary - you'll know fast if they use it.
Talk Track
What to say and when - six sections from opening to close

1. Open with Steve's Words

First 2 minutes
"An impactful agglomeration of individual data points we come across as time allows, but in one cohesive, automated report." - Steve Cypes

Steve nailed it. Your team already gathers this intel - in HubSpot notes, in hallway conversations, from conferences. The problem isn't access to information. It's time, synthesis, and freshness. Your reps are spending 8-10 hours a week researching instead of selling. We automate the researching so they stay selling.

Key Angle (from Sohiel): Paul and Steve are both new to PM. This report is a tool for them to learn the competitive landscape and account dynamics, not just for reps. When you share your business context with us - priorities, focus markets, competitive positioning - the report reflects management's strategy, not just raw data. That's a differentiator over any cold demo or DIY tool. Lean into this: "The more context you give us about where PM is headed, the sharper the intel gets."

2. "This Goes Beyond What Our Own Claude or ChatGPT Would Provide"

3-5 minutes

Steve compared this to their internal AI attempts. That's the opening. Here's what to say:

"When someone on your team opens ChatGPT and asks about Eli Lilly's analytical needs, they get a plausible-sounding paragraph based on training data that's months old. No verification. No named contacts. No competitive positioning from conference talks. And next week they start from scratch again.

What you saw in that report came from 25+ live data sources, 3 parallel research agents, and a fact-check pass that caught and corrected 6 errors before you ever saw it. Aaron Cazy's CASSS presentation confirming Genedata Expressionist in Lilly's BDR - ChatGPT doesn't know that exists. We found it, verified it, and turned it into a competitive strategy: don't displace Genedata from discovery, target the Medicine Foundry instead."
Dimension DIY (ChatGPT / Claude) RC Agent Stack
Data sources 1 (LLM training data) 25+ live sources, refreshed continuously
Freshness Months-old training cutoff Real-time (scraped that week)
Named contacts Generic titles, often hallucinated Real people with evidence source
Fact verification None - will confidently state wrong numbers Dedicated fact-check pass on every figure and name
Competitive intel Generic landscape Conference talks, job postings, publications
Institutional memory Starts from scratch every session Cumulative - each report builds on the last
Cross-referencing Can't check your customer list, CRM, or rep network Filters against install base, flags existing relationships
Output Chat text, manually reformatted Branded, shareable, printable report
Rep time 2-4 hours of prompting per account Zero - reps consume, not produce
Scalability One person, one account, one session Monitors entire TAM continuously

3. Walk Through What Paul's Report Actually Required

5-8 minutes

Steve sees a polished report. Here's what's underneath it:

  • proteinmetrics.com/customers - scraped your public customer page to identify install base. That's how we knew Roche, Pfizer, Regeneron, AZ, and Lonza were expansion targets, not net-new
  • SEC EDGAR filings - pulled 10-Ks for revenue, R&D spend, capex on manufacturing. Pfizer's $70B manufacturing push, Lilly's $65.2B revenue (+44.7% YoY) - verified numbers, not ChatGPT estimates
  • FDA device and drug APIs - clearances and approvals that signal a company is entering commercial launch (when they need analytical tools most)
  • ClinicalTrials.gov - Phase 3 completions mean a product is approaching commercialization and scaling up manufacturing QC
  • Job posting APIs - Greenhouse, Lever, LinkedIn, Indeed, BioSpace. Regeneron's 3 open LC-MS roles told us they're scaling analytical capacity right now
  • Conference proceedings - Aaron Cazy's CASSS 2025 presentation revealed Genedata Expressionist at Lilly BDR. That single data point shaped the entire competitive strategy
  • Perplexity Sonar Pro - AI-synthesized signals with citations, cross-checked against primary sources
  • RSS feeds - FierceBiotech, BioPharma Dive, GEN, press releases from BusinessWire and PRNewswire
  • LinkedIn web search - found 8 named personas at Lilly with titles, departments, and evidence of where we found them
  • Fact-check agent - caught 6 errors before delivery: Crescent HQ was Waltham not Cambridge, Pfizer rev was $62.6B not $63.6B, verified Lilly market cap, Zymeworks pipeline, Bicycle therapeutics, EpiBiologics location

That's 25+ data sources, 3 parallel research agents, a verification pass, and a branded deliverable. Your rep doing this manually would spend 40+ hours. ChatGPT doing it would miss half and fabricate the rest.

4. Address Steve's Pricing Question

8-12 minutes

Steve asked about "costs for account deep dives like this." Don't lead with a number - lead with the value comparison:

"Before I get to pricing, let me frame it. ZoomInfo would cost you $15-30K a year for raw data with no analysis. Hiring a junior analyst to do this manually would run $60-80K plus benefits - and they'd quit. What we deliver is domain expertise plus automation: it's cheaper than a headcount and better than a data tool. It just shows up."
If Steve asks about the $42K/year and ROI measurement: Phase 2 HubSpot attribution is included in the subscription - not extra. The Feedback & ROI tab aligns with management's existing cadenced check-ins with reps. It's not a new process - it's better data for the process they already run.

Then walk to the PoC. Don't present three options on this call. Present one: the PoC at $2,500. If they ask about ongoing, say $3,500/mo Standard or $5,000/mo Premium. Don't mention CRM integration or embedded tiers - those are upsells for month 6+, not first-call topics.

"The PoC is $2,500. One tabbed report with one account deep dive - you pick one priority account. Each rep gets their territory tab. We deliver within a week, your team works the intel for the rest of the month. If it drives action, the $2,500 is credited toward your subscription - monthly at $3,500 or annual at a 20% discount. If not, you keep the report and we part friends."

5. The Tabbed Report Pitch

10-12 minutes
"The report Paul shared was a single view - useful for evaluating the concept, but not how your team would actually use it. For the PoC, we'd build a tabbed version: Paul gets the worldwide view - all territories, coverage gaps, who's acting on what. Then each rep gets their own tab - Chris Johnson sees only his US accounts, David Lascoux sees only Europe and India. There's a deep dive tab for your priority account, and a feedback and ROI tab with guidance for measuring activity in your CRM. Same data, different lens for each person.

And every signal card includes named contacts - LinkedIn profile, email where we can find it, and whether they're already in your CRM or net-new to you. Your rep opens their tab, sees a contact they've never heard of at a target account that just broke ground on a new manufacturing site, and they can reach out that afternoon. That's the difference between a report that sits in someone's inbox and one that drives meetings."

6. Close: Prove It Works, Then Prove It Pays

Last 3 minutes
"Here's what I'd propose. The PoC is $2,500. We build a tabbed report with one account deep dive - you pick a priority account. Steve and Maria get the executive view, each rep gets their territory tab with just their accounts and contacts. We deliver in a week, then your team works the intel for a month. Reach out to the contacts, test the outreach hooks, use the competitive intel in customer conversations.

At the end of 30 days we regroup: did reps use it, did meetings happen, was the intel accurate? If yes, we talk about doing this monthly. If not, you keep the reports and we part friends.

Down the road, if it's working, we'd connect read-only to your HubSpot - not to change anything, just to observe. Did reps reach out to the contacts we surfaced? Did those conversations turn into pipeline? That gives you a monthly impact report you can hand to the board: 'RC identified X contacts, reps booked Y meetings, Z dollars in pipeline.' But that's a Phase 2 conversation - let's see if the intel is useful first."

End with: "What account would your team want us to deep dive first?" - puts the ball in their court, assumes the PoC is happening.

If they suggest an account, follow up with: "And would you be able to share a HubSpot account export? Even just company names and territory assignments. It'll make the report significantly better."

INTERNAL - Do Not Say on Call

  • Paul's report was technically free - we built it as a demo. Don't mention that. The PoC frames a second report as the paid starting point.
  • If Steve pushes on price, the floor is $2,500 for the PoC. Don't go lower - it anchors the value too low.
  • If they want to try ChatGPT first, say: "Try it. Run the same Eli Lilly analysis. If it gives you 8 verified contacts with evidence sources and catches that Genedata is in BDR from a CASSS presentation, you don't need us."
  • Steve and Paul both came from Unchained Labs - they know small commercial teams. They'll understand the "zero headcount" pitch.
  • PM is owned by Dotmatics/Siemens ($5.1B). Budget exists. Don't price like a startup.
  • Don't present 3 deployment options. Present one: the PoC. If they ask about ongoing, say $3,500/mo. Don't bring up CRM integration or embedded - you don't have bandwidth and it complicates the close.
  • Walk through pm-proposal.html as the primary visual aid. The proposal has the tabbed report mockup, contact cards with LinkedIn/email/CRM badges, and pricing. Screen share it and narrate.
  • Frame the call as scope, not convincing. Steve already validated the value. This call is about: which accounts to cover, which rep gets which tab, and when to start. The deliverable already did the selling.
  • The close is a question, not a pitch: "What account would your team want to test this on?" assumes the PoC is happening.
  • Premium upsell hook (from Sohiel): If adoption concerns come up, the Premium monthly strategic review call creates a collaborative feedback loop - not just a report delivery. It gives Paul a structured touchpoint to discuss what reps are doing with the intel. Save this for if they ask about Premium vs Standard.
  • Discovery: Ask about focus markets. APAC may be leading US in life science spending. Get a sense of their sales strategy - are they US-first or global-first? If APAC is a priority, our intel covers industry news, hiring signals, LinkedIn, and clinical trials globally. Regulatory filings are US-heavy (FDA/SEC), but the highest-signal data sources are global.
  • Shared accounts + subsidiaries (from Sohiel): Multi-site companies (e.g. Amgen in SF, Thousand Oaks, Munich) and subsidiaries under the same parent company procurement get flagged with location-specific signals routed to the right rep. Ask Paul how they handle shared accounts - it's a real operational pain point and shows we understand their workflow.
  • RC's team review is a differentiator - emphasize it. Every report gets reviewed by people with 60+ years of combined HCLS commercial experience. The AI finds the signals, but the strategic framing - "Your Play" boxes, entry angles, competitive positioning - comes from operators who have carried the bag at Thermo Fisher, Sartorius, IDT, Revvity. This is one of RC's strongest verticals.
  • HubSpot import template: Consider offering Paul a CSV import template for new contacts we surface. Makes it easy for reps to get RC-sourced contacts into HubSpot without manual data entry. Good value-add for the PoC.
  • LinkedIn contacts export: Too early to ask for. Save for Phase 2 after trust is established. The Premium tier already includes LinkedIn network matching as an opt-in feature.
RC Agent Architecture
What happens behind the scenes to produce one report
Data Sources (25+)
Agent Processing
Verification Layer
Deliverables
Data Layer
FDA APIs (2)
510(k) clearances, PMA approvals, NDA/BLA drug approvals. Direct API queries to api.fda.gov
fetch-fda.sh, fetch-fda-drugs.py
SEC EDGAR (2)
Form D funding rounds, 8-K executive changes. Structured data from SEC filing APIs
fetch-sec-formd.sh, fetch-sec-8k.sh
ClinicalTrials.gov
Phase 3 completions approaching commercialization. Signals manufacturing scale-up
fetch-trials.sh
Job Boards (4)
Greenhouse, Lever, LinkedIn, Indeed/Google Jobs. 150+ company career pages monitored. 21 Brave search queries
fetch-careers.sh, fetch-jobs-web.sh, fetch-linkedin-jobs.py, fetch-jobspy.py
Data Layer (cont.)
Industry News (3)
RSS feeds (FierceBiotech, BioPharma Dive, GEN, etc.), Brave News API, press releases from BusinessWire/PRNewswire
fetch-rss-json.py, fetch-news.sh, fetch-industry-intel.sh
AI Enrichment
Perplexity Sonar Pro via OpenRouter. AI-synthesized signals with citations, cross-checked against primary sources
fetch-sonar.sh
Financial Data
Public company revenue growth, earnings, market cap. Identifies 10%+ YoY growers in HCLS
fetch-revenue-growth.py
Company Websites
Customer pages, leadership teams, product pages, investor relations. Direct web scraping for prospect-specific intel
Web fetch during research agents
Processing
Signal Aggregation
700+ line Python script. Deduplicates across runs (45-day hash window), filters 80+ non-ICP companies, cross-references 150+ target company list
summarize-intel.py + seen-signals.json
3 Parallel Research Agents
Each runs 3-5 minutes with independent web research. Expansion signals (5 accounts x 6 signal types). Net-new prospects (5-8 companies, ranked). Deep dives (2 priority accounts, 6-section dossier each)
Claude Opus with web search, fetch, analysis
Install Base Cross-Reference
Scrapes client's public customer page. Ensures expansion accounts are real customers and net-new prospects aren't. Prevents embarrassing misclassification
Customer page fetch + exclusion logic
Verification
Fact-Check Agent
Dedicated verification pass on every financial figure, facility location, persona name, and company detail. Caught 6 errors in Paul's report before delivery
Revenue figures, HQ locations, market caps, persona titles
Source Validation
Every claim traced to a public source: SEC filing, press release, earnings call, conference proceeding, job posting, or company website. No unsourced assertions
URLs and citations documented per signal
Competitive Intel Verification
Incumbent software claims verified from conference presentations, job posting requirements, or publications - not assumed. Example: Genedata at Lilly confirmed via CASSS talk
Conference proceedings, job descriptions, publications
Output
Branded HTML Deliverable
7-section report: Cover, Expansion Intel (5 accounts), Global Map, Net-New Prospects (7 ranked), Deep Dive (6 sub-sections), How It Works, Footer. Print-ready, shareable, responsive
RC-branded template with inline CSS/SVG
Actionable Intel Cards
Each signal card includes: what happened, so-what for reps, named contacts, entry angles, T-shirt sizing (S/M/L/XL) for opportunity size. Reps can act immediately
Signal badges, "So What" callouts, outreach hooks
Internal Business Case
Built into Section 4. Metrics (40+ hrs/quarter saved, real-time vs quarterly, full TAM coverage), objection killers, engagement tiers. Helps the buyer sell it up the chain
Designed for Steve-to-board conversations
PoC Report Structure
Tabbed HTML - same data, three lenses. Each person sees what's relevant to them.
Worldwide
Paul - All Territories
  • All accounts, all regions
  • Cross-territory opportunities
  • Rep coverage gaps
  • Full net-new prospect list
Per-Rep Tabs (5)
One tab per sales rep
  • Chris Johnson (US)
  • Max Wang (US)
  • Nisha Sherma (SW US & APAC)
  • David Lascoux (Europe & India)
  • David Podesta (UK & N. Europe)
Territories mapped from HubSpot or Paul's input
Strategic Deep Dive
Full Team
  • 1 deep dive per month (you pick the account)
  • 8-15 named personas by department
  • Competitive landscape + strategy
  • Outreach hooks per persona
Contact-Level Detail on Every Tab: Every signal card includes named contacts with LinkedIn profiles, email addresses (where findable), entry angles, and CRM status badges (NEW = green, IN CRM = gray). Expansion signals surface 1-2 contacts per signal. Net-new prospects include 1+ contact per company. Deep dives map 8-15 personas. Reps can act the same day they read the report.
Why Tabs Matter: Chris Johnson doesn't care about David Lascoux's European accounts. Steve doesn't need outreach hooks. Tabs solve the "report sits in inbox" problem - each person opens their tab, gets their intel, acts on it. With 6 reps, every tab is personalized. Adoption goes up because relevance goes up.
What PM Would Actually Receive
Concrete deliverables by engagement type

Monthly Tabbed Report

Monthly - Core Deliverable

Tabbed HTML report with per-rep territory views. Expansion signals at existing accounts, net-new prospects ranked by ICP fit, named contacts with LinkedIn profiles, email addresses, and CRM status badges. Fact-checked, branded, shareable, print-ready.

Account Deep Dives

Monthly - You Pick the Account

Full account dossier with named personas mapped by department and influence. Competitive landscape analysis, outreach hooks tailored to each persona type, and strategic entry angles. 8-15 contacts per deep dive.

Feedback & ROI Guide

Monthly - Included in Every Report

Step-by-step guide for querying HubSpot to measure activity from RC intel. Prompts for HubSpot Breeze or manual report templates for tracking contacts acted on, meetings booked, and opportunities created.

Proving ROI: Read-Only HubSpot Hook
Phase 2 - how we prove the reports drive revenue. Steve's real question isn't "what does a deep dive cost." It's: "If I spend $3-5K/month on this, will it generate more than $3-5K/month in pipeline?" The answer has to be provable, not anecdotal.
25+
Live Data Sources
40+
Hours Saved / Quarter
6
Per-Rep Territory Tabs
$0
IT / Security Lift

Phase 1: PoC (No CRM Access Needed)

  • Deliver tabbed report
  • Paul asks reps: "Did you use this? Did it help?"
  • Anecdotal validation: "Chris got a meeting at [account] using the contact we found"
  • Enough to justify $2,500 and decide on monthly
MEASUREMENT: Qualitative. "Reps found it useful" is enough for go/no-go.

Phase 2: Read-Only HubSpot API

  • RC gets read-only API access to PM's HubSpot
  • Pull account list + territory assignments (no more scraping website)
  • Check: did RC-sourced contacts get added to HubSpot?
  • Check: activity on those contacts (calls, emails, meetings)
  • Check: did net-new accounts enter the pipeline?
  • Check: quotes sent, deals progressed, revenue closed
MEASUREMENT: Quantitative. "RC identified 23 contacts, reps reached out to 14, 6 meetings booked, 2 quotes sent."
RC Impact Report
Monthly for Steve

Contacts identified by RC vs. added to HubSpot. Meetings booked with RC-sourced personas. Net-new accounts entering pipeline. Pipeline value attributed to RC intel. Cost per qualified meeting.

Manager Dashboard
Weekly for Paul

Which reps used the intel. Which accounts have fresh signals. Which contacts haven't been touched yet. Rep adoption rate. "Chris acted on 4 of 6 leads, Max acted on 1 of 5."

Rep Scorecard
Per rep, per report

Your territory tab. Contacts we found. Which ones you've reached out to. Meetings from RC intel vs. your own sourcing. Pipeline added. Simple, one-page, no extra work.

Why Read-Only Matters: Read-only means zero risk for PM. RC can't modify their CRM, can't create contacts, can't change data. We can only observe what happened after we delivered the intel. No HubSpot admin work needed from PM's side - just a private app with read scope. Takes 15 minutes to set up. And it solves the attribution problem: Steve gets a monthly report showing exactly what RC's intel produced.

INTERNAL - Value Capture Strategy

  • Don't pitch read-only CRM access on the first call. It's a Phase 2 conversation after the PoC proves value.
  • With only 6 reps, attribution is highly trackable. You can literally ask "Chris, did you call that person?" and verify in HubSpot.
  • The RC Impact Report becomes Steve's board slide. If we build that for him, he'll never cancel.
  • Read-only HubSpot access also improves the reports themselves - we'd pull real account lists, territory assignments, and existing contacts instead of scraping the website.
  • This naturally leads to write access later (enrichment, signal flags on accounts) but don't jump ahead. Read-only first.
Commercial Intelligence Agents
Present the PoC as entry point ($2,500, credited toward subscription). Standard/Premium are the ongoing plans. Build + Transfer only if they insist on owning everything.

Managed Intelligence - Standard

$3,500/mo
Monthly billing
  • Monthly tabbed report with per-rep territories
  • 1 account deep dive per month (you pick)
  • Expansion signals + net-new prospects
  • Tuned monthly from your feedback - gets smarter over time
YOUR LIFT: NEAR ZERO
Share customer list, confirm priority account, forward reports to reps. No IT, no security review. Zero footprint on your systems.

Managed Intelligence - Premium

$5,000/mo
Monthly billing
  • Everything in Standard
  • 2 additional deep dives per month (3 total)
  • Monthly strategic review call (30 min)
  • LinkedIn network matching (optional) - see which contacts your reps already know
YOUR LIFT: NEAR ZERO
Same as Standard, plus 30 min/month strategic review. No IT, no security review. Zero footprint on your systems.

Build + Transfer

$25,000 - $35,000
One-time + $1,500/mo advisory
  • Full agent stack on your infrastructure
  • Team training, docs, and IP transfer
  • Advisory retainer for ongoing tuning
  • You own the agents and data pipeline
YOUR LIFT: SIGNIFICANT
IT involvement required. Your team maintains infrastructure, API keys, and model costs.

INTERNAL - Pricing Strategy (Updated Mar 11)

  • $2,500 PoC: This is customer acquisition cost, not profit. Includes 1 deep dive (they pick priority account). Goal is conversion to monthly. Low enough for VP-level decision (no procurement). Floor is $2,500 - don't go lower, it anchors value too low.
  • $3,500/mo Standard: Monthly tabbed report + 1 deep dive/mo (client picks). Per-rep territory tabs. RC labor: 4-6 hrs/mo. API: $60-150/mo. Margin: ~75-80%.
  • $5,000/mo Premium: Everything in Standard + 2 additional deep dives/mo (3 total) + monthly strategic review call (30 min) + LinkedIn network matching (optional).
  • Build + Transfer ($25-35K + $1,500/mo advisory): Don't bring this up on the call. It's for mature clients who insist on owning everything. If Steve asks, say: "We can do that down the road - let's start with Managed and see if the intel is useful first."
  • DO NOT offer CRM integration on this call. We don't have bandwidth. If Steve asks about CRM, say: "Absolutely - that's a conversation once we've proven the intel is useful. Let's get through the PoC first."
  • Value positioning: Cheaper than a headcount ($60-80K/yr analyst), better than a data tool (ZoomInfo $15-30K/yr). RC sits in the sweet spot: domain expertise + automation + it just shows up.
  • PM is owned by Dotmatics/Siemens ($5.1B). Budget exists. Don't price like a startup.
  • RC's preference: Managed Intelligence. Recurring revenue, high margin, client dependency. The more they rely on "it just shows up," the stickier it gets.
Maintenance Reality
What ongoing work looks like for each path

Data Source Maintenance

APIs change. Rate limits shift. Job board structures update. FDA endpoints get versioned. The 25+ data source integrations need occasional fixing - maybe 2-3 times per quarter. This is the #1 reason clients shouldn't self-host unless they have engineering capacity.

Standard/Premium: Included. Build + Transfer: Client's responsibility (or advisory retainer).

Filter & ICP Tuning

Company lists change - acquisitions, name changes, new entrants. The 80+ non-ICP exclusion list and 150+ target list need quarterly refreshes. Signal relevance shifts as PM's product strategy evolves.

Standard/Premium: Included. Build + Transfer: Client's responsibility.

Model & Prompt Tuning

LLM models update. Prompt strategies that worked last quarter may need adjustment. Research agent quality degrades without periodic prompt refinement. Template improvements as we learn what reps actually use.

Standard/Premium: Included. Build + Transfer: Advisory retainer or client's team.

Infrastructure Costs

Cloud server (~$50/mo), API keys (Brave Search, OpenRouter/Sonar, FDA, SEC), LLM inference ($2-5/day for automated scans, $0.50-2.00 per deep dive report). Total: $100-250/month for a single client's agent stack.

Standard/Premium: Included in monthly fee. Build + Transfer: Client pays directly.
The Entry Point
How to structure the first paid engagement

Proof of Concept - $2,500

Report delivered within a week. Reps work the intel for the rest of the month. $2,500 credited toward your subscription if you continue.
Week 1: Deliver
  • PM shares HubSpot account list (CSV or screenshot - optional but improves report)
  • PM picks one priority account for deep dive
  • RC delivers tabbed report (Worldwide + per-rep tabs + 1 Deep Dive)
  • Paul distributes territory tabs to reps
Weeks 2-4: Work It
  • Reps reach out to RC-sourced contacts
  • Test outreach hooks and entry angles
  • Use competitive intel in customer conversations
  • Paul tracks: who used what, any meetings booked
End of Month: Debrief
  • 30-min call with Paul (Steve optional)
  • Review: which contacts did reps act on?
  • Review: any meetings or pipeline from RC intel?
  • Go/no-go on monthly engagement
CRM Account List (Optional but Valuable): Ask Paul to share a HubSpot account export - even just company names and territory assignments. This gives us their real install base (not just the logos on the website), lets us filter by territory for each tab, and prevents misclassifying expansion vs net-new. If they share contacts too, we surface only NET NEW personas they haven't engaged. Not a blocker - we built the first report from public data alone.
The Pitch: "The PoC is $2,500. We build a tabbed report with one account deep dive - you pick. Each rep gets their territory view. Your team works the intel for a month. At the end of 30 days we regroup: did reps use it, did meetings happen, is this worth doing every month? If not, you keep the reports and we part friends."
Natural Progression
How PoC becomes recurring revenue with provable ROI
Month 1
PoC: $2,500 (30-Day Evaluation)
Week 1: RC delivers tabbed report with 1 deep dive (PM picks priority account). Weeks 2-4: Reps work the intel - reach out to contacts, test hooks, use competitive intel. End of month: Debrief call with Paul/Steve. Did reps use it? Any meetings booked? Go/no-go.
Optional: HubSpot Account List
PM shares HubSpot account export (company names, territories, optionally contacts). Report quality jumps - real install base, territory-specific tabs, net-new persona filtering. Not a blocker.
Month 1-3
Managed Intelligence: $3,500 or $5,000/mo
Standard ($3,500): monthly report + 1 deep dive. Premium ($5,000): 3 deep dives + monthly strategic review. RC runs everything. Paul distributes to reps.
Read-Only HubSpot Hook
Month 2: connect read-only HubSpot API. RC starts pulling real account lists, territory assignments, and tracking adoption. Reports get smarter because we see their actual pipeline.
Month 3+
RC Impact Report
Monthly attribution report for Steve: contacts identified, meetings booked, pipeline created, deals progressed. "RC intel generated $X in pipeline this quarter." Steve's board slide.
Expand: Deeper Integration
Options: CRM write access (signal flags on accounts), lead gen campaigns, outbound sequences, territory enrichment. Budget justified by proven ROI from Phase 1-2.