Sales Operations Overview
Sigma Solve · 6 Practice Areas · 3 Industry Verticals · 2026 Playbook
Referral Revenue
80%
↑ Strongest credibility signal in IT services
Practice Areas
6
AI · Snowflake · Microsoft · Commerce · Product · Cloud
Cost vs Big 4
40–60%
↓ Lower · Same outcome · Half the time
ICP Revenue Sweet Spot
$25M+
Mid-market focus — not Big 4 leftovers
Revenue Source Breakdown
80%+ is referral-driven — your most powerful credibility anchor on every call
80%
Referral
Client Referrals
65% — existing client networks
65%
Partner-Sourced
15% — nopCommerce, Microsoft, Shopify
15%
Outbound / Other
20% — cold outreach, events
20%
Deal Size Ranges by Practice ($K)
Entry points across all six practice areas — min and max
AI & Auto
$30K–$500K
Snowflake
$30K–$300K
Microsoft BC
$50K–$400K
Commerce
$10K–$300K
Product Eng
$75K–$1M+
Cloud Infra
$25K–$300K
Practice Area Quick Reference
6 Active| Practice | Partnership | ICP Revenue | Entry Deal | Key Trigger |
|---|---|---|---|---|
| AI & Automation | AI Accelerators | $10M–$500M+ | $30K+ | Manual processes, AI mandate, pilot graveyard |
| Data Engineering & Analytics | Snowflake Partner | $50M–$1B+ | $30K+ | Teradata / Netezza renewal cycle |
| Microsoft BC | Microsoft Partner | $10M–$250M | $50K+ | GP / NAV end-of-life trigger |
| Commerce | nopCommerce Gold · Shopify Plus | $1M–$500M GMV | $10K+ | Magento EOL, rising platform fees |
| Product Engineering | — | Seed–Series B, $10M+ | $75K+ | Legacy platform, team capacity ceiling |
| Cloud Infrastructure | Azure · AWS | Any with cloud spend | $25K+ | On-prem migration, runaway cloud costs |
Company
Company Positioning Statement
Memorize this. Say it naturally — not like a script. First 90 seconds of every call.
Use in Every First Call
"Sigma Solve is a technology services firm that helps mid-market and enterprise companies modernize their core business systems and accelerate growth through technology. We specialize in six practice areas — AI & Automation, Data Engineering & Analytics, Product Engineering, ERP, B2B Commerce & Cloud Infrastructure. We hold official partnerships with Snowflake, Microsoft, nopCommerce (Gold Partner), Shopify Plus & AWS. Our AI Accelerators fast-track AI adoption across industries. Unlike generalist IT firms, every person on our team is a deep platform specialist. Over 80% of our business comes from client referrals."
Industries
Logistics
Healthcare
Manufacturing
Fintech
Healthcare
Manufacturing
Fintech
Official Partners
Snowflake
Microsoft
nopCommerce Gold
Shopify Plus · AWS
Microsoft
nopCommerce Gold
Shopify Plus · AWS
Compliance
SOC 2
HIPAA
HIPAA
Delivery Model
Senior-led
No bait & switch
Deep specialist
No junior analysts
No bait & switch
Deep specialist
No junior analysts
Company
The Four Pillars of Differentiation
Weave at least two into every prospect conversation. Not all four — two, delivered naturally, at the right moment.
Pillar 01
Deep Platform Specialization
Six practice areas. Specialists only — not generalists pulled from a bench. Our AI team builds AI every day. Our Snowflake engineers hold certifications and deliver for clients like Siemens. Our nopCommerce developers are core open-source contributors.
"We are not a 500-person body shop that staffs whoever is available. We chose six practice areas and went all-in. When you engage our Snowflake team, you are getting people who build Snowflake solutions every single day."
Pillar 02
Partnership Ecosystem
Official status with Snowflake, Microsoft, nopCommerce (Gold Partner), and Shopify Plus. Not cosmetic badges — these give clients priority support queues, pre-release features, co-funded implementation credits, and direct partner engineering contacts.
"When we hit a platform-level issue, we do not submit a generic support ticket and wait two weeks. We pick up the phone and call our partner engineering contact directly."
Pillar 03
Mid-Market DNA
$25M–$500M revenue sweet spot. Enterprise-grade technology without Big 4 rates, 18-month timelines, or layers of junior consultants. Same outcomes at 40–60% of the cost, in half the time, with senior people who actually do the work.
"The person you meet in this conversation is the person who will be on your project. We do not have a bait-and-switch staffing model."
Pillar 04
Referral-Driven Reputation
Over 80% of revenue comes from client referrals and partner-sourced introductions. In IT services, this is the single strongest credibility indicator. Clients do not refer to vendors who burned them.
"More than 80% of our business comes from clients who refer us to their peers. That is not something you can manufacture with marketing. That is earned trust, project after project."
How to Say It — Word-for-Word Scripts
"One thing that sets us apart is depth. We are not a 500-person body shop that staffs whoever is available. We chose five practice areas and went all-in. When you engage our Snowflake team, you are getting people who build Snowflake solutions every single day. When a logistics company needs a platform to scale, we built BrokerOne.ai specifically for that. And when the conversation turns to AI, our Accelerators are purpose-built for specific industries — not generic consulting."
"We are a certified partner of Snowflake, Microsoft, nopCommerce, and Shopify Plus. What that means for you practically is that when we hit a platform-level issue, we do not submit a generic support ticket and wait two weeks. We pick up the phone and call our partner engineering contact directly. That alone can save you weeks on a complex implementation."
"We built our firm specifically for companies like yours — organizations that have outgrown basic tools and need enterprise-level platforms, but do not want to spend $3M and 18 months with Deloitte to get there. Our model is lean and senior-led. The person you meet in this conversation is the person who will be on your project. We do not have a bait-and-switch staffing model."
"I will share something that I think speaks louder than any slide deck: more than 80% of our business comes from clients who refer us to their peers. That is not something you can manufacture with marketing. That is earned trust, project after project."
Practice 1 · Priority
AI & Automation — Fast-Track the AI Journey
Production-grade AI for Logistics, Healthcare, Financial Services, and beyond. We build AI that solves specific industry problems — not generic AI consulting.
AI AcceleratorsDocument AIAgentic WorkflowLLM GatewayKnowledge Copilot
🎯 Ideal Customer Profile — AI & Automation
Priority 1
Revenue
$10M – $500M+ · Growth-stage to enterprise
Problem Signal
Manual processes eating FTE time · AI mandate from leadership · Failed AI pilot in past 18 months
Industries
Logistics & freight · Healthcare · Financial services · Manufacturing · Insurance · Legal
Buyer
CTO, VP Engineering, Chief Digital Officer, or COO driving digital transformation
Trigger Events
Budget locked for AI · Raised funding · Leadership change · Competitor went live with AI
Negative ICP
No technical buyer in the room · Pure AI curiosity with no operational pain
⚡ Critical Rule — Every Rep
Sell solutions (L3). Explain delivery using accelerators (L2). Only mention the tech stack (L1) if a technical buyer asks. The client is buying "claims processed faster with fewer errors" — not LLM infrastructure.
The 3-Layer Architecture
L1
AI Foundation (Internal)
LLM Gateway, Snowflake Vector Search, Azure OpenAI, Observability layer
Never lead with L1. Mention only for security/cost/model switching questions.
L2
Accelerators — Reusable Modules
Document AI · AI QA · Knowledge Copilot · Agentic Workflow
"We bring proven modules that reduce your delivery risk."
L3
Solutions — What We Sell ✓ Always Lead Here
Claims Automation · BOL Processing · Compliance Knowledge Base · Prescription Reading
Sell the client outcome. Accelerators are how we deliver — not what the client buys.
Mirror Principle
⚠️ Non-Negotiable
No AI capability moves to a production SOW from Tier 2 or Tier 3 without Product Head sign-off. Check before the client call.
| Tier | When It Applies | Language |
|---|---|---|
| Tier 1: Proven | Fully deployed internally. Product Head confirmed. | "We run this in our own ops every day." |
| Tier 2: Co-build | Internal deployment in progress. Sandbox validated. | "You'd be our lighthouse client — pilot pricing." |
| Tier 3: Sandbox | Prototype only. Not in internal use yet. | "We prototype for aligned clients." |
Universal Discovery Qualifiers
Ask All 5| Discovery Question | Quantification Follow-up |
|---|---|
| What are the top 3 most time-consuming repetitive tasks? | What is that costing monthly in staff time? How many FTEs? |
| Have you tried AI before? Did it reach production or stay as a pilot? | What happened to the budget? Would success have been worth it? |
| If you could automate one process tomorrow, which and why? | What happens if that process ran at 10× volume? Hire or quality suffers? |
| Has leadership set a mandate or KPI around AI adoption? | Is there a budget attached? What is the consequence of missing it? |
| Is your data clean and centralized, or scattered across systems? | How much time reconciling data before it is usable? |
AI Seed Language — Plant in Every Practice Conversation
| Practice | Seed Language |
|---|---|
| Logistics / BrokerOne.ai | "Once we streamline your operations, the natural next step is Document AI for BOL/POD — 85%+ accuracy, no manual keying." |
| Snowflake | "You'll have all this data centralized. Our Knowledge Copilot makes it searchable via natural language — with audit trail and RBAC." |
| Microsoft / BC | "We can connect BC to our AI layer so the data your team generates powers predictions — demand, risk, supplier performance." |
| E-Commerce | "Our Catalogue Enrichment Engine and Returns Intelligence layer are built on the same AI stack as nopCommerce." |
| Healthcare | "Once we have your data flowing, AI-assisted prior auth, coding, and patient-facing copilots are natural next steps." |
Sample Email That Drove Strong Interest
AI VerticalSUBJECT LINE
[Company] + Sigma Solve — eliminating the bottleneck in [specific process]
Hi [First Name],
I was looking at [Company]'s recent [press release / LinkedIn post / job listings] and noticed you're scaling your [operations / logistics / claims / data team].
The companies we work with at that stage usually hit one of three walls: manual data entry eating analyst time, AI pilots that never reach production, or integration debt slowing every new initiative.
We built an AI accelerator stack specifically for [logistics / healthcare / financial services] that moves companies from pilot to production in 8–12 weeks — not 18 months.
Worth 20 minutes to see if any of that maps to what you're navigating?
[Your Name]
I was looking at [Company]'s recent [press release / LinkedIn post / job listings] and noticed you're scaling your [operations / logistics / claims / data team].
The companies we work with at that stage usually hit one of three walls: manual data entry eating analyst time, AI pilots that never reach production, or integration debt slowing every new initiative.
We built an AI accelerator stack specifically for [logistics / healthcare / financial services] that moves companies from pilot to production in 8–12 weeks — not 18 months.
Worth 20 minutes to see if any of that maps to what you're navigating?
[Your Name]
Practice 2 · Snowflake Partner
Data Engineering & Analytics
Snowflake · Azure Fabric · Power BI · dbt · Cortex AI. Active delivery for Siemens and other global enterprise clients.
🎯 Ideal Customer Profile — Data Eng & Analytics
Snowflake PartnerRevenue
$50M – $1B+ · Enterprise data teams or fast-scaling SaaS
Primary Trigger
Spending $150K+/yr on Teradata, Netezza, Oracle — renewals are painful, alternatives actively evaluated
Data Silos
5+ data sources that can't be analyzed together — BI team spending days in Excel
Industries
Retail · Financial services · Healthcare · SaaS companies with large data volumes
Buyer
CTO, VP Data, Head of Analytics, Chief Data Officer
Negative ICP
Under $25M revenue · Single data source · No BI team or data engineering function
Migration Entry Point
$50K+
Data warehouse to Snowflake
Platform Build
$50K+
Pipelines + governance + BI
Optimization
$30K+
Cost reduction + query tuning
Managed Retainer
$3K+/mo
Ongoing analytics services
Snowflake — Ideal Clients
Primary trigger
Companies spending $150K+/year on Teradata, Netezza, Oracle — renewals are painful and companies are actively looking for alternatives
Data silos
5+ data sources that are siloed and can't be analyzed together
Industries
Retailers, financial services, healthcare, and SaaS companies with large data volumes
Team signal
BI team says reports take too long, data is unreliable, or they can't access the data they need
Existing Snowflake
Already on Snowflake but data engineering team overwhelmed — needs pipeline and optimization help
Deal Sizes
5 Engagement Types| Engagement Type | Price Range |
|---|---|
| Data warehouse migration (Teradata, Netezza, Oracle → Snowflake) | $50K+ |
| Data platform build (pipelines + governance + BI) | $50K+ |
| Snowflake optimization (cost reduction, query performance) | $30K+ |
| Managed analytics retainer (ongoing Snowflake + dbt + BI) | $3K – $8K/mo |
| Staff aug / Dedicated Snowflake team | $5K+/month |
Snowflake — Discovery Questions
Identifies fragmentation. Multiple systems = high migration score. Listen for Excel, email, "we have to ask IT."
If days or weeks, that's your ROI anchor. Quantify in dollars: how many hours × loaded staff cost per month.
Teradata, Oracle, Netezza renewals — the primary buying trigger. Always ask this in the first call. It changes deal velocity immediately.
Unhappy BI users = platform migration opportunity. Disconnected BI = Snowflake + Power BI / Azure Fabric play.
Compliance gaps and ungoverned data are risk triggers for enterprise clients. This opens the governance + RBAC conversation.
Practice 3 · Microsoft Partner
Microsoft — Business Central · Azure Fabric · Power Platform
BC ERP · Data Analytics (Azure Fabric + Power BI) · Automation (Power Apps + Power Automate). The full stack. One partner.
🎯 Ideal Customer Profile — Microsoft Practice
BC · Azure · Power Platform
Revenue
$10M – $250M · Mid-market sweet spot · PE-backed strongly preferred
ERP Trigger
Running Dynamics GP or NAV (EOL) · On QuickBooks/Sage at $10M+ revenue · Using Excel as the ERP
Data Trigger
BI team spending days in Excel · Reporting takes weeks · Multiple disconnected data sources
Industries
Distribution · Manufacturing · Professional services · Retail · Non-profit
Buyer
CFO or Controller (BC) · VP Operations · IT Director · CTO (Power Platform)
Negative ICP
Already mid-implementation with another partner · Revenue under $5M · NetSuite/SAP shops
🚨 GP/NAV End-of-Life Trigger — Use This Every Time
Microsoft has moved all investment to Business Central. Companies on GP or NAV face declining support, mounting technical debt, shrinking consultant availability. "Microsoft's support timeline does not wait for your fiscal calendar. The longer you wait, the harder it gets to find people who know GP/NAV."
BC Implementation
$50K–$400K
Modules + complexity dependent
GP / NAV Migration
$75K–$350K
Massive addressable market
Support Retainer
$5K–$25K/mo
Ongoing managed services
Target Companies
$10M–$250M
20–500 ERP users
5 Differentiators vs Other BC Partners
Most BC partners configure the standard product and stop. We build production-grade AL extensions — mobile WMS, automated 3PL integration, AI-powered invoice processing. One vendor, one codebase, one support relationship.
Purchase Invoice Automation (70–80% less manual entry) · Quality Control Management · Purchase Requisition Management · Vendor Portal · Employee Self-Service Portal. Built because no AppSource solution was good enough.
BC + Azure Fabric + Power BI + Power Apps + Power Automate. One partner across ERP, analytics, and automation. Most BC partners stop at the ERP boundary.
We also deliver Snowflake, Shopify Plus, nopCommerce, and AI Accelerators. A distributor on BC may need Shopify Plus integrated with BC inventory. We are the only partner that can serve all those needs without a second or third vendor.
Mining (procurement cycle −80%) · Sporting goods retail (99.5% picking accuracy) · Discrete manufacturing (on-time delivery 72%→92%) · D2C apparel (8% billing overcharges detected) · Food & beverage (recall response days → 2 hours).
Buyer Personas — Map Your Message
| Persona | Concern | Your Message |
|---|---|---|
| CFO | ROI, audit, reporting | BC closes books faster, reduces manual journals, real-time financials |
| IT Manager | Security, maintenance | SOC 2 hosted, 99.9% SLA, one less server to maintain |
| Ops / Warehouse | Efficiency, mobile | WMS, barcode scanning, real-time inventory natively |
| CEO / Owner | Growth, one truth | You're outgrowing your current system. BC scales with you. |
Practice 4 · nopCommerce Gold · Shopify Plus Partner
Commerce — nopCommerce & Shopify Plus
Full code ownership vs managed enterprise SaaS. Know which one to lead with based on the client's profile and pain.
nopCommerce
Gold Partner · Open SourceNew Build
$15K+
TCO Savings (3yr)
30–50%
Lead With nopCommerce When
Complex B2B pricing · Full code ownership required · Self-hosted for compliance / data sovereignty · Saving $2,500+/month platform fee · Magento 1 EOL migration
What we offer: Custom store from scratch · Platform migration (Magento, WooCommerce, BigCommerce) · Complex B2B pricing (tiered, volume, account-based) · ERP integration (BC, NetSuite) · Multi-vendor marketplace builds
Shopify Plus
Enterprise E-CommerceMigration & Build
$50K–$300K
Headless (Hydrogen)
$100K–$400K
Lead With Shopify Plus When
DTC brand $1M–$100M+ GMV · Speed-to-market is priority · International expansion (Shopify Markets) · Frustrated with Magento complexity / cost
What we offer: Store setup and migration · Custom theme (Liquid) · Headless builds (Hydrogen + Oxygen) · Custom app development · Checkout Extensibility · Shopify Flow automation · CRO retainer $5K–$20K/mo
nopCommerce Gold Partner — Deal Sizes & Ideal Clients
When to Choose nopCommerce over Shopify
Use this framework: "Shopify Plus is excellent for DTC brands that want speed and simplicity. nopCommerce is the right choice when you need: (a) full code ownership with no monthly platform fees, (b) unlimited customization without an app ecosystem constraint, (c) complex B2B pricing and ordering workflows, or (d) self-hosted deployment for compliance or data sovereignty. The TCO over 3–5 years is typically 30–50% lower with nopCommerce because you eliminate the $2,500+/month Shopify Plus platform fee."
Typical Deal Sizes
New store build
$15K+
Platform migration
$10K+
Custom plugin development
$5K+
Managed services
$1K+/month
Shopify Plus — Ideal Clients & Discovery Questions
Ideal Client Profile
DTC brands
$1M–$100M+ in online revenue
Magento migrants
Frustrated with upgrade costs, security patches, hosting complexity
International expansion
Need to launch in new markets quickly — Shopify Markets makes this dramatically easier
WooCommerce graduates
Outgrown WooCommerce — experiencing performance and scalability issues
Discovery Questions
"What platform are you on and what is your monthly online revenue?"
"What are your biggest frustrations with your current platform?"
"Are you selling internationally, or is that on your roadmap?"
"Are you considering headless architecture, or traditional storefront?"
"What is your development team structure — in-house, agency, or both?"
Practice 5 · AI-Accelerated
Product Engineering
Dedicated Teams · Staff Augmentation · Application Development · Application Modernization · AI-Accelerated Delivery. Sigma Solve's highest-volume practice by delivery hours. Active enterprise engagements include Trimble/e-Builder (3+ years), McGrath RentCorp modernization (14,000+ hours), and Triad Financial Services.
⚡ The Sigma Solve AI-Accelerated Difference — Lead With This
Our engineers use Claude Code and Cursor as standard practice on every engagement — monitored with our own internal benchmarking tools. The practical result is close to 70% reduction in total cost of ownership vs. traditional development. Same budget, more delivered. Same timeline, more features. For clients with AI compliance requirements, we configure our approach accordingly before a single line of code is written.
Custom Platform Build
$75K–$300K
Mid-complexity application
Enterprise Platform
$200K–$1M+
Full scope from scratch
App Modernization
$100K–$500K
Legacy → cloud-native
Dedicated Team / Month
$20K–$45K
4–6 person pod · Senior only
🎯 Ideal Client Profile
SaaS Companies
Seed–Series B building or scaling a product — roadmap exceeding team capacity
Legacy Operators
VB6, VB.NET, desktop ERP running a business — modernization needed, disruption feared
PE Portfolio Cos
Modernize acquired asset fast — McGrath RentCorp is the reference story
No-Tech-Team
Domain experts with product vision but zero internal engineering — IBHS is the reference story
Skill Gap
Existing team missing Angular, C#, .NET, React Native — or a key departure to backfill
BOT Model
Build-Operate-Transfer — permanent India capability with structured ownership path
Deal Sizes
6 Engagement Types| Engagement Type | Price Range |
|---|---|
| Custom platform (mid-complexity) | $75K – $300K |
| Full platform from scratch (enterprise) | $200K – $1M+ |
| Application modernization | $100K – $500K |
| Staff augmentation per engineer | $5K – $8K/mo |
| Dedicated team (4–6 person pod) | $20K – $45K/mo |
| BOT model (12–24 month ramp) | $15K – $50K/mo |
4 Engagement Models — Know Which One to Lead With
What it is: A senior engineering team that embeds fully in the client's product organization — their tools, their methodology, their standups. Sigma Solve does not own delivery. We are an extension of the team.
Who buys it: SaaS companies with growing roadmaps and capacity ceilings. CTO, VP Engineering, or Product leader. The trigger is sustained demand exceeding internal team output.
How to say it: "You already have a product organization that works. You need senior engineers who embed into it — your standup, your PR process, your Jira board. We've been running a team of close to 15 inside Trimble's e-Builder for over three years. That is what this model looks like."
What makes us different: Senior people only. Grows with the relationship (e-Builder started at 3, now close to 15). Full methodology integration (Kanban, Scrum). EST timezone coverage. No bait and switch. AI-accelerated delivery: Claude Code and Cursor as standard, close to 70% TCO reduction.
Who buys it: SaaS companies with growing roadmaps and capacity ceilings. CTO, VP Engineering, or Product leader. The trigger is sustained demand exceeding internal team output.
How to say it: "You already have a product organization that works. You need senior engineers who embed into it — your standup, your PR process, your Jira board. We've been running a team of close to 15 inside Trimble's e-Builder for over three years. That is what this model looks like."
What makes us different: Senior people only. Grows with the relationship (e-Builder started at 3, now close to 15). Full methodology integration (Kanban, Scrum). EST timezone coverage. No bait and switch. AI-accelerated delivery: Claude Code and Cursor as standard, close to 70% TCO reduction.
What it is: One or more senior engineers placed directly into the client's existing team. Sigma Solve does not own delivery. The client leads and manages. The engineer operates as if they are an employee.
Who buys it: Companies with a functioning team that hit a wall — a specific skill gap (Angular, C#, Snowflake, React), a project surge, or a departure. The trigger is usually urgent and specific. CTO, VP Engineering, or Engineering Manager.
How to say it: "You already have a team and a process that works. You need one or two senior engineers who slot in immediately, own their work, and operate the way your team operates. We can have someone in front of you within days."
Signal phrases to listen for: "We just lost a key engineer" · "We need someone who knows [specific tech]" · "We have a project coming up that needs a skill we don't have" · "We need help but don't want to hand the whole project over"
Staff aug → dedicated team path: Plant this seed: "Many of our longest relationships started this way — one or two people, then we grew alongside the product. Worth knowing that option exists."
Who buys it: Companies with a functioning team that hit a wall — a specific skill gap (Angular, C#, Snowflake, React), a project surge, or a departure. The trigger is usually urgent and specific. CTO, VP Engineering, or Engineering Manager.
How to say it: "You already have a team and a process that works. You need one or two senior engineers who slot in immediately, own their work, and operate the way your team operates. We can have someone in front of you within days."
Signal phrases to listen for: "We just lost a key engineer" · "We need someone who knows [specific tech]" · "We have a project coming up that needs a skill we don't have" · "We need help but don't want to hand the whole project over"
Staff aug → dedicated team path: Plant this seed: "Many of our longest relationships started this way — one or two people, then we grew alongside the product. Worth knowing that option exists."
What it is: Sigma Solve builds a product or platform from scratch. We bring the full engineering organization: BA, wireframes, architecture, development, QA automation, PM, and release. The client does not need an internal team — we are the engineering team.
Who buys it: Companies with domain expertise and no internal engineering capability (IBHS — deep RCM knowledge, zero tech team). Or companies with a small team that needs a complete build too big to absorb internally.
How to say it: "You don't need to hire an engineering team to build this. We act as your full technology organization — requirements through production deployment. IBHS came to us with deep RCM expertise and no internal developers. We built their entire Direct Claim SaaS platform — multi-tenant, production-grade, HL7-integrated. They did not hire a single engineer."
What makes us different: BA and PM included. Fixed-cost milestone model. Agile with weekly demos — no black box. Production-grade output with SonarQube, automated QA, CI/CD from day one. AI-accelerated: same budget delivers more, same timeline delivers more.
Who buys it: Companies with domain expertise and no internal engineering capability (IBHS — deep RCM knowledge, zero tech team). Or companies with a small team that needs a complete build too big to absorb internally.
How to say it: "You don't need to hire an engineering team to build this. We act as your full technology organization — requirements through production deployment. IBHS came to us with deep RCM expertise and no internal developers. We built their entire Direct Claim SaaS platform — multi-tenant, production-grade, HL7-integrated. They did not hire a single engineer."
What makes us different: BA and PM included. Fixed-cost milestone model. Agile with weekly demos — no black box. Production-grade output with SonarQube, automated QA, CI/CD from day one. AI-accelerated: same budget delivers more, same timeline delivers more.
What it is: The client is running a legacy system — VB6, VB.NET, legacy Windows desktop — that is limiting growth or creating security vulnerabilities. Sigma Solve modernizes it: new frontend, new API layer, preserved data layer, zero disruption to workflows.
Who buys it: Mid-market to enterprise companies running core systems built in the late 1990s or early 2000s. CTO or CIO. Trigger: security audit flagging the stack, inability to hire engineers who know the technology, vendor ending support, or a growth initiative the current system cannot support.
How to say it: "The goal is not to make your team relearn how to do their jobs. It is to bring the technology underneath them up to standards they cannot see — faster, more secure, maintainable — while keeping the workflows they depend on intact. McGrath RentCorp's team has been using their STAR ERP for years. Our job is to give them the same system on modern technology. New Angular interface, new .NET API layer, same Oracle data, same workflows. Zero retraining."
Legacy signal phrases — listen for these: "We're running Visual Basic" · "It's a desktop application" · "We can't find developers who know this technology" · "We failed a security audit because of our tech stack" · "We can't integrate with modern tools"
Module-by-module approach: Nothing goes dark until the new version is validated. Two-week UAT per sprint. Old system stays live throughout. McGrath had a two-week UAT window per sprint — sprint not marked complete until 95% of issues resolved.
Who buys it: Mid-market to enterprise companies running core systems built in the late 1990s or early 2000s. CTO or CIO. Trigger: security audit flagging the stack, inability to hire engineers who know the technology, vendor ending support, or a growth initiative the current system cannot support.
How to say it: "The goal is not to make your team relearn how to do their jobs. It is to bring the technology underneath them up to standards they cannot see — faster, more secure, maintainable — while keeping the workflows they depend on intact. McGrath RentCorp's team has been using their STAR ERP for years. Our job is to give them the same system on modern technology. New Angular interface, new .NET API layer, same Oracle data, same workflows. Zero retraining."
Legacy signal phrases — listen for these: "We're running Visual Basic" · "It's a desktop application" · "We can't find developers who know this technology" · "We failed a security audit because of our tech stack" · "We can't integrate with modern tools"
Module-by-module approach: Nothing goes dark until the new version is validated. Two-week UAT per sprint. Old system stays live throughout. McGrath had a two-week UAT window per sprint — sprint not marked complete until 95% of issues resolved.
6 Situations — Which Engagement Model to Lead With
1. The Capacity Ceiling
Lead: Dedicated TeamSignal
"Our roadmap is bigger than our team can deliver" · "Hiring takes too long" · "We're always behind"
Frame
"We run dedicated engineering teams that embed fully in your product org. e-Builder started at 3 engineers and is now close to 15."
2. The Legacy System Trap
Lead: ModernizationSignal
"We're running VB6" · "It's a desktop app we've been trying to move to the web" · "We failed a security audit"
Frame
"McGrath RentCorp — a public company — is modernizing their entire STAR ERP with us. Module by module. Nothing goes dark until UAT-approved."
3. The No-Tech-Team Problem
Lead: App DevSignal
"We don't have developers" · "We had a CTO leave" · "We know what we need but can't build it"
Frame
"IBHS had deep behavioral health RCM expertise and no internal engineering team. We became their technology organization. We built their entire platform."
4. The Senior Engineer Gap
Lead: Staff AugSignal
"We need someone who knows Angular" · "Our senior .NET guy just left" · "We have a project that needs a skill we don't have"
Frame
"We can have a senior [Angular/C#/.NET/React] engineer in front of you within days. Your tools, your standups, your PR process."
5. Build vs Buy vs Partner
Lead: App DevSignal
"We looked at [SaaS] but it doesn't fit" · "We need something custom" · "We can't wait 12 months to hire"
Frame
"Custom build with a fixed-cost milestone model is often faster and cheaper than hiring. We scope it, price it, deliver in sprints with UAT gates. You see working software every two weeks."
6. Quality & Velocity Problem
Lead: Staff AugSignal
"We ship slowly" · "We spend more time fixing bugs than building features" · "Our code quality isn't where it needs to be"
Frame
"We embed senior engineers who operate on your standards — PR reviews, SonarQube, automated QA. The AnalyticOwl team has been running this way for 4+ years."
Discovery Framework — Product Engineering
Opening — Use to Start Every Product Engineering Discovery
"Tell me about your current engineering setup — team size, what you're building, and what's slowing you down or blocking you right now." Listen for: team size signals, backlog frustration, technology mentions (especially legacy stack), and any mention of a recent departure or skill gap.
| Engagement Model | Key Discovery Questions |
|---|---|
| Dedicated Team | "What does your roadmap look like for the next 6 months? What's the risk of not delivering it on time?" · "How long does it take to hire a senior engineer today?" · "Have you used an external team before?" |
| Staff Augmentation | "What's the specific skill or role you need to fill, and what's driving the urgency?" · "How would this person integrate — your tools, your standups?" · "Is this a short-term surge or an ongoing gap?" |
| Application Development | "Do you have an internal engineering team, or would we be the team?" · "Have you started any development, or is this greenfield?" · "Who internally would be the product owner for UAT?" |
| Modernization | "What system are you running today — what technology, how old, how many users?" · "What's forcing this now — security audit, vendor end-of-support, growth?" · "Have you tried to modernize before? What happened?" |
Objection Handling — Product Engineering
Total project cost matters more than hourly rate. If our team delivers in 500 hours what an offshore team delivers in 900 — with lower rework, no communication overhead, engineers available during your business hours — the total cost is the same or lower, and you're done three months sooner. Our longest dedicated team relationships have been running for 4+ years. Those relationships exist because of delivery quality, not rate arbitrage.
You don't have to. Start with two or three engineers on a short-term engagement — three months, specific stories, specific deliverables. If it works, we grow it. If it doesn't, you've lost nothing. Most of our longest relationships started exactly this way.
Speed and flexibility. Hiring a senior engineer takes four to six months on average — sourcing, interviewing, notice period, onboarding. We can have someone contributing in two weeks. And when the project is done or the surge is over, you don't have a headcount to redeploy. You scale on the work, not on headcount.
Tell me what happened. [Listen.] The most common failure mode is junior developers, communication gaps, and a team that doesn't actually integrate with your process — they run parallel and hand things over the wall. Our model is different by design. Senior engineers only. EST timezone overlap. Your tools, your standups, your PR process. We have teams that have been running this way inside enterprise SaaS companies for over three years. Ask to meet the engineers before you sign anything.
Tell me what happened. [Listen.] Failed modernization projects almost always have the same root causes: scope wasn't broken down properly, the team tried to do too much at once, or the new system didn't preserve how people actually worked — so adoption failed. Our approach is module-by-module with UAT gates. We don't move to the next sprint until the previous one is validated. The old system stays running. Nothing goes dark until the new version is approved.
The savings pass to you, not to our margin. Our engineers use Claude Code and Cursor — benchmarked and monitored with our own internal tools. The result is close to 70% reduction in total cost of ownership vs. traditional development. Same budget, more delivered. Same timeline, more features. We price to reflect what we deliver — not to protect an hourly rate model that penalizes efficiency. For clients with AI compliance requirements, we configure our approach accordingly before a single line of code is written.
Case Studies — AE-Ready
Trimble / e-Builder
Trimble / e-Builder — Dedicated Product Engineering Team
Dedicated Team · 3+ YearsProblem: e-Builder (construction program management SaaS, acquired by Trimble in 2018) needed to scale engineering capacity without diluting their lean/Kanban product process. They needed senior developers who could integrate fully — not a vendor to manage.
What Sigma Solve delivers: Dedicated team grown from 3 to close to 15 — Senior Developers, Technical Leads, QA Automation Engineers. Full methodology integration: lean/Kanban, daily 30-min standups, story grooming with e-Builder PMs and tech leads, PR code reviews, bi-weekly retrospectives. Full release participation: before and after every production release. Stack: C#/VB.NET, Angular/TypeScript, Node.js, SQL Server, Docker/K8s, AWS, GitHub, JIRA, Redis.
AE Line
"We have been running a team of close to 15 inside Trimble's e-Builder for over three years. Their team leads and manages. Our senior engineers own stories end to end and participate in every release. That's what embedding actually looks like — not a vendor relationship."
McGrath RentCorp
McGrath RentCorp — Full ERP Modernization (Public Company)
App Modernization · 14,000+ HoursProblem: McGrath RentCorp (NASDAQ: MGRC) — a modular space and portable storage company — runs STAR ERP, a large legacy VB6/VBA Windows desktop application managing their full operations. The system was becoming unmaintainable and impossible to hire for. Previous modernization attempts in this space routinely fail because they force business users to relearn their jobs.
What Sigma Solve is building: New Angular frontend replacing legacy VB6 Windows forms — preserving familiar workflows to minimize retraining. New .NET API layer replacing legacy Oracle stored procedure calls. Full module coverage across five sprint phases: Purchasing, Asset/Equipment, Customer/Finance, Sales/Rental, Support/Hotline + Administration. Role-based access with field-level granularity. Third-party integrations: Vertex/Avalara, FedEx/UPS, Zebra printers. Cloudflare security stack. 18-person team. 14,000+ estimated hours. Two-week UAT per sprint — sprint not closed until 95% of issues resolved. Old system stays live throughout.
AE Line
"We're modernizing the full ERP for McGrath RentCorp — a publicly traded company. Legacy VB6 rebuilt as a modern web platform: Angular frontend, .NET API layer, same Oracle data, same workflows. Module by module, UAT gates, nothing goes dark until it's approved. 14,000+ hours, 18-person team. If you've looked at modernization before but weren't sure how to de-risk it, the approach is the difference."
IBHS / SimiTree
IBHS — Full RCM SaaS Platform (No Internal Engineering Team)
App Development · Full TeamProblem: IBHS had decades of behavioral health RCM expertise and zero internal engineering capability. They needed a full Direct Claim practice management and RCM platform built — but had no CTO, no developers, no tech team.
What Sigma Solve built: Complete Direct Claim SaaS platform — multi-tenant, production-grade, HL7-integrated. Multi-account hierarchy (Parent → Customer → Practice → Provider), full provider and fee schedule management, claims/eligibility workflows, utilization review module, analytics reporting engine. Sigma Solve was the entire engineering organization: BA, architects, developers, QA, PM.
AE Line
"IBHS came to us with deep behavioral health RCM expertise and no internal engineering team. We became their technology organization — BA, architects, developers, QA, PM. We built their entire Direct Claim SaaS platform. They focused on the domain. We built the product. They did not hire a single engineer."
AnalyticOwl
AnalyticOwl — AI-Native SaaS Platform (4+ Years, Ongoing)
Dedicated Team · AI-NativeProblem: AnalyticOwl needed to build and continuously evolve an AI-powered advertising intelligence SaaS platform — processing millions of daily records, AI-driven campaign builders, natural language reporting.
What Sigma Solve delivers: Full-stack dedicated team 4+ years ongoing — AI-powered campaign builder using Google Gemini, natural language reporting layer using Claude, Snowflake data architecture, millions of daily records processed automatically. Production-grade output with automated QA, CI/CD, and security from day one.
AE Line
"We've been running an engineering team inside AnalyticOwl for 4+ years — AI-native SaaS platform, millions of daily records, AI campaign builder and natural language reporting. This is what a long-term product partnership looks like."
Triad Financial Services
Triad Financial Services — Mortgage Operations Platform
App Development · FintechProblem: Triad needed a full loan conditions management platform — email-driven work queue, Encompass LOS integration, real-time operational dashboards — that their existing team could not build internally at the required scope or speed.
What Sigma Solve built: Command Center — email-driven FIFO queue with priority override, PDF document viewing and page-level splitting, Encompass LOS integration via Azure Service Bus, real-time operational dashboards with role-specific drill-downs, exception queue with intelligent tagging, Okta SSO, full audit trail. React frontend, SQL Server, Azure Blob, AppInsights. Follow-on: User Management module for Triad Connect Client Portal.
AE Line
"We built the conditions management platform for Triad Financial Services — email-driven FIFO queue, Encompass integration, real-time dashboards. Their operations team went from manual coordination to automated workflow management. If your loan ops team is drowning in manual document routing, this is the exact problem we've solved."
AI Opportunity — Seed Language by Engagement Model
| If Entering Through | Plant This AI Seed |
|---|---|
| Dedicated Team | "Once our team is embedded and running, the natural next conversation is where AI accelerates your product roadmap specifically. We've built AI campaign builders with Gemini, natural language reporting layers using Claude, and compliance automation using speech AI. The question isn't whether AI belongs in your product — it's which features deliver the most value first." |
| Application Development | "The platform we build for you is AI-ready from day one — the architecture decisions we make at the start determine how hard it is to add AI features later. We build the data layer and API design with AI integration in mind. When you're ready to add natural language querying or intelligent recommendations, you're extending a foundation designed for it — not retrofitting." |
| Application Modernization | "The modernization gives you the foundation. The AI layer is where the competitive moat comes from. A modernized ERP with a natural language reporting layer means your operations team asks questions in plain English and gets answers in seconds instead of waiting for IT to build a report. We're building this for other clients right now." |
| Staff Augmentation | "If AI is on your roadmap — and it probably should be — we have AI engineers who've built production systems using Claude, Gemini, and OpenAI in fintech, healthcare, and advertising. If you need that capability added to your team specifically, that's a conversation worth having separately from today's discussion." |
7-Touch Outbound — Dedicated Team / Staff Aug
Persona
CTO, VP Engineering, or Engineering Manager at a SaaS company, tech-enabled business, or mid-market company with a legacy system.
1
Email — Dedicated Team
EmailSubject: Your roadmap is bigger than your team. Here's how we solve that.
Hi [Name],
Most engineering leaders we talk to have the same problem: the product roadmap is growing faster than the team can deliver. Hiring takes too long. Junior developers slow things down. And the good senior people you want are expensive and hard to find.
We run dedicated engineering teams that embed fully in your product organization. Your tools, your methodology, your standups. Senior engineers only. We have been running teams like this inside enterprise SaaS companies for years — teams that start small and grow as the product grows.
One thing worth mentioning: our engineers use AI-assisted development tools — Claude Code and Cursor — as standard practice, with our own internal benchmarks. The practical result is close to 70% reduction in total cost of ownership vs. traditional development. Same budget, more delivered.
Worth 20 minutes to see if there's a fit?
2
LinkedIn Connect
LinkedIn"Hi [Name], I work with engineering leaders on dedicated product teams, application development, and legacy system modernization. We've embedded long-term teams inside enterprise SaaS companies, built platforms for clients with no internal engineering, and modernized legacy ERPs at public-company scale. Would love to connect."
3
Call — Dialpad
CallOpening: "Hi [Name], I sent a note about engineering capacity — specifically whether your team has more to build than capacity to build it. We run dedicated teams that embed fully in your product organization. Wanted to see if that's a problem you're working through."
4
Email — Four Proof Points
EmailSubject: Four things we've delivered for engineering teams
[Name], wanted to share what we've actually built:
• Dedicated team inside an enterprise SaaS company — senior developers, QA automation, lean/Kanban, 3+ years, grew from 3 to close to 15 as the product grew
• Full AI-native SaaS platform from scratch — AI-powered campaign builder, Snowflake data architecture, millions of daily records processed automatically, 4+ years ongoing
• Enterprise ERP modernization for a publicly traded company — legacy desktop application rebuilt as a modern web platform, 14,000+ hours, module by module, zero workflow disruption
• Healthcare RCM SaaS platform for a client with no internal engineering team — BA, developers, QA, PM — all Sigma Solve
One thing true of all of these: our engineers use AI development tools as standard practice. Close to 70% TCO reduction vs. traditional development.
If any of those maps to where you are, I'd like 20 minutes on Zoom.
5
LinkedIn Message
LinkedIn"[Name], we've also built mortgage operations platforms, healthcare compliance automation systems, and full crypto trading automation platforms — all production-grade, all from scratch or modernized from legacy. If you need something built or a team to help you build it faster, worth a conversation."
6
Final Call
Call"[Name], last try — I know timing matters. If scaling engineering capacity, building a new platform, or modernizing a legacy system is on your roadmap this year, I'd like 20 minutes before you finalize your approach. I'll leave it there."
7
Breakup Email
BreakupSubject: Closing the loop
[Name], I'll stop after this — clearly not the right moment. If dedicated engineering teams, application development, or legacy modernization becomes a priority, I'm easy to find. Good luck with the roadmap.
7-Touch Outbound — Modernization
Persona
CTO or CIO at a mid-market to enterprise company running VB6, VB.NET, or legacy desktop applications.
1
Email — Modernization
EmailSubject: Still running VB6? Here's what the path forward looks like.
Hi [Name],
Legacy systems are the kind of problem that gets worse every year it's not addressed — harder to hire for, harder to secure, harder to extend.
We're currently modernizing the full ERP for a publicly traded industrial company — legacy desktop application rebuilt as a modern web platform. Module by module. UAT gates per sprint. Nothing goes dark until it's approved. Their team doesn't have to relearn how to do their jobs. And our engineers use AI-assisted development tools throughout — Claude Code and Cursor — which reduces time and cost substantially vs. traditional approaches.
If you're running something similar and have looked at modernization before but weren't sure how to de-risk it — worth 20 minutes.
[Your Name]
7
Breakup Email
BreakupSubject: Closing the loop
[Name], I'll stop after this — clearly not the right moment. If dedicated engineering teams, application development, or legacy modernization becomes a priority, I'm easy to find. Good luck with the platform.
Practice 6 · Azure · AWS
Cloud Infrastructure
Architecture, deployment, security hardening, optimization. HIPAA-compliant environments. Azure-first with AWS capability.
🎯 Ideal Client Profile
SaaS Builders
Need scalable, secure multi-tenant infrastructure
On-Prem Migrators
Legacy data center cost, speed, compliance pressure
Healthcare Orgs
HIPAA-compliant Azure environment required
Snowflake Users
Runaway cloud costs, no internal DBA ownership
Architecture + Deployment
$25K–$100K
Design + build
Cloud Migration
$50K–$250K
On-prem → Azure/AWS
SaaS Infrastructure
$75K–$300K
Multi-tenant build
Managed Retainer
$3K–$8K/mo
Ongoing management
Deal Sizes
5 Engagement Types| Engagement Type | Price Range |
|---|---|
| Cloud architecture design + deployment | $25K – $100K |
| Cloud migration (on-prem to Azure/AWS) | $50K – $250K |
| SaaS infrastructure build (multi-tenant) | $75K – $300K |
| Snowflake cost optimization | $20K – $60K |
| Managed cloud infrastructure retainer | $3K – $8K/mo |
Discovery Questions
"Where does your application or platform live today — on-premise, co-located, or cloud? What's driving the need to change?"
"What does your cloud spend look like monthly, and do you feel you're getting value from it?"
"Do you have compliance requirements — HIPAA, SOC 2, GDPR — and how confident are you in your current infrastructure meeting them?"
"If you're building a SaaS product, what does your infrastructure need to look like at 10x your current user load?"
"Is your Snowflake environment growing in cost without a clear owner managing warehouse sizing and query optimization?"
Sales Motion
Philosophy & Sales Lifecycle
Sigma Solve sells business outcomes. Position as Strategic Technology Partner, Product Engineering Accelerator, and AI & Automation Enabler. A large part of our business today is staff augmentation and dedicated teams — the sales motion covers both.
AE Mission
Identify organizations with scaling or technical constraints · Diagnose business problems tied to technology · Position Sigma Solve as the execution partner · Drive opportunities through a structured lifecycle
2. Sales Motion Architecture — End-to-End Lifecycle
6 Stages| Stage | Objective | Owner | Core Tools | Output |
|---|---|---|---|---|
| Targeting | Identify ICP accounts | AE | LinkedIn Sales Navigator, Lemlist | Account list |
| Engagement | Start conversations | AE | Lemlist, Dialpad, HubSpot | Conversations |
| Qualification | Validate opportunity | AE | Zoom, HubSpot | Qualified deal |
| Solutioning | Define solution | AE + SA | HubSpot, ChatGPT, PandaDoc (proposal and agreement) | Proposal |
| Conversion | Close deal | AE | Zoom, HubSpot, PandaDoc (agreement) | Signed contract |
| Expansion | Grow account | AE | HubSpot, QBRs | Additional revenue |
🎯
Targeting
LinkedIn Nav
Identify ICP accounts matching 6 criteria
›
💬
Engagement
Lemlist + Dialpad
Multi-touch outreach — 7 touches min
›
✓
Qualification
Zoom + HubSpot
MEDDPICC qualification — validate budget, authority, need
›
📋
Solutioning
SA + PandaDoc
Present live on Zoom — never email a proposal cold
›
⊙
Conversion
Zoom + HubSpot
Signed PandaDoc — deal in HubSpot same day
›
↗
Expansion
QBRs + HubSpot
Quarterly reviews — every account is an expansion opportunity
Solutioning Rule
Always present proposal live on Zoom. Always align multiple decision-makers. Always define the decision timeline before leaving the call.
Closing Focus — In This Order
Business impact first → Delivery confidence second → Risk reduction third. These three in sequence close deals.
Expansion Triggers — Listen for These in Every Meeting
Active Accounts| Trigger Signal Heard | Expansion Opportunity | Your Action |
|---|---|---|
| Speed or delivery dissatisfaction | Capacity expansion — add engineers | Log in HubSpot immediately, create expansion deal |
| New product or feature roadmap discussed | New project initiative | Ask for 30 mins to scope the next phase |
| Manual processes mentioned in passing | AI & Automation seed | Plant AI seed language — see AI & Automation section for exact scripts |
| Data or reporting frustration | Snowflake / Power BI layer | Introduce Snowflake or Azure Fabric conversation |
Sales Motion
Ideal Customer Profile
Who to target, who to talk to, and the signals that tell you you're in the right conversation.
Target Segments
SaaS / Software Companies
Logistics & transportation platforms · Health & fitness / consumer tech · Healthcare claims handling platforms
Private Equity / VC
Work within their portfolio of companies — technology modernization mandates
Marketing Groups
Help on technical execution while they focus on digital marketing
Small & Mid-Market
Modernization & growth initiatives — AI-driven initiatives play a big role
Large & Enterprise
Modernization, growth & diversification — Staff Aug / Dedicated Teams for scaling & technical constraints
Technology Partnerships
Snowflake · Shopify Plus · nopCommerce · Super Dispatch · Central Dispatch
Primary Segments
SaaS Companies
PE Portfolio Cos
Mid-Market Ops
PE Portfolio Cos
Mid-Market Ops
Revenue Sweet Spot
$25M–$500M
All 6 practices target here
Buying Triggers
Renewal
EOL / Legacy
AI Mandate
EOL / Legacy
AI Mandate
Priority Personas
CIO
CTO / VP Eng
Founder / COO
CTO / VP Eng
Founder / COO
Buyer Personas — Full Map
| Persona | Why They Matter | Primary Concern | Your Angle |
|---|---|---|---|
| CEO / CFO / COO | Economic buyer. Budget approver. | Growth, ROI, risk reduction | Business outcomes + 80% referral track record |
| CIO — Key Persona | Non-tech companies rely on vendors for tech direction. Often overlooked by competitors. | Business outcomes, lighter internal teams | We are the execution arm. You direct, we deliver. |
| CTO / VP Engineering | Technical champion or blocker | Architecture, quality, delivery speed | Senior engineers, proven platforms, delivery SLAs |
| Product Leaders | Drive roadmap, flag blockers | Speed to market, team capacity | We extend your team without hiring overhead |
| Founders / Operators | Decision-maker in small companies | Cost, trust, not being burned again | 80% referral rate. Earned trust, project by project. |
Sales Motion — Tools
Sales Tech Stack — Mandatory System
Non-negotiable. If it is not in HubSpot, it does not exist. All commissions are paid off deals in HubSpot.
🔴 Non-Negotiable Rules
If it's not in HubSpot → it does not exist. All calls through Dialpad. All meetings via Zoom — camera on, cloud recording, AI transcription. All outreach through Lemlist or logged in HubSpot. No exceptions.
🟠
HubSpot
CRM — System of Record
🎥
Zoom
All meetings · Camera on · Recorded + AI transcript
📧
Lemlist
Email sequences + nurture automation
📞
Dialpad
Outbound calling + call tracking
🔎
LinkedIn SN
Account ID + prospecting
Core Architecture — Tool Roles
| Function | Tool | Role |
|---|---|---|
| CRM | HubSpot | System of record |
| Meetings | Zoom | Discovery & presentations |
| Outreach | Lemlist | Email + nurture automation |
| Calling | Dialpad | Outbound + tracking |
| Prospecting | LinkedIn Sales Navigator | Account identification |
| Contracts | PandaDoc | eSign / Contract Management |
System Flow — How It All Connects
🔍
LinkedIn
Source Leads
Sales Navigator identify ICPs
›
🟠
HubSpot
Add Contacts
CRM — system of record
›
📧
Lemlist
Sequences
Email nurture automation
›
📞
Dialpad
Execute Calls
Outbound calls + tracking
›
🎥
Zoom
Run Meetings
Camera on · Cloud recorded
›
✅
HubSpot
All Synced Back
Deals, tasks, next steps logged
Sales Motion — Daily
AE Daily Operating System
Follow this every day. The pipeline builds itself when the inputs are consistent.
Daily Activity Targets
Minimum for a fully ramped AE — non-negotiable floor
50+
Calls (Dialpad)
30+
Emails (Lemlist)
10+
LinkedIn Touches
3+
New Conversations
2+ calls · 1+ qualified opp
Discovery calls & qualified opportunities per day
Daily Schedule
🌅 Morning
Pipeline Control — HubSpot
- Review all open deals
- Update stages, next steps, close dates
- No deal without a next step — zero exceptions
100% updatedZero without next step
⚡ 2–3 hrs
Outbound Block
- Lemlist: execute sequences (min 7 touches)
- Dialpad: outbound call block — log all outcomes
- LinkedIn: identify DMs, connect + message
50+ calls30+ emails10+ LinkedIn3+ convos
☀️ Midday
Discovery Calls — Zoom
- Conduct discovery calls — camera on, recorded
- Diagnose business + technical challenges
2+ discovery/day1+ qualified opp
🌆 End of Day
Pipeline Acceleration
- Same-day follow-ups — no exceptions
- Schedule next steps for every open deal
100% same-day FU100% CRM logged
Sales Tools — Outbound
7-Touch Outbound Engine
Multi-channel. Lead with business outcomes. Every touch adds new information — never repeat yourself across the sequence.
1
Email — Lemlist
EMAIL
Lemlist
Problem-focused. Lead with a business outcome — not a product. Reference a relevant client story.
2
LinkedIn Connect
LINKEDIN
LinkedIn Sales Nav
Personalized connection request. Reference their role or company. Do not pitch in the connection note.
3
Call — Dialpad
CALL
Dialpad
Reference the email. Name a specific outcome for a similar company. Ask one qualifying question — not a pitch.
4
Email Follow-up
EMAIL
Lemlist
Share a specific case study: one client, one problem, one measurable outcome. Ask for 20 minutes on Zoom.
5
LinkedIn Message
LINKEDIN
LinkedIn
Reference the case study. Add a second proof point. Ask if the problem resonates with their situation.
6
Final Call Attempt
CALL
Dialpad
Acknowledge timing. If not now, leave the door open for when the timing is right. Warm, no pressure.
7
Breakup Email
BREAKUP
Email
"I'll stop reaching out — not a fit right now and I get it. If that changes, I'm easy to find." Leave warm. Always.
Messaging Strategy
Lead with business outcomes, not technology. Emphasize speed and flexibility. Position Sigma Solve as an alternative to hiring (where appropriate for the persona).
Channel Priority
Email (Lemlist) is the primary engine. LinkedIn connect + message follows. Dialpad calls reinforce email. Never rely on a single channel — multi-touch always wins.
Sales Tools — Discovery
Discovery Framework
Qualify on all three dimensions before advancing to solutioning. An unqualified deal wastes everyone's time.
Business Discovery
What is slowing growth? What is costing money? Quantify both in dollars and hours per week. If you can't put a number on the pain, you can't justify the investment.
Technical Discovery
Current stack. Integration gaps. What are they running, what doesn't talk to what, where does the manual work happen? Surface it — the SA will go deep.
Strategic Discovery — 4 Questions You Must Answer Before Advancing
Why now? · What happens if nothing changes in 12 months? · Who is the economic buyer? · What does the decision process look like?
Staff Aug / Dedicated Team Discovery
Business Questions
→What is slowing growth?
→What is costing money?
→Where is headcount creating a ceiling?
Strategic Questions
→Why now?
→Have you used staff aug before? What worked / didn't?
→What happens if nothing changes in 12 months?
Staff Augmentation or Dedicated Team — Discovery
Staff AugBusiness
Growth
What is slowing growth?
Cost
What is costing money?
Technical
Stack
Current tech stack?
Gaps
Integration gaps if any?
Skills
Current or future skill requirements?
Strategic
Why now?
What's creating urgency?
Have you used Staff Aug before?
What worked? What didn't work?
Status quo cost
What happens if nothing changes?
Output
Qualified opportunity in HubSpot with delivery model confirmed: Staff Aug, Dedicated Team, or BOT
Sales Tools
Battle Cards
Use ONLY when the prospect raises a competitor. Do not volunteer comparisons. Have these memorized before every call.
🏢 Big 4 / Global SIs
Most CommonTheir Pitch
"We are a global firm with deep industry expertise and thousands of consultants."
Reality
Senior partners sell, junior analysts deliver. PM ratio 8:1. Rates $200–$450/hr. Mid-market is not their priority.
Your Counter
"Ask who specifically will be on your project. Our senior consultants do the work. Total cost 40–60% lower. And we deliver the last mile — where 80% of Big 4 AI projects fail."
⚡ Kill Shot
"Can you ask them to contractually guarantee the team from their proposal will stay for the entire duration?" (They cannot. We can.)
🌏 Offshore Shops ($25–$40/hr)
Price ObjectionTheir Pitch
"Same quality at a fraction of the cost."
Reality
Communication challenges, high attrition, quality variability. Rework rates 15–25%.
Your Counter
"Total project cost matters more than hourly rate. If our team delivers in 500 hours what offshore delivers in 900, it costs the same but ours is done 3 months sooner."
GCC counter: "If you are considering a permanent India team, our BOT model gives you experienced operator speed and quality — with a structured path to full ownership."
GCC counter: "If you are considering a permanent India team, our BOT model gives you experienced operator speed and quality — with a structured path to full ownership."
⚡ Kill Shot
"What is your rework rate target? What SLAs are you holding them to, and what happens when missed?"
🚀 AI-Native Vertical Startups
AI VerticalTheir Pitch
"We are purpose-built for your industry. Our AI is trained specifically on your data."
Reality
Deep AI on one workflow but cannot integrate across your whole operation. No ERP/TMS/CRM integration. No delivery capability. High vendor lock-in risk.
Your Counter
"Point solutions solve one problem and create integration debt everywhere else. We build AI that connects to your existing systems — your TMS, ERP, CRM — so intelligence flows through your whole operation, not just one screen."
⚡ Kill Shot
"Who connects this to your existing systems? Who is accountable if the integration breaks? What happens when your workflow changes?"
⏸️ "Do Nothing" / Status Quo
InactionTheir Position
"We're not ready yet. Maybe next quarter. Things are working well enough."
Cost of Inaction
Hours/week on manual tasks × loaded staff cost + error cost + SLA miss cost + opportunity cost of delayed AI while competitors go live.
Your Counter
Quantify cost of inaction: "The question is not whether you will implement AI — the question is whether you do it on your timeline or are forced to on someone else's while competitors are already live."
⚡ Kill Shot
"What is the loaded cost of every manual hour your team spends on [specific task]? Let us put a number on staying where you are."
Sales Motion
Solutioning & Conversion
From qualified opportunity to signed contract. The AE runs this with the Solution Architect. Never present a proposal without a live Zoom call.
8. Solutioning (AE + Solution Architect)
AE + SAObjectives
Define scope
Map exact requirements — not a general estimate
Establish delivery model
Fixed scope, T&M, dedicated team, BOT, staff aug
Align timeline + cost
Get alignment before writing the proposal
Our Differentiation in Solutioning
AI-enabled acceleration
Our Accelerator modules reduce delivery risk and time
Flexible engagement models
Fixed scope, T&M, dedicated pod, BOT — fit to client situation
Rapid team ramp-up
Senior engineers available within 2 weeks typically
Output
Proposal + SOW — reviewed live on Zoom before sending
9. Conversion — Closing Engine
CloseRules — Always Follow These
Present proposal live
Always on Zoom — never email a proposal cold
Align decision-makers
Multiple decision-makers in the room if possible
Define decision timeline
Get a committed date before leaving the call
Closing Focus — In This Order
1. Business impact
Lead with the outcome — ROI, time saved, revenue gained
2. Delivery confidence
Reference proof — case studies, similar clients
3. Risk reduction
De-risk the decision — flexible engagement, phased start
Output
Signed contract — in PandaDoc, countersigned, deal moved to Closed Won in HubSpot
Sales Motion
Expansion Strategy
Expansion is not selling — it is solving the next problem. 30–50% of pipeline should come from existing accounts.
Pipeline from Existing
30–50%
Target within 12 months
Referral Requests / AE
4+/mo
Minimum — non-negotiable
Account Growth Target
2–3×
Within 12–18 months
Revenue from Existing
30–50%
Of total revenue target
Expansion Trigger Map — Listen for These in Every Meeting
| Signal You Hear | Expansion Type | Your Move |
|---|---|---|
| "Delivery is slower than we hoped" or "team feels stretched" | Capacity Expansion | Add engineers / scale the pod. Create deal in HubSpot immediately. |
| "We're thinking about building X" or "we have a new initiative" | New Project | Ask for 30 mins to scope the next phase. Don't wait for them to ask. |
| "We're doing a lot of manual [anything]" or "that takes forever" | AI / Automation | Plant AI seed language. See AI & Automation section for exact scripts. |
| "Our reporting is slow" / "we can't get answers from our data" | Data / Analytics | Introduce Snowflake or Power BI conversation. |
| Project winding down or approaching end of scope | Support & Maintenance | Propose an ongoing retainer before the project closes. |
Full Scripts, Cadence & HubSpot Tracking → Account Mgmt & Referrals Section
The complete customer interaction cadence (Weekly / Bi-Weekly / Monthly / QBR), referral email + call scripts, LinkedIn scripts, and HubSpot tracking setup are all in the Account Mgmt & Referrals section in the sidebar.
Sales Motion
Account Management & Referrals
Expansion is not selling — it is solving the next problem. 30–50% of revenue should come from existing accounts.
Customer Interaction Cadence
Active Accounts| Frequency | Format | What to Cover | Purpose |
|---|---|---|---|
| Weekly (Active Projects) | Internal review | Delivery status · Risks & blockers · Commercial signals | Stay ahead of issues |
| Bi-Weekly | AE client touchpoint | Relationship check-in · Satisfaction level · Early expansion signals | Relationship health |
| Monthly | Account review with client | Work completed · Roadmap alignment · Upcoming initiatives · Position additional services | Growth pipeline |
| Quarterly (QBR) | Executive level | Business impact delivered · KPIs & outcomes · Future roadmap · Introduce AI & optimization opportunities | Strategic retention |
Upsell, Cross-Sell & Referral Framework
Trigger Points — Listen for These
Speed / delivery dissatisfaction
→ Capacity expansion: add developers / scale delivery pods
Internal team bandwidth constraints
→ New project initiatives: modules, enhancements, rebuilds
Manual processes identified
→ AI & Automation: workflow automation, AI integrations, data intelligence
Data / reporting challenges
→ Support & Maintenance: ongoing retainers, DevOps, infrastructure
AE Responsibilities
Continuously identify expansion signals · Log all opportunities in HubSpot · Convert discussions into pipeline · Own commercial conversations · Actively request referrals from satisfied customers
Referral Generation System
When to Ask for Referrals
After milestone delivery
Momentum is highest — ask while they're excited
After positive feedback
Positive feedback = permission to ask
During monthly / QBR reviews
Natural moment in the relationship
Upon project completion
Best time — satisfaction is at peak
How to Ask (Framework)
1. Confirm satisfaction first · 2. Position referral as value-driven (helping peers solve similar problems) · 3. Be specific: "Do you know 1–2 companies facing similar challenges?"
Referral requests
Min 1 per active customer per month
Pipeline target
10–20% from referrals
Referral Request Scripts
Ready to UseE
Email Script — Post Positive Feedback
EmailSubject: Quick favor
Hi [Name],
Really glad to hear things are going well — appreciate the feedback.
Quick ask: we're currently working with a few companies facing similar challenges around [insert problem area], and I wanted to see if anyone in your network comes to mind who might benefit from a conversation.
If so, would you be open to making a quick introduction?
Appreciate it either way — and as always, let me know how else we can support your team.
Best, [Your Name]
C
Call Script — During Check-In
Call"Great to hear things are going well. Quick question — we're working with a few companies in similar situations right now. Do you know 1–2 other teams that might benefit from a conversation like this?"
LinkedIn Referral + Engagement Scripts
R
LinkedIn Referral Ask
LinkedInHi [Name], really glad to hear the project is going well.
Quick ask — if you know anyone in your network dealing with [problem area], I'd really appreciate an introduction. Happy to return the favor anytime.
U
Soft Upsell / Expansion Message
LinkedInHi [Name], based on what we've been working on, we're seeing a lot of clients now start to look at [AI / automation / scaling initiative].
If it's relevant, happy to walk you through a few ideas — no pressure at all.
HubSpot Tracking — Referrals & Expansion
CRM RequiredRequired Fields (Custom Properties)
Referral Source
Dropdown: Client / Partner / Other
Referring Customer Name
Link to existing contact record
Expansion Opportunity Type
Capacity / New Project / AI / Support
Account Health
Green / Yellow / Red
Required Activities to Log
Referral request made
Log as task or note in HubSpot
Referral received
New contact tagged with referral source
Expansion conversation
Log immediately — create deal if qualified
QBR completed
Log outcomes, next steps, and open opportunities
Pipeline Rules
All referrals
Created as new contacts in HubSpot immediately
All expansion opps
Created as deals associated with the customer account
KPI Targets
Referral requests/month
4+ per AE
Referrals generated
1–2 per month
Pipeline from existing
30–50%
Account growth
2–3x in 12–18 months
Performance
KPI & Performance Scorecard
Great salespeople want to be measured — because measurement separates effort from impact. These metrics exist to coach, not to punish. If numbers are off, the first conversation is: what is in the way, and how do we fix it together.
30%
Activity
Calls · Emails · LinkedIn
30%
Pipeline Creation
Opportunities + value
20%
Conversion
Stage progression · Win rate
20%
CRM Discipline
Data accuracy · Logging
30%
Activity KPIs
Non-negotiable daily minimums
50+
Calls via Dialpad
30+
Emails via Lemlist
10+
LinkedIn touches
3+
New conversations
2+
Discovery calls/day
1+
Qualified opp/day
20%
Conversion KPIs
Stage progression and close rate
Stage Progression
Deals moving forward each week
Win Rate
Qualified deals to closed-won
30%
Pipeline Creation KPIs
New opportunities and pipeline value
Opportunities
New deals created in HubSpot
Pipeline Value
Total $ value of open pipeline
20%
CRM Discipline
HubSpot accuracy is non-negotiable
All deals have next step
100%
Activity logged same day
100%
Stage accuracy
Required
⚠️ Failure Indicators
Red FlagsCRM
No CRM activity logged — deals without next steps
Volume
Low outbound volume — fewer than 30 activities per day
Pipeline
Unqualified pipeline sitting in the funnel without qualification criteria met
Stale
Deals with no activity for 7+ days — stale pipeline is dead pipeline
Vertical GTM · V1
Logistics
We built BrokerOne.ai. We delivered TMS + CRM for Anew Transport, Suddath, DASH, Go Auto Relo, Kawasaki, and Nextpoint. You are selling a team that has already solved the problem the prospect is describing.
Freight Brokers3PLsAuto TransportBrokerOne.ai$2M–$100M
ICP Revenue
$2M–$100M
Freight broker, 3PL, auto transport
Dispatcher Multiplier
2×
Load volume without adding headcount
DASH Result
39%
Operational cost reduction
Document AI Accuracy
85%+
BOL/POD — no manual keying
The 6 Logistics Pain Categories — Diagnose in 10 Minutes
Learn All 6Signal: "We're hiring two more dispatchers this quarter."
Your frame: "Before you hire, let's look at what we can automate. Our clients have doubled load volume without adding headcount."
Your frame: "Before you hire, let's look at what we can automate. Our clients have doubled load volume without adding headcount."
Signal: "We spend a lot of time posting to load boards."
Your frame: "We built automated multi-board posting for Anew Transport. One click — DAT, Truckstop, Super Dispatch, Central Dispatch simultaneously."
Your frame: "We built automated multi-board posting for Anew Transport. One click — DAT, Truckstop, Super Dispatch, Central Dispatch simultaneously."
Signal: "We've had a few bad carriers slip through."
Your frame: "Our carrier scoring layer flags risk automatically using FMCSA data, claim history, and delivery performance."
Your frame: "Our carrier scoring layer flags risk automatically using FMCSA data, claim history, and delivery performance."
Signal: "Our customers call us all day for status updates."
Your frame: "We built a customer portal for Suddath that gave enterprise clients real-time shipment visibility — and eliminated the majority of inbound status calls."
Your frame: "We built a customer portal for Suddath that gave enterprise clients real-time shipment visibility — and eliminated the majority of inbound status calls."
Signal: "We're always chasing documents after delivery."
Your frame: "Our Document AI processes BOLs and PODs automatically — 85%+ accuracy, no manual keying. Invoice goes out same day."
Your frame: "Our Document AI processes BOLs and PODs automatically — 85%+ accuracy, no manual keying. Invoice goes out same day."
Signal: "We don't really have good reporting."
Your frame: "We build ops dashboards that tie sales activity to shipment revenue and margin in real time — best lanes, best carriers, best reps — instantly."
Your frame: "We build ops dashboards that tie sales activity to shipment revenue and margin in real time — best lanes, best carriers, best reps — instantly."
Opening Discovery Question — Use Every Time
"Walk me through a load from the moment a customer calls you to the moment you invoice them — every system you touch along the way." This single question surfaces every pain point. Listen for: how many systems they name, where they say 'manually,' where they pause, where they mention Excel.
✅ Lead With BrokerOne.ai When
Freight broker $2M–$30M with no TMS or a basic one · Running operations manually · Wants to scale without adding headcount
❌ Do NOT Lead With BrokerOne.ai When
Prospect already has an invested TMS · Auto transport company (different workflow) · 3PL (needs custom build, not off-shelf product)
ICP — 4 Logistics Sub-Verticals
Freight Broker
3PL / Carrier
Auto Transport
Last-Mile / B2B Portal
| Attribute | Definition |
|---|---|
| Company type | Non-asset freight brokers, freight technology companies |
| Revenue range | $2M–$50M |
| Headcount | 5–150 employees |
| Geography | US-based; primarily Midwest, Southeast, Texas |
| Tech stack signals | Using TMS (McLeod, Tai, Rose Rocket) but doing manual dispatch; posting to DAT/Truckstop manually |
| Pain trigger | Hiring more dispatchers to handle volume; dispatcher ceiling reached |
| Entry point | BrokerOne.ai — built for this sub-vertical specifically |
| Attribute | Definition |
|---|---|
| Company type | Third-party logistics providers, regional carriers with managed services |
| Revenue range | $5M–$100M |
| Headcount | 20–300 employees |
| Geography | US national; hubs in Chicago, Dallas, Atlanta, LA |
| Tech stack signals | Multiple systems for warehouse, TMS, customer portal — not integrated; no unified reporting |
| Pain trigger | Customer visibility complaints; manual BOL/POD reconciliation; no real-time ops dashboard |
| Entry point | TMS integration + Customer Portal; Document AI for BOL/POD automation |
| Attribute | Definition |
|---|---|
| Company type | Auto transport brokers, vehicle shipping companies, dealer transport networks |
| Revenue range | $3M–$30M |
| Headcount | 10–80 employees |
| Geography | US national; concentrated in Michigan, California, Florida |
| Tech stack signals | Using legacy auto transport TMS (Super Dispatch, Central Dispatch); no CRM integration |
| Pain trigger | High carrier fallout rates; manual order entry from dealers; no damage documentation AI |
| Entry point | Go Auto Relo reference (Sigma client); carrier vetting + document AI |
| Attribute | Definition |
|---|---|
| Company type | Last-mile delivery operators, B2B distribution portal operators, white-glove delivery |
| Revenue range | $5M–$50M |
| Headcount | 15–200 employees |
| Geography | US regional; Northeast, Southeast, Pacific Northwest |
| Tech stack signals | Customer portal is a spreadsheet or email thread; no real-time delivery tracking for B2B clients |
| Pain trigger | B2B clients demanding portal access; manual status updates; invoice disputes from missing PODs |
| Entry point | Suddath / NXTPoint Portal reference; customer-facing delivery portal with Document AI |
Buyer Personas — Who You're Talking To
VP Operations / COO
PrimaryCares about: Dispatcher productivity, load-to-truck ratio, customer complaints, carrier fallout rate.
Opening line: "How many systems does your dispatcher touch per load?"
Decision signal: "We're hiring more dispatchers this quarter."
Founder / Owner-Operator
Economic BuyerCares about: Margin per load, headcount cost, technology that pays for itself in 6 months.
Opening line: "What does your cost per load look like today vs 2 years ago?"
Decision signal: "I need to grow revenue without growing headcount."
The Logistics Pain Map — 6 Problems to Diagnose in First 10 Minutes
1. The Dispatcher Ceiling
Every load requires manual steps across multiple systems. As volume grows, the only solution is to hire.
Signal
"We're hiring two more dispatchers this quarter."
Your frame
"Before you hire, let's look at what we can automate. Our clients have doubled load volume without adding headcount."
2. The Load Posting Tax
Posting to DAT, Truckstop, Super Dispatch, Central Dispatch manually — for every load — is 20–40 minutes of non-revenue work.
Signal
"We spend a lot of time posting to load boards."
Your frame
"We built automated multi-board posting for Anew Transport. One click, all platforms."
3. The Carrier Vetting Gap
Most brokerages vet carriers manually — email, call, check SAFER. No scoring, no history, no risk flag.
Signal
"We've had a few bad carriers slip through."
Your frame
"Our carrier scoring layer flags risk automatically using FMCSA data, claim history, and delivery performance."
4. The Visibility Blind Spot
Customers want real-time shipment status. Most brokerages provide it via phone calls.
Signal
"Our customers call us all day for status updates."
Your frame
"We built a customer portal for Suddath and NXTPoint that eliminated the majority of inbound status calls."
5. The Invoice Delay
BOLs and PODs collected manually. Invoice generation delayed. Cash cycle stretched.
Signal
"We're always chasing documents after delivery."
Your frame
"Our Document AI processes BOLs and PODs automatically — 85%+ accuracy, no manual keying. Invoice goes out same day."
6. The Data Blindness Problem
No real-time view of revenue by lane, margin by carrier, sales activity tied to shipment outcome.
Signal
"We don't really have good reporting."
Your frame
"We build ops dashboards that tie sales activity to shipment revenue and margin in real time — best lanes, best carriers, best reps."
Discovery Framework — Logistics
Opening Question — Use to Start Every Logistics Discovery Call
"Walk me through a load from the moment a customer calls you to the moment you invoice them — every system you touch along the way." Listen for: how many systems they name, where they say "manually," where they pause, and where they mention Excel.
| Category | Question | What You're Diagnosing |
|---|---|---|
| Operations | "How many loads does each dispatcher handle per day? What's their ceiling?" | Dispatcher bottleneck |
| Load posting | "How do you post loads to carriers? Which platforms?" | Automation opportunity |
| Carrier management | "How do you vet a new carrier? What's your process?" | Risk/compliance gap |
| Customer experience | "How do customers get shipment status today?" | Visibility gap, portal opportunity |
| Documents | "What happens after delivery — how do you collect BOLs and PODs?" | Document AI opportunity |
| Data/reporting | "How do you know which lanes are most profitable? Which carriers perform best?" | Analytics opportunity |
| Technology | "How many systems does your team use in a day? Do they talk to each other?" | Integration complexity |
| Growth | "What's your revenue target for next year? What operationally needs to change to hit it?" | Business case qualifier |
| Budget | "Have you budgeted for a technology investment this year, or is this exploratory?" | Buying stage |
Qualification Gate — Confirm Before Advancing
Revenue $2M+ (or funded startup) · Clear pain in at least 2 categories above · Decision-maker in the room · Active need vs. "someday"
Logistics Objection Handling
"That's actually a great starting point. Most of our clients came to us not to replace their TMS, but because it didn't connect to their CRM, didn't automate their load posting, or didn't give their customers real-time visibility. Which of those would be most valuable to solve? We can work with what you have."
"That's exactly what our clients said before they saw what they were spending on manual ops. A dispatcher at loaded cost of $65K/year processing 35 loads/day — if we move them to 70 loads/day, you just doubled their productivity without adding headcount. The ROI conversation usually changes when we put those numbers on paper. Can we do a quick ops cost model on your current workflow?"
"Tell me more about that — what happened? [Listen.] That's the exact reason we built BrokerOne.ai and why all our logistics builds start with a detailed workflow discovery. We don't scope a single line of code until we've mapped every system, every manual step, and every integration point. Failed builds almost always trace back to skipping that step."
"Completely agree — integration first, AI second. We've delivered integrations from Salesforce to Super Dispatch, from load boards to TMS, and from TMS to customer portals without a single AI feature. AI only makes sense once the pipes are clean. Let's start with the integration problem."
Logistics Case Studies — AE-Ready
Case Study 1: Anew Transport
Auto TransportThe problem: Dispatchers manually posted every load to multiple boards. Carrier packets, BOLs, and PODs tracked in email and spreadsheets. No CRM. No customer visibility.
WHAT WE BUILT
Full custom TMS with one-click multi-platform posting (Turvo, Super Dispatch, Central Dispatch) · CRM integrated with TMS · Document AI for BOL/POD · Customer portal with real-time tracking
AE Line
"We built a complete TMS and CRM for an auto transport operator — load posting, document processing, customer visibility, all integrated. Would that kind of consolidation be valuable for your team?"
Case Study 2: Suddath / NXTPoint
3PL PortalThe problem: No real-time visibility for enterprise clients. Every status update required a phone call. Multi-tenant operations lacked a centralized portal.
WHAT WE BUILT
NXTPoint — multi-tenant 3PL customer portal with end-to-end shipment visibility · Automated milestone alerts · Role-based access for enterprise clients
AE Line
"We built a customer-facing portal for Suddath where enterprise clients see every shipment in real time — no more calls, no more email threads. If your customers are asking for visibility and you're providing it manually, we've solved that."
Case Study 3: DASH Logistics
Freight BrokerageThe problem: Disconnected CRM and TMS — no single view of a load from lead to delivery to invoice. Sales activity not tracked against shipment performance.
WHAT WE BUILT
Custom logistics-native CRM integrated with TMS · Lead management tied to load outcomes · Automated workflows reducing manual handoffs
AE Line
"We helped a freight brokerage cut operational costs 39% and improve lead response by 21% by connecting their CRM and TMS. Is the gap between sales and ops where money leaks for your team?"
BrokerOne.ai — When and How to Introduce It
Product Play✅ Lead with BrokerOne.ai when:
Size
Freight broker doing $2M–$30M with no TMS or a basic one
Operations
Clearly running manually (spreadsheets, email, phone)
Goal
Wants to scale without adding headcount
❌ Do NOT lead with BrokerOne.ai when:
Has TMS
Already invested in a TMS they've committed to
Auto transport
Different workflow — needs custom build
3PL
Needs custom build, not off-the-shelf
How to introduce it in conversation
"One thing worth mentioning — we actually built our own freight brokerage platform called BrokerOne.ai. It's purpose-built for brokers who want to scale to $30M+ without proportionally scaling headcount. It combines CRM, TMS, load matching, carrier vetting, and Document AI in one system. It's not the right fit for everyone, but I'd like to show you what it does — sometimes it saves clients 6 months of custom build time."
Outbound Sequence — Logistics (7-Touch)
Persona Targeted
VP Operations or Founder/Owner of a freight brokerage or transport company
1
Email — Lemlist
EmailSubject: How many systems does your dispatcher touch per load?
Hi [Name],
Quick question — we've found most freight brokers are running 4–6 systems per load (TMS, CRM, load boards, Excel, email, invoice). The manual handoffs between them are where time and margin disappear.
We built a platform specifically for brokers that consolidates all of it — and helped one client cut operational costs 39% in the first year.
Worth a 20-minute conversation to see if it applies to your setup?
2
LinkedIn Connect
LinkedIn"Hi [Name], I work with freight brokers on operations automation and TMS/CRM consolidation. Would love to connect — we may have relevant work to share."
3
Call — Dialpad
Call"Hi [Name], I sent you a note about operational automation for brokerages. We've worked with [similar company type] on load posting automation and CRM-TMS integration — wanted to see if that's a challenge you're dealing with."
4
Email Follow-up
EmailSubject: The DASH story
[Name], wanted to share a quick example — we helped a freight brokerage called DASH Logistics reduce operational costs 39% and improve lead response time 21% by connecting their CRM and TMS. Before that, sales and ops were running separately with no single view.
Happy to walk you through what we built — 20 minutes on Zoom?
5
LinkedIn Message
LinkedIn"[Name], did you get a chance to see the DASH case? We also built a multi-platform load posting system for Anew Transport — one click posts to DAT, Truckstop, Super Dispatch, Central Dispatch simultaneously. Curious if manual load posting is a pain point for your team."
6
Final Call Attempt
Call"[Name], last try — I know timing matters. If the challenge of scaling ops without adding headcount is something you're wrestling with, I'd like 20 minutes. If not now, I'll leave it with you for when the timing is right."
7
Breakup Email
BreakupSubject: Closing the loop
[Name], I'll stop reaching out after this — not a fit right now and I get it. If that changes — especially if you're looking at TMS modernization, CRM integration, or scaling dispatch ops — I'm an easy find. Good luck with [company name].
Vertical GTM — V2
Healthcare
Five sub-verticals: Behavioral Health, RCM, Dental/TPA, Dental Lab, NHS Primary Care. HIPAA-compliant across all engagements.
Why Sigma Solve Wins in Healthcare — Our Proof Stack
MHTCA
AdmitIQ — 5-module AI admissions platform (Salesforce + Azure + Claude API)
St. Joseph
Full patient lifecycle CRM on Salesforce — inquiry through discharge
SimiTree
RCM Direct Claims platform — multi-entity hierarchy, claims workflows, UR
Authorized Recovery
UR platform — HIPAA, multi-facility, CERT engine, role-based access
DDS Inc.
Dental claims adjudication engine — 40+ unions, dynamic rules, EDI/OCR
Intellivo / CCR
RCM platform for complex claims — MVA, workers' comp, multi-payer
Next Dental Lab
Full dental lab platform — case lifecycle, invoicing, dentist portal
PrimaryCare AI / Toni Assist
AI-native NHS patient access platform — 11 modules, EMIS/TPP, CAIP analytics
ICP — 5 Healthcare Sub-Verticals
RCM
Behavioral Health
Dental TPA
Dental Lab
NHS / UK
| Attribute | Definition |
|---|---|
| Company type | RCM operators, billing companies, claims recovery firms, behavioral health billing specialists |
| Revenue range | $5M–$150M |
| Provider relationships | Works with 10+ hospitals, physician groups, or specialty practices |
| Pain signal | Manual claim ingestion, disconnected systems, slow denial management, staff on eligibility verification |
| Tech signal | Legacy billing software (Availity, Kareo, AdvancedMD) + Excel; no unified platform |
| AI readiness | Has data but no analytics; wants predictive insights on claim outcomes |
| Attribute | Definition |
|---|---|
| Company type | Residential treatment centers, outpatient behavioral health groups, SUD operators |
| Revenue range | $10M–$100M |
| Facilities | 2–20 locations |
| Pain signal | Manual referral intake, slow VOB, admissions reps typing during assessment calls, Excel census |
| Tech signal | Salesforce or basic CRM without automation; EMR not integrated with admissions |
| AI readiness | High — manual intake volume makes AI ROI obvious |
| Attribute | Definition |
|---|---|
| Company type | Third-party administrators (TPAs), union benefit funds, dental plan administrators |
| Revenue range | $3M–$50M |
| Member base | 5,000–200,000 covered members |
| Pain signal | Hard-coded adjudication rules, manual claim scanning, no self-service portal, Excel reporting |
| Tech signal | Legacy DOS-era or early-web system; IT team of 1–2 people |
| AI readiness | Medium — interested but conservative; compliance concerns |
| Attribute | Definition |
|---|---|
| Company type | Full-service dental laboratories, regional dental lab networks |
| Revenue range | $2M–$30M |
| Client base | 50–500 dentist/practice accounts |
| Pain signal | Manual case tracking, manufacturer coordination by phone/email, paper invoicing, no dentist portal |
| Tech signal | Legacy lab software with no digital scanning integration or dentist portal |
| AI readiness | Medium — open to automation once core platform is stable |
| Attribute | Definition |
|---|---|
| Company type | NHS GP practices, PCNs, ICS organisations, digital health SaaS startups building for NHS |
| Budget context | NHS contract-funded via ICS/PCN commissioning or CAIP funding |
| Patient volume | 5,000–50,000 registered patients per practice/network |
| Pain signal | Receptionist overload from phone-based appointments, inability to demonstrate CAIP compliance, no structured triage |
| AI readiness | High — NHS digitisation agenda creates strong mandate; compliance non-negotiable |
Buyer Personas
| Persona | Their Real Problem | Your Message | Discovery Question |
|---|---|---|---|
| CEO / Executive Director (BH) | Revenue leaking through slow admissions and high staff turnover | "We built a platform that processes referrals in under 2 minutes vs. 40 minutes — that's admissions capacity you're leaving on the table." | "What's your current lead-to-admission conversion rate, and where do you lose the most leads?" |
| Director of Admissions | Reps overwhelmed with manual data entry; can't be present for patients | "Our AdmitIQ platform eliminates 4 of the 5 manual data entry events in a typical admissions workflow." | "How many systems does a rep touch from referral to admission?" |
| VP Revenue Cycle | Claims taking too long, high denial rate, staff burning out re-keying data | "We've built RCM platforms that unify intake from multiple providers — and we're layering AI to predict claim outcomes before submission." | "What percentage of your claims are denied on first submission?" |
| CIO / IT Director | Legacy system can't scale; compliance risk; no integration capability | "We built a HIPAA-compliant adjudication engine for a dental TPA managing 40+ unions — dynamic rules engine, EDI ingestion, member portal." | "What does your current system not do that you wish it could?" |
| CFO | Revenue leakage, staff cost for manual processes, compliance exposure | "Our RCM clients have materially improved cash cycle time and reduced denial rates. We can model that for your patient volume." | "What does your average days-to-payment look like today vs. your target?" |
| Lab Director (Dental Lab) | Cases lost in manual workflow, dentist complaints about status visibility | "We built a full lab management platform — case to invoice — with a dentist portal so your clients never call to check status again." | "How many steps between a case arriving and being shipped — and how many are manual?" |
Healthcare Pain Map — 8 Problems to Diagnose
1. The Referral Black Hole (BH)
Signal
"Our admissions team spends half their day on paperwork."
Frame
"Our Document AI processes referrals from any format — fax, email, image — and populates CRM in under 2 minutes. 80%+ auto-processed."
2. Benefits Verification Bottleneck (BH+RCM)
Signal
"VOB takes forever. If that person leaves, we're in trouble."
Frame
"We built an autonomous VOB agent that calls VerifyTX API, interprets the EDI response, and writes results to CRM in under 5 minutes."
3. Assessment Call Data Loss (BH)
Signal
"Our reps have to type during calls. It's not ideal."
Frame
"Our Call Intelligence module transcribes assessment calls post-call and extracts structured data into Salesforce. Reps conduct the call. AI does the documentation."
4. The Excel Census Problem (BH)
Signal
"We have a census spreadsheet that one person manages."
Frame
"We replace the Excel census with a Salesforce-native real-time dashboard — auto-populated. The 1.5 hours/day disappears."
5. Fragmented Claims Ecosystem (RCM)
Signal
"We work with 20+ providers and each one sends us data differently."
Frame
"We built a unified RCM platform that ingests claims from any provider format and routes through verification, UR, and submission — in one system."
6. Hard-Coded Rules Trap (Dental TPA)
Signal
"Every time a union contract changes, it takes us weeks to update the system."
Frame
"We built a dynamic rules engine for a dental TPA managing 40+ unions. Benefit managers modify rules through a UI — no IT. New union onboarding: weeks to days."
7. Manual Lab Case Chaos (Dental Lab)
Signal
"Dentists call us constantly asking where their case is."
Frame
"We built a full dental lab management platform — case creation, manufacturer workflows, invoicing, and a dentist portal so clients see status in real time."
8. The Receptionist Ceiling (NHS)
Signal
"We have a 40-minute wait on phones at 8am every day."
Frame
"We built Toni Assist — AI-native patient access for NHS practices. Digital triage, deterministic safety screening, automated booking into EMIS/TPP, Pharmacy First routing."
Discovery Framework — Healthcare
Opening Question — Use to Start Every Healthcare Discovery Call
"Walk me through what happens from the moment a referral or claim arrives to the moment the provider or patient gets their money — every step, every system." Listen for: how many systems named, where they say 'manually,' where they pause, where they mention Excel.
| Category | Question | What You're Diagnosing |
|---|---|---|
| Intake | "How do referrals or claims arrive? In what formats?" | Document AI opportunity |
| Manual effort | "How many times does the same patient or claim data get manually entered across your systems?" | Integration and automation scope |
| Staff risk | "If your top admissions rep or billing specialist left tomorrow, what institutional knowledge walks out?" | Knowledge base / AI agent opportunity |
| VOB / eligibility | "How long does benefits verification take per patient? Who does it?" | VOB automation opportunity |
| Denials | "What's your first-pass claim acceptance rate? What's your denial management process?" | RCM platform or AI opportunity |
| Technology | "What systems are you running today — EHR, CRM, billing platform? Do they integrate?" | Integration complexity, build scope |
| Compliance | "Are you HIPAA compliant across all your data flows today? Any recent audits?" | De-risk conversation; our HIPAA posture |
| AI readiness | "Have you looked at AI for any part of your workflow — intake, coding, denial management?" | AI readiness and budget signal |
| ROI anchor | "If you could reduce manual entry by 80% and cut processing time in half — what would that be worth annually?" | Business case anchor |
Healthcare Objection Handling
"That's exactly the right question. We are HIPAA-compliant across all our healthcare engagements. Our AI architecture uses HIPAA-adjacent design — data never leaves your controlled environment, we implement audit trails on every data access event, and our systems are built for BAA compliance from day one. We've delivered this for RCM operators, behavioral health centers, and a dental TPA."
"In our experience, EMR vendors build for the average use case, not your specific workflow. The companies we work with found that by the time the EMR built what they needed, 18 months had passed and the feature was still generic. We build for your workflow specifically, and we integrate with your EMR rather than replacing it. What would it mean if this was solved in 90 days instead of 18 months?"
"We built AdmitIQ for exactly this situation — a behavioral health operator with a small admissions team handling high volume manually. The platform is modular: you start with the one module that gives you the most immediate ROI — usually referral ingestion or VOB — and add from there. What's the single biggest time drain in your admissions workflow right now?"
"Tell me what happened — this matters to how we'd approach you. [Listen.] Healthcare technology projects fail for two reasons: the vendor didn't understand the clinical workflow, or the platform was built for someone else's problem. We start every engagement with a discovery session tracing the exact workflow step by step. Would you be willing to do a 90-minute workflow discovery with us — no commitment?"
"Completely agree — integration first, AI second. We've delivered integrations from Salesforce to VerifyTX, from claims platforms to reporting engines, and from lab management systems to dentist portals without a single AI feature. AI only makes sense once the pipes are clean. Let's start with the integration problem."
Healthcare Case Studies — AE-Ready
AdmitIQ (MHTCA)
St. Joseph
SimiTree RCM
DDS Dental TPA
Next Dental Lab
Toni Assist (NHS)
MHTCA — AdmitIQ: 5-Module AI Admissions Platform
AI + CRM · Salesforce + Azure + ClaudeProblem: 400+ referrals/month, each taking 20–40 mins manual processing. Same patient data entered 4–5 times. VOB knowledge in one person's head. Excel census for 4 facilities.
5 Modules Built
Module 1
Document AI — referral ingestion from any format in under 2 minutes
Module 2
Autonomous VOB agent — calls VerifyTX API, writes results to Salesforce
Module 3
Call Intelligence — post-call AI extraction into structured Salesforce objects
Module 4
Clinical Triage — deterministic red flags + AI soft-scoring
Module 5
Census automation — replaces Excel, UR reminders auto-generated
Referral processing
20–40 mins → Under 2 mins
Data entry events
4–5 manual → 1 canonical source
Est. revenue uplift
~$1M annually at 5% throughput improvement
AE Line
"We designed a platform for a mental health operator where referrals were being processed manually in 20–40 minutes. We're bringing that to under 2 minutes with AI. If your admissions team is spending half their day on paperwork instead of patients, that's the exact problem we've solved."
St. Joseph Health Services — Patient Lifecycle CRM
CRM · SalesforceProblem: Patient intake across disconnected channels. Manual insurance verification. No visibility from admissions to care to discharge.
Built on Salesforce: Lead → Insurance Verification → Admission → Care Management → Discharge → Follow-up. Multi-channel lead capture, automated VOB, CTI integration, discharge automation.
AE Line
"We built a full patient lifecycle system on Salesforce for a rehab center — from the first inquiry call through discharge and follow-up, all automated. If your team is losing leads because intake is slow or follow-ups fall through the cracks, we've built exactly what you need."
SimiTree — RCM Direct Claims Practice Management
Product Eng + DataProblem: Needed comprehensive Direct Claims practice management — multi-entity hierarchy, NPI management, claims workflows, eligibility, utilization review, reporting.
Built: Multi-account hierarchy (Parent → Customer → Practice → Provider), full provider + fee schedule management, claims/eligibility workflows, UR module, analytics reporting engine.
AE Line
"We built a full practice management and claims platform for a behavioral health RCM operator — multi-entity account hierarchy, claims workflows, eligibility, utilization review, and reporting in one system."
DDS Inc. — Dental Claims Adjudication Engine
40+ Unions · HIPAAProblem: Business rules hard-coded — every union contract update required IT and weeks of dev. Claims on paper. No member/provider self-service portal.
Built: Dynamic rules engine (benefit managers modify through UI, no code), OCR/EDI claim ingestion, member/provider portals, real-time reporting engine, historical data snapshots. HIPAA-compliant BAA architecture throughout.
AE Line
"We built a claims adjudication engine for a dental TPA managing 40 unions. Before us, every benefit rule change required a developer. Now benefit administrators manage it themselves through a UI."
Next Dental Lab — Full Lab Management Platform
Product Eng + CRMProblem: Manual case tracking, ad hoc manufacturer coordination by phone/email. Dentists calling for status. Manual invoicing disconnected from case workflow.
Built: Case creation (manual + digital scanning — iTero, 3Shape, Primescan, Medit), multi-stage lifecycle, manufacturer estimation/confirmation, invoicing engine, monthly statements, dentist self-service portal, manufacturer portal, shipment tracking integration.
AE Line
"We built a full dental lab management platform — case creation, manufacturer coordination, invoicing, shipment tracking, and a dentist portal so clients never have to call to check on a case."
PrimaryCare AI — Toni Assist: NHS AI-Native Patient Access
11 Modules · AWS London · CAIPProblem: NHS GP practices overwhelmed by 8am phone surge. No digital triage. No Pharmacy First deflection. No way to evidence CAIP outcomes. Clinical safety non-negotiable.
Concurrent sessions
100,000+
Booking time
Under 8 seconds end-to-end
Safety screen
Under 500ms (deterministic — not AI)
Delivery
13–14 weeks (~1,900 hours)
Uptime target
≥ 99.9%
Compliance
UK GDPR, NHS DSPT, DTAC, DCB0129/0160, WCAG AA
AE Line
"We built an AI-native patient access platform for NHS GP practices — digital triage, deterministic clinical safety gates, automated booking into EMIS and SystmOne, Pharmacy First routing, and CAIP-aligned reporting."
AI Opportunity — Seed Language by Entry Point
| If Entering Through | Plant This AI Seed |
|---|---|
| RCM | "Once we have your claims flowing through a unified platform, the natural next layer is AI — specifically, predicting claim acceptance rates before submission and identifying denial patterns before they become revenue leakage." |
| Behavioral health admissions | "The platform automates the paperwork — but the real value comes when the AI learns from 5,000 VOBs and starts carrying institutional knowledge your staff doesn't have to hold in their heads anymore. That's when the system becomes smarter than any one person." |
| Dental / TPA | "Once the rules engine is running and claims are flowing electronically, the next step is AI-powered denial prediction — flagging claims likely to deny before submission so your team can intervene." |
| Dental lab | "Once your core platform is running, the next layer is intelligent case routing — AI that learns which manufacturers are fastest for which case types and flags at-risk ship dates before they're missed." |
| NHS / Primary Care | "Toni Assist uses AI strictly for workflow support. As the platform matures, the analytics layer becomes increasingly powerful: identifying demand patterns, optimising Pharmacy First deflection, and producing CAIP evidence that commissioners respond to." |
Target Events — Healthcare
| Event | Timing | Strategy |
|---|---|---|
| HIMSS Global Health Conference | March (annual) | Health IT; strong for RCM, EHR integration, and AI platform conversations |
| BHACOA | Annual | Behavioral health operators — direct ICP |
| NAATP (SUD Treatment) | Annual | SUD/behavioral health; admissions decision-makers |
| Becker's Hospital Review Annual | April (Chicago) | RCM, revenue, health system leadership |
| AADP (Dental Plans) | Annual | Dental TPA and plan administrator audience |
| NADL (National Dental Laboratories) | Annual | Dental lab operators — direct ICP for lab management platform |
| Revenue Cycle Summit | Quarterly | RCM operators — direct ICP |
| MGMA | Annual | Physician practice management; RCM buyers |
| NHS Expo / Digital Health Rewired (UK) | Annual | NHS digital health; Toni Assist conversations |
| HETT (UK) | Annual | NHS technology; PCN and ICS decision-makers |
Vertical GTM — V3
Manufacturing & Supply Chain
Discrete manufacturing, aerospace spare parts, government medical distribution, industrial distribution, wholesale operations.
Why Sigma Solve Wins — Our Proof Stack
Siemens
100TB telemetry data platform — Snowflake + dbt, product utilization per account
Aerotechnic-Harmony
Global aerospace SPM — executive Snowflake dashboard + full cloud-native AI-powered modernization
Pisces Healthcare Solutions
3 engagements: gov B2B eCommerce + Snowflake data platform + D365 F&SC ERP
DVJahn Medical
SDVOSB B2B eCommerce + Business Central integration for VA/DoD
Frontier Distributing
Custom voice-picking platform replacing Voxware — same workflow, fraction of cost
Midwest Workwear
AI-powered B2B order automation — email PDFs → structured orders → ERP sync
ICP — 4 Sub-Verticals
Discrete Mfg
| Attribute | Definition |
|---|---|
| Company type | Mid-market to enterprise manufacturers — industrial equipment, electronics, software-driven products |
| Revenue range | $50M–$5B+ |
| Pain signal | No visibility into installed product utilization; telemetry fragmented; CS making upsell/churn decisions without data |
| AI readiness | High — large data volumes make AI ROI tangible and measurable |
Aerospace
| Attribute | Definition |
|---|---|
| Company type | Aviation spare parts distributors, MRO facilities, airline supply chain operators |
| Revenue range | $5M–$200M |
| Pain signal | Legacy SPM system, manual quoting, no demand forecasting, AOG escalations manual, no NL search |
| AI readiness | High — complex pricing and inventory decisions create clear AI ROI |
Gov Distribution
| Attribute | Definition |
|---|---|
| Company type | SDVOSB/WOSB/MWOSB distributors serving DoD, VA, federal healthcare facilities |
| Revenue range | $2M–$50M |
| Pain signal | Government procurement requires company registration, role-based pricing, GSA/FSS compliance, EDI intake, quote-to-order |
| AI readiness | Medium — open to analytics and automation once core platform is stable |
Wholesale Dist.
| Attribute | Definition |
|---|---|
| Company type | Wholesale distributors of industrial goods, workwear, safety apparel, pet food/supplies, consumer goods |
| Revenue range | $5M–$150M |
| Pain signal | Manual order processing from email/phone; expensive warehouse software; no real-time inventory analytics; ERP and eCommerce disconnected |
| AI readiness | Medium to high — email order volume and warehouse inefficiency create clear automation ROI |
Manufacturing Pain Map — 7 Problems
1. Product Utilization Blind Spot
Signal
"Our CS team has no visibility into what customers are doing with the product once it's installed."
Frame
"We built a Snowflake pipeline for a global manufacturer that ingested 100TB of product telemetry and reconciled it with their CRM — CS can see utilization per account for the first time."
2. Fragmented Data Problem
Signal
"We have all the data but we can't get answers from it quickly."
Frame
"We build Snowflake data platforms with dbt transformation layers — and layer Cortex AI on top so your team can ask questions in plain English without writing a query."
3. Legacy SPM Trap (Aerospace)
Signal
"We know we need to modernize but we can't afford the disruption of starting over."
Frame
"We already maintain your SPM system. We don't need a discovery sprint — we know your business logic. That's 3 months and $100K+ in hidden vendor cost that disappears."
4. Government B2B Ordering Gap
Signal
"Our VA and DoD customers have to call or email orders in because the website doesn't support how they buy."
Frame
"We built government-grade B2B eCommerce for two SDVOSB medical distributors — company-based access, purchasing agent roles, contract pricing, EDI integration, ERP sync."
5. Manual Order Processing Tax
Signal
"Our team spends half their day keying in orders from emails."
Frame
"We're building AI-powered order automation for a workwear distributor — emails and attachments go in, structured orders come out automatically, ERP syncs in real time. Above confidence threshold, no human touches it."
6. Expensive Warehouse Software
Signal
"We're paying a lot for our warehouse software and it doesn't do anything we couldn't build."
Frame
"We built a custom voice-picking platform for a wholesale distributor to replace their Voxware license — same workflow, built to their spec, at a fraction of the ongoing cost. They own it."
7. ERP–eCommerce Disconnect
Signal
"Our website inventory is always wrong and orders have to be re-keyed into the system."
Frame
"We've integrated eCommerce with Business Central, NetSuite, and Brightpearl — bi-directional sync for orders, inventory, pricing, and customer data. One source of truth."
Discovery Framework — Manufacturing
Opening Question
"Walk me through what happens from the moment a product ships or an order is placed — all the way through to the moment you know it was successful. Every system, every person, every manual step."
| Category | Question | What You're Diagnosing |
|---|---|---|
| Data & visibility | "How does your team know today if a customer is getting value from your product?" | Data platform / CS visibility opportunity |
| Reporting | "How long to get a report on your top accounts, top SKUs, or inventory? Who builds it?" | Analytics platform opportunity |
| Order intake | "How do orders arrive — web, EDI, email, phone? How many are processed manually?" | Order automation opportunity |
| ERP + eCommerce | "Do your eCommerce storefront and ERP stay in sync automatically, or is there a manual step?" | Integration scope |
| Warehouse ops | "What software runs your warehouse picking today? What does it cost annually?" | Custom warehouse platform opportunity |
| Government compliance | "If you sell to DoD or VA, how do you manage GSA/FSS pricing and contract compliance?" | Government eCommerce opportunity |
| Technology | "How many systems does your team use in a day? Do they talk to each other?" | Integration complexity, build scope |
| Growth | "What operationally has to change for you to handle 2x your current order volume without 2x staff?" | Automation and platform qualifier |
Qualification Gate
Revenue $5M+ (or funded with tech budget) · Clear pain in at least 2 categories · Decision-maker in the room · Active need vs. "someday"
Objection Handling
"Having Snowflake is great — it means we skip infrastructure and go straight to value. The challenge we consistently see is data in Snowflake that hasn't been modeled properly for business questions. dbt transformation layers and the right data mart design are what turn raw data into dashboards your CS or ops team actually uses. We've done this for a global manufacturer with 100TB of telemetry. Can I show you what that looks like?"
"That's exactly why our starting point is different. We already maintain your system — we know your booking engine, your exchange logic, your data, your integrations. A new vendor spends 4–6 weeks learning what we already know. We're proposing a modular migration where each module goes live cleanly before the next — you're never dependent on a half-finished system."
"We agree — which is why we didn't use a standard platform. We built government-grade B2B ordering from scratch: company-based registration, purchasing agent roles, GSA/FSS contract pricing by account, EDI and email order intake, quote-to-order, full ERP sync. We've done this for two SDVOSB medical distributors serving VA and DoD."
"Let's put a number on it. If your team processes 50 orders/day at 15 minutes each, that's 750 minutes — 12+ staff hours — of pure data entry every day. At $35/hour loaded, that's roughly $100K/year. The automation we built for a workwear distributor pays for itself quickly once you factor in that math. Can we do a quick ops cost model?"
"ERP is the right foundation — and we're not proposing to replace it. Every engagement we do in this space is ERP-connected, not ERP-competing. We build the eCommerce layer that feeds your ERP automatically, the data platform that reads from your ERP for reporting, or the automation that pushes orders in without manual entry. The ERP is the anchor. We build around it."
Case Studies — AE-Ready
Siemens
Siemens — Product Utilization Intelligence Platform
Data EngineeringProblem: 100TB telemetry, but installation names didn't match CRM records across regions — impossible to reconcile manually. CS team making decisions blind.
Built: Ingested telemetry + Salesforce data into Snowflake · dbt pipeline to reconcile product/customer identities across regions · Data marts showing per-customer utilization, installation coverage · Tableau dashboards for CS team · Delivered Milestone 1 on a timeline the team called "basically impossible"
AE Line
"We built a data platform for a global manufacturer where 100TB of customer telemetry couldn't be tied to the right accounts. We reconciled all of it and gave their CS team real utilization visibility for the first time."
Aerotechnic
Aerotechnic-Harmony / SPM — Analytics + Modernization
Data + AI + Product EngProblem: Global aerospace parts distributor, 10+ countries. Legacy SPM system — manual quoting, no AI, no forecasting. Executive team had no consolidated analytics view.
Phase 1 delivered: Snowflake executive dashboard (revenue by sector, top 50 clients, vendor profit, staff data) without IT involvement. Active proposal: Full cloud-native SPM modernization with AI layer (Quote Intelligence, Demand Forecasting, AOG Triage, NL Search) + joint GTM SaaS model. Key differentiator: Sigma already maintains the legacy system — zero discovery cost.
AE Line
"We maintain the SPM system for a global aerospace parts distributor across 10 countries. If you're running a legacy operations platform and know you need to modernize but are afraid of the disruption, the conversation changes completely when the team doing the migration already knows your system."
Pisces
Pisces Healthcare — B2B eCommerce + Snowflake + D365 ERP
3 Engagements · SDVOSBProblem: SDVOSB medical distributor serving DoD/VA. Needed government-grade B2B ordering, real-time analytics, and full ERP.
3 engagements: (1) nopCommerce B2B eCommerce — company-based access, purchasing agents, contract pricing, EDI intake (2) Enterprise Snowflake platform — unified nopCommerce + NetSuite + HubSpot data, 5 dashboards, Cortex AI NL reporting (3) Microsoft Dynamics 365 F&SC ERP — GL, AP/AR, procurement, AWMS, Paylocity integration
AE Line
"We've worked with Pisces Healthcare across three engagements — government-grade B2B eCommerce, a full Snowflake data platform with AI natural language reporting, and a D365 ERP implementation. If you're a distributor serving federal buyers and need the whole stack, we've built it end to end."
DVJahn
DVJahn Medical — Government B2B eCommerce + BC
SDVOSB · VA/DoDProblem: SDVOSB medical distributor serving VA/DoD. Website couldn't handle government procurement complexity. Orders placed manually by phone and email.
Built: Company-based registration, role-based pricing, sales rep portal (order on behalf of), quote-to-order workflow, full order lifecycle tracking, Business Central bi-directional sync + QuickBooks + UPS/Carrier Plus + payment gateways
AE Line
"We built a complete government B2B eCommerce platform for a VA/DoD medical distributor — company-based ordering, purchasing agent roles, quote-to-order workflows, and full Business Central integration."
Frontier
Frontier Distributing — Custom Warehouse Voice-Picking
Product Eng · Own ItProblem: Wholesale pet food distributor paying significant Voxware licensing fees for a workflow they fully understood. 1,100+ retail partners, 6,000+ SKUs.
Built: Custom mobile voice-picking app (zone-based, voice-guided picking) + web admin backend (staff, zones, routes, assignments, productivity dashboard). ERP integration via cron. Same workflow — Frontier owns it outright at a fraction of ongoing Voxware cost.
AE Line
"We replaced a Voxware Voice App license for a wholesale distributor with a custom-built warehouse picking platform — same workflow, built exactly to their spec, at a fraction of the ongoing cost. If your warehouse is running on expensive third-party software for a workflow you fully understand, there's a strong case for owning it."
Midwest Workwear
Midwest Workwear — AI-Powered B2B Order Automation
AI + Product Eng · In ProgressProblem: Wholesale workwear distributor receiving high volume of B2B purchase orders by email — PDFs, spreadsheets, attachments — all processed manually. Order volume growth = headcount growth.
Building: Gmail API email intake → OpenAI extraction from attachments (confidence-scored) → auto-create orders in nopCommerce above threshold → human review queue below threshold → bi-directional nopCommerce ↔ Brightpearl ERP sync → automated customer notifications. Orchestrated with Temporal.io.
AE Line
"We're building AI-powered order automation for a workwear distributor — emails and purchase order attachments come in, structured orders come out automatically, and the ERP syncs in real time. If your team is manually keying orders from emails every day, that labor cost is the direct input to the ROI conversation."
AI Opportunity — Seed Language by Entry Point
| If Entering Through | Plant This AI Seed |
|---|---|
| eCommerce / order management | "Once your ordering is running cleanly, the natural next layer is AI — extracting orders from email automatically so your team stops touching routine POs entirely, and predicting inventory needs before stockouts happen." |
| ERP implementation | "Once your ERP data is clean and flowing, the real value comes when we build a Snowflake analytics layer on top — so your leadership can ask business questions in plain English and get answers in seconds instead of waiting for someone to build a report." |
| Data engineering | "The data mart we build becomes the foundation for everything AI-related you want next — demand forecasting, inventory alerts, natural language reporting, customer health scoring. The platform we design is AI-ready from day one." |
| Warehouse / operations | "Once the operational data is clean and flowing, the next layer is predictive: which zones will be overloaded tomorrow, which SKUs will run short this week, which routes are underperforming." |
| Aerospace SPM | "The web modernization gives you the foundation. The AI layer is the competitive moat — Quote Intelligence, Demand Forecasting, AOG Triage. No competitor in aerospace spare parts offers all of that in a modular, multi-tenant platform." |
Target Events — Manufacturing & Supply Chain
| Event | Timing | Strategy |
|---|---|---|
| MODEX | March (biennial, Atlanta) | Warehouse automation, distribution technology — warehouse platform and order automation conversations |
| ProMat | March (biennial, Chicago) | Manufacturing and distribution ICP — Snowflake and ERP conversations |
| Aviation Week MRO Americas | April (annual) | MRO and aerospace spare parts — direct SPM modernization ICP |
| Snowflake Summit | June (annual) | Data engineering — strong credibility play for Siemens and Pisces Snowflake work |
| Microsoft Inspire / Dynamics 365 | Annual | ERP and Business Central buyers — Pisces and DVJahn reference stories directly applicable |
| NAVSCO (Federal Contractors) | Annual | SDVOSB/WOSB federal contractors — DVJahn and Pisces reference clients directly applicable |
| IWLA (Warehouse Logistics) | Annual | Warehouse operators and 3PLs — Frontier-type audience |
| NDIA (Defense Industrial) | Annual | Defense supply chain — government distributor ICP |
| MHI Annual Conference | October | Supply chain leaders — warehouse ops and distribution technology focus |
AI-Focused Manufacturing Outbound Sequence
Persona
VP of Operations or Owner/CEO at a wholesale distributor or manufacturer with high email order volume
1
Email — AI Focus
EmailSubject: How many orders does your team key in manually every day?
Hi [Name],
Most wholesale distributors we work with receive B2B purchase orders by email — PDFs, spreadsheets, attachments. Every one requires a person to read it, interpret it, and key it in manually. That's not a people problem. It's an automation problem.
We're building an AI-powered order automation platform for a workwear distributor right now — emails come in, structured orders come out automatically, ERP syncs in real time. Above a confidence threshold, no human touches it.
If your team is spending significant time on manual order entry, worth 20 minutes to see if this applies.
4
Email Follow-up
EmailSubject: The order entry math for [Company]
[Name], quick model:
If your team processes 40 orders/day at 15 minutes each — that's 600 minutes of pure data entry. At a loaded cost of $35/hour, that's roughly $88K/year in manual order entry alone. The AI automation we're building handles the majority of that without human intervention.
Happy to show you what it looks like — 20 minutes on Zoom?
7
Breakup Email
BreakupSubject: Last attempt — closing the loop
[Name], I'll stop after this. If automating manual order intake, connecting your eCommerce to your ERP, or building analytics your leadership can actually use becomes a priority — I'm easy to find. Wishing you smooth operations. — Prerak
Vertical GTM · V4
Fintech
Mortgage technology, regulated financial services, compliance automation, fintech SaaS engineering. SOC2 compliant. Proof stack: Birch Gold Group (3 engagements), Triad Financial Services (2 engagements), LoNav, Banana Bot.
Why Sigma Solve Wins in Fintech — Our Proof Stack
Birch Gold Group
3 engagements: AI call verification, full compliance automation (30+ rules, 650 hrs/month saved), NL reporting on Azure SQL
Triad Financial Services
2 engagements: conditions management Command Center (Encompass integration), user management module for client portal
LoNav Solutions
Full guided mortgage platform — Titan (intelligence engine: eligibility, underwriting) + Klara (borrower experience)
Banana Bot
Full crypto trading automation platform — multi-exchange (Binance, Coinbase), modular strategy engine, risk management, AWS microservices
ICP — Fintech Sub-Segments
Primary ICP
| Attribute | Definition |
|---|---|
| Company type | Mortgage lenders, loan originators, financial services operators, regulated investment firms, fintech SaaS startups |
| Revenue range | $5M–$500M annual revenue (or funded startup with engineering budget) |
| Tech signal | Running Encompass, Salesforce, or other industry-specific platforms with integration gaps; manual workflows on top of modern tools |
| Pain trigger | Compliance risk from manual processes; operations bottlenecks; borrower or client experience gaps; reporting blindness |
| AI readiness | High — regulated financial services creates immediate, quantifiable AI ROI around compliance automation, document processing, and reporting |
Secondary ICP & Negative ICP
| Secondary ICP | Definition |
|---|---|
| Fintech SaaS companies | Building lending, trading, or financial ops platforms — need dedicated engineering team without scaling internal headcount. Seed to Series B. |
| Negative ICP — Do Not Pursue | Reason |
|---|---|
| Large banks, 500+ internal tech org | Different buying motion, procurement process, budget cycle — not our lane |
| Pure payment rails / core banking plays | Different tech stack and buying motion entirely |
| Companies mid-implementation with a competitor | No switching cost leverage — wait for renewal cycle |
Buyer Personas — Fintech
| Persona | Their Real Problem | Your Message | Discovery Question |
|---|---|---|---|
| CTO / VP Engineering (Fintech SaaS) | Needs to ship product faster without scaling headcount; engineering bandwidth is the ceiling | "We built LoNav's full mortgage platform — Titan and Klara — as their product engineering team. Senior engineers who own the work end to end." | "What's your biggest constraint right now — headcount, expertise, or delivery speed?" |
| Head of Compliance / CCO | Manual compliance monitoring creates audit risk; team drowning in call reviews and document checks | "We automated compliance monitoring for a precious metals investment firm — 30+ rules, real-time red-flag detection, full audit trail. Their compliance team shifted from manual review to exception-only management." | "How does your team currently verify compliance on recorded calls or customer interactions?" |
| COO / VP Operations (Mortgage) | Loan conditions and document workflows are manual, slow, and create bottlenecks; Encompass doesn't solve the last-mile operations problem | "We built a conditions management platform for a mortgage company that automated their entire document intake queue — email-driven, FIFO, Encompass-integrated, with real-time dashboards." | "Walk me through what happens from the moment a loan condition comes in to the moment it's resolved — every system your team touches." |
| CFO / Finance Leader | Compliance failures are expensive; manual operations headcount rising faster than loan volume; no real-time visibility into operational performance | "The ROI in financial services compliance automation is unusually direct. We can model the cost of your current manual review process against the platform investment." | "What's your loaded cost per compliance review or per loan condition processed manually?" |
Fintech Pain Map — 6 Problems to Diagnose
1. The Compliance Monitoring Gap
Signal
"Our compliance team manually reviews every call." / "We had a violation we didn't catch in time."
Frame
"We automated compliance monitoring for a precious metals firm — 30+ rules, emotion detection, real-time red-flag alerts, SharePoint archival. Their team went from manual call review to exception-only management."
2. The Loan Operations Bottleneck
Signal
"Our conditions processors are overwhelmed." / "We're always chasing documents after submission."
Frame
"We built a conditions management platform for a mortgage company — email-driven FIFO queue, Encompass integration, real-time dashboards. Same volume, fewer manual touches."
3. Reporting Blindness
Signal
"Leadership asks questions and it takes our team a day to pull the data." / "We have data but can't get answers from it."
Frame
"We built AI natural language reporting on Azure SQL for a financial services firm — business users ask questions in plain English and get answers in seconds. No IT involvement."
4. Borrower / Client Experience Gap
Signal
"Our borrowers don't know where they are in the process." / "We're losing deals because the experience is clunky."
Frame
"LoNav's Klara module gives borrowers visibility from pre-approval through closing — documents, comparisons, progress. We built it. If your borrower experience is a black box, that's where we start."
5. Data Model Fragmentation
Signal
"Our data is in three systems and nobody trusts any of the reports." / "Every AI project we start hits a data quality wall."
Frame
"We start every AI engagement with structured discovery — reviewing your data model, identifying pre-computable KPIs, validating feasibility on real data. That's how we avoid the pilot graveyard."
6. Engineering Velocity Problem
Signal
"We need to ship faster but hiring takes too long." / "We have a platform to build and not enough engineers."
Frame
"We built LoNav's entire platform — Titan and Klara — as their product engineering team. If you need a fintech platform built and don't have the internal capacity, we've done exactly this."
Discovery Framework — Fintech
Opening Question — Use to Start Every Fintech Discovery
"Walk me through what happens from the moment a customer call is recorded, a loan condition arrives, or a transaction is submitted — all the way through to resolution. Every system, every manual step, every person who touches it." Listen for: how many systems named, where they say 'manually,' where compliance exposure lives.
| Category | Question | What You're Diagnosing |
|---|---|---|
| Compliance | "How does your team monitor compliance on recorded calls or customer interactions today?" | Compliance automation opportunity — Birch Gold reference |
| Operations | "How do loan conditions or documents arrive, and what's the process from receipt to resolution?" | Conditions management / workflow automation — Triad reference |
| Reporting | "If leadership asks a data question today, how long does it take to get a reliable answer?" | NL reporting / data platform opportunity |
| Borrower/client experience | "What does the borrower or client see during the process — and what are their biggest complaints?" | Client portal / visibility platform — LoNav Klara reference |
| AI readiness | "Have you started any AI initiatives? Did they reach production or stay as pilots?" | AI readiness; Accelerator entry point; data model validation need |
| Engineering | "What's on your technical roadmap that you don't have capacity to build in the next 6 months?" | Product engineering / dedicated team entry point |
| ROI anchor | "If you could eliminate manual compliance review entirely — what would that save annually in staff time and risk exposure?" | Business case anchor; quantify before proposing |
Case Studies — AE-Ready
Birch Gold Group
Birch Gold Group — AI Compliance Automation (3 Engagements)
AI + Compliance · 3 EngagementsProblem: Precious metals investment firm managing a high-volume call center. Regulatory requirement to record and verify customer voice confirmations on every transaction. Team spending hundreds of hours per month manually listening to calls and checking compliance scripts.
Turnaround time
68% reduction
Hours saved/month
650+ hours
Transcription accuracy
90%+ (varied accents + quality)
Compliance rules
30+ automated rules
Build timeline
~3 months per engagement
Engagements
3 sequential — each expanding scope
Engagement 1: AI call verification — OpenAI Whisper transcription, Named Entity Recognition for keyword extraction, Cash Voice Confirmation script verification (minimum 8 YES responses validated automatically), JSON output to Salesforce. Engagement 2: Full Compliance AI Automation — Webex/Velocify call capture, WAV conversion, speaker diarization, emotion and tone detection, 30+ rule engine, red-flag highlighting with timestamps, Outlook automated alerts, SharePoint archival. Engagement 3: AI natural language reporting — Claude as AI orchestration engine on Azure SQL data, pre-computed metrics, semantic mappings, role-based access via Microsoft Entra ID.
AE Line
"We built an AI compliance monitoring system for a precious metals investment firm — 30+ rules, real-time red-flag detection, automated alerts, full audit trail. They went from 650+ hours a month of manual call review to exception-only management. Their compliance team didn't lose control — they got it back."
Triad Financial Services
Triad Financial Services — Mortgage Operations Command Center
Product Eng · Mortgage · EncompassProblem: Mortgage company needed a full loan conditions management platform. Encompass stored the loan — but the workflow around it was Excel and email. Conditions arriving by email, routed manually, no visibility into status or SLA compliance.
What Sigma Solve built: Command Center — email-driven work queue with FIFO and priority override, PDF document viewing and page-level splitting, Encompass LOS integration via Azure Service Bus and Triad middleware, real-time operational dashboards with role-specific drill-downs, exception queue with intelligent tagging, Okta SSO, full audit trail. React frontend, SQL Server, Azure Blob storage, AppInsights telemetry. Follow-on: User Management module for Triad Connect Client Portal — client hierarchy-based permissions, bulk onboarding, Microsoft Entra user lifecycle integration, QR code onboarding automation.
AE Line
"We built the conditions management platform for Triad Financial Services — email-driven FIFO queue, Encompass integration, real-time dashboards. Their ops team went from manual document routing to automated workflow management. If your loan ops team is drowning in conditions and the Encompass workflow isn't enough, we've solved exactly that problem."
LoNav Solutions
LoNav — Full Guided Mortgage Platform (Titan + Klara)
App Development · Mortgage TechProblem: LoNav needed a complete guided mortgage platform built from scratch — with a sophisticated intelligence engine on the lender side and a seamless borrower experience layer. No internal engineering capability.
What Sigma Solve built: Titan — the intelligence engine: eligibility analysis, credit data processing, underwriting guideline automation, loan structuring. Klara — the borrower-facing experience: pre-approval letters, loan comparison, document management, progress visibility from first conversation to closing. The unified platform eliminates the gap between borrower experience and internal lending operations — reducing rework cycles, improving data accuracy at intake, and providing visibility through to closing.
AE Line
"We built LoNav's full mortgage platform — Titan, the intelligence engine for eligibility and underwriting, and Klara, the borrower-facing experience from pre-approval to closing. They came to us with deep mortgage domain knowledge and no engineering team. We built the entire platform. If you're a fintech company that needs a platform built and doesn't want to scale a 20-person engineering org, that's the conversation."
Banana Bot
Banana Bot — Crypto Trading Automation Platform
App Development · Fintech StartupProblem: Crypto trading startup needed a full automated trading platform from scratch — multi-exchange, modular strategy engine, risk management, user and admin portals — built for speed, security, and resilience under volatile market conditions.
What Sigma Solve built: Multi-exchange API integration (Binance, Coinbase, and others), modular strategy engine with user-defined trading rules, automated buy/sell execution, embedded risk management (stop-loss, take-profit, diversification rules), user and admin portals with MFA/JWT/OAuth2, real-time performance dashboards, AWS microservices deployment. Node.js/Python backend, React frontend, PostgreSQL/MongoDB.
AE Line
"We built a full crypto trading automation platform for a fintech startup — multi-exchange, modular strategy engine, stop-loss risk management, real-time dashboards. Production-grade, from scratch. If you're a fintech startup building a platform and need the engineering team, this is what that looks like."
Target Events — Fintech
| Event | Timing | Strategy |
|---|---|---|
| Fintech Meetup | Annual | Fintech operators and founders; compliance AI + mortgage platform story; Birch Gold and Triad references directly AE-ready |
| Money20/20 USA 2026 | October, Las Vegas | Largest financial services event; compliance AI + AI accelerator story; highest-volume ICP concentration of any fintech event |
| LendIt Fintech | Annual | Mortgage and lending technology; Triad and LoNav reference clients directly applicable; Encompass ecosystem buyers |
| Compliance Week Annual Conference | Annual | Compliance officers across financial services; Birch Gold compliance AI story is directly AE-ready; strongest persona match |
| MISMO Tech Summit | Annual | Mortgage industry technology standards; integration-focused buyers; Triad Encompass integration story |
| Bitcoin / Crypto Industry Events | Annual | Crypto and trading automation audience; Banana Bot reference; product engineering entry point |
7-Touch Outbound — Fintech Standard
Persona
Head of Compliance, VP Operations, or CTO at a mortgage company, regulated financial services firm, or fintech startup.
1
Email — Compliance Focus
EmailSubject: How much time does your compliance team spend reviewing calls manually?
Hi [Name],
Quick question — for most financial services companies we work with, the honest answer is: too much. Compliance teams listening to recordings, checking scripts, logging results manually. It scales with headcount, not with technology.
We built an AI compliance monitoring system for a precious metals investment firm — 30+ rules, real-time red-flag detection, automated alerts, full audit trail. Their compliance team shifted from processing every call to reviewing exceptions. 650+ hours a month, back to productive work. 68% reduction in turnaround time. Delivered in about 3 months.
Worth 20 minutes to see if there's a similar gap in your operation?
2
LinkedIn Connect
LinkedIn"Hi [Name], I work with financial services and mortgage companies on compliance automation, operations platforms, and AI-driven reporting. We've built for a precious metals firm, a mortgage company, and several fintech startups — would love to connect."
3
Call — Dialpad
CallOpening: "Hi [Name], I sent you a note about compliance automation — specifically eliminating manual call review for financial services teams. We've automated this for a regulated investment firm with 30+ compliance rules. Wanted to see if that's a challenge for your team."
4
Email — Three Proof Points
EmailSubject: Three things we've built for financial services teams
[Name], three specific things we've built in your space:
• AI compliance monitoring for a precious metals firm — 30+ rules, emotion detection, red-flag alerts, SharePoint archival. Compliance team shifted to exception management. 650 hrs/month recovered.
• Conditions management platform for a mortgage company — email intake, FIFO queue, Encompass sync, real-time dashboards. Same volume, fewer manual touches.
• AI natural language reporting on Azure SQL — business users ask questions in plain English, get answers in seconds. No IT involvement. Built with Claude as the AI orchestration engine.
If any of those maps to a problem you're working on, I'd like 20 minutes on Zoom.
5
LinkedIn Message
LinkedIn"[Name], we also built a full mortgage platform for a fintech company — Titan (the intelligence engine for eligibility and underwriting) and Klara (the borrower experience, pre-approval through closing). And a crypto trading platform — multi-exchange, modular strategy engine, stop-loss risk management. If platform build or AI in financial services is on the roadmap, worth a conversation."
6
Final Call
Call"[Name], last try — I know timing matters. If compliance automation, mortgage operations modernization, or AI-driven reporting is a priority this year, I'd like 20 minutes before you finalize your technology roadmap. I'll leave it there — easy to reach me when the timing is right."
7
Breakup Email
BreakupSubject: Closing the loop
[Name], I'll stop after this — not the right moment and I understand. If compliance automation, mortgage operations, fintech platform engineering, or AI reporting becomes a priority, I'm easy to find. Wishing [Company] continued growth.
7-Touch Outbound — AI-Focused Fintech
Persona
CTO or VP Engineering at a fintech company or financial services operator with an AI mandate but no clear path to production.
1
Email — AI Focus
EmailSubject: Most fintech AI projects don't reach production. Here's why.
Hi [Name],
The most common pattern we see: a financial services company runs an AI pilot, it works in the demo, and then it stalls before production. The data model isn't right. The metrics aren't pre-computed. The security and access controls weren't designed in. Six months later, the project is shelved.
We start every AI engagement with a structured discovery phase — reviewing your data model, identifying pre-computable KPIs, validating feasibility on real data, and delivering a fixed-cost implementation roadmap before a single line of production code is written.
We're doing this right now for a financial services company on Azure SQL using Claude as the AI orchestration layer. If AI is on your roadmap for this year, worth 20 minutes to see the approach.
7
Breakup Email
BreakupSubject: Closing the loop
[Name], I'll stop after this. If compliance AI, fintech platform engineering, or AI natural language reporting becomes a priority, I'm easy to find. Good luck with the roadmap.
Field Ops
Trade Show Strategy & Execution Playbook
Leverage trade shows as a high-intent pipeline engine. Generate qualified opportunities, accelerate deal cycles, build brand authority in target verticals, and source partnerships.
Networking-Only Strategy (No Booth)
Used when: testing a new vertical, budget constraints, or targeting specific accounts attending. Focus: 1:1 meetings, relationship building, targeted pipeline creation.
Exhibit / Booth Strategy
Used when: entering or dominating a vertical, building brand visibility. Focus: high-volume lead gen, live qualification. Target 50–150 booth interactions per day.
Pre-Event Pipeline Build (Critical)
3–4 Weeks Before
Step 1 — Target Account Identification
Pull the attendee list if available. Use LinkedIn Sales Navigator — filter by company + role. Identify ICP companies and decision-makers.
Output
Target list in HubSpot tagged Trade Show – [Event Name]
Tool
LinkedIn Sales Navigator + HubSpot list
Step 2 — Pre-Event Outreach Sequence (Lemlist + LinkedIn)
Goal: book meetings before the event. 7–10 day sequence.
Email
→
LinkedIn Connect
→
Call (Dialpad)
→
Email Follow-up
→
LinkedIn Message
→
Final Meeting Ask
"We're working with companies like yours on [problem] — would love to connect briefly at the event."
KPI
10–20 pre-booked meetings per event
Tracking
HubSpot — tag all contacts with event name
Step 3 — Team Briefing (1 Week Before)
Focus
Define vertical focus and key messaging for this event
Roles
Assign roles onsite — lead gen, demos, executive meetings
Materials
Print battle cards, prepare leave-behinds, charge devices
Networking Strategy (No Booth)
Conversation Framework — High Conversion
Opening
"Curious what brought you to the event this year?"
Diagnosis
"What are you focused on right now?" / "What's slowing things down?"
Positioning
Tie to: speed, cost efficiency, scaling challenges
Close
"Worth a deeper conversation post-event?"
Conversations/Day
15–25
Qualified Leads
5–10/day
Follow-up Meetings
2–4 booked/day
Exhibit / Booth Strategy
Booth Engagement — 3 Steps
Hook
"What are you working on right now?" / "Are you scaling your team this year?"
Qualify Fast
Role? Company size? Current challenge? → Route: qualified → AE deep conversation · not qualified → light capture
Lead Capture
Every conversation → HubSpot. Required: Company · Role · Need level (Hot/Warm/Cold) · Notes
Interactions/Day
50–150
Qualified Leads
20–40/day
High-Quality Opps
5–10/day
Post-Event Pipeline Conversion
Within 24–48 Hours70–90%
Leads Contacted Within 48hrs
20–30%
Meeting Conversion
10–20%
Pipeline Conversion
5–10
Booth Interactions → Opps
| Step | Action |
|---|---|
| Step 1 — Immediate Follow-Up | Personalized email: reference the conversation, reinforce value, clear next step |
| Step 2 — Sequence Enrollment | Add to Lemlist sequence: "Met at [Event Name]" |
| Step 3 — Call Follow-Up | Dialpad outreach within 3–5 days of event |
| Step 4 — Pipeline Creation | ALL qualified leads → deals in HubSpot immediately |
Master Event Calendar — All Practices & Verticals
How to Use This Calendar
Network-only for first-time or budget-constrained entries. Booth for verticals you are actively dominating. Book meetings 3–4 weeks before using the pre-event sequence. Every lead goes into HubSpot within 48 hours tagged with the event name.
Logistics & Supply Chain
| Event | Timing | Type | Strategy & Pitch Angle |
|---|---|---|---|
| TIA Capital Ideas Conference | Spring (annual) | Top Priority | Top event for freight brokers — attend + network; BrokerOne.ai demo; DASH 39% cost reduction reference story |
| Manifest: Future of Logistics | January, Las Vegas | Booth | Innovation-forward; AI story resonates; BrokerOne.ai demo station; logistics tech buyers |
| Mid-America Trucking Show (MATS) | March, Louisville | Network | Carrier and broker audience; BrokerOne.ai and TMS integration conversations; warm relationship building |
| TIA Technovations | Annual | Network | Tech-focused TIA audience; BrokerOne.ai and AI automation story; TIA Capital Ideas follow-up relationships |
| Broker Carrier Summit | Annual | Network | Freight broker + carrier audience; TMS/CRM integration conversations; BrokerOne.ai for brokers under $30M |
| Home Delivery World | Annual | Network | Last-mile logistics; BrokerOne.ai and 3PL portal story; Suddath/NXTPoint customer portal reference |
| Tai Software Summit | Annual | Network | TMS ecosystem; integration partnerships; BrokerOne.ai interoperability conversations |
| McLeod User Conference | Annual | Network | TMS users considering add-ons; integration + AI automation opportunity; DASH and Anew Transport references |
| Reuters Supply Chain USA | Annual | Network | Supply chain executives; AI + logistics platform story; Siemens and manufacturing analytics cross-sell |
| CSCMP EDGE Conference | Annual | Network | Council of Supply Chain Management Professionals; enterprise logistics; BrokerOne.ai + Snowflake data platform |
| JOC Inland Distribution | Annual | Network | Freight and distribution operators; BrokerOne.ai entry point; document AI for BOL/POD automation |
| DealMAX | Annual | Network | PE/M&A logistics companies; modernization + dedicated team conversations; McGrath reference applicable |
| Trimble Insights Tech Conference | Annual | Network | Trimble ecosystem; e-Builder/Trimble dedicated team reference story directly applicable |
| AED Summit (Associated Equipment Dealers) | Annual | Network | Equipment distribution; BC ERP + logistics platform; Pisces and DVJahn reference stories |
| Nex-Gen Supply Chain | Annual | Network | Innovation-focused supply chain audience; AI + logistics; Snowflake data platform conversations |
Commerce & eCommerce
| Event | Timing | Type | Strategy & Pitch Angle |
|---|---|---|---|
| Recharge / SubSummit | Annual | Network | Shopify subscription commerce; checkout + retention conversations; Shopify Plus partner story |
| B2B Online Chicago | Annual, Chicago | Booth | B2B eCommerce; nopCommerce Gold Partner story; Pisces and DVJahn government B2B references |
| B2B Online Atlanta | Annual, Atlanta | Network | B2B eCommerce; same story as Chicago; distributor and manufacturer ICP |
| Pack Expo | Annual | Network | Packaging and manufacturing + B2B commerce; BC ERP + nopCommerce integration story |
| Sourcing Custom Parts & Services | Annual | Network | B2B manufacturing procurement; nopCommerce + BC ERP; government B2B ordering conversations |
| NAFEM (Food Service Equipment) | Annual | Network | Foodservice B2B commerce; nopCommerce custom ordering platform; ERP integration |
| Seafood Expo North America | Annual | Network | Specialty B2B distribution; nopCommerce custom ordering; perishable supply chain tech |
| Adobe Co-host Event — S. Florida | Annual | Co-host | Co-marketing opportunity with Adobe; commerce + AI story; Shopify Plus and nopCommerce entry points |
AI & Data
| Event | Timing | Type | Strategy & Pitch Angle |
|---|---|---|---|
| Snowflake Summit / AI Summit | June (annual) | Booth | Data engineering credibility; Siemens 100TB reference story; Pisces Cortex AI NL reporting; strong partner positioning |
| Databricks Data + AI Summit | Annual | Network | AI/ML audience; AI Accelerator conversations; technical credibility; data pipeline and LLM integration stories |
| NerdCon | Annual | Network | Developer and product engineering audience; dedicated team and app development conversations; e-Builder reference |
Microsoft & ERP
| Event | Timing | Type | Strategy & Pitch Angle |
|---|---|---|---|
| Microsoft Business Central Summit | Annual | Booth | Core BC event; GP/NAV migration conversations; proprietary add-ons demo; Pisces D365 and DVJahn BC references |
| Microsoft Build / Inspire | Annual | Network | Azure and .NET ecosystem; McGrath modernization and Triad Command Center stories applicable |
Healthcare & Dental
| Event | Timing | Type | Strategy & Pitch Angle |
|---|---|---|---|
| AADOM — American Association of Dental Office Managers | Annual | Network | Dental practice operations; RCM + claims automation; Next Dental Lab and DDS Inc. references |
| AA of Dental Group Practice (ADGP) | Annual | Network | Dental group operators; dental lab platform + claims AI; multi-location dental org ICP |
| SW Dental Conference (swdentalconf.org) | Annual | Network | Dental clinicians and office managers; dental lab management platform; Next Dental Lab AE line ready |
| AAOC Winter Conference | Annual | Network | Orthodontic operators; specialty dental platform; dental claims automation conversations |
| HIMSS Global Health Conference | March (annual) | Booth | Health IT; RCM, EHR integration, AI platform; AdmitIQ and Toni Assist references applicable |
| Becker's Hospital Review Annual | April, Chicago | Network | RCM, revenue cycle, health system leadership; behavioral health and claims automation |
| NADL (National Dental Laboratories) | Annual | Booth | Dental lab operators — direct ICP; Next Dental Lab platform demo; digitize lab management conversation |
Fintech & Financial Services
| Event | Timing | Type | Strategy & Pitch Angle |
|---|---|---|---|
| Fintech Meetup | Annual | Network | Fintech operators and founders; compliance AI + mortgage platform story; Birch Gold and Triad references |
| Money20/20 USA 2026 | October, Las Vegas | Booth | Financial services + payments; compliance AI + AI accelerator story; high-volume ICP attendance |
| LendIt Fintech | Annual | Network | Mortgage and lending technology; Triad and LoNav reference clients directly applicable |
| Compliance Week Annual Conference | Annual | Network | Compliance officers across financial services; Birch Gold compliance AI story is directly AE-ready |
| MISMO Tech Summit | Annual | Network | Mortgage industry technology standards; integration-focused buyers; Triad Encompass integration reference |
Field Ops · SOP
USA Travel & Expense Policy
For all trade shows, conferences, and business events. Employees book their own travel within these company-defined budget parameters. All travel requires pre-approval before any booking is made.
⚠️ Approval Required Before You Book Anything
Submit the Travel Request Form before making any booking. All travel must be approved by Department Head and Finance/COO. Steps: Submit form → Department Head reviews → Finance/COO approves → You receive written approval → Then you book.
Airfare (Economy)
$350–$700
Domestic round-trip · Book 14–21 days out
Hotel (3-Star)
$110–$180
Per night · Near event venue
Meals Per Diem
$68–$92
Per day (IRS/GSA rate) · No receipts needed
Personal Vehicle
$0.70/mi
2025 IRS standard mileage rate
✈️ Airfare
Economy OnlyBudget
$350 – $700 domestic round-trip
Booking
14–21 days in advance for best rates
Class
Economy only — no business/first class unless Finance/COO approved
🏨 Hotel
3-Star StandardMax Rate
$110 – $180 per night
Location
Near the event venue
Restriction
No luxury properties unless approved
🚗 Ground Transportation
Rental Car
$45 – $75/day (economy)
Rideshare
Uber/Lyft allowed — keep receipts
Personal Car
$0.70/mile — 2025 IRS standard rate
Fuel/Tolls
Reimbursable with receipts
Parking
Airport: $10–$15/day · Hotel: $10–$25/day
🍽️ Meals & Per Diem
IRS/GSA RatesNo Receipts Required for Per Diem
IRS/GSA daily rates apply. First and last travel day at 75% of the daily rate. Alcohol is not reimbursable unless specifically approved.
| Rate | Amount |
|---|---|
| Daily per diem (varies by city) | $68 – $92/day |
| First / last travel day | 75% of daily rate |
| Client lunch (with receipt) | $50 – $60/person |
| Client dinner (with receipt) | $70 – $80/person |
| Alcohol | Not reimbursable (unless approved) |
✅ Reimbursable vs Non-Reimbursable
✓ Covered
Flights · Hotel · Ground transport · Parking · Tolls · Internet · Event registration
✗ Not Covered
Upgrades (flights/hotel) · Personal entertainment · Minibar/room service · Airline extras · Alcohol (unless approved)
💳 Expense Submission
QuickBooks OnlineSubmit Via
QuickBooks Online — access provided to each employee who travels
Deadline
Within 5 business days of returning from travel
Include
All receipts (except per diem meals) + brief travel summary
Approval
Reporting manager must approve before payment is processed
Before 15th
Reimbursed around the 15th of that month
After 15th
Reimbursed first week of the following month
6-Step Approval Workflow
Do This First1
Submit Travel Request Form before making any booking
2
Department Head reviews business need and budget alignment
3
Finance/COO reviews total cost and approves or rejects
4
Receive written approval then proceed with booking
5
Book within approved budget — all bookings must align
6
Submit expenses in QuickBooks within 5 business days post-travel
⚠️ Compliance, Exceptions & Conduct
Out-of-Policy Bookings
Any deviation from budget guidelines must be pre-approved by Finance/COO before the expense is incurred. Non-compliant expenses submitted without prior approval may not be reimbursed.
Exceptions Granted For
High-cost cities · Unavoidable last-minute travel · Special business needs requiring advance approval.
Repeated Violations
Repeated policy violations may result in non-reimbursement or disciplinary action.
Travel Conduct
Represent Sigma Solve professionally at all times. Prioritize business objectives: networking, scheduled meetings, and trade show goals. Conduct reflects the company's reputation.
Field Ops
Local Networking, Partnership & Ecosystem Strategy
Build a consistent, compounding pipeline engine through local business networks, strategic partnerships, and referral ecosystems.
Local Networking Strategy
Target Channels
Event Types
Industry meetups · Founder groups · Tech communities · PE/VC events · Chamber of commerce
Weekly Min
1–2 local events · 10 new connections · 3 follow-up meetings booked
Networking Framework
Step 1
Build Relationship — Not selling immediately. Understand their business and build trust first.
Step 2
Identify Need — Growth constraints · Hiring challenges · Technical bottlenecks
Step 3
Soft Position — "We help companies solve exactly that."
Follow-Up System
LinkedIn connect same day · Email within 24 hours · Add to HubSpot tagged: Local Network
Partner Sourcing Strategy
Ideal Partners
Marketing agencies · Consulting firms · SaaS platforms · PE/VC firms · System integrators · Freelance networks
Value Prop
Revenue share · Delivery partner · White-label capability · Technical execution arm
Partner Outreach Process
Step 1
Identify — LinkedIn Sales Nav · Existing network · Event connections
Step 2
Outreach — "We complement your offering" / "We help your clients execute"
Step 3
Intro Call — What do they sell? Who do they serve? Where do deals break down?
Step 4
Define Model — Referral-based · Co-selling · Delivery support
Partner Nurturing System
Cadence
Monthly check-in · Quarterly strategy alignment
Enablement
Share case studies, messaging, ICP · Easy referral path · Clear positioning
Joint GTM
Co-host webinars · Co-create content · Joint outreach campaigns
HubSpot Tracking (Partners)
Required Fields
Partner Type · Referral Volume
Pipeline Rules
Partner-sourced leads tagged · Attribution tracked in every deal
KPI Targets
5–10
New Meetings / Month
2–5
Opportunities / Month
5–10
Active Partners
20–30%
Pipeline from Partners
What Great Looks Like
Trade Shows
Predictable pipeline spikes after every event — not random
Local Networking
Steady, consistent deal flow from community relationships
Partnerships
Scalable, compounding growth — the highest-leverage channel long term
Quick Access
Resources & Links
Direct links to all Google Drive assets — case studies, presentations, events calendar, battle cards.
📁
Case Studies Folder
All client case studies organized by vertical and practice area.
Open in Drive →
📊
Case Studies Index
Spreadsheet index with quick-reference links to all case studies.
Open Spreadsheet →
Quick Contacts
HubSpot CRM
Deals · Contacts · Pipeline
app.hubspot.com
Lemlist
Outbound Sequences
app.lemlist.com
📌 Pinned Reminders
• All deals must be logged in HubSpot within 24 hrs of first contact
• Discovery calls must be recorded (Zoom cloud recording ON)
• Any discount >10% requires Biren approval before quoting
• Discovery calls must be recorded (Zoom cloud recording ON)
• Any discount >10% requires Biren approval before quoting
• Expense reports via QuickBooks Online — submit within 5 business days of trip
• Trade show lead lists uploaded to HubSpot within 48 hrs of event
• Proposals must use approved template from Presentations folder
• Trade show lead lists uploaded to HubSpot within 48 hrs of event
• Proposals must use approved template from Presentations folder