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Call-to-CRM Agent

Discovery call → CRM intelligence.

Continues from Outbound Sequencing — the Wed Jun 3 discovery call Sarah Chen booked with Sarah Patel. Live transcription, MEDDIC scorecard fill, Champion gap coaching, follow-up email, and CRM updates staged for AE review.

Simulation clock: Wed, Jun 3 · 2:00 PM PT context: Demo 2 handoff · call duration: 30 min · framework: MEDDIC + Competition

Discovery call · DataForge × Northwind Pharmaceuticals

connecting…

Sarah Chen (AE · DataForge) × Sarah Patel (CDO · Northwind Pharmaceuticals)

discovery call · 30 min scheduled · agent recording with consent · context loaded from Outbound Sequencing Agent

00:00

01 MEDDIC scorecard · fills as evidence accumulates 0 / 7 fields complete

Pain ◯

awaiting evidence

Process ◯

awaiting evidence

Criteria ◯

awaiting evidence

Metrics ◯

awaiting evidence

Econ. buyer ◯

awaiting evidence

Champion ◯

awaiting evidence

Competition ◯

awaiting evidence

02 Live transcript & entity extraction speaker diarization · key-phrase tagging

SC

Sarah Chen

AE · DataForge

00:02

Thanks for taking the time, Sarah. I know thirty minutes is short — I want to make sure you get value out of this. Maybe we start with where you are with the modernization initiative?

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:03

Sure. I've been here sixty days. Marcus Lee — our VP Data Engineering — started just before me. We're both walking into a lot.

PERSON:Marcus Lee · VP Data Engineering (TB role inferred)

SC

Sarah Chen

AE · DataForge

00:05

Can you tell me about the current state? What does the data infrastructure look like today?

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:06

Oracle. Eight years on the same primary database. Daily ETL jobs are spilling into the trading day — we're at five-plus hours regularly. The research data team has been raising the alarm for two years.

MEDDIC · Pain →Oracle 8yrs · 5h+ ETL · 2yr team escalation

SC

Sarah Chen

AE · DataForge

00:09

What's making this a real conversation now versus six months ago?

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:10

Two things. The board signed off on modernization spend in February. And we have a regulatory data review in Q1 next year — that's a hard date. Can't show up to that on the current stack.

COMPELLING EVENT:Q1 regulatory data review · hard deadline

SC

Sarah Chen

AE · DataForge

00:14

When are you targeting a decision?

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:14

End of Q3 to pick a vendor. Implementation starts Q4. Migration through Q1 — has to be far enough along by the review.

MEDDIC · Process →Q3 select · Q4 implement · Q1 milestone

SC

Sarah Chen

AE · DataForge

00:18

What does success look like to you? What are the must-haves?

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:18

Three things, in priority order. TCO at scale — we have fourteen petabytes today, expected to triple. Governance for regulated workloads — non-negotiable. And migration time — every quarter we're still on Oracle is a quarter of risk.

MEDDIC · Criteria →TCO · governance · migration time

MEDDIC · Metrics →14 PB scale · 3× growth · regulated workloads

SC

Sarah Chen

AE · DataForge

00:22

Who else are you evaluating?

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:22

Snowflake. Databricks. We're talking to one more — won't name them yet.

MEDDIC · Competition →Snowflake · Databricks · +1 undisclosed

SC

Sarah Chen

AE · DataForge

00:25

How are budget decisions getting made?

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:25

I have signing authority up to a number, but the strategic platform decision goes through David Chen, our CFO. He'll bless the financials once we narrow to a final two.

MEDDIC · Econ. buyer →David Chen · CFO · final-two gate

SC

Sarah Chen

AE · DataForge

00:28

Great. I'd love to set up a technical deep-dive with Marcus next week. Walk through architecture, governance, migration tooling — let your team push on what matters.

SP

Sarah Patel

CDO · Northwind Pharmaceuticals

00:29

Yes. Let me get you Marcus's calendar. Three options would be useful.

NEXT STEP:technical deep-dive · Marcus Lee · 3 time options

03 Coaching insight · field gap detected post-call analysis · pattern lookup

MEDDIC gap · 1 of 7 fields unfilled

Champion not surfaced in 30 minutes of discovery.

Marcus Lee was named as Technical Buyer. David Chen was confirmed as Economic Buyer. But no Champion emerged — no one explicitly committed to advocating for this deal day-to-day inside Northwind. Historical pattern across 247 closed-won and closed-lost deals: opportunities without an identified Champion by end of discovery slip 3.2× more often by proposal stage. This is the highest-leverage thing to fix before the technical deep-dive.

Recommended actions · 3

1

Add to technical deep-dive agenda

Direct question to ask Marcus, since he'll be in the room: "What does success look like for the team in 6 months — what would have to be true for this to be the obvious choice?"

2

Subtle probe in the follow-up email

Insert toward end of recap email — soft, not transactional: "Anyone else on your team you'd want included in the next conversation?"

3

Flag deal · champion-not-identified

Risk flag posted to CRM. Pipeline Health Agent will surface this on the weekly deal review until resolved. Auto-clears when Champion field populates.

04 Generated artifacts · drafted for AE review email · CRM updates · risk flag

From:Sarah Chen <sarah.chen@dataforge.com>

To:Sarah Patel <spatel@northwindpharma.com>

Cc:Marcus Lee <mlee@northwindpharma.com>

Date:Wed, Jun 3 · 2:32 PM PT

Recap & next step — DataForge / Northwind

Sarah,

Thanks for the time today — really useful conversation. Quick recap of what I heard, just so we're aligned:

Current state. 8-year-old Oracle primary · 5+ hour ETL windows · 2 years of escalation from research data team.

What's driving timing. Board approval in February + Q1 regulatory data review (hard deadline).

Decision. Vendor select by end of Q3 · implementation Q4 · migration through Q1.

Criteria (priority order). TCO at scale · governance for regulated workloads · migration time.

Scale. 14 PB today · expected 3× growth.

Process. You have signing authority up to a threshold · David Chen approves at final-two.

Next step. Technical deep-dive with Marcus and team. I'll send three time options for next week — architecture, governance, migration tooling.

↪ Champion probe · inserted by agent

Quick ask — anyone else on your team you'd want included in the next conversation? Thinking ahead about who'll want to be in the room when we get into the architecture details.

Best,
Sarah

CRM updates 9 fields

Deal stage → Discovery Complete

MEDDIC fields → 6 of 7 populated

Stakeholder added → Marcus Lee · TB

Stakeholder added → David Chen · EB

Close date → Sep 30, 2026 (EOQ3)

Est. ACV → $1.6M (refined)

Compelling event → Q1 regulatory review

Next activity → Tech deep-dive · w/ Marcus

Risk flag → champion-not-identified

05 Handoff AE review + Pipeline Health Agent loop

AE

→ AE Sarah Chen

✓ delivered

Email drafted with Champion probe inserted. CRM pre-populated · 9 field updates pending review. Coaching insight delivered to AE inbox + 1:1 prep doc for next manager check-in. Estimated rep time saved: 35 min.

P

→ Pipeline Health Agent

✓ posted

Deal advanced to Discovery Complete · risk flag champion-not-identified registered. Will surface on weekly pipeline review until resolved. ACV refined to $1.6M · close date Sep 30. Watched continuously. Continue in Demo 5 →

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Deterministic simulation of one 30-minute discovery call telescoped into ~95 seconds.
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