HubSpot (via BigQuery, data through 2026-02-24), Fathom SPICED (via BigQuery, last 90 days), HubSpot Engagements (via BigQuery, last 30 days) · as-of 2026-02-24T11:00 MST · OK
If I Do One Thing Well This Week
"If I do only one thing well this week, it is nailing the Beacon Lighting demo tomorrow and walking out with a clear next step and timeline — it's my only live opportunity this week."
Pipeline Health Warning
No deals past Demo stage. Zero in Assist, Propose, or Commit. Nothing is close to closing. The pipeline lacks late-stage deals entirely.
Fanimation ($25.2K) is paused. Cathy replied on 2/11: *"We are pausing any decision making on this topic at this time. I do not have a timeline."* Emery made two more calls (2/18, 2/20) — both went straight to voicemail. This deal is not active.
6 of 10 deals have no forecast category. $51.8K is invisible to any forecasting model. This must be fixed this week.
Discovery/demo calls scheduled
1
1 — Beacon Lighting discovery/demo tomorrow (2/25 @ 12pm MST). That's it.
Open pipeline deals
$107,481
10 deals / $107,481 (Qualifying → Demo only; nothing past Demo)
Biggest revenue at risk
$50,880
$50,880 — Fanimation ($25.2K, prospect paused deal on 2/11), Canarm ($17K, 29d dark), Oxygen ($8.7K, 27d dark)
Biggest upside if I execute
$21,900
$21,900 — Trans Globe ($13.2K, fresh demo), Beacon ($8.7K, demo tomorrow)
Tomorrow
2A) Beacon Lighting — Discovery + Product Demo (TOMORROW, 2/25 @ 12pm MST)
TOMORROW, 2/25 @ 12pm MST
Deal
Beacon Lighting — eCat / $8,700 / Discovery
Buyer
Clint Carson (Operations Administrator, clintc@beaconlighting.us). Note: original contact was Jack Panjer (General Manager), who cancelled first demo (2/12) and then redirected to Clint. Jack may or may not join.
SPICED
Situation: Australian-origin lighting brand (Beacon Lighting) with US operations. Likely selling through showroom reps and possibly e-commerce.
Pain: Unknown. Hypothesize: lack of centralized sales tool for US reps, difficulty managing product data across showroom accounts.
Impact: Unknown. Probe for: time spent on manual processes, catalog costs, rep onboarding friction.
Critical Event: Unknown. Probe for: upcoming trade shows, website refresh, ERP migration, contract renewals.
Decision: Unknown. Jack Panjer (GM) is likely decision-maker. Clint is evaluator. Probe for: who else needs to see this, what's the approval process.
Pain: Unknown. Hypothesize: lack of centralized sales tool for US reps, difficulty managing product data across showroom accounts.
Impact: Unknown. Probe for: time spent on manual processes, catalog costs, rep onboarding friction.
Critical Event: Unknown. Probe for: upcoming trade shows, website refresh, ERP migration, contract renewals.
Decision: Unknown. Jack Panjer (GM) is likely decision-maker. Clint is evaluator. Probe for: who else needs to see this, what's the approval process.
History
First outreach: Emery emailed Jack Panjer on 1/13 after Dallas Lightovation market meeting. Jack cancelled the originally scheduled demo (2/12).
Redirect to Clint: On 2/19, Emery reached out to Clint Carson after Jack went quiet. Clint confirmed a time (2/25). Emery sent overview deck on 2/23.
No SPICED data exists. Zero discovery has been captured — this call IS the discovery.
Key risk: Jack cancelling and redirecting to Clint (Operations Administrator) may signal the decision-maker is not engaged. Clint could be evaluating on Jack's behalf — or this could be a polite brush-off.
Redirect to Clint: On 2/19, Emery reached out to Clint Carson after Jack went quiet. Clint confirmed a time (2/25). Emery sent overview deck on 2/23.
No SPICED data exists. Zero discovery has been captured — this call IS the discovery.
Key risk: Jack cancelling and redirecting to Clint (Operations Administrator) may signal the decision-maker is not engaged. Clint could be evaluating on Jack's behalf — or this could be a polite brush-off.
Fit Score
Medium — Lighting manufacturer with US showroom channel, but limited intelligence on their current pain. No SPICED captured. This call will determine if fit is real.
Questions to Ask
"Tell me about how your US sales team operates today — how do reps access product information, pricing, and place orders?"
"What's driving the interest in looking at a tool like eCat right now? Was there a specific trigger?"
"How many reps are selling the Beacon line in the US, and are any of them already using eCat for other brands?"
Urgency: Is there a specific date or event you're working toward — a market, a new product launch, a system change — where having this in place would make a difference?
Qualify out: Who besides yourself would need to be involved in evaluating and approving a tool like this?
Don't pitch yet: Don't go into pricing or eOL add-ons. Keep the first call focused on understanding their pain and showing core eCat. If fit is strong, schedule a follow-up demo for Jack/leadership.
Lookalike Customers
Hanover Lantern (similar stage/profile), Golden Lighting, Accord Lighting, Bethel International
Action Stack — This Week
5 actions1
Nail the Beacon Lighting discovery · Beacon ($8.7K)
Execute demo tomorrow (2/25). Capture SPICED. Propose next step before hanging up. Send same-day recap.
Tue 2/25
2
Advance Trans Globe · Trans Globe ($13.2K)
Follow-up email to Michael Ziv: "Have you shared with your team? Let's schedule a follow-up." Propose 2 specific times.
Wed 2/26
3
Follow up on Hanover Lantern · Hanover ($8.7K)
Email Justin Stanley asking about rep polling results. Propose scoping call with Keith Fogle.
Wed 2/26
4
Last-shot batch outreach · Canarm ($17K), Oxygen ($8.7K)
Send final qualifying emails. One to Justin Draughn (Canarm), one to Field Bradford (Oxygen).
Tue 2/25
5
Pipeline hygiene blitz · All 10 deals
Add forecast category to all 6 uncategorized deals. Close-lost StarFire Crystal. Update Coppersmith amount. Update Fanimation forecast to reflect pause.
Fri 2/28
Advance or Disqualify This Week
Beacon LightingDiscovery→→ Demo completed with SPICED captured and next step scheduled
Trans GlobeDiscovery→→ Schedule follow-up call with broader team
Hanover LanternDemo→→ Schedule scoping call with Keith Fogle (COO)
Better Home PlasticsDemo→→ Get Rami's contact and schedule tech call
StarFire CrystalQualifying→→ Close-lost (3 no-shows)
GOODLITEQualifying→→ Close-lost by Friday if no response
CanarmQualifying→→ Close-lost by Friday if no response to last-shot
Oxygen by QuorumQualifying→→ Close-lost by Friday if no response to last-shot
FanimationDemo→→ Update forecast; set 30-day follow-up (3/24); stop active pursuit
CoppersmithQualifying→→ Schedule discovery call; update amount
Stalled Deals
6 dealsFanimation
This Week
Stop calling. Send one final email: "Understood. I'll check back in 30 days. If anything changes before then, I'm here." Set a calendar reminder for 3/24. Update forecast to reflect reality.
IssueCathy said "pausing any decision" with no timeline. Two STVM calls since. Deal is functionally frozen.
Risk if nothingEmery keeps chasing a dead deal and wastes hours that should go to Beacon, Trans Globe, and Hanover.
Canarm
This Week
Send a last-shot email to Justin (jdraughn@canarm.com): "Want to make sure I'm not clogging your inbox. Are you still interested in connecting, or should I circle back later?" If no reply by Friday, close-lost.
IssueLast email was "bringing this to the top of your inbox" to Justin Draughn and Bob Clarke. No response. No SPICED. No discovery call ever happened.
Risk if nothing$17K sits in pipeline inflating the number with zero probability.
Oxygen by Quorum
This Week
Send a final email to Field Bradford (fbradford@quorumintl.com, Sales Director — higher authority than Chad): "We connected at Lightovation. Is there still interest?" If no response by Friday, close-lost.
IssueLast email was to Chad Kulesza: "Do you have 10 minutes tomorrow or Friday?" No response. Never progressed past initial Lightovation contact.
Risk if nothingSame as Canarm — zombie inflating pipeline.
Better Home Plastics
This Week
Email Blake (no email in HubSpot — go through Phil, phillip.deluca@gmail.com): "Following up on connecting with Rami. Can you share his contact or set up a 3-way call?"
IssueDemo done, recap sent 1/26. Blake was positive. Critical blocker: need to schedule tech call with their consultant Rami. Blake was supposed to provide Rami's contact.
Risk if nothingDeal stalls at the tech handoff. Common pattern for Emery — prospects go cold when asked to bring in a third party.
StarFire CrystalNo-Show
This Week
Close-lost this week. Francis has demonstrated zero intent. Three missed connections = clear signal.
IssueFrancis Infante no-showed on the 2/4 demo, then ignored 3 follow-up attempts (2/4, 2/10, 2/18). Emery's 2/18 email was frustrated: "It has been 2 weeks since our original call was cancelled."
Risk if nothingWasting emotional energy on a non-buyer.
GOODLITENo-Show
This Week
Close-lost this week unless Izzy responds to the 2/23 email. Give it until Friday.
IssueIzzy Orzel no-showed on the scheduled intro call. Two follow-ups ignored. Emery's 2/23 email acknowledged reality: "it seems this is not a priority for you."
Risk if nothingSame as StarFire.
Moving Deals
4 dealsTrans Globe Lighting ($13,200 / Discovery / PIPELINE) — Best deal in the pipeline this weekBest Deal
This Week
Email Michael mid-week: "Have you had a chance to share the materials with your team? I'd love to schedule a follow-up call to discuss next steps and answer any questions." Propose a specific date/time.
WorkingDemo completed 2/19 with Michael Ziv (Director of Product Development and Sales). Comprehensive recap sent 2/20. Michael is engaged — asked for the recording link. 40 reps, most already using eCat with other lines. Just migrated to Acumatica. Clean data.
AcceleratorGetting Michael to share internally and scheduling a follow-up call with a broader audience (leadership, ops).
Exec CoverNot yet. But if Michael shows buying signals, Kjael joining a leadership call could help.
Beacon Lighting ($8,700 / Discovery / PIPELINE) — Demo TOMORROW
This Week
Nail the demo tomorrow. See Section 2 for prep. After the call, send a same-day recap with SPICED summary and proposal. Set a follow-up date before hanging up.
WorkingClint Carson confirmed for tomorrow. Emery sent overview deck on 2/23. Fresh opportunity.
AcceleratorJack Panjer (GM) joining the call. A strong discovery that surfaces real pain.
Hanover Lantern ($8,700 / Demo / Unknown Forecast)
This Week
Email Justin Stanley (justinstanley@hanoverlantern.com) on Wednesday: "Have you had a chance to poll the reps? I'd like to schedule a scoping call with Keith to discuss implementation methodology. How does next week look?"
WorkingDemo completed 2/6. Detailed recap sent 2/10. Case studies (including Hubbardton Forge) sent 2/18. Tim Raubenstine (CEO) and Justin Stanley are engaged. Ruth Haines (Sales Specialist) is an internal reference. Tim is considering polling reps about eCat usage.
AcceleratorFollowing up on the rep poll results and scheduling a scoping call with Keith Fogle (COO).
Coppersmith ($1 / Qualifying / Unknown Forecast)
This Week
Follow up with Jordan (digital@thecoppersmith.net) if no response by Wednesday. Try Jillian (jcooper@thecoppersmith.net, Director of Market Success) as a secondary entry point. Update amount from $1 to real estimate.
WorkingInbound demo request. Emery reached out to Jordan Davis (Digital Experience Manager) on 2/18. Bill Green (CEO) is also a contact.
AcceleratorGetting Jordan to respond and scheduling a discovery call.
Deprioritize This Week
Fanimation ($25.2K)Prospect explicitly paused. Stop chasing. Set 30-day follow-up.
StarFire Crystal ($8.7K)Three no-shows. Close-lost.
GOODLITE ($8.7K)Two no-shows. Wait for Izzy's response to 2/23 email through Friday, then close-lost.
Canarm ($17K)29 days dark. One final email. If no response, close-lost.
Oxygen ($8.7K)27 days dark. One final email. If no response, close-lost.
Closed Won Customers
4 customersEmery has only 4 closed-won accounts — small base. Coaster ($24.9K) was Emery's biggest win. Use Coaster and MAGIC LITE as reference stories when relevant.
VoC Cheat Sheet
Pain Themes You'll Hear
"Our reps already use eCat for other lines"
Trans Globe (40 reps, most on eCat), Beacon Lighting (lighting reps likely familiar). This is the strongest adoption lever: eCat is the default in lighting. Use it.
Trans Globe (40 reps, most on eCat), Beacon Lighting (lighting reps likely familiar). This is the strongest adoption lever: eCat is the default in lighting. Use it.
"We just did a major system change and need tools that work with it"
Trans Globe just migrated to Acumatica. Hanover Lantern is mid-ERP cloud migration. Beacon may be in a similar situation. Timing matters — catch them during the migration window.
Trans Globe just migrated to Acumatica. Hanover Lantern is mid-ERP cloud migration. Beacon may be in a similar situation. Timing matters — catch them during the migration window.
"We're still using catalogs and manual processes"
Hanover Lantern is "at Stage 0–2 in digital maturity." Better Home Plastics has "a trunk load of catalogs." These prospects don't need features — they need basic digitization.
Hanover Lantern is "at Stage 0–2 in digital maturity." Better Home Plastics has "a trunk load of catalogs." These prospects don't need features — they need basic digitization.
Objection → Reframe
"We need to discuss internally first" (Trans Globe, Hanover)"Absolutely — who should be in that conversation? I can put together a tailored summary or join a brief call to answer questions directly. What would be most helpful?"
"We're not ready to make a decision right now" (Fanimation pattern, could repeat)"Understood. What would need to change for this to become a priority? Is there a date or event that would make this timely? I'd rather set a realistic follow-up than guess."
"How does this integrate with [ERP]?" (Trans Globe/Acumatica, Hanover/cloud ERP, Better Home/Sage)"We integrate with every major ERP — SAP, Dynamics, JDE, Acumatica, Sage. Most clients start with a file upload and automate in Phase 2. I can loop in our CTO for a quick technical call if that would help."
Quotes to Remember
"They just hate it."
Cathy at Fanimation, on reps' feelings about RepZio
"We're probably at Stage 0–2 in our digital maturity."
Tim Raubenstine at Hanover Lantern, acknowledging their starting point
"A lot of competition's been doing it, and it's something that if you don't do now, you're going to end up doing in a couple years anyway."
Blake at Better Home Plastics, recognizing competitive pressure
Competitive Landscape
RepZio / ANDMOREFanimation (paused), Beacon (possible)LOW
Custom in-house solutionsTrans Globe (flip books + website), Hanover (Google Drive + email)MED
"Do Nothing"Canarm, Oxygen, StarFire, GOODLITEHIGH
Talk Track Adjustments
✓ Lean Into
"Your reps are already using eCat for other brands they carry. Adding your line to the same tool they use every day means instant adoption — no training, no new app to download, no learning curve. You're meeting your reps where they already are." (This resonates at Trans Globe, Beacon, and Hanover.)
✕ Stop Saying
Stop offering wide-open availability windows ("my availability is below: Monday 9-4, Tuesday 8-5, Wednesday 8-4..."). This signals low demand and makes scheduling feel like a chore for the prospect. Instead, propose 2 specific times: "Would Thursday at 11am or Friday at 2pm work?" Reduces decision load and projects confidence.
Personal Focus
🎯 Coaching Note
Pattern observed: Emery's pipeline is bottom-heavy — 7 of 10 deals are in Qualifying or early Discovery. Of those 7, four have never had a discovery call (Canarm, Oxygen, GOODLITE, StarFire) despite being created 5-6 weeks ago. The pattern is: meet at Lightovation → send follow-up email → prospect doesn't respond → send more emails → deal goes zombie. Coaching point: After one ignored email post-market, call immediately — don't wait and send a second email. Trade shows generate warm interest that cools fast. The window to convert a market contact into a discovery call is 5-7 business days. By week 3, interest is near-zero. For the remaining live deals (Trans Globe, Beacon, Hanover, Better Home), compress the follow-up cycle: if they don't respond to an email within 3 business days, call. If they don't answer the call, text. Speed is the differentiator for early-stage deals.