HubSpot (via BigQuery, data through 2026-03-03), Fathom SPICED (via BigQuery, last 90 days), HubSpot Engagements (via BigQuery, last 30 days) · as-of 2026-03-03T09:30 MST · OK — ALL PRIMARY SOURCES RETURNING LIVE DATA.
What Changed Since Last Week
8 changesLuho Design House meeting happened (2/26).
Jessica sent full data files (RepZio customer list, product data, images). Meeting rescheduled from 2/24 due to blizzard. Amount increased $8,700 → $11,040 to include integration scope. Fathom SPICED captured detailed next steps including Extensiv 3PL + QuickBooks Online investigation.
Jessica sent full data files (RepZio customer list, product data, images). Meeting rescheduled from 2/24 due to blizzard. Amount increased $8,700 → $11,040 to include integration scope. Fathom SPICED captured detailed next steps including Extensiv 3PL + QuickBooks Online investigation.
Loomcraft meeting happened (2/25).
Second deep-dive with Suzanne + Brian (CEO joined). Brian asking about pricing. Suzanne to create mock-up of sample order form. Jon built detailed executive summary. Deal is gated on Suzanne's mock-up.
Second deep-dive with Suzanne + Brian (CEO joined). Brian asking about pricing. Suzanne to create mock-up of sample order form. Jon built detailed executive summary. Deal is gated on Suzanne's mock-up.
Lib & Co is asking for pricing (2/25).
Silvio replied: "Let me know next steps and if you can also put together some pricing of the rep portal." Data graded "A". Tech call times offered to Silvio but not yet scheduled.
Silvio replied: "Let me know next steps and if you can also put together some pricing of the rep portal." Data graded "A". Tech call times offered to Silvio but not yet scheduled.
Gar Products re-engaged (3/2).
Jon called + emailed Eli on 3/2. Eli was finalizing HubSpot implementation. Last real conversation was 2/10 when Eli said "reach back out March 2 mid-morning." Jon executed on time.
Jon called + emailed Eli on 3/2. Eli was finalizing HubSpot implementation. Last real conversation was 2/10 when Eli said "reach back out March 2 mid-morning." Jon executed on time.
Legrand — Trey replied (2/19).
Critical new information: Trey said "digital approval should be revisited week after next." That window is THIS WEEK (March 2-6). Trey added: "I'll provide an update as soon as I know more because I'm ready to get things moving."
Critical new information: Trey said "digital approval should be revisited week after next." That window is THIS WEEK (March 2-6). Trey added: "I'll provide an update as soon as I know more because I'm ready to get things moving."
Lane Venture closed lost (2/24).
$11K budget-approved deal. Schon went dark despite escalation.
$11K budget-approved deal. Schon went dark despite escalation.
Baker McGuire closed lost (2/27).
$4.7K existing customer upsell. Andrew never got leadership approval.
$4.7K existing customer upsell. Andrew never got leadership approval.
Gama Sonic closed lost (2/27).
$8.7K. Spencer never booked discovery.
$8.7K. Spencer never booked discovery.
If I Do One Thing Well This Week
"If I do only one thing well this week, it is call Trey Wilson today and get the Legrand approval status — his own timeline says this is the week."
Discovery/demo calls scheduled
0
0 formal meetings on calendar — but Toltec discovery and Z-Lite overview need to be booked THIS WEEK
Open pipeline deals
$138,780
9 deals / $138,780
Biggest revenue at risk
$25,200
$25,200 — Legrand (Commit, 14d dark but Trey said approval revisited this week)
Biggest upside if I execute
$13,200
$13,200 — Lib & Co (Silvio requesting pricing NOW; data is clean; verbal commitment already given)
This Week
Toltec Lighting — Discovery Call (to be scheduled this week)
Deal
Toltec Lighting — eCat ($8,700 / Qualifying)
Buyer
Becky Gregory (Office Manager) — gatekeeping for Mike Willis (VP). Need to get Mike on the call.
SPICED
Situation: Small lighting manufacturer with rep network; reps are already seeing eCat with other lines.
Pain: Unknown — need to uncover. Likely: reps juggling multiple catalog tools, inconsistent product presentation, manual order processes.
Impact: Unknown — quantify: how many reps, how much time spent on manual processes, catalog print costs.
Critical Event: Unknown — ask about trade shows (Dallas Market June 2026), new product launches, catalog refresh cycles.
Decision: Becky is gatekeeper; Mike Willis (VP) is likely decision-maker. Unknown procurement process.
Pain: Unknown — need to uncover. Likely: reps juggling multiple catalog tools, inconsistent product presentation, manual order processes.
Impact: Unknown — quantify: how many reps, how much time spent on manual processes, catalog print costs.
Critical Event: Unknown — ask about trade shows (Dallas Market June 2026), new product launches, catalog refresh cycles.
Decision: Becky is gatekeeper; Mike Willis (VP) is likely decision-maker. Unknown procurement process.
History
Becky was first contacted at Lightovation (Jan 2026). Jon called 2/5 and followed up with email.
Becky responded 2/5: she was dealing with aftermath of ice storm Fern (no power 8 days). Asked Jon to reach back end of month.
Jon re-engaged 2/27 as promised: "I'm reconnecting as promised to see what day works best for you next week to schedule our discovery call."
No response yet from Becky to the 2/27 email.
Becky responded 2/5: she was dealing with aftermath of ice storm Fern (no power 8 days). Asked Jon to reach back end of month.
Jon re-engaged 2/27 as promised: "I'm reconnecting as promised to see what day works best for you next week to schedule our discovery call."
No response yet from Becky to the 2/27 email.
Fit Score
Medium — Lighting manufacturer with rep network; eCat has come up with their reps (Becky mentioned it). Unknown how many reps, unknown current tools.
Questions to Ask
"How do your reps currently access product information and place orders — is it a mix of tools or one system?"
"You mentioned eCat has come up with your reps. Which lines are they using it with, and what do they say about it?"
"How many reps do you have and how often do you update product information?"
Urgency: Is there a trade show or product launch coming up where having a digital catalog would make a difference?
Qualify out: Who besides you and Mike would need to be involved in evaluating a tool like this?
Don't pitch yet: Don't pitch CPQ/configurator. Keep it to eCat fundamentals — catalog, rep enablement, simple ordering.
Lookalike Customers
Designers Fountain, GlobaLux Lighting, Matteo Lighting (all lighting eCat customers)
This Week
Z-Lite — SuperCat Ecosystem Overview (to be scheduled week of March 9-13)
Deal
Z-Lite — eCat ($19,200 / Demo)
Buyer
Zack Zimmer (Director of Sales, technical lead), Scott Zimmer (President, budget holder)
SPICED
Situation: Canadian lighting manufacturer. 60+ reps using a mix of Z-Lite's custom app and eCat (for other lines). Zack built and maintains the custom app.
Pain: Reps switching between Z-Lite's custom app and eCat for other manufacturers. Heavy internal development burden on Zack. Uncertainty over rep adoption (40% of reps "too old" to use tech).
Impact: Zack is distracted from sales by app maintenance. Risk of lost orders at market due to connectivity failures. No visibility into rep activity outside market periods.
Critical Event: Dallas Market (Lightovation) — natural evaluation point. Rep-driven pressure (reps are already using eCat for other lines).
Decision: Zack (technical evaluator), Scott (budget holder/President), Laura (GM, operations). Must not lose functionality vs. current app. Cost must be a "swallowable pill." Offline capability is non-negotiable.
Pain: Reps switching between Z-Lite's custom app and eCat for other manufacturers. Heavy internal development burden on Zack. Uncertainty over rep adoption (40% of reps "too old" to use tech).
Impact: Zack is distracted from sales by app maintenance. Risk of lost orders at market due to connectivity failures. No visibility into rep activity outside market periods.
Critical Event: Dallas Market (Lightovation) — natural evaluation point. Rep-driven pressure (reps are already using eCat for other lines).
Decision: Zack (technical evaluator), Scott (budget holder/President), Laura (GM, operations). Must not lose functionality vs. current app. Cost must be a "swallowable pill." Offline capability is non-negotiable.
History
Discovery meeting happened at Lightovation (Jan 2026). Detailed SPICED captured by Fathom.
Jon followed up 2/4. Scott replied 2/4: "We have not had a chance to discuss this yet. We will try to have more info for you next week."
Jon tried again 2/24. Zack replied: "Scott is away for the next 2 weeks – can you reach out Mar 06 and we can try to put something on the calendar for the week after (9-13)."
Jon set task for 3/6: "Contact Scott and Zack to schedule SuperCat Overview. ADD Kjael."
No conversations since 2/24. Scott returns around 3/6.
Jon followed up 2/4. Scott replied 2/4: "We have not had a chance to discuss this yet. We will try to have more info for you next week."
Jon tried again 2/24. Zack replied: "Scott is away for the next 2 weeks – can you reach out Mar 06 and we can try to put something on the calendar for the week after (9-13)."
Jon set task for 3/6: "Contact Scott and Zack to schedule SuperCat Overview. ADD Kjael."
No conversations since 2/24. Scott returns around 3/6.
Fit Score
High — Canadian lighting manufacturer with 60+ reps, built a custom app they want to sunset. Partner Zack Zimmer built it and wants to "spend the money once."
Questions to Ask
"Since Lightovation, have you and Scott discussed what it would take to consolidate to one platform? What came up?"
"What's the one thing your custom app does today that you're worried about losing?"
"If we could get you live by Dallas Market (June), would that timeline work or is it too aggressive?"
Urgency: How much time does Zack spend each month maintaining the custom app? What would that time be worth if redirected to sales?
Qualify out: Is the cost of maintaining the current app sustainable, or is there a point where it doesn't make sense anymore?
Don't pitch yet: Don't pitch eOL/Sales Portal until after they've seen the eCat ecosystem value. Keep it focused on app consolidation and offline reliability.
Lookalike Customers
Minka Group ($16.2K, closed won), Progress Lighting ($25.2K, closed won), eGlo ($13.2K, implemented)
Action Stack — This Week
5 actions1
Call Trey Wilson · Legrand ($25.2K)
His 2/19 email says approval is being revisited THIS WEEK. Call today. Ask: "Where do we stand?" If positive, push for signed contract this month.
Mon 3/3
2
Send pricing + schedule tech call · Lib & Co ($13.2K)
Silvio asked for pricing 2/25. Respond today with rep portal pricing. Schedule Brent tech call for Wed/Thu.
Mon 3/3
3
Call Audra Stewart · Woodbridge ($8.7K)
Watts should be back. Task was set for 3/2. Propose Thursday 2pm or Friday 11am for the Acumatica tech call.
Mon 3/3
4
Check with Suzanne on mock-up · Loomcraft ($8.7K)
Email Wednesday to confirm she's working on the sample order mock-up. If not received by Friday, offer to create a first draft.
Wed 3/5
5
Execute 3/6 Z-Lite follow-up · Z-Lite ($19.2K)
Email Scott + Zack to schedule the SuperCat ecosystem overview for week of 3/9-13. Confirm Kjael is available.
Thu 3/6
Also This Week
- Coordinate with Brent/dev team on Luho integration scope (Extensiv 3PL + QBO). Target: deliver assessment to Jessica by Friday.
- If Eli responds to 3/2 outreach (Gar Products), schedule alignment call. If no response by Wednesday, call Thursday.
- If Becky hasn't responded (Toltec), call her Wednesday to book discovery.
Advance or Disqualify This Week
LegrandCommit→Get approval status from Trey. If approved → contract this month. If stalled → downgrade to PIPELINE by 3/14.
Lib & CoDemo→Send pricing + schedule tech call → advance to Assist by end of week.
WoodbridgeAssist→Schedule Acumatica tech call → clear the path to Propose.
Gar ProductsPropose→Re-engage Eli → schedule alignment call → get proposal re-signed or identify new blocker.
LoomcraftAssist→Confirm mock-up status → build tailored demo → advance toward Propose.
Stalled Deals
2 dealsLegrand
This Week
Call Trey TODAY. His own words say the approval window is now. Ask: "Trey, you mentioned this week for the approval update. Where do we stand?"
IssueTrey said approval revisited "week after next" — that's THIS WEEK. No proactive follow-up since.
Risk if nothingApproval quietly dies. Close date 3/31 becomes another push. Lose momentum from Trey's stated readiness.
Woodbridge
This Week
Call Audra today. "Watts should be back — let's lock in the Acumatica tech call. Brent is available Thursday or Friday."
IssueAudra said Watts would be back "next week" (week of 2/24). That was a week ago. No follow-up since 2/17. Task "Check in with Audra" was set for 3/2.
Risk if nothingTech call never happens. High Point (April) arrives without contract signed. BEST_CASE forecast becomes unreliable.
Moving Deals
6 dealsGar Products ($26,040 / Propose / BEST_CASE)Best Deal
This Week
If Eli responds to the 3/2 outreach, schedule a 15-min call to address any remaining questions on GP integration + re-send proposal with a 3/14 signing deadline. If no response by Wednesday, call again Thursday.
WorkingJon executed the 3/2 follow-up exactly when Eli asked. Called + emailed. Eli is now finalizing their HubSpot implementation, which means they're investing in sales infrastructure — our solution fits that narrative.
AcceleratorOffer the Abiline Supply reference that Jon mentioned on the 2/10 call (Eli noticed their site says "Powered by SuperCat"). A peer reference could break the inertia on the unsigned proposal.
Exec CoverNot yet — but if Eli goes silent again, consider Kjael reaching out to Aaron Mueller directly.
Lib & Co ($13,200 / Demo / PIPELINE)
This Week
Send Silvio the rep portal pricing TODAY. Schedule the Brent ↔ Silvio/ERP consultant tech call for this week (Brent offered Tue/Wed/Fri availability on 2/20). Get proposal in Silvio's hands by Friday.
WorkingSilvio is actively requesting pricing and next steps (2/25 email). Data files reviewed, graded "A". Verbal commitment from Silvio at Lightovation. Tony (President) is on board. SPICED captured: June market is the critical event.
AcceleratorSilvio explicitly asked for "pricing of the rep portal." Respond with pricing + schedule the Brent tech call this week. Don't make him wait — he's in buying mode.
Exec CoverNo — Silvio and Tony are aligned. Just execute.
Luho Design House ($11,040 / Assist / PIPELINE)
This Week
Coordinate with Brent/dev team on integration scope assessment. Target: deliver to Jessica by Friday with contract attached.
WorkingJessica sent full data files (product, customer, images) on 2/25. Meeting 2/26 happened. Amount increased to $11K. Jessica is month-to-month on RepZio at $1,100+/mo — cost pressure is real and ongoing.
AcceleratorDeliver the integration scope for Extensiv 3PL + QuickBooks Online. Jessica's next step is waiting on this assessment. If feasible, bundle the contract with it.
Exec CoverNo — sole decision-maker, cost-motivated, data already in hand.
Loomcraft Textile ($8,700 / Assist / PIPELINE)
This Week
Email Suzanne Wednesday to check on mock-up status. If received, build the tailored visual demo by Friday and schedule the presentation to Brian.
WorkingTwo meetings completed (2/3 discovery, 2/10 deep-dive, 2/25 demo with Brian). Brian (CEO) joined the 2/25 meeting — he's engaged. Suzanne is creating the mock-up of the sample order form. Detailed executive summary sent 2/11 covering all technical requirements.
AcceleratorProactively follow up on the mock-up. If Suzanne hasn't sent it by 3/5, offer to create a first draft based on what Jon already knows from the meetings.
Toltec Lighting ($8,700 / Qualifying / PIPELINE)
This Week
If Becky hasn't responded to the 2/27 email by Wednesday, call her directly. Goal: book the discovery call for this week or early next. Ask to include Mike.
WorkingBecky is recovered from the storm. Jon re-engaged 2/27 on schedule. The relationship is warm and Becky indicated interest at Lightovation.
AcceleratorGet Mike Willis (VP) on the discovery call. Becky is the gatekeeper but Mike is the decision-maker.
Z-Lite ($19,200 / Demo / PIPELINE)Exec Air Cover
This Week
Execute the 3/6 task — email Scott and Zack to schedule the overview for week of 3/9-13. Confirm Kjael's availability for that call.
WorkingZack is engaged and gave a specific date to follow up (3/6). Scott (President/budget holder) is aware. Task explicitly says "ADD Kjael" — Kjael involvement is planned.
AcceleratorPrepare a side-by-side comparison document (Z-Lite custom app vs. eCat features) before the call. This is what Zack was asking about at Lightovation.
Exec CoverYes — Kjael requested in the task notes.
Deprioritize This Week
Z-Lite ($19.2K)Scott is away until ~3/6. Nothing to do until then except prep the side-by-side. Execute the 3/6 task on schedule.
Closed Won Customers
7 customersJon's customer base: 68 closed won / implemented deals. Strong lighting vertical depth. Key references for current pipeline: Abiline Supply (for Gar Products), Minka/Progress/GlobaLux (for Z-Lite and Toltec), Kaleen (for Loomcraft — textiles).
VoC Cheat Sheet
Pain Themes You'll Hear
"We've been talking about it forever but never pulled the trigger."
(Gar Products: Aaron says they've "talked about it for a while." Woodbridge: deal stalled since October 2025.) Buyers acknowledge the problem but lack a forcing function. Jon needs to create urgency where the market doesn't.
(Gar Products: Aaron says they've "talked about it for a while." Woodbridge: deal stalled since October 2025.) Buyers acknowledge the problem but lack a forcing function. Jon needs to create urgency where the market doesn't.
"Integration is the gate."
(Gar Products: GP integration. Lib & Co: Business Central. Luho: Extensiv 3PL + QBO. Woodbridge: Acumatica.) Every deal in Jon's pipeline has an integration requirement as the primary blocker. The tech call with Brent is the unlock in 4 of 9 deals.
(Gar Products: GP integration. Lib & Co: Business Central. Luho: Extensiv 3PL + QBO. Woodbridge: Acumatica.) Every deal in Jon's pipeline has an integration requirement as the primary blocker. The tech call with Brent is the unlock in 4 of 9 deals.
"Our reps won't use it / are too old."
(Z-Lite: "40% of reps won't even use this." Luho: "seasoned reps with limited adaptability." Loomcraft: concern about show-floor simplicity.) Rep adoption fear is universal. Jon should lead with show-floor simplicity and reference adoption success stories.
(Z-Lite: "40% of reps won't even use this." Luho: "seasoned reps with limited adaptability." Loomcraft: concern about show-floor simplicity.) Rep adoption fear is universal. Jon should lead with show-floor simplicity and reference adoption success stories.
Objection → Reframe
"We need to validate integration first."That's exactly why we do the tech call with Brent. He's scoped 50+ integrations. The call takes 30 minutes and removes the unknown. Can we get it on the calendar this week?
"We need more time / let's revisit later."I completely understand. The risk is that [High Point / June market / NY Now] arrives and you're still using the old process. If we start now, you have 4-6 weeks of buffer. If we wait, we're rushing.
"The price needs to make sense."Let me walk you through what clients with similar setups are paying today versus what they were spending before. [Jessica] was paying $1,100/mo for RepZio for 15 reps. She's switching to SuperCat at roughly half that cost with more functionality.
Quotes to Remember
"The bill is like nuts for what I'm using it for."
Jessica (Luho) — Cost frustration with RepZio.
"There's nothing worse than losing an order and having to start all over again and the customer gets pissed off."
Zack (Z-Lite) — Offline reliability anxiety.
"Right now, what they do is they send Michelle an email for the quotes, for this, for that, any information they need."
Aaron (Gar Products) — Quoting bottleneck through one person.
Competitive Landscape
RepZioActive in Luho (being replaced) and Fanimation (Emery's deal). Jon can reference Jessica's switch as a real-time case study.MED
Custom appsZ-Lite built their own. The "do nothing" alternative is Zack continuing to maintain it himself.MED
"Do nothing"The most dangerous competitor in Jon's pipeline. Gar Products, Woodbridge, and Legrand can all keep delaying indefinitely. Jon must create time-bound decision points.HIGH
Talk Track Adjustments
✓ Lean Into
"We've done this 68 times. The tech call with Brent is the fastest way to remove the integration question. It takes 30 minutes. Can we get it on the calendar this week?"
✕ Stop Saying
Stop asking "when works for you?" — propose 2 specific time slots. Every deal that's stalled has open-ended scheduling asks that the prospect hasn't responded to.
Personal Focus
🎯 Coaching Note
Stop open-ended scheduling. In Jon's last 30 days of emails, the most common pattern with stalled deals is "Let me know what works for you" or "When would be a good time?" This is polite but it puts the burden on the prospect, who is busy and will default to silence. The fix: always propose 2 specific time slots. Jon did this correctly with Lib & Co on 2/20 ("Brent is available: Tuesday from 11:00 AM to 1:00 PM and after 3:30 PM, Wednesday from 11:00 AM to 1:00 PM and after 3:00 PM, Friday with flexible availability"). This approach works — Silvio responded the same day. Apply it everywhere, especially Woodbridge and Toltec.