Deadlines, pressure from above, something that went wrong — any pain point they shared in their own words.
2
What are they already using?
Any software or vendor they mentioned — whether it’s working for them or not. Even frustration signals help.
3
Who did you speak to?
Their role and what they seemed to care about most — budget, risk, speed, or keeping their job. It shapes the play.
!
Don’t overthink it
Write it like you’d tell a colleague over coffee. The more natural and specific, the better the result.
REAL EXAMPLE
Notes from a 30-min call
Spoke to the Head of IT and the Compliance Manager at a mid-size bank. The compliance team just failed an internal audit — people who left the company still had active accounts and the auditors flagged it. The Head of IT said their security tool is technically deployed but nobody actually uses it because it slows everything down. Engineers just find ways around it. The Compliance Manager is under serious pressure to fix this before the external audit in Q3. The CFO also joined for 10 minutes and mentioned their cyber insurance is up for renewal in August and the insurer sent a questionnaire asking specifically about access controls. They’re also halfway through moving to Azure. Nobody I spoke to could tell me exactly who has access to what right now.
Your discovery notes
Analysing…
QUICK ADDCompliance / AuditPrivileged AccessMachine IdentityFriction / UXToo Many ToolsCustomer IdentityAI ReadinessBreach / ThreatIdentity LifecycleThird Party AccessRemote / VPNCloud MigrationOT / IndustrialRegulatory MandateCyber InsuranceMicrosoft StackOktaCost / ROI
Matched Offerings
Based on your discovery notes. Select the best fit — then optionally add industry and partner context.
✦Select multiple offerings to compare plays
Why this fits
Customer Industry OPTIONAL
Healthcare
Federal / Government
Generic
Partner in Deal OPTIONAL
No Partner
Okta
Microsoft Entra
Ping Identity
CyberArk
SailPoint
ForgeRock
Industry and partner sharpen the play — skip for a general recommendation
Analysing discovery notes...
Seller Toolkit
The Play
Open the Call
Objections
Qualify
Proof Points
vs Partners
Expand Deal ↑
What to say
If they mention a partner
Why this play
Your next move
Open with this
Questions to ask next
When they push back — what to say
✓ This deal is real if...
✕ Walk away if...
Customers like them who said yes
How to win against each partner
PARTNER
WHAT THEY'LL CLAIM
HOW YOU WIN
🔐
ACR Growth Strategy
Privileged Access Management
Attach proprietary products · Follow the path · Close MOps
Platform ACR opportunity
Full platform ACV per account
$630K – $1.9MACV
What this number means
✕
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Growth path — sell these next
⬡ Managed Operations — recurring revenue on every deal
"Who is going to run this after we deploy it?"
Expansion signals — listen for these
Attach to this deal now
One question opens each conversation
✉ Email Templates
✏️
Prompt
✏️
Your Prompt
Edit your call notes any time. The play updates instantly.
CurrentNo prompt yet
What came up on the call
0 characters
They said...
Auditors are on us
Too many admins
Devs bypassing security
Login is a nightmare
Too many tools
Had a security incident
Onboarding too slow
VPN is killing us
Moving to cloud
Insurance renewal
Using Microsoft
Budget is tight
Sales Play Activator
How to write a great prompt
The better your input, the sharper the play. No jargon needed — write it like you'd tell a colleague.
How it works
What to include
Example prompts
FAQs
Three steps to your play
1
Write what came up on the call
Include who you spoke to, the problem they described, any tools or vendors mentioned, and any deadlines or pressure. Don't edit — paste raw notes. The engine reads specifics, not summaries.
2
Confirm the matched offering
The engine scores your notes against six offerings and surfaces the best match. You can always override it — if you know it's a PAM deal, select PAM. Add industry and partner to sharpen the play further.
3
Use the play — built for your deal
Six tabs give you everything: what to say, how to open, how to handle objections, how to qualify, proof points, and competitive positioning. Use the Seller Toolkit for ready-to-send emails and LinkedIn messages.
Good vs weak prompt
Strong prompt
Spoke to the CISO and Compliance Manager at a bank. Auditors flagged 340 orphaned accounts. CyberArk is deployed but DevOps bypasses it. Insurance renewal in August — insurer asked specifically about privileged access. CFO was in the room and seemed cost-focused.
Specific people, numbers, named tool, clear deadline, buyer context.
Weak prompt
Spoke to the security team. They have identity issues and want to improve their security posture. Compliance is important to them.
No names, no specifics, no tools, no deadline. Engine can't match confidently.
Include these in your prompt
Who you spoke to — title matters
The problem in their words
Tools they mentioned — love or hate
Any partner named
Deadlines or pressure — audit, renewal, board
What's blocking them
Other stakeholders — CFO, compliance, IT
Cloud or infrastructure context
Tips for a better match
✓
Write naturally
No jargon needed. "Their security tool slows people down and engineers work around it" works just as well as "PAM adoption is low."
✓
Use the quick-add chips
The "They said..." chips on Step 1 add signal phrases the engine recognises. Tap the ones that match what you heard, then add your own specifics on top.
✓
Edit your prompt any time
Use the pencil tab on the left side of the screen on any page. Update your notes and re-match without starting over.
!
Don't over-edit your notes
Raw, messy, specific notes consistently outperform polished summaries. Paste what you wrote on the call.
Tap an offering to see an example prompt
Privileged Access
Governance
Customer Identity
Zero Trust
Machine Identity
Threat Detection
Spoke to the Head of Infrastructure and CISO at a mid-size bank. Auditors found 340 accounts still active from people who left last year. CyberArk is deployed but DevOps hates it and routes around it — engineers use personal AWS credentials instead. Nobody can tell me how many privileged accounts actually exist. Cyber insurance renewal in August — insurer asked specifically about privileged access controls. CFO was in the room for 10 minutes and seemed very cost-focused.
CISO + CFO340 orphaned accountsCyberArk bypassedInsurance August
Met with the Compliance Manager and VP IT at a healthcare network. Quarterly access certification takes three weeks and completion rate is about 60% — the rest are rubber-stamped. 800 agency nurses cycled through last year and provisioning delays caused three-day gaps before staff could access patient systems. HIPAA audit is in Q3. They mentioned SailPoint but said it is heavily customised and painful to maintain.
Spoke to the CMO and Head of Digital at a national retailer. They just measured cart abandonment at login for the first time — it is 34%. Account takeover fraud cost them around 2,000 cases last year. They want passwordless but their platform does not support it. Third-party cookies going away is a board-level concern with no plan. GDPR fines are a real risk given their EU customer base.
CMO + Head of Digital34% login abandonmentATO fraudCookie deprecation
Spoke to the CISO at a federal contractor. They need to meet the CISA Zero Trust Maturity Model within 18 months or risk losing their contract. Staff complain about VPN performance every day — some use personal devices to avoid it. They had a spear-phishing incident 6 months ago that bypassed their push MFA. 8,000 users, mix of staff and contractors, Microsoft shop running Entra.
Spoke to VP Engineering and Head of Security at a Series D SaaS company. Developers create service accounts constantly and nobody tracks them — they estimate around 400 but have never done a proper inventory. Three months ago a developer pushed an AWS secret key to a public GitHub repo. They use HashiCorp Vault for some things but adoption is around 30%. Running entirely on Kubernetes, 200 engineers.
VP Engineering + Head of SecurityGitHub secret leakHashiCorp Vault 30%400 untracked accounts
Spoke to the CISO and SOC Lead at a global tech company. A credential stuffing campaign ran for 6 weeks before Splunk flagged it — 200 accounts compromised. They run CrowdStrike and Splunk but said there is a clear blind spot around valid-credential misuse. Mean time to detect identity threats is unknown. Board has been asking hard questions since the incident. CISO has been in seat 90 days and is under pressure to show progress.
No. Write in plain language. "Their security tool slows people down and engineers work around it" works just as well as "PAM adoption is low." Natural language beats jargon every time.
What if I don't know the partner? ▾
Leave it blank or select "No partner." The play will be a general version for the offering and industry. If a partner was mentioned on the call — even in passing — always include it. It changes the play significantly.
The wrong offering was matched — what do I do? ▾
Override it on Step 2. The matching engine is a guide, not a rule. You know the deal — if it is a PAM conversation, select PAM. You can also edit your prompt using the pencil tab on the left and re-match.
Can I update my prompt after I've seen the play? ▾
Yes. Use the pencil tab on the left side of the screen on any page. Edit your notes and hit "Re-match offering" to refresh, or "Save prompt" to update without re-matching. Your notes persist across the session.
How long should my prompt be? ▾
Two to four sentences is enough — who you spoke to, the main problem, any tools mentioned, and any urgency. Longer is fine. Don't over-edit. Raw call notes pasted directly often produce the sharpest plays.
What do the "They said..." chips do? ▾
They add pre-written signal phrases the matching engine recognises. Use them when you're short on time or can't remember exactly what was said. Tap the ones that match, then add your own specifics on top for a sharper result.
What is the Seller Toolkit? ▾
The Seller Toolkit appears on the play results page. It gives you ready-to-send email templates, a LinkedIn outreach message, the full seller packet for the matched offering, and a one-click copy of the full play.