Summary

Greenfield opportunity to replace manual compliance and reporting workflows. Early stage — champion identified but executive engagement and security review are ahead.

Current State

• Initial discovery call completed with Elena Vasquez on March 3.
• Pain points confirmed: quarterly reporting takes 6-8 weeks manually, compliance team of 12 doing work that should be automated.
• No access to CISO or CFO yet.
• Elena is building an internal business case to get budget approval.

Next Steps

• Send Elena the ROI calculator and reference case studies by March 28.
• Request introduction to Richard Fong (CISO) for early security review alignment.
• Prepare data residency and SOC 2 documentation package.
• Target demo for broader stakeholder group in early April.

Activities

• 2026-03-10: Internal deal review — classified as high-potential, needs executive access.
• 2026-03-03: Discovery call with Elena Vasquez (45 min). Strong pain, unclear budget authority.
• 2026-02-25: Inbound demo request from Elena via website.

Risks / Blockers

• No executive sponsor engaged yet — deal depends on Elena's ability to sell internally.
• CISO security review could add 4-6 weeks. Need to start early.
• Palantir is being evaluated for adjacent use cases — budget overlap risk.
• Fiscal year ends June 30 — tight timeline for a new vendor procurement.