Summary

Enterprise platform deal to standardize operations across HQ and 3 acquired subsidiaries. CEO-driven initiative with 18-month consolidation mandate. Competing against an internal custom-build proposal.

Current State

• Initial discovery and demo completed with CEO and COO on February 27.
• Strong executive urgency but IT team is skeptical about speed of implementation.
• Internal dev team has proposed a custom-build alternative — we need to make the build-vs-buy case.
• Head of IT (Brian Hoffman) wants a detailed implementation plan before supporting vendor path.

Next Steps

• Prepare build-vs-buy comparison document tailored to their acquisition integration timeline.
• Schedule technical deep-dive with Brian Hoffman's team to address implementation concerns.
• Request subsidiary operations data to build a consolidation ROI model.
• Follow up with Samantha Cho on operational requirements for subsidiaries.

Activities

• 2026-03-06: Internal review — flagged competitive risk from internal build team.
• 2026-02-27: Full demo for David Reeves (CEO) and Samantha Cho (COO). 2 hours. Strong interest, concerns about timeline.
• 2026-02-20: Intro call with Samantha Cho — 30 min, confirmed consolidation pain.
• 2026-02-14: Cold outreach to David Reeves based on acquisition news coverage.

Risks / Blockers

• Internal custom-build proposal is the main competitor — need to prove faster time-to-value.
• IT team is small and stretched — high implementation support expectations.
• Three different subsidiary systems to integrate — complexity could grow scope and cost.