---
company: TechFlow
date: 2026-03-15
ae_name: Jordan Reeves
se_name: Marcus Webb
deal_stage: technical_eval
deal_health: 78
deal_outcome: active
call_purpose: technical_scoping
next_step_quality: 5
discovery_quality: 4
ae_discovery_score: 4
ae_multithreading_score: 5
ae_objection_handling_score: 4
ae_value_articulation_score: 4
ae_next_step_score: 5
se_technical_depth_score: 5
se_demo_effectiveness_score: 4
se_discovery_contribution_score: 4
se_objection_handling_score: 5
meddpicc_metrics: identified
meddpicc_economic_buyer: partially
meddpicc_decision_criteria: identified
meddpicc_decision_process: identified
meddpicc_paper_process: partially
meddpicc_identified_pain: identified
meddpicc_champion: identified
meddpicc_competition: identified
meddpicc_notes: "M:2M req/mo, growing 15% MoM|E:CTO Raj Kumar not yet engaged|DC:Tech fit, pricing, risk profile|DP:Working group review 3/26, decision by end of March|PP:SOC 2 NDA process initiated|IP:Build times 35-40min, preview env gaps, edge A/B complexity|Ch:Elena driving evaluation, David owns security|Co:Vercel as primary alternative (pricing concern noted)"
spiced_situation: 5
spiced_pain: 5
spiced_impact: 4
spiced_critical_event: 5
spiced_decision: 4
tension_flag: false
behavioral_trust_trajectory: Improving
behavioral_emotional_mismatch: false
behavioral_champion_health: Strong
talk_ratio_seller: 45
talk_ratio_prospect: 55
competitive_mentions: ["Vercel", "AWS Amplify"]
product_signals: ["Acme Edge Functions", "Build Caching", "Deploy Previews"]
red_flags: []
duration_minutes: 52
---

## Deal Summary

TechFlow is a fintech team currently on AWS Amplify, in final stages of two-vendor technical evaluation (Acme vs. Vercel). Elena Vasquez (Principal Engineer) and David Park (Security Engineer) drove a deep technical session covering four concrete gaps (build time 35–40 min, preview environments, edge A/B testing, SOC 2 compliance)—all addressed by Acme. CTO Raj Kumar (risk-averse, final authority) has not been engaged; decision deadline is end of March. **Deal Health: 78/100**

## Scores — AE (Jordan Reeves)

| Dimension | Score | Evidence |
|---|---|---|
| Multithreading | 🟩🟩🟩🟩🟩 | Named economic buyer (Raj Kumar), confirmed review timeline (3/26), mapped decision criteria, committed to cost model delivery before Thursday review. |
| Value Articulation | 🟩🟩🟩🟩⬜ | Positioned Acme's bandwidth model vs. Vercel's per-invocation pricing as direct wedge; proactively asked about request volume to model accurately rather than assume. |
| Next-Step Quality | 🟩🟩🟩🟩🟩 | Four owned actions with dates: NDA sent today, cost model by Monday, technical checklist from Marcus this week, Monday follow-up call locked (2pm Pacific 3/20). |

## Scores — SE (Marcus Webb)

| Dimension | Score | Evidence |
|---|---|---|
| Technical Depth | 🟩🟩🟩🟩🟩 | Systematically diagnosed root causes (no incremental builds, monorepo build-on-every-commit); modeled optimization (35–40 min → 6–10 min); explained edge isolation model with precision. |
| Demo Effectiveness | 🟩🟩🟩🟩⬜ | Shared live A/B testing code (15 lines); recommended low-risk PoC (deploy test branch this week) as validation tool; offered monorepo reference customer call. |
| Objection Handling | 🟩🟩🟩🟩🟩 | Handled "how does Acme vs. Vercel on build caching compare" with candor ("both faster than Amplify, trial needed to confirm")—earned trust over overselling. |

## MEDDPICC

**Identified Pain:** Build times 35–40 minutes, manual test environment setup, Lambda@Edge project shelved due to complexity, sparse SOC 2 documentation. **Metrics:** 2M requests/month, 15% MoM growth, 180-route monorepo, currently every commit triggers full rebuild. **Decision Criteria:** Technical fit (proved on edge A/B testing), pricing predictability (concern with Vercel's variable model), risk profile (CTO is risk-averse). **Decision Process:** Elena & David recommend to CTO; working group review 3/26; target decision 3/31. **Champion:** Elena (Principal Engineer, driving evaluation); David (Security Engineer, owning compliance validation). **Economic Buyer:** Raj Kumar (CTO)—not yet engaged. **Paper Process:** SOC 2 NDA initiated; security questionnaire expected. **Competition:** Vercel (primary alternative); per-invocation pricing surprises noted as Acme's opening.

## Risk & Momentum

| Signal | Status | Implication |
|---|---|---|
| CTO not yet engaged | 🟡 | Raj Kumar hasn't met Acme; he'll decide on business/risk criteria, not features. Cost model + reference customer validation must be ready before 3/26 working group. |
| PoC not confirmed | 🟡 | Elena said "I'll try to get it done"—not guaranteed. Real build time data would be more credible than projections before working group. |
| Vercel pricing pain is real | 🟢 | TechFlow's cost sensitivity makes Acme's bandwidth-based model a structural advantage in the final comparison. |

## The Unsaid

Elena's mention of Vercel's per-invocation pricing "surprise" was a calculated signal—she's already running cost scenarios and wants Acme's predictable bandwidth model to win on budget certainty. Raj's risk-aversion means he'll weigh operational and financial risk more heavily than technical parity; Acme needs a clear migration risk profile and 12-month cost projection in front of him before he enters the working group, not after Elena presents.

## Coaching Spotlight

**Marcus Webb (SE)—Strength:** Admitted Vercel's Next.js advantages upfront ("they created the framework") rather than claiming Acme was superior across the board—built credibility for his later positioning on pricing and monorepo efficiency. **Gap:** Should have offered to co-run the PoC with Elena this week (30 min to validate build caching) instead of leaving it to her solo under a deadline.

**Jordan Reeves (AE)—Strength:** Locked a post-Monday follow-up call tied directly to the working group timeline and proactively offered a detailed cost model without being asked—discipline around time-constrained deals. **Gap:** Didn't schedule a separate 15-min call with Raj Kumar this week to frame Acme as "lower infrastructure risk + cost predictability" before the working group shapes his view.

## Product Signals

| Product | Intensity | Context |
|---|---|---|
| Edge Functions (A/B testing) | 🔴 High | Elena said the Lambda@Edge alternative was "complex enough we shelved the project"—Acme's 15-line code example unlocked a previously impossible initiative for Q2. |
| Build caching + monorepo awareness | 🔴 High | Root cause discovery: 35–40 min builds with no intelligent filtering. Acme would reduce to 6–10 min AND skip 80–85% of commits entirely. |
| Deploy Previews | 🟡 Secondary | Designers "stopped using" Amplify previews due to slow builds; value unlocks once builds drop below 10 min but not the primary decision driver. |

## Next Steps

1. **Jordan (AE):** Send SOC 2 NDA today; deliver 12-month cost model (Acme bandwidth vs. Vercel per-invocation estimates at 2M req/mo + 15% growth projection) by Monday 3/20 AM for review call.
2. **Marcus (SE):** Send migration checklist + monorepo setup guide today; follow up on monorepo reference customer availability by Friday 3/19; confirm PoC quickstart setup with Elena.
3. **All:** Tuesday 3/20, 2pm Pacific — TechFlow technical follow-up call to review cost model and answer blocking questions before Thursday 3/26 working group review.