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Priya Raman9:12EU rollout: evaluating vendors before Q1
Jonas WeberMonRe: invoice for October
Ana CostaSunPartner webinar slides
CalendlySunNew booking: intro call
Ravi MenonFriRe: pilot pricing for Q1
G2FriYour weekly review digest
Inbox · sales@kestrel.io

EU rollout: evaluating vendors before Q1

Priya Raman · IT Director, Meridian Groupto sales@kestrel.io · 9:12

We’re rolling out to two EU sites by March and need a vendor who can keep our data in the EU. Budget is approved for Q1.

Could we see how you handle residency and SSO? Lena, our head of security, will join.

Sunnysidejust now
New prospect: Meridian Group
  • Budget approved, March deadline
  • Fits your best deals: fintech, 2,400 people
  • Opportunity created in Salesforce
Open dealNot a prospect
Meridian GroupFintech · 2,400 people
Decision makerTom BeckerCFO · nobody has met him
ChampionPriya RamanIT Director
BlockerLena OrtizHead of Security
InfluencerMarcus LeeIT Operations
InfluencerMina ShahProcurement
Your teamSara LindVP Sales
YouAlex MoreauAccount Exec
Sunnysidefrom 14 emails, 2 calls
Tom signs. Nobody has met him.
  • Sara worked with Tom at Lumen Bank, 2019 to 2022
  • Lena raised security twice: likely blocker
  • Intro drafted for Sara to send
Review intro
Prepared for Priya and Lena

EU data residency, answered.

Your three questions from 21 Oct, and how two fintech teams like yours run Kestrel today.
FrankfurtPrimary region
DublinBackups, EU only
2 engineersNamed, logged access
Data, backups and logs never leave the EU
SSO with Okta and Entra, set up in a day
Monthly access report to your security lead
“We passed our regulator’s audit with no findings on residency.”Head of IT, Lumen Bank
Reply to Priya Raman, Lena Ortiz

Hi Priya, hi Lena, the one-pager answers residency, backups and SSO, with how Lumen Bank set it up.

Would Thursday at 10:00 work for a 45-minute security review?

PDFMeridian-EU-residency.pdf2 pages · built just now
Sunnyside2 min ago
Built the asset that gets the meeting
  • From Security pack v4 and two fintech case studies
  • Answers all three questions in Priya’s email
  • Meeting time picked to suit Lena
SendEdit

Security review · Meridian

Thu 10:00 · 45 min
5 minWhere Meridian is today
15 minResidency and SSO walkthrough
15 minLena’s security questions
10 minNext step: an intro to Tom
Likely from Lena
“Who on your side can see our data?”Two named engineers, only on a ticket you open. Every access is logged.Security pack v4, p.12
“Our last vendor kept backups in the US.”Backups stay in Dublin. Lumen Bank checked this in their audit.Lumen Bank call, 12 Sep
Rehearsing with Lena OrtizAI buyer built from 2 calls and 14 emailsLive
“If legal needs another month, does the pilot stop?”
62Not ready yet. Run 1: no plan if legal slips.
Meridian security review · meet.google.com18:42
Priya Raman · Meridian Group
Priya Who on your side can see our data, and how would we know?
LiveCaught on this call18:42
  1. QuestionWho can see our data?Answered · Security pack v4
  2. ConcernLegal may need another monthAdded to open items
  3. CompetitorArcon, named by LenaBattlecard ready
  4. Next stepEU hosting note to Lena, FriDraft ready Review
Talk time18 min
Priya 44%You 34%Lena 22%
18:42
“Who on your side can see our data, and how would we know?”
Only two named engineers, and only on a ticket you open. Every access is logged and reported to you monthly.
From Security pack v4, p.12 · Lumen Bank call
KKestrel
Channels
#general
#deal-meridian
#finance1
#product1
#customer-success1
#sales-team
Apps
Sunnyside
# deal-meridianMeridian Group · EU rollout · 6 members
SunnysideAPP10:47 AM

Security review with Meridian wrapped · 44 min · Priya, Lena, Alex

StageQualify → Proposal
Amount$420,000 · close 15 Dec
DecidedFrankfurt hosting, backups in Dublin
OpenLegal may need another month · Arcon named
Salesforce updated · 5 fields
Open dealReview follow-up
2 repliesLast reply 10:52 AM
Sara Lind10:52 AM

Nice work. I’ll send Tom the intro today, Sunnyside already drafted it.

SunnysideAPP10:48 AM

Also posted to #finance (EUR yearly billing), #product (customer-managed keys, 3rd fintech this month) and #customer-success (go-live in March).

Alex Moreau10:55 AM

Sent the follow-up to Priya and Lena. Thanks for the draft.

SunnysideAPP4:02 PM

Lena hasn’t opened the EU hosting note yet. Want me to nudge her tomorrow at 9 AM, in the same thread?

Nudge at 9 AMNot now
Message #deal-meridian

Meridian · Path to signature

4 of 7 done
Security review with Lena24 Oct
Intro to Tom through Sara28 Oct
Pricing in EUR, billed yearly4 Nov
CFO meeting with Tom11 Nov
Data processing agreement signedDue 2 Dec
Order form approved by TomDue 9 Dec
Kick-off booked for MarchDue 12 Dec
Sunnysidethis week
Kept the deal moving
  • Turned legal’s 6 redlines into 2 decisions for Tom
  • Nudged Lena on the DPA, in her own thread
  • Drafted the order form from the quote
Review order form
Forecast
$420KCommit · closing 15 Dec
Win chance, and what moved it82%
755025+18+14+9+13+8
Security reviewIntro to TomEUR pricingCFO meetingDPA signed
AI buyer · built from the Meridian deal04:12
Lena OrtizHead of Security, Meridian Group
Lena
You
End practice
Readiness for Thursday
62/100
Answered residency with the source
Named who can see their data
A plan if legal slips a month
Run 2 of 3 · built from 2 calls, 14 emails

Everything it does here.

EU rollout: evaluating vendors before Q1

Two EU sites by March. Budget is approved for Q1.

Deals found in the inbox

Real buying intent flagged and opened in your CRM.

Thursday · Security review
  • Goal: agree EU hosting
  • Lena raised security twice
  • Ask who signs once legal is done
Prep before every meeting

A brief and a one-pager for each buyer, ready without asking.

Readiness for Thursday
Run 162%
Run 288%
Rehearse with the buyer

Practise the hard questions with an AI buyer built from the deal.

“Who on your side can see our data?”

Only two named engineers, on a ticket you open. Every access is logged.

Security pack v4, p.12
Answers on the call

The sourced answer on screen while the buyer is still asking.

Opportunity updated · 5 fields

Stage Qualify → Proposal · $420,000 · close 15 Dec

CRM and Slack, updated

Fields, notes and team updates written back when you hang up.

Meridian · 4 of 7 done
  • Security review with Lena
  • Intro to Tom through Sara
  • Pricing in EUR, billed yearly
  • DPA · due 2 Dec
A plan to signature

Every step to close, chased and kept current.

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