A briefing for the Q3 leadership review · Prepared with Derek Kelliher, VP New Business Sales
Pipeline has been on the review agenda every quarter. The team is about to grow from 10 to 17 reps by January. Without a new source of qualified pipeline, that growth spreads the same pipeline across more sellers, and pipeline per rep falls exactly when it needs to rise.
Taurus watches the market for Protex specific buying signals, continuously. It ranks every account in the territory by a dated, sourced "why now", names the best entry personas inside the buying committee, and drafts the first touch.
Taurus reads the transcripts Avoma already produces and verifies stage evidence against the Q2 criteria: what is proven in the customer's own words versus what is optimism. Built for the moment there are 17 reps and multiple layers of management.
Generic intent data was not built for this category. These five lanes were specified from how Protex deals actually start.
The strongest buying trigger in the category, and the hardest to capture today. Surfaced with source and date, plus guidance on when outreach is appropriate.
Executive safety statements in investor materials, annual reports and 10 Ks. A funded, C level initiative is a deal that can close.
Tracked and weighted as one input, not treated as a fire alarm on its own.
Sites investing in automation, digital twins and factory AI, where a safety layer is the natural next conversation.
New CFOs, new EHS leaders, champions changing companies. Untracked today, and often the single best moment to enter an account.
Taurus proposes; the team decides. Every draft is queued for a named rep to approve, edit or hold. There is no automated sending, no unauthorised offers, no scraping. The intelligence is aggressive. The execution is governed.
Taurus is not a sales tool or a marketing tool. It is the account intelligence both teams currently lack, consumed two ways, so the handoff between them finally carries reasons instead of lists.
The hardest ABM decision is which accounts get high touch investment this quarter. Taurus makes that call with a named, dated, sourced reason per account, re ranked as signals land, not an anonymous engagement score.
The same intelligence, consumed as action: ranked queues, entry personas, drafted approval gated touches, cadence tracking, and stage evidence from Avoma calls.
The handoff currency changes: not "here are the leads" but "here are the accounts, here is why now, and here is who to talk to." Marketing and sales run off one ranked truth instead of two dashboards that disagree.
6sense tells marketing which accounts might be in market, anonymously, by topic surge, and then helps advertise at them. The problems on the table are different: which accounts should demand gen invest in and can that investment be traced to revenue, and what should each of 17 sellers do on Tuesday morning, with which person, saying what. Buying 6sense would leave all of it unsolved, because its output is an engagement score, and the output that matters here is a meeting.
| What Protex actually needs | 6sense | Taurus |
|---|---|---|
| A named, dated, sourced "why now" per account, in plain language a rep can act on | Anonymous scores, not reasons | Core of the product |
| Safety specific signal lanes: site incidents, path to zero commitments, EHS hiring, buying committee moves | Generic keyword taxonomy, cannot see these | Built for this category |
| The right entry person inside a 300 title org, with evidence of what they care about | Contact data only | Persona engine, evidence attached |
| Drafted, approval gated first touches so BDRs open PG Tuesday with work ready | Not what it does | Yes, nothing sends itself |
| Tracks the cadence: invite sent, then email, then call, per person | No | Yes |
| Reads Avoma calls, verifies stage evidence, enforces the Q2 criteria | Stops at top of funnel | Origination to close |
| Usable by reps, BDRs and demand gen directly, day one | Needs a dedicated operator before anyone else benefits | Both teams, no operator |
| Time to value | Months of implementation, then ongoing ops | Four weeks, works on historical data from day one |
| Anonymous intent surges and display advertising | Its core strengths | Not the focus, by design. If ads matter, that stays a marketing choice |
Taurus is deployed per team, not sold off a rate card. The shape, and therefore the commercials, come out of a working session between Derek and the founder. The decisions to make together:
Accounts under intelligence. Which territories first, and how many accounts get the full signal and persona treatment. The system scales in bands as the account list grows.
Who runs on it. The whole floor from day one, or BDRs plus the new hire cohort first, and whether demand gen takes the account tiering view alongside, so campaign investment and seller attention run off the same ranked list.
Signal lanes for version one. Which of the five Protex lanes go live first, incidents, path to zero, EHS hiring, transformation intent, committee moves, and which sources feed them.
Execution and cadence, per rep opt in. Whether reps run drafted touches only, or the approval gated extension and cadence tracking as well, with the caps and controls set by Protex.
Success criteria, written down. Defined with Derek in his metrics, pipeline per rep first, reviewed at day 90.
Scope first, commercials follow scope. That conversation happens with Derek directly.
Working call, 45 minutes: marketing leadership, demand gen, BDR management and Derek. Live walk through of the signal lanes and the PG Tuesday workflow, questions answered at whatever depth the room wants.
Four week onboarding: kickoff workshop, account selection, connectors live, signals running on the full list, drafts queued to reps. Success criteria co authored and reviewed at day 90.
Founding partner terms: the enablement programme, the founder embedded with the team for the first ninety days, is included for the founding cohort of three customers, in exchange for a case study and reference participation.