{"slug":"developers/pipeline-playbook","title":"Pipeline Playbook","section":"developers","sectionLabel":"Developers","status":"unclassified","type":"document","path":"developers/pipeline-playbook.mdx","bytes":6172,"description":null,"updated":null,"source":"integratewise/Integratewise-docs-wiki","content":"\n## The Pattern\n\nIntegrateWise does not sell a platform. It sells a simpler working day with a trusted Twin.\n\nEvery stage of the pipeline trains on the same narrative:\n\n- The daily cycle that does not need to exist\n- The AI gap that already betrayed the customer\n- One connected work surface that remembers the work\n- Approval-gated AI that never acts behind the user’s back\n- Continuity that compounds every day\n\n---\n\n## Sales Stages\n\n### 1. Opening (0–10 min)\n\n**Goal:** Surface a real, recent pain. Do not pitch features.\n\n**Openers:**\n\n- “Tell me about the last time you had to answer a question about an account or project and had to open more than one system.”\n- “Walk me through your morning to prepare for one customer meeting.”\n- “When did you last get surprised by something that changed overnight?”\n\n**Listen for:**\n\n- Tab-switching ritual to reconstruct context\n- AI conversations that were abandoned because the AI forgot or invented information\n- Manual copying between CRM, support, finance, and communication tools\n- Knowledge disappearing when a teammate leaves\n\n**Reframe the pain:**\n“You are the integration between your own tools.”\n\n**Anchor the brand doctrine early:**\n\n- Your data stays yours.\n- Your AI does not act without your say.\n- Approval happens between the AI and anything real.\n\n---\n\n### 2. Pain Amplification (10–20 min)\n\n**Goal:** Make the cost of the status quo visible and recurring.\n\n**Use the daily-cycle framing:**\n\n| Step            | Where it hurts                                  | What it costs                                |\n| --------------- | ----------------------------------------------- | -------------------------------------------- |\n| Gather context  | CRM + support + finance + meeting notes + slack | 2–4 hours/day per knowledge worker           |\n| Re-brief AI     | Copy-paste the same background every session    | Wasted AI seats, lost trust                  |\n| Compare systems | Spot the change, exception, or opportunity      | Missed renewal, missed risk, late escalation |\n| Follow through  | Draft, send, log, update across tools           | Slow decisions, forgotten commitments        |\n| Rebuild context | After fires, interruptions, or PTO              | Zero continuity                              |\n\n**Key reframing:**\n“AI was supposed to remove this work. Instead, most AI added another tab that starts blank.”\n\n**Make it personal, not generic.**\nUse their actual tools, roles, and vocabulary from discovery.\n\n---\n\n### 3. Solution Mapping (20–35 min)\n\n**Goal:** Show how IntegrateWise removes each phase of the pain cycle.\n\nMap every pain to a product outcome:\n\n| Pain                                         | IntegrateWise outcome                       |\n| -------------------------------------------- | ------------------------------------------- |\n| Opening five tools to understand one account | One work item, one view, one Twin           |\n| Re-briefing AI every morning                 | Twin already knows the work                 |\n| Missed changes or surprises                  | Silent signal in Workbench with evidence    |\n| Manual QBR prep                              | Meeting brief waiting in the Workbench      |\n| Forgotten commitments                        | Timeline + follow-up drafts + approval flow |\n| Lost context after PTO                       | Resume Work restores exact state            |\n| AI acting without visibility                 | Approval gate on every consequential action |\n\n**Use the Canonical Four Actions as product language:**\n\n1. **Store in Spine** — capture the truth you own\n2. **Ask Your Twin** — understand without re-explaining\n3. **Assign Your Twin** — let AI do the hard preparation\n4. **Approve Twin's Action** — stay in control, always\n\n**DO NOT explain OODA, Capability Fabric, or ExecutionPlans.** These are internal. Use product language in customer conversations.\n\n---\n\n### 4. Differentiated Close (35–50 min)\n\n**Goal:** Draw a hard line between point solutions and continuity.\n\n**The closing arc:**\n\n1. “You don’t want another tool that solves one moment in time.”\n2. “Point solutions connect systems today and leave tomorrow.”\n3. “IntegrateWise connects your context across time.”\n4. “The longer your team uses it, the less work they have to do.”\n5. “Every next decision is faster, grounded, and governed.”\n\n**Continuity math:**\n\n- Month 1: One week of memory replaces three status meetings.\n- Month 3: The Twin knows patterns before the team does.\n- Month 6: Tools read from the same truth; fewer duplicate records, fewer surprises.\n- Month 12: Institutional memory that leaves with the people no longer matters.\n\n**Trust anchor:**\n“Your people approve every important thing. The AI watches, prepares, proposes. Nothing changes your records, sends on your behalf, or executes without explicit approval.”\n\n---\n\n## Demo Sequencing\n\nStart with outcome. Avoid feature tours.\n\n### Minute 0–3: The Problem\n\n- “You check [CRM], [Support], [Finance], [Chat] to understand [entity].”\n- Quantify wasted time using discovery data.\n\n### Minute 3–8: One Connected Surface\n\n- Show Resumed Work / Context360 for a real job-to-be-done.\n- Show changed signals with evidence.\n- Show one prepared Twin output.\n\n### Minute 8–12: The AI Contract\n\n- Show Ask vs Assign vs Approve.\n- Ask something grounded in the real context.\n- Show a prepared draft and the approval preview.\n\n### Minute 12–15: The Ask\n\n- “What would it mean for your team to have this every morning?”\n- ROI frame: time saved × hourly cost = first-month payback.\n- Next step with ownership and date.\n\n---\n\n## Objection Gate\n\nWhen a prospect raises a concern, move into [`objection-handling.md`](./objection-handling.md) and return to the mapping stage when resolved.\n\n---\n\n## Contract\n\n- Discovery → happens on the call.\n- Demo → shows real work, not a feature menu.\n- Pilot or POC → uses their actual tools and a real work item.\n- Close proposal → aligns with their role’s time savings.\n- Handoff → internal summary shared with champions, technical buyer, and approver.\n"}