Intelligence Layer

The Practitioner's Proof: Context > Jargon

Tom, a veteran AE, recently lost a deal because the competitor "seemed to understand the business better." They used the exact language the executive team was using internally, while Tom relied on generic vendor value propositions.

The 20-Minute Pivot:

Tom used AI to analyze three years of annual reports and earnings calls. He found "cost-to-serve" mentioned 17 times, while "innovation" appeared only twice.

✓ OUTCOME: Repositioned pitch from "Digital Transformation" to "Operational Efficiency." Won the £5M mandate.

The 20-Minute Tactical Workflow

Reclaim 15+ hours per week by automating the gathering of deep intelligence.

10 MINS

Data Gather

5 MINS

AI Synthesis

5 MINS

Human Review

Execution Example: RetailCo Ltd

The Hierarchy extraction maps the account like this:

GOAL
"Reduce cost-to-serve by 15% over 3 years" (CFO Letter, p.4)

STRATEGY
"Supply chain optimization through technology modernization"

INITIATIVE
"Cloud migration of legacy ERP system" (IT Section, p.28)

LEVEL 1

Strategic Hierarchy Extraction

Context

Map the connection between board-level targets and funded projects.

Fuel Required CEO Shareholder LetterAnnual Report (Front Half)

"Analyze the attached excerpts from [COMPANY].

1. Identify the top 3 board-level GOALS for this fiscal year.
2. Map the STRATEGIES being deployed to reach those goals.
3. Identify the funded INITIATIVES that sit under these strategies.
4. Provide exact page numbers for every finding."

LEVEL 2

The Accusation Audit (Friction Finder)

Context

Surface the unspoken pain found in 10-K Risk Disclosures.

Fuel Required 10-K Risk FactorsEarnings Call Transcript

"Focus exclusively on the 'Risk Factors' and 'MD&A' sections.

1. Look for mentions of 'legacy friction,' 'failed transformations,' or 'change management delays.'
2. Surface any 'Boring but Expensive' problems (technical debt).
3. Draft 3 discovery questions that start with: 'It seems like [ISSUE] is causing...'"

LEVEL 3

Executive Persona Intelligence

Context

Identify the Psychological Hook: Are they a risk-taker or a revenue-protector?

Fuel Required LinkedIn Profile (About/Posts)Podcast Transcripts

"Analyze the communication style of [NAME].

1. Determine if their Psychological Hook is Revenue Growth or Revenue Protection.
2. Identify any specific vendor 'pet peeves' they have mentioned.
3. Draft a tailored value proposition using their specific vocabulary."

LEVEL 3+

The 8-Pillar Enterprise Protocol

Institutional-grade scan for deals >£500k. Uncovers the 'Management Gap.'

Stage 1: Calibration

"I am analyzing [COMPANY]. Before we look at their data, define the 2026 'North Star' benchmarks for [INDUSTRY]. What are the 3 non-negotiable priorities for a CEO in this sector?"

Stage 2: The Blind Spot Finder

"Perform an 8-Pillar scan comparing the CEO’s promises against the 'Risk Factors' in the 10-K. Identify the Blind Spot: Which strategic promise is most at risk due to internal friction?"

THE CLOSER

The Persona Mirror

Turn the AI into a 'Digital Twin' of your prospect to handle objections before the live call.

"You are now [NAME], [TITLE] at [COMPANY].

Your mandate is [RESEARCHED MANDATE]. You are skeptical of jargon. Challenge my assumptions based on your reported 10-K risks.

Respond to: 'Hi [NAME], I was looking at your Q3 report regarding the 12% cost increase...'"

Weekly Bonus: The Sinatra Test Filter

Remove the 'fluff' from your emails and decks.

"Review my draft. Replace every generic adjective with a concrete metric from the company's 10-K. Ensure it follows the Sinatra Test: 'If I can help them solve [SPECIFIC RISK], I can help them solve anything.'"

PRACTICE IN THE SANDBOX