19 sectionsfrom the cockpit to the evidence
226 pagesread per company (median)
0 to 100fit score against your ICP
3 sizesExecutive, Detailed and Complete, in PDF on every plan
Dossier contents
Each section answers a question in the sale
CockpitThe executive reading of the company on one screen: entry thesis, momentum, opportunities, power map, triggers and the person who opens the conversation, the same one in the PDFs, in the 1st meeting and, on Intermediate and up, in the cadence.
AboutWhat the company does, how it grew and how it is organized today.
NumbersGross and net revenue by fiscal year, the change each year and the signs of financial health.
SegmentThe market the company plays in: competitors, regulation, trends and its position in the segment.
ComplexityWhat sizes a project there: units, inventory, channels, tax and customers.
MomentumWhat the company is setting in motion now: investments, expansion, leadership change and projects under way.
DemandsPains found, with the fact that supports each one.
StackThe systems the company uses today, each with its grade of proof, so you know where your offer fits and who you will be up against.
StakeholdersWho decides and who influences, from manager level up, with each person's role in the purchase.
TriggersThe dated facts that justify the conversation today.
OpportunitiesThe offers in your portfolio matched against the researched company, with the value hypothesis and the use case. Plus, on Intermediate and up, the alternatives your team adds, each one tagged.
CadenceOn Intermediate and up, the ready messages for each touch, opening through managers and directors; when the cadence is scheduled, GoSeek picks the channel for each touch from what each person has. On Advanced, GoSeek sends it from the rep's own email, WhatsApp and LinkedIn.
BattlecardHow your offer is positioned at this company, and where the competition comes in.
1st meetingThe script in the order of the conversation, what to watch for in the conversation, what we don't know and you should ask, and your organization's own script.
DiscoveryThe questions for each role in the purchase: business, finance, technology and operations.
RisksFinancial, regulatory and reputational risk that can stall the deal.
ObjectionsThe likely objections, with the ready response and the proof that supports each answer.
MEDDPICCThe eight letters pre-filled with what public sources support, as a hypothesis to validate in the first conversation.
EvidenceSupporting material for anyone who wants to check before taking it to the customer.
Click a section to see an example screen, with fictitious data.
A dossier the manager takes to the committee
The rep arrives at the meeting with numbers and facts they can quote to the customer, each with its source, and the manager passes the dossier on to the committee with no rework.
What the rep takes to the meeting
Information that holds up in front of the customer
Questions
About the dossier
How long does it take to get a dossier?
7 to 15 minutes per company, with 100 to 500 sources read. By hand, the same work takes hours per company.
Can I take the dossier to the committee?
Yes. The dossier comes out as a PDF in three sizes, Executive (2 pages), Detailed (6 pages, following the stages of the sale) or Complete, and circulates among sales, pre-sales and leadership. On Intermediate and up, it also comes out in Excel.
Is the tool in Portuguese?
Yes, and also in English and Spanish. The interface is in all three languages, and the dossier is generated in Portuguese.
Can several users work on the same portfolio?
Yes. Dossiers sit in a shared base for the organization, with search and the history of each company.