ACME CORP — MEETING PREP BRIEF
Company: Acme Corp | Series B ($42M) | 180 employees | San Francisco
Product: B2B workflow automation for operations teams
Founded: 2019 | CEO: Sarah Chen (ex-Salesforce, ex-McKinsey)
Recent news:
- Launched enterprise tier Q1 2026
- Hired VP Sales from Workato (signal: scaling revenue motion)
- 3 open SDR roles posted this week
ICP fit score: 8/10
Strengths: right size, right funding stage, operations focus matches our use case
Gap: no data on current tool stack
Talking points:
1. Their Q1 enterprise launch — new needs at that scale
2. SDR hiring signal — they're investing in outbound
3. Workato VP hire — they know integration complexity
Anticipated objections:
- "We already use [X]" — focus on what X doesn't do for their new enterprise tier
- "Not the right time" — the SDR hiring suggests they're actively scaling now
Recommended questions:
1. What's the biggest bottleneck in your current workflow for enterprise accounts?
2. How is the Workato hire changing how you think about integrations?
3. What does success look like in the next 90 days for your ops team?
