Discovery Conversation Tracker
Quota: 25 interviews
Deadline: ~5-6 weeks from March 21, 2026 (late April / early May)
Completed: 5 of 25
Pace needed: ~3-4 per week
Completed (5)
| # | Name | Type | Date | Key signal |
|---|
| 1 | Mickey | Friend/peer | Feb 26, 2026 | "Thorough, deeply investigates, doesn't jump to conclusions." Anchored at $225-250. |
| 2 | Kirk | Former client | Feb 27, 2026 | "She's not some consultant, she's your team member." Pricing: $200 no flinch, $100 too low. |
| 3 | Ethan | Peer founder (Red River) | Mar 18, 2026 | "Two lines of business." Direct billing collab model. Anti-gatekeeping resonance. |
| 4 | Justin | TBD | Mar 19, 2026 | — |
| 5 | Susan Burgard | Former colleague, referral source | Mar 21, 2026 | Laptop help visit. Same-day testimonial (combined both options + added "communication skills"). "I sat with it for 2 hours and it would never go as far as it did with you." |
Near-Term Pipeline
| Name | Type | Angle | Status |
|---|
| Kay | Peer/contact | Flip the interview dynamic, he owes you one | Ready to schedule |
| Tech Speakers Tuesday attendees | Fresh engineers | Engineers in the room, cold-ish but warm context | Next Tuesday event |
| Nimrod | Junior engineer, current client | Great junior perspective once he's more settled into the relationship | Hold, let the relationship develop |
| Zak | Client | Hold for post-impact interview so the signal is higher quality | Hold for results |
After Delivery
| Name | Type | Angle | Status |
|---|
| Lucie (Guiltless.ai) | B2B client | Post-training interview, wait 1-2 weeks after delivery for results to land | Hold until training is delivered + buffer |
Long Shots (Testimonial Pivots)
These are people who agreed to written testimonials. If any respond, pivot to: "Hey can we do 15 mins on a call instead of a written testimonial? Easier for you and more helpful for me."
| Name | Connection | Status |
|---|
| Tom | Former colleague | Waiting on response |
| Mohammad | Former Amex boss | Waiting on response |
| Geetha | Former colleague | Waiting on response |
| Sylke | Former colleague | Waiting on response |
| Peter | Former colleague | Waiting on response |
| Ayhan | First paying client | Reached out around the time of Kirk's interview, no response. Contact is LinkedIn only and he's not super active. Don't spam. Should have gotten his cell. Lesson learned. |
Pace Check
| Week | Dates | Actual | Running total |
|---|
| Week 1 | Feb 10-16 | AWL orientation | 0 |
| Week 2 | Feb 17-23 | — | 0 |
| Week 3 | Feb 24-Mar 2 | Mickey (2/26), Kirk (2/27) | 2 |
| Week 4 | Mar 3-9 | — | 2 |
| Week 5 | Mar 10-16 | — | 2 |
| Week 6 | Mar 17-23 | Ethan (3/18), Justin (3/19), Susan (3/21) | 5 |
| Week 7 | Mar 24-30 | — | — |
| Week 8 | Mar 31-Apr 6 | — | — |
| Week 9 | Apr 7-13 | — | — |
| Week 10 | Apr 14-20 | — | — |
| Week 11 | Apr 21-27 | — | — |
| Week 12 | Apr 28-May 4 | — | — |
Notes
- Kirk and Mickey were done as part of the AWL program before the naming convention landed. They count toward the 25.
- "Discovery Conversation" is the preferred name over "customer interview." Keeps it from feeling extractive.
- The most valuable question across all interviews so far: "If you were telling someone about what I do, what would you say?" Whatever they say is your marketing language.
- Tech Speakers Tuesday is the best volume play right now. Multiple interviews from one event if you work the room.
- The testimonial pivot strategy is efficient. A 15-min call is easier for them AND counts toward the quota.