QuoteAI Leadership Pitch — Live Notes (iPad Companion)#

For Dan to read on iPad during the live pitch (Mac drives the deck + demo). Optimized for glance-while-talking, not deep reading. Meeting: Wednesday May 12, 10am–noon, Brehob HQ Indianapolis. Status: v0.1 (2026-05-09). Iterate freely.

How to use this doc#

• Top half = per-slide speaking points. Glance, don't read.
• Bottom half = backup info: tech, Q&A bank, pricing.
• Bold = anchor word (won't lose your place).
• Blockquotes = verbatim phrases (drop them in cleanly).
• ⚠ DON'T SAY = avoid at all costs.
• ❓ IF ASKED = pre-canned response for common pushback.

PART 1 — Per-slide speaking points#

SLIDE 1 · Hook (~30 seconds)#

Goal: land the tagline, thank Andy, head off pricing.

• Brief hello. Thank Andy for the tee-up.
• Read the tagline (don't summarize it — let it land).

"Today's about whether the value lands for you. Happy to dig into commercial terms separately."

⚠ DON'T SAY: anything about price, anything about contracts.

SLIDE 2 · Why I'm Here (~60 seconds)#

Goal: establish credibility fast. Three credentials, then move on.

• Software engineer — decade in the field
• AI builder — shipping AI products, not bolting AI on
• F1 background — race-strategy software, real-time decisions
• One bridge sentence: "Dad has been here a long time." (Don't dwell — Pathos slide does that work later.)
• Land the framing question:

"How do you take decades of sales experience and make it available to everyone in your company? That's the problem QuoteAI solves."

⚠ DON'T SAY:

• "I have a brother at AWS" (per Andy's coaching — generic team framing only)
• Anything that sounds like AI buzzword bingo

SLIDE 3 · The Problem (~90 seconds)#

Goal: name the three problems, land "speed is the universal lever."

Walk down the three rows:

1. Senior salesperson retires — no plan. Customers walk out with the retirement. Institutional knowledge walks out at the same time. Both are hard to recover.
2. "18 guys quoting 18 different ways" (Andy's words). Reps often don't include install or PM — huge value left on the table, deal after deal.
3. By the time the quote ships, the deal is gone. Long quote turnaround → cold deals → win rate suffers.

Then close with the speed strip:

"Speed is the universal lever — every lost-deal reason cascades from it. Lost on price? Couldn't counter fast enough. Lost to a competitor? They got there first. Customer went cold? Couldn't re-quote fast enough."

"Currently 2–5 days. Under 4 hours with QuoteAI. For motors, where same-day quotes are the bar, this is a step-change."

⚠ DON'T SAY: name specific competitors. We have no data on what they actually deliver.

SLIDE 4 · Live Demo ⭐ (30–45 minutes)#

Goal: the star. Switch to the laptop. Let the product carry the meeting.

Demo flow (in order)#

1. Upload — drop a Brehob QUOTE FORM .xls. Form pre-populates.
2. Generate — kick off. ~200s of streaming output.
3. Review — walk the three colored gates (amber caveat / red review / blue price).
4. KPI dashboard ⭐ — the Brian/Caleb moment.
5. Knowledge-base chat ⭐ — "What did we sell to Slate Trucks?" / "Show me heated/blower-purge dryer quotes from the last 5 years."

200s talk-track anchors (pull 3–4 that land)#

1. Data underneath: "22 years of John's quote history. Plus the 3 boxes Andy mentioned still waiting to be loaded. The more we feed it, the better it gets."

2. Institutional knowledge: "John's exact phrasing — captured in real time. When he retires, this is what stays. The expertise becomes the company's, not just one person's."

3. Privacy: "Your data stays in your environment. Nothing leaves Brehob. No model training on your quotes."

4. Speed: "What you're watching takes 3–5 minutes. The same quote takes the team 48 hours today, sometimes a week." (Pause for effect.)

5. Four pillars (verbal, no numbers): "Labor saved on the support team. Knowledge captured before John retires. More quotes through the funnel. Higher win rate from speed and completeness." (Let them do the math themselves.)

6. Optional probe: "Anything specific you want to see when this lands?"

⚠ DON'T SAY:

• "Agentic AI changes the math 100x" — sounds like AI hype
• Any dollar figures
• LLMs / RAG / vector embeddings / prompt engineering / agents

SLIDE 5 · Year One + What's Next (~60 seconds)#

Goal: scope clarity + platform vision. Andy's 90/10 — this is the 10.

Year 1 ships#

Quoting flow → completeness (auto-attach install + PM) → pricing visibility → datasheet auto-attach → KPI dashboard.

Year 2+#

Inventory / Business Central → Dynamics CRM → Crane and Motor → customer portal → lead system.

Closer#

"Brehob is first customer. You shape the roadmap. Inventory ahead of CRM, or vice versa — your priorities, not a vendor-dictated feature list."

"Each new capability rides the same infrastructure. The platform compounds."

❓ IF ASKED about Year 2 timing or pricing: "Each phase gets separately scoped and priced when its time comes. Year 1 doesn't pre-buy Year 2."

SLIDE 6 · Why This Is Personal (~60 seconds)#

Goal: emotional close. Slow down. Your voice.

Read the headline (let the italic land).

Then walk the four beats: High school → College → First job → Today.

Verbatim script:

"22 years ago, this company took a chance on my dad. You invested your own time and money into developing him into one of your best salesmen. Indirectly, you took a chance on my family too. This company is the reason I was able to play football in high school, the reason I was able to get my electrical engineering degree, the reason I started my career at General Motors. I wouldn't be where I am today without Brehob."

Pick the ending on the day (read the room first):#

Option A — humble close (likely pick if room is warm — Andy's read):

"And now I'm asking you to take a chance on me."

Option B — assumptive close (if room is analytical / distant):

"And now I'm here. Not as a vendor — as someone joining the team in a different role. My dad on the sales floor. My little brother just starting. Me, building this. Same mission, different chair."

⚠ DON'T:

• Get performative (no Remember-the-Titans energy — it'll read off-key)
• Say "you took a chance on my dad" (the people in the room may not have been there 22 years ago — say "this company")

SLIDE 7 · The Ask (~30 seconds)#

Goal: soft + confident. Concrete next step. No price.

Read the line:

"I'd like to come back next week with a structured proposal. What's the right way to make that happen?"

Pause. Let them respond.

❓ IF PUSHED ON PRICE:

"I'd love to walk through commercial terms separately — today's about whether the value proposition lands for you. Andy and I have been working on a value model — I'd rather walk through it properly with a structured proposal than throw out a number that doesn't reflect the analysis."

⚠ DON'T SAY:

• "What do you think?" (invites criticism)
• "Are you open to making this work?" (too soft)
• Any specific price or term

PART 2 — Backup info (for after the deck / mid-meeting if asked)#

How the technology works (plain language)#

Pull from these depending on the question. Don't volunteer.

"How does it actually work?"#

"We feed every past quote and product spec into a searchable database. When a salesperson uploads a new quote spreadsheet, the AI looks for similar past quotes — pulls the relevant equipment descriptions in your team's exact words — and assembles a draft using your template. The salesperson reviews, fills in pricing, and sends. The AI doesn't price; it doesn't send."

"Where does our data live?"#

"AWS cloud, in your dedicated environment. Nothing crosses to public AI services. We use Anthropic's developer API — your data never trains their public models."

"What if the AI gets something wrong?"#

"Three colored review gates flag anything uncertain — amber for sign-off conditions, red for missing info, blue for pricing. Salesperson reviews and approves before the quote goes anywhere. The AI never sends autonomously."

"What AI model do you use?"#

"Anthropic's Claude — same family as the chatbot you've probably heard of, but we use their developer API so your data stays in your environment, not theirs. Anthropic is one of the two leading AI labs alongside OpenAI."

"How does it get smarter over time?"#

"Every approved quote gets re-ingested. The system gets sharper as your team uses it. The 3 boxes of additional quotes Andy mentioned would be a meaningful jump in quality on day one."

"What about ChatGPT? Why not just use that?"#

"ChatGPT doesn't know your equipment, your customers, your pricing patterns, or John's phrasing. We've built a system that does. The intelligence isn't the AI — it's the AI plus 22 years of your data, in your template, behind your privacy boundary."

Likely questions + responses#

From Brian (analytical, asks about things he half-knows)#

"What if you get hit by a bus?"

"Standard SaaS continuity terms — the codebase and infrastructure docs live in your AWS environment. Worst-case continuity is roughly 30 days to bring in a successor. Plus my older brother works on AI infrastructure professionally — he's a backstop." (Skip the brother bit if it doesn't feel right in the moment — generic "team backing this" framing is the default per Andy.)

"Is this just ChatGPT in a wrapper?"

"No. ChatGPT doesn't know your equipment, customers, or quoting patterns. The value here is YOUR data made AI-accessible — not a generic chatbot. The AI is a component; the institutional knowledge layer is the product."

"How accurate is it?"

"On the 15–20 quote scenarios we've tested against John's archive, retrieval lands the right past quote in the top 5 results consistently. The salesperson always reviews — accuracy is a floor, not a ceiling, because the human is the final gate."

"What does it cost?" (Andy says they'll ask — see Pricing section below.)

"What happens to the salespeople — do we need fewer?"

"Same headcount, more output. The bottleneck today is the 3-person customer success team — QuoteAI compresses their quote-building hours. Those folks shift toward higher-value account work, not out the door. This isn't a layoff tool; it's a capacity tool."

From Ed (practical, talks in circles)#

"What's the implementation timeline?"

"A few weeks to onboard the first phase — air + motors. We work hand-in-hand with John during ingestion to validate the corpus is captured correctly. Then a pilot period with one or two salespeople before we open it up team-wide."

"Who maintains it once it's live?"

"I do. Software, infrastructure, model updates — all included in the monthly. You have one point of contact: me."

"What about salespeople who don't want to use a new tool?"

"The form is the tool. They already fill out a quote spreadsheet today — same fields, same workflow. The difference is what comes back. Adoption is low-friction by design."

"Does it integrate with Business Central?"

"Year 1 stands alone — no ERP integration required. Year 2+ integration with Business Central is on the roadmap when you're ready. Same goes for Dynamics CRM."

From Caleb (KPI-fluent, ex-salesperson, marketing brain)#

"What KPIs can the dashboard track?"

"Quote volume by salesperson, win rate over time, pipeline by region, average deal size, quote-to-close cycle time. Anything that lives in the quote data, we can surface. Plus Andy mentioned lead conversion is something Brehob doesn't track today — that's a Year 2 candidate once CRM is wired in."

"Can we track quote turnaround time?"

"Yes — built in. Time from upload to quote-ready is measured automatically. You'll see quote velocity per salesperson, per region, per equipment category."

"What about lead conversion?"

"Today: not tracked end-to-end (per what Andy and I have discussed). Year 2 candidate when QuoteAI integrates with the Dynamics CRM you just rolled out — then we can stitch lead → quote → close into a single funnel view."

Generic / from anyone#

"How long until we see ROI?"

"Labor savings start immediately — measurable on day one of the pilot. Win-rate uplift takes longer to validate (1–2 quarters) because you need enough deal cycles to compare. Most measurable wins are in the first 90 days."

"What about other AI quoting tools? Have we been pitched by Canals / Distro / BoltWise?"

"Worth checking your inbox. A few players have emerged in 2024–2025 targeting industrial distributors. The differentiator here is YOUR data, YOUR templates, YOUR phrasing — versus generic templates with AI sprinkled on. Plus I'm in your house, not in San Francisco."

"What does John think about this? It's his job in some sense."

"John is the one who said yes to this from day one. He sees it as preserving 22 years of work he's done — not replacing him. He's been an active partner on every design decision. He'll tell you that himself."

Pricing conversation#

Andy's read: they'll probably ask, but won't negotiate hard. He'll handle the commercial follow-up. You can talk pricing — just nothing concrete in the room.

Tier 1 — Defer (default response)#

"I'd love to walk through commercial terms separately — today's about whether the value proposition lands for you. Happy to come back with a structured proposal."

Tier 2 — Soft anchor (if pushed for "roughly how much")#

"In the range of a sales support hire's loaded cost per year — with a structure that scales with the value we deliver. Let's go through it properly in a follow-up."

(This anchors LOW — a sales support hire is ~$120K loaded; QuoteAI Y1 is roughly half that. If they do the math, the price feels small.)

Tier 3 — Andy framing (if pushed harder)#

"Andy and I have been working on a value model. I'd rather walk you through it with the proposal than throw out a number that doesn't reflect the analysis."

Tier 4 — Last resort (only if they push for a real number)#

"For a first-customer pilot like this — flat monthly subscription, modest upfront for setup and ingestion. Andy and I have shaped it so it's a 'price to get in' structure, not a 'capture all the value' structure. Let me come back next week with the actual proposal — we'd both rather have the conversation properly."

What's actually locked (DO NOT QUOTE THESE NUMBERS IN THE ROOM)#

• Monthly subscription: $3,500/mo
• Setup fee: $12,500 (base setup $5K + Phase 1 corpus ingestion $7,500)
• Year 1 total: ~$54,500
• Cost basis: AWS infrastructure ~$771/mo at mid-scenario; ×4.5 multiple is acceptable
• Andy-validated: "$3,500 a month, post that — I think that's absolutely digestible to them."

Pricing logic Andy gave us#

• "Price to get in" — first customer is a pilot, not the price ceiling
• Subscription, not one-time perpetual buy (gives Brehob ability to cancel; gives Dan recurring revenue)
• Multiple of cost (5–7×) — Andy's pricing heuristic
• Future scope additions (inventory, CRM, etc.) = price increases, NOT pre-bought

Things NOT to say about pricing#

• ❌ Specific numbers
• ❌ "It's a steal" / "You'd pay 10x for consultants" — sounds like a sales pitch
• ❌ "We can negotiate" — invites negotiation you don't want
• ❌ Anything about your costs ("it costs me $500/mo to run") — they don't need to know
• ❌ Performance-based pricing (Andy: "that's no bueno" for first customer — too complex for their commission/audit struggles)

Reference data (for if you blank on something)#

Day-of meeting reminders#

• ☑ Localhost demo verified on the actual demo laptop
• ☑ Vercel preview URL spun up (for follow-up sharing)
• ☑ Three rehearsals done on the demo laptop
• ☑ Chat data state matches quoting data state
• ☑ iPad charged + this doc loaded
• ☑ NDA-spelling sent to Andy (Hannah Labs LLC)
• ☑ Backup plan if wifi dies (localhost is the answer — already covered)
• ☑ Plane ticket booked

Iterate this doc freely as you rehearse. The point is what's USEFUL on the iPad mid-pitch, not what's complete.