Sales Handoff Brief · SQA → Pipeline
For the AE/SE owning the Pipeline opportunity
From SQA to Pipeline:
A 30/60/90 path.
What we heard on discovery
- Champion identified — Platform Eng lead, owns the architecture decision and has board visibility on the consolidation.
- Pain 01 — content models fragmented across three channel teams; no single schema.
- Pain 02 — PIM, commerce, DAM stitched together with custom middleware; engineering tax.
- Pain 03 — no safe path for AI assistants to read or update production content within governance.
- Evaluation criteria — GraphQL-native, SOC 2 + ISO, federation without middleware, MCP support, EU residency.
What's already in motion
- SOC 2 report — requested; routed to their security reviewer on Day 3.
- 30-day Enterprise trial — scope agreed: 3 use cases, 3 weeks, Solutions Architect on the call.
- Architecture session — scheduled for Thursday; Komax reference walkthrough confirmed.
- Security review — queued behind SOC 2 share; reviewer flagged SSO + audit log questions.
- Procurement — intro request open; awaiting buyer intake contact from champion.
99.95%
Uptime SLA available
30
Custom RBAC roles
90d
Audit log retention
10
Environments per project
30 / 60 / 90 timeline
Day 1 – 30
Technical validation
- POC kickoff with Solutions Architect on the call
- Schema sketch for the three agreed use cases
- Federation pattern wired against PIM + commerce
- Trial environments live; champion + 2 engineers in the workspace
Day 31 – 60
Architecture review & procurement enablement
- Architecture review with VP Eng + buying committee
- Security questionnaire returned; SOC 2 + DPA in legal queue
- Pricing structured around annual commit + flat envelope
- Reference call with Komax or Stobag on procurement experience
Day 61 – 90
MSA signed & standardization roadmap
- MSA + Order Form executed; production tenant provisioned
- Standardization roadmap published to the wider engineering org
- Migration plan for the next 2 channels off the legacy stack
- Quarterly business review cadence locked with Customer Success
Reference customers willing to take procurement calls
Manufacturing
Komax
3 to 8 channels in 6 months. Procurement cycle reference: signed within a quarter, EU MSA path.
Procurement call available
Product content
Stobag
15% to 70% online revenue share. Reference: enterprise pricing structure, multi-region deployment.
Procurement call available
Pro audio
Sennheiser
Global rebrand on Hygraph. Reference: legal redline experience, Fortune 500 procurement parity.
Procurement call availableProcurement readiness checklist
| Item | Status |
|---|---|
| MSA reviewed by Hygraph legal · redline-ready template shareable on request | Ready to share |
| SOC 2 Type 2 report shared with security reviewer | In review |
| DPA signed (EU + US data processing addendums) | Ready to share |
| Security questionnaire completed (CAIQ + custom) | Awaiting buyer template |
| Pricing structured for Enterprise · annual commit, flat envelope | Quote drafted |
| Reference calls scheduled (Komax / Stobag / Sennheiser) | 3 of 3 confirmed |
Internal · for AE/SE use only