---
type: deliverable
id: DEL-SYSTEM-022
layer: deliverables
title: "GTME Weekly Review | Week of April 13-19, 2026"
format: md
context: Internal (1-1 with Stephanie Ervin)
created: 2026-04-20
surface: clyde
template_source: gdoc/1xsmGzSu69st8Dz7SFVB8VtxTPxHJrlq6
sources:
  - DEL-SYSTEM-021 (prior week 1:1)
  - notion-call-context (2026-04-13 to 2026-04-19, 35 records)
  - google-calendar (2026-04-13 to 2026-04-19, 70 events; 24 client-facing)
  - SURFACE-SYNC.md (2026-04-13 to 2026-04-20)
  - bob-dashboard/pipelines/bob-dashboard/out/05_itbd_scored_v51.json (ARR)
tags: [type/deliverable, layer/deliverables, client/internal, scope/leadership, scope/1on1, status/active]
---

# GTME Weekly Review | Week of April 13-19, 2026

## GTME Weekly Review

**Week of April 13-19, 2026 | Jason De Leon, GTME**

**1-1 with Stephanie | Focus Accounts: 20 | Consulting: 1 (Verkada open scope)**

## Week Summary

High-volume client week: 24 client calls across 20 unique accounts. Two CSQLs landed inside the same week (Domo EMEA Intro on Mon, Clarion Technologies Intro on Thu), both following the same pattern of live in-instance changes during the call rather than deck-share-and-follow-up. Domo EMEA opened a Mon-Fri daily check-in cadence. Clarion ended with the new AI Content Center activated live in Sachin Pawar's instance, a 350-list hygiene plan handed over, and a HubSpot integration scoped for a return engagement.

Team-wide resource consolidation closed the loop: every artifact, skill, and reference I have built on my own book is now packaged so every GTME on the team can access the same tools without my involvement. Distribution path is one shared kit plus a Notion folder Stephanie owns. The Apr 16 AI Lesson 2.0 session set the action items; the Apr 19 packaging closed the action item list end-to-end.

Consulting open scope: Verkada alignment call (Jason, Noah, Erika, Dan, Stephanie, Max) is still the standing open item from last 1:1. No new resolution captured in Slack, Gmail, or SURFACE-SYNC across Apr 13-20. Continuing to hold the line on no new Verkada technical commitments until scope is defined.

Renewal cadence: e-Core working session ran Tue with Dylan Tate, Achievers Bi-Monthly + Working Session ran Thu and Fri, Renesas Scoring Review ran Fri with Brian O'Neil and Vincent Lockyer (lead-scoring system now operator-validated, second consecutive week as a Renesas win).

| | | | |
|:-:|:-:|:-:|:-:|
| **24** Client Calls | **25+** Deliverables | **2** CSQLs Submitted | **$640K+** Portfolio ARR Touched |

## Focus Account Activity

| Account | Status | Calls | Key Activity This Week | Next Steps |
|:--|:--|:-:|:--|:--|
| Domo | PO | 4 | Mon EMEA Intro Call (Gary Millard, Rav Johal, Matt Bennett). Daily check-ins Mon-Fri. Tue Weekly Office Hours. Continued context center and workflow build cadence (100+ workflows now in place per Vince Friday sync). | Continue daily cadence with EMEA team. Track context center adoption. Monitor renewal date (2026-11-20 per override). |
| Clarion Technologies | New CSQL | 1 | Thu GTM Engineer Intro with Sachin Pawar (India-based, US customer book). AI Content Center upgraded live during call. 350-list hygiene plan handed over. HubSpot integration scoped (Sachin going to management to confirm data flow rules first). | Sachin to send analytics error screenshots. Build HubSpot mapping guide on his confirmation. Follow up on AI assistant adoption with team. |
| Domo EMEA | New CSQL | 1 | Mon GTME Intro Call. New EMEA team activation under existing Domo account. AM: Nicole Stehura. | Continue Mon-Fri daily check-in cadence. Verify Gary Millard admin provisioning. Track first-week activation milestones. |
| Renesas | Active | 2 | Fri Scoring Review with Brian O'Neil and Vincent Lockyer. 7-dimension model + 10-layer execution pipeline + Eloqua path operator-validated. Cristina Stebbins approved Phase 0A. | Monitor Phase 0A sample run results (2-5K contacts). Validate scoring against live data. |
| Achievers | Active | 2 | Thu Bi-Monthly Connect (Jessica Forster). Fri working session with Dylan Tate. Relationship cadence maintained. | Continue bi-monthly cadence. Track working session action items. |
| TELUS Digital | Active | 1 | Mon Account Sync with Vince Heaton, Ross Arnowitz, Javier, Sandeep. Rahul OOO. | Validate Tellus payment expected Monday. Ping Sandeep on priorities (dialer, SDR, lead outreach, domain analysis, contact center). Continue best-practice playbook build. |
| Solvo | Active | 1 | Mon sync with Vince Heaton + John Smith. Vince to submit CSQL for 12 additional seats. | Mon meetings: Ross + Solvo on seat expansion, then Helmer on subdomain/deliverability. Submit CSQL. |
| Securiti | Active | 1 | Mon Task Demo with Rene Cobar + Caroline, Alvin, Isaias. | Continue weekly cadence. Monitor usage and identify expansion signals. |
| Yelp | Active | 1 | Tue POC Check-In. POC team engagement. | Push CRM sync progress. Address 6% MAU. |
| PakEnergy | Active | 1 | Tue Sequence Help session. Direct support. | Track sequence performance. Follow up on action items. |
| Rapidflare | Active | 1 | Tue Bi-weekly Check-in. | Continue bi-weekly cadence. |
| e-Core | Active | 1 | Tue Working Session with Dylan Tate (Gabriel Domingues). Save plan execution. | Confirm renewal close outcome (was Apr 17 target). |
| Ezra | Pilot | 1 | Tue Pilot Office Hours. Pilot team engagement continuing. | Continue pilot cadence. Track activation milestones. |
| Blueground | Active | 1 | Wed GTME Working Session with Michaela Kotsoni. Andreas (co-founder) extremely stubborn per Vince Friday sync; Michaela is the operating contact. | Work through Michaela on Meta ads marketing project. Hold off on broader department expansion until first proper meeting. |
| eHealth Technologies | Active | 1 | Wed GTME Working Session with David Shoniker. | Track session action items. Continue cadence. |
| MSH | Active | 1 | Thu Account Sync with Vince Heaton + Catherine Priebe. Account well-penetrated, no immediate expansion signals per Vince. | Maintain light-touch cadence. Watch for expansion triggers. |
| Interface Sys | Active | 1 | Thu Claude MCP for Conversation Data session. | Track MCP usage. Surface upsell signals (MCP users are credit-heavy). |
| ColumnTech | Active | 1 | Thu Weekly Check-in. | Continue weekly cadence. |
| Front Office Sports | Active | 1 | Thu Account Sync with Vince Heaton + Lindsey. Quick wins identified for outbound strategy. | Build outbound recommendations. Moderate upside as they grow. |
| Cineplex | Active | 1 | Thu GTME Working Session with Erika Lang + Dylan Tate. Teaching cold calling fundamentals. | Continue building from foundation. Monitor adoption. |
| Laplink | Active | 1 | Fri GTME Working Session with Armand Hiebert. Sequence build continuation. | Tue follow-up: sequence updates session on calendar. |
| Verkada | Consulting (open scope) | 0 | No active calls this week. Scope decision still pending from prior 1:1. | Confirm internal alignment call status with Stephanie at this 1:1. |

## Interventions This Week

20 intervention touches: 2 new CSQL conversions, 15 continued, 3 working session firsts. Metrics: SFDC + Notion BoB next steps current on all touched accounts. CSQLs submitted captured in dedicated section.

| Account | Type | Detail |
|:--|:--|:--|
| Domo EMEA | New CSQL | EMEA team activation. Daily check-in cadence Mon-Fri immediate. Gary Millard, Rav Johal, Matt Bennett. |
| Clarion Technologies | New CSQL | India-based sales lead Sachin Pawar. AI Content Center live upgrade. 350-list hygiene plan. HubSpot integration scoped. |
| Domo | Continued | Daily check-in cadence. Workflow build continuation (100+ workflows in place). |
| Renesas | Continued | Scoring system production-validated. Phase 0A sample run approved. |
| Achievers | Continued | Bi-Monthly Connect + working session with AM Dylan Tate. |
| TELUS Digital | Continued | Account sync with Vince Heaton. Best-practice playbook in build. |
| Solvo | Continued | Expansion CSQL pending Monday meetings (Ross + Helmer). |
| Securiti | Continued | Task demo with Rene Cobar team. |
| Yelp | Continued | POC check-in. CRM sync push. |
| PakEnergy | Continued | Sequence help session. |
| Rapidflare | Continued | Bi-weekly cadence maintained. |
| e-Core | Continued | Save plan execution with Dylan Tate. |
| Ezra | Continued | Pilot office hours cadence. |
| Blueground | First | First GTME working session with Michaela. Lighthouse-account potential per Vince. |
| eHealth Technologies | First | First GTME working session with David Shoniker. |
| MSH | Continued | Account sync. Light-touch cadence. |
| Interface Sys | Continued | Claude MCP for Conversation Data session. |
| ColumnTech | Continued | Weekly check-in. |
| Front Office Sports | Continued | Account sync with Lindsey. Outbound strategy quick-wins identified. |
| Cineplex | First | First GTME working session with Erika Lang. Teaching cold-calling fundamentals. |

## CSQLs Submitted This Week

2 CSQLs submitted via standard Notion Call Context + CSQL flow. Both followed the live-in-instance pattern: changes made during the call, not deck-and-follow-up.

| Account | Type | Seats | Segment | Notes |
|:--|:--|:-:|:--|:--|
| Domo EMEA | Expansion - GTME Engagement | EMEA team | Enterprise | New EMEA team activation under existing Domo account. Daily check-in cadence Mon-Fri immediate. Gary Millard (lead), Rav Johal, Matt Bennett. AM: Nicole Stehura. |
| Clarion Technologies | New GTM Engagement | Active book | Enterprise | India-based sales lead Sachin Pawar (US customer book). AI Content Center upgraded live in instance. 350-list hygiene plan handed over. HubSpot integration scoped pending Sachin's management confirmation on data flow rules. AM: direct. |

## Deliverables Shipped

| Account | Deliverable | Type |
|:--|:--|:--|
| Domo EMEA | Daily check-in resource cadence Mon-Fri | Cadence resource / MD |
| Domo | Workflow build continuation (100+ in place) | Workflows / Apollo |
| Clarion | AI Content Center activation (live in instance) | Setup / Apollo |
| Clarion | 350-list hygiene plan and naming convention guide | Plan / MD |
| Clarion | AI Content Center guide + AI Assistant universal prompts | Resources / sent |
| Clarion | Recap email with HubSpot mapping promise | Email / sent |
| Renesas | Scoring system production review (Phase 0A approval) | Review / live |
| Achievers | Bi-Monthly Connect cadence + working session output | Cadence / MD |
| TELUS Digital | Best-practice playbook in build (Sandeep priorities) | Playbook / in progress |
| Solvo | CSQL submission scoped for 12 additional seats | CSQL prep / pending |
| Yelp | POC check-in + CRM sync push framing | Action plan / MD |
| PakEnergy | Sequence help session output | Resource / MD |
| e-Core | Save plan execution with Dylan Tate | Save plan / MD |
| Blueground | First working session output (Michaela ops contact) | Session notes / MD |
| eHealth Technologies | First working session output | Session notes / MD |
| MSH | Account sync notes (well-penetrated, no expansion) | Notes / MD |
| Interface Sys | Claude MCP for Conversation Data session output | Session notes / MD |
| Front Office Sports | Outbound quick-win recommendations | Recommendations / MD |
| Cineplex | Cold-calling fundamentals working session | Training / MD |
| Laplink | Sequence build continuation | Sequence / Apollo |
| Cross-Team | GTME Resource Pack v1 (combined kit, postmortem, overrides, audit scripts) | System / zip |
| Cross-Team | AI Lesson 2.0 follow-through materials (recordings, A360 CSV path, Notion BoB build path) | Enablement / set |
| Cross-Team | Combined GTME skill library distribution path (Notion folder owned by Stephanie) | Distribution / framework |
| Cross-Team | Stephen Gould field guide rebuild + Cloudflare-hosted standalone | Guide / HTML |
| Cross-Team | SerenityEHS new client kickoff (admin sweep + AI foundation diagnostic) | Onboarding / MD |

## Systems & Capabilities Shipped

**GTME Resource Pack v1 (team-wide distribution path).** The combined GTME resources are now packaged for the whole team to access without my involvement. Includes a single shared kit (postmortem, override system, audit scripts), the AI Lesson 2.0 follow-through path (recordings, A360 CSV download, Notion BoB build instructions), and the consolidated skill library distribution path. This closed the loop on the Apr 16 AI Lesson 2.0 action items: every team member can now operate from the same toolset and the same skill library without bespoke setup.

**Live-In-Instance CSQL Pattern.** Both CSQLs this week followed the same shape: identify a live problem in the prospect's actual instance during the intro call, fix or scope it on the call, send the recap with the fix already in place. Clarion got the AI Content Center upgraded live and the lookalike search demo run on Sachin's actual customers (Omega K, OmegaCare). Domo EMEA opened with a same-week Mon-Fri daily check-in cadence rather than a follow-up calendar invite. Pattern is repeatable and worth standardizing.

**Renesas Scoring System (production-validated).** The 7-dimension model, 10-layer execution pipeline, and Eloqua path are now operator-validated after Friday's review with Brian O'Neil and Vincent Lockyer. Cristina Stebbins approved the Phase 0A sample run (2-5K contacts). This is the GTME-as-builder proof point alongside Domo workflows (100+) and Stephen Gould skill package.

**Stephen Gould Field Guide (live-hosted).** Rebuilt as a seller-first Apollo AI Assistant field guide. Removed fourth-wall training language, replaced decorative visuals with recreated Apollo UI screens for AI Assistant, Context toggles, Context Center, product detail, email quality, and phone quality. Standalone Cloudflare Pages project deployed at `stephen-gould-ai-assistant-guide.pages.dev`. 53 unique Stephen Gould emails on the invite allowlist plus 1 Apollo internal.

**SerenityEHS Onboarding Kickoff (new client).** Admin sweep + AI foundation diagnostic completed Apr 20. Not yet in BoB; L4 already in folder. AI-in-targeting-and-messaging path proposed.

## Cross-Cutting Themes

1. **CSQLs convert when changes happen live in-instance.** Two CSQLs this week, both with concrete next-week action items written into the call notes. The shape is not "intro deck delivered." It is "live changes made in the customer's instance during the call." Worth documenting as the Live-In-Instance CSQL playbook and pairing with team distribution.

2. **Team-wide resource consolidation closed the loop.** The combined GTME resource pack (shared kit + AI Lesson 2.0 materials + skill library distribution path) is now a single accessible asset for the whole team. The Apr 16 AI Lesson 2.0 action item set is fully resolved: every team member has a path to build, operate, and distribute without bespoke setup.

3. **Verkada scope is the standing open item.** Three weeks running. Stephanie's proposal (SC Radu on technical, Jason on Claude/AI, Brandon co-owns post-close) plus the Alexis-recommended internal alignment call (Jason, Noah, Erika, Dan, Stephanie, Max) is still floating. Holding the line on no new technical commitments until scope is defined.

4. **Daily cadence on resource-intensive accounts compounds.** Domo's daily check-in cadence (now extended to EMEA) plus Renesas's weekly working sessions plus Achievers's bi-monthly cadence are producing measurably faster activation than monthly touchpoints. The pattern is worth being explicit about for resourcing decisions on Vokata and any other large enterprise additions.

## Next Week Priorities (April 21-25)

| # | Account | Action |
|:-:|:--|:--|
| 1 | Verkada | Confirm internal alignment call status with Stephanie. Define scope ceiling for the week. |
| 2 | VideoAmp | Vince meeting scheduled this week. Need success-bar alignment from Stephanie before the meeting. Strategy locked: be direct that domain reputation is not an Apollo issue, give path forward, client needs multiple domains beyond their main one. |
| 3 | Taboola | Tue Carlos Alvarez intro call (5:30 PM UTC). New CSQL inside the renegotiation window. First Jason-to-Taboola contact since trial-window save. |
| 4 | Doceree | Tue Part 2 Training Refresh with Jessica Rourke (4:00 PM UTC). |
| 5 | Laplink | Tue Sequence Updates with Armand Hiebert. Continuation of Friday session. |
| 6 | Clear Result (Canada) | Fri timing call to finalize 40-seat expansion start date (Josh wants May start). Vince submitting CSQL. Sub-account under existing 3-year contract; route through onboarding (Zabeda) first. |
| 7 | Solvo | Mon meetings: Ross + Solvo on 12-seat expansion, then Helmer on subdomain/deliverability. Vince submitting CSQL. |
| 8 | Demand Science | Wed CRO connect (Vince organized). Currently data-only (92K of 1.4M credits used, 38 seats, no MCP users). Goal: surface sequencing + AI automation utility. |
| 9 | Domo | Continue daily check-ins for both core team and EMEA team. |
| 10 | Renesas | Monitor Phase 0A sample run results. |
| 11 | SerenityEHS | New client onboarding continuation. AI-in-targeting-and-messaging path. |
| 12 | GTME Team | AI Lesson 2.0 follow-through tracking: dashboard build adoption per team member, resource pack distribution, recordings folder confirmation with Stephanie. |

## 1-1 Discussion Items for Stephanie

1. **Verkada alignment call status.** Confirmed for this week, or still floating? Hold on new commitments until the answer is clear.
2. **VideoAmp success bar.** Define what closes the Ross escalation by end of the 2-week window so Jason and Vince can execute against a specific target, not a vague save.
3. **AI Lesson 2.0 follow-through cadence.** Is the GTME Resource Pack v1 a sufficient distributable, or does Stephanie want a follow-up team working session anchored on the kit?
4. **Live-In-Instance CSQL pattern.** Document and standardize as a team playbook, or leave organic? Two same-week CSQLs both worked because of this shape.

---

Data grounded in Notion Call Context (35 records 2026-04-13 to 2026-04-19), Google Calendar (70 events, 24 client-facing after filtering), Notion BoB, BoB Dashboard v5.2 dataset, SURFACE-SYNC.md (Apr 13-20 entries), and Vince/Jason Apr 17 bi-weekly sync notes. No assumptions.

*Apollo.io GTME | Jason De Leon | Confidential*