The Reminder Call
Vicky runs her recurring Tuesday cycle through distributor AMs. Pax8 alone gives her access to ~1,400 MSPs through twelve regional account managers.
#1Vicky calls Diego to remind him TC exists
Vicky Bruns is at her home office desk, second coffee, HubSpot open. Recurring Tuesday-morning task: cycle through her distributor AMs and remind them ThreatCaptain exists. Pax8 alone gives her access to roughly 1,400 MSPs through twelve regional account managers.
Diego Castellanos picks up on the second ring. He runs the Southeast desk — 138 MSPs across the Carolinas, Georgia, and northern Florida. Vicky and Diego have a rhythm. She doesn't pitch him, doesn't ask him for leads, doesn't run a script. They just talk. People take Vicky's calls because they like her — that is the entire moat on this leg of the lane.
#2Vicky reminds Diego of the questions to listen for
Vicky doesn't run the formal trigger framework on Diego. She runs the friendly version — the version a Pax8 AM can drop into a real conversation without it feeling like a discovery sheet.
This conversational pattern needs to land in 1.2. The formal version ("three trigger questions") reads like a discovery sheet. The friendly version is what actually gets used.