The Warm Handoff
Diego doesn't email a lead — he stays on the line and books the demo with Kevin, Vicky, and himself on the same thread.
#5Demo gets booked
Diego does the warm handoff the 1.4 SOP describes. He stays on the line with Kevin, opens his laptop, and sends a three-way email to Kevin, Vicky, and himself with a Calendly link. Kevin picks Tuesday at 11:00 AM. Brent is on the invite. Theo is invited but warned by Kevin that he doesn't have to come. Theo comes anyway.
#6Pax8 logs the opportunity
Diego logs the opportunity in Pax8's internal system as a TC referral. Minimum-data-fields: MSP company name, primary contact, regional AM, source — and the two MSP-sizing fields TC actually cares about: annual revenue (~$3.4M for Harbor Point) and number of sales people (3). Deal size doesn't matter at this stage. MSP size does.
#7TC's API picks it up
Within ninety seconds, TC's marketplace integration sees the new Pax8 record and pulls it into TC's HubSpot. The Pax8 opportunity ID gets stored as a foreign key. The deal is created in HubSpot in stage New Lead.
#8The opportunity lands on Vicky's to-do
Vicky's HubSpot inbox pings. A new deal: Harbor Point IT, sourced Pax8, owner Diego Castellanos. Demo scheduled Tuesday 11:00 AM. Vicky reads the deal note Diego dropped in: "Security revenue flat 18 months. Security attach rate 22% — meaning only 22% of Harbor Point's managed-services clients also buy security from them, versus a healthy MSP benchmark of 60%+. Tired CEO, technical vCISO, new salesperson with a copier-sales background."
#9Diego back-channels Vicky
Sixteen minutes later, Vicky's phone buzzes.
Vicky pings Solei in HubSpot's deal-comments thread: Pax8 / Diego / Harbor Point booked Tuesday. Looks ICP-fit. Solei reacts with a thumbs up. The handoff is closed-loop.