Demo Prep: Joshua Dent — David & Goliath
Demo Date: TBD (scheduled for week of Mar 2, 2026) Attendees: Luke Scorziell, Pranav, Joshua Dent Prospect: Executive Director, Technology Operations — David & Goliath (El Segundo, CA) Context: Discovery done Tuesday Feb 25. Joshua responded to outreach. Pain: AI adoption failure, SaaS sprawl. This call is the conversion moment.
The Narrative Through-Line
“You’ve already paid for AI adoption. What you haven’t paid for yet is the infrastructure that makes it stick.”
Joshua’s frustration isn’t that AI tools don’t work — it’s that they don’t integrate into existing workflows, so teams revert. The demo proves that the missing piece is a connected system, not better tools.
Demo 1 proves it at the practical layer — SaaS connected, queries answered, workflows changed.
Demo 2 shows where it goes — private cloud, enterprise controls, fully owned.
Demo Architecture (Total: ~20 minutes)
Part 1 — Re-Establish the Pain (2 min) | Luke leads
Don’t assume he remembers everything from Tuesday. Mirror his exact words back to him. This anchors the entire demo.
Script:
“When we talked Tuesday, you said something that stuck with me — tools get bought, teams get trained, and 60-90 days later most people are back to copy-pasting into ChatGPT. What you described isn’t an AI problem. It’s an infrastructure problem. That’s what I want to show you today.”
Purpose: Sets up Demo 1 as a solution to a systems failure, not a product pitch.
Part 2 — Demo 1: The SaaS Copilot (10 min) | Pranav runs live, Luke narrates value
The concept to land:
“Instead of 12 browser tabs and an AI that understands none of them — every tool becomes queryable from one interface.”
Simulated agency tool stack (mirror what D&G likely uses):
| Tool | Role in demo |
|---|---|
| Slack | Team comms, client channel threads |
| Google Drive | Briefs, decks, SOWs |
| Asana or Monday | Campaign timelines, open deliverables |
| Fathom / Fireflies | Meeting transcripts — call notes from client sessions |
| HubSpot | CRM, client contacts, deal history |
| Notion | Brand guidelines, agency knowledge base |
Note for Pranav: Use realistic dummy data only. No real client names. Pre-test every query the day before.
The “aha” query sequence — run 2-3 max:
Query 1 — Meeting Prep (lead with this):
“What do we know about [Client X] — account history, last call notes, and any open deliverables before today’s meeting?”
Pulls from: Fathom transcript + HubSpot contact + Asana tasks. Response is cited by source.
Luke narrates after result lands:
“This is what your account team currently does manually in 30-40 minutes. It just happened in 10 seconds, and every answer links back to the source.”
Pause. Ask Joshua: “How much time does your team spend doing that kind of prep today?”
Query 2 — Campaign Status:
“What’s the status of our Q1 [Client X] campaign and what’s behind schedule?”
Pulls from: Asana project + Slack thread context.
Luke narrates:
“This is the question that currently requires three Slack pings and a team meeting to answer. It’s instant now — and the Copilot surfaces the bottleneck, not just the status.”
Query 3 — Brief Generation (use only if time permits):
“Draft a creative brief for [Client X] based on our last strategy session and brand guidelines.”
Pulls from: Notion guidelines + Fathom strategy session transcript.
Luke narrates:
“Brief creation was taking 4-5 hours. This produces a first draft in under a minute — grounded in your actual brand context, not a blank template.”
Key moment: After Query 1 lands and Joshua reacts — this is the aha. Don’t rush to Query 2. Hold the space.
Part 3 — The Bridge (1 min) | Luke
Script:
“What you just saw is the foundation. Your existing tools, your existing data — now queryable and actionable from one place. That’s Demo 1. But I want to show you what this looks like when you go further — when the whole thing runs on a private cloud you control.”
Purpose: Transition without pressure. Demo 2 is a door opening, not a upsell.
Part 4 — Demo 2: Platform Teaser (3-4 min) | Pranav leads
What to show:
- Private cloud deployment — data never leaves D&G’s perimeter
- Custom model layer — trained on D&G’s own institutional knowledge
- Enterprise controls: role-based access, data residency, audit logs
What NOT to show:
- No deep architecture dives — this is 60-90 seconds of concept, not a technical pitch
- No new use cases — frame it as “the same Copilot, enterprise-hardened”
- Don’t mention Clarence by name — keep positioning clean
Pranav script:
“Everything you just saw can run in your cloud environment — your AWS infrastructure, your data, your controls. Nothing leaves D&G’s perimeter. This is what the enterprise layer looks like: same queries, full ownership.”
Why this lands for Joshua specifically: He led D&G’s on-prem → AWS migration. He’s InfraGard. He owns information security. Private cloud isn’t just a feature — it’s a trust signal. He’s been waiting for someone to say it without being asked.
Part 5 — Objection Handling (2 min) | Luke leads, Pranav covers security
| Objection | Response |
|---|---|
| ”Budget is tight / hard to justify" | "The agencies we work with recover the cost in 6-8 weeks from time saved alone. 120+ hours per month, at a 144K annually in recovered capacity. Our engagement to build this runs $15-30K. The math works — and it gives you a concrete number to bring to the CFO." |
| "I need internal buy-in before moving forward" | "That’s exactly the right move — and it’s exactly what our next step is designed for. We can do a 30-minute stakeholder demo for whoever needs to be in the room: strategy, account, C-suite. We make it easy for you to show this internally without it looking like your pitch." |
| "We’re already evaluating tools" | "What tools? We’re not a tool — we build the layer that connects them. If you’re evaluating point solutions, this is what makes them compound. We’re tool-agnostic by design." |
| "We’ve tried AI rollouts before. They never stick." | "That’s the problem we exist to solve. The reason it didn’t stick is there was no system behind it. Tools without workflows fail. We build the workflow that makes tools stick — and that’s exactly what the knowledge layer does." |
| "Security and compliance is a blocker” | Pranav takes this — deployment options, data residency, access controls, private cloud pathway. “We can work entirely within your existing security framework. Nothing needs to change.” |
Part 6 — The Close (1 min) | Luke
The Ask:
“Joshua, based on what you saw today — does this feel like the right solution to the problem you described? If yes, here’s what I’d propose: first, a 30-minute stakeholder demo for whoever needs to see this internally — strategy lead, CSO, whoever you have in mind. Second, a short scoping session with Pranav to map your actual tech stack so we can scope the engagement properly. We can have a proposal in front of you within a week of that conversation.”
Expand to: Peter Bassett (MD, Integrated Production & Technology) or Brendan Robertson (CSO) if Joshua names someone as the right co-viewer.
Role Split Summary
| Moment | Luke | Pranav |
|---|---|---|
| Opening (2 min) | Leads — mirrors pain, sets frame | Present, silent |
| Demo 1 (10 min) | Narrates value, asks discovery Qs mid-demo | Runs the product live |
| Bridge (1 min) | Delivers transition | Sets up Demo 2 |
| Demo 2 (3-4 min) | Silent | Leads — shows platform, handles all tech Qs |
| Objections (2 min) | Leads — budget, buy-in, adoption | Covers security/architecture objections |
| Close (1 min) | Leads — proposes next steps | Supports |
Prep sync with Pranav (today):
- Align on demo environment and which queries to run
- Walk through the handoff points — exactly when Luke talks and when Pranav drives
- Run through the full demo once before the call
Demo Environment Checklist
Pranav owns:
- Simulated agency workspace with realistic dummy data (no real client names)
- Tools connected: Slack (or mock), Google Drive, Asana, HubSpot contact, meeting transcript
- 3 queries pre-built and tested — run through the full sequence day-before
- Platform teaser: live environment or 60-second visual ready for Demo 2
- Security/compliance one-pager ready to share post-call
Luke owns:
- Case study stats memorized: 120 hrs/month, $144K, 4 hrs → 45 min (briefs), 30-40 min → 5-7 min (meeting prep)
- Discovery notes from Tuesday — pull Joshua’s exact words to mirror back
- Follow-up email drafted before the call, ready to send within 30 min of ending
- Deal size framing: 30K range, 90-day implementation
What to Avoid
- Don’t open with slides. Joshua came inbound wanting something concrete — show the product first.
- Don’t run more than 3 demo queries. More queries kills the “aha” and turns into a feature tour.
- Don’t ask “does that make sense?” — ask about his specific situation instead.
- Don’t mention Clarence by name. Platform = “private cloud deployment.”
- Don’t oversell Demo 2. It’s a teaser. If he asks for more, that’s the next meeting.
- Don’t let the security conversation derail Demo 1. Note it, tell him Pranav will cover it, keep moving.
Success Criteria
The call is a win if:
- Joshua articulates the value in one sentence on his own (without prompting)
- We get a commitment to a stakeholder demo or proposal conversation
- We have at least one named stakeholder to expand to
- Deal size estimate captured: team size + number of client brands confirmed
Key Stats Reference (Memorize These)
| Metric | Value |
|---|---|
| Time saved / month | 120+ hours |
| Annual value | ~$144K |
| Brief: before → after | 4-5 hours → 45 min |
| Brief volume increase | ~10/week → 30+/week |
| Meeting prep: before → after | 30-40 min → 5-7 min |
| Engagement range | 30K |
| Implementation timeline | 90 days |
Created: 2026-02-26 | Demo prep for Joshua Dent, D&G | Owner: Luke Scorziell + Pranav