Call Prep: Joshua Dent — David & Goliath | Agency Intelligence
Date: Tuesday, [Date]
Attendees: Luke Scorziell, Pranav
Prospect: Joshua Dent — Executive Director, Technology Operations
Agency: David & Goliath (El Segundo, CA)
Context: He replied to agency outreach (briefs + client intelligence). Discovery / demo call.
Reference: David&Goliath Outreach · Tech Ops Role Expansion
Joshua’s Profile — What to Know
| Area | Details |
|---|---|
| Role | Executive Director of Technology Operations — IT dept, internal + client infrastructure, cloud vendors, vendor management |
| Tenure | 9+ years at D&G (IT Director → Exec Dir) |
| Technical | Led cloud migration on-prem → AWS, Information Security plan, InfraGard member, Infrastructure Liaison Officer |
| Ownership | Tech stack decisions, AI/tech evaluation, budget, vendor selection |
| Security | High sensitivity — FBI InfraGard, security awareness, compliance standards |
| Pain | Teams copy-pasting into ChatGPT, no shared system, wasted context |
What resonated in your outreach: 120+ hours/month reclaimed ($144K annually), copy-paste vs queryable knowledge base.
Pre-Call Prep Checklist
1. Materials to Have Ready
- White paper: Building an AI Native Agency — share link or PDF
- Demo(s): Decide which to show (see Demo Strategy below)
- Case study stats: 4 hr → 45 min briefs, 120+ hrs/month, $144K ROI — memorize
- Typical engagement: 30K, 90-day implementation — for pricing questions
- Security/compliance one-pager (if you have one) — Joshua will ask
2. Role分工: Luke vs Pranav
| Responsibility | Owner | Notes |
|---|---|---|
| Opening + framing | Luke | Reference his reply, set discovery tone |
| Technical architecture / security | Pranav | Deployment options, data handling, compliance |
| ROI + case study | Luke | 120 hrs/month, $144K, brief stats |
| Demo walkthrough | TBD | Both should be able to run it |
| Discovery questions | Both | Luke lead; Pranav chime on technical depth |
| Next steps + close | Luke | Discovery call → proposal |
3. Demo Strategy
Recommended demos for Tech Ops persona (in order of fit):
- Client Intelligence / Meeting Prep — Queryable knowledge base, cited answers, prep in 5–7 min vs 30–40 min. Hits “copy-paste into ChatGPT” pain directly.
- Reports + Insights (Slack delivery) — Automated reporting, AI synthesis, reduces manual report-building. Speaks to ops efficiency.
- Brief Generator — 4 hr → 45 min. Strong ROI story; he may care less about creative process, more about capacity.
If time is short: Lead with Client Intelligence — most aligned with what hooked him.
Opening (2–3 min)
Goal: Acknowledge his reply, confirm discovery intent, set collaborative tone.
Script:
“Joshua, thanks for taking the time. You replied to our note about how agencies are using knowledge bases instead of copy-pasting into ChatGPT—so I want to make sure we use this call well. We can either do a quick demo of what that looks like in practice, or start with you sharing where D&G is with AI today and what’s on your mind. Which would be more useful?”
Listen for: Current tools, pain points, who else is involved, decision timeline.
Discovery Questions (Tech Ops–Specific)
AI / Tool Usage
- “How are teams using AI today—ChatGPT, Claude, other tools?”
- “Are you seeing a lot of copy-paste workflows? Where does context live?”
- “Who owns AI tool evaluation—you, or other stakeholders?”
Infrastructure & Security
- “Given your InfraGard and security focus—what’s non‑negotiable in terms of data handling and compliance?”
- “Where would this kind of system live—cloud, on‑prem, or hybrid?”
- “Any vendors or tools you’re already evaluating for knowledge/AI?”
ROI & Capacity
- “Where do you see the biggest time sink—brief creation, meeting prep, reporting?”
- “Roughly how many brands or clients does D&G manage? That helps us scope.”
- “Who would be the primary users—strategy, account, ops?”
Decision Process
- “If this is a fit, what’s your typical process for evaluating and approving new tools?”
- “Who else would need to be involved before moving forward?”
Key Stats & Proof Points
| Metric | Use When |
|---|---|
| 120+ hours/month reclaimed | ROI, capacity, vendor justification |
| $144K annually | Budget / CFO language |
| 4 hours → 45 min (briefs) | Speed, output quality |
| 3x brief output, same team | Scalability without headcount |
| Meeting prep 30–40 min → 5–7 min | Account/strategy pain |
| 50–100 docs before semantic search is powerful | Honest timeline expectation |
Security & Compliance (Pranav Ready)
Joshua will care about:
- Data residency / deployment: GitHub private repo, enterprise AI tools, on-prem options
- Access control: Who can see what, role-based access
- Transcription / meetings: How transcripts are stored, redaction options
- Integrations: Meta, Google, Klaviyo, Shopify — how data flows, where it lives
Positioning: “We’re tool-agnostic and can work within your existing security framework. The knowledge base can live in your preferred environment.”
Possible Objections & Responses
| Objection | Response |
|---|---|
| ”We already use Notion/Confluence" | "Those are great for humans; knowledge bases are built for AI consumption—semantic search, version control, AI agents that reason over content. Different use case." |
| "Security concerns" | "We can deploy in your environment, use private repos, and work within your Infosec requirements. Happy to do a security review." |
| "Timeline / bandwidth" | "Implementation is typically 90 days. We can start with one high-impact team (e.g., strategy or account) and expand." |
| "We need to involve others" | "Makes sense. Who would you want in the next conversation? We can do a broader demo or discovery with that group.” |
Next Steps & CTA
If interested:
- Schedule discovery / technical deep-dive with relevant stakeholders
- Send white paper + 90-day implementation outline
- Propose custom discovery: assess knowledge capture, ROI timeline, architecture
If he wants to loop in others:
- Offer: “We can do a 30-min demo for your broader team—strategy, account, whoever’s closest to the pain.”
- Suggest: Peter Bassett (MD, Integrated Production & Technology) or Brendan Robertson (CSO) as logical co-viewers
If not ready:
- Stay warm: “When does your next tech evaluation cycle open up? We can reconnect then.”
- Share white paper and leave door open
Post-Call Actions
- Log outcome in Tech Ops Prospect Tracker
- Update D&G outreach status in David&Goliath doc
- Send follow-up within 24 hours (white paper, next steps)
- If positive: draft discovery proposal or schedule technical call
Quick Reference — Case Study Metrics
| Before | After |
|---|---|
| Brief: 4–5 hours | 45 min |
| Brief output: ~10/week | 30+/week |
| Meeting prep: 30–40 min | 5–7 min |
| Monthly time saved | 120+ hours |
| Annual value | ~$144K |
Engagement range: 30K typical · 90-day implementation · Discovery → proposal → kickoff
Last Updated: 2026-02-20