Connie Morris Call - Talking Points
Date: [TBD - after Connie responds]
Attendees: Uttam Kumaran, Clarence Stone (optional), Connie Morris
Purpose: Get Connie’s guidance on positioning Brainforge with EY FSO opportunity
Opening (2-3 minutes)
Thank Connie:
- “Thanks for taking the call. I know you’re busy, so I’ll keep this focused.”
Quick Context:
- “I just registered the EY FSO opportunity in SPN - wanted to get your guidance on how to position Brainforge as the recommended implementation partner.”
The Opportunity (5-7 minutes)
Background Context
Lonestar Win (December 2024):
- “In December, Clarence Stone - who’s now at Brainforge but was at EY FSO - helped EY win a 4-year $5M contract for data consolidation for Lonestar’s Funds.”
- “The pitch centered on using Snowflake to aggregate tax and audit data to drive down delivery costs and improve analytics.”
- “I also hopped on a call with Claire - the senior Partner who owns this account - to answer her Snowflake questions. It stuck with her.”
Current Opportunity:
- “EY FSO (Texas) needs data standardization pipelines into Snowflake for tax departments for clients they manage.”
- “This is super strategic - enables EY to capture net new business from their highest paying clients.”
- “Claire has full optionality on how to proceed, and the firm is giving her complete autonomy.”
EY’s 3 Options
- Use internal resources - They still don’t have a group for Clarence to vet
- Ask Snowflake PS - Provide solution architectures and train internal teams (hasn’t been moving along)
- Hire external vendor - This is where Brainforge wants to be
Why Brainforge
- Proven track record: We helped EY win the Lonestar deal using Snowflake
- Existing relationship: I already met with Claire, Clarence has the relationship
- Internal support: Clarence (MD on the project) is actively recommending us internally at EY
- The strategic play: If whoever speaks with Claire from Snowflake drops Brainforge’s name, and she gets that in an email + already met me, it will make her decision easy
The Ask (5-7 minutes)
Primary Ask: Get Guidance on Positioning
What we need:
- “How should we position Brainforge with the two AEs on the account - Ravi Nemani and Gregg Deitch?”
- “What’s the best way to ensure Claire hears about Brainforge from Snowflake?”
- “How can we help close this for Snowflake?”
Key Points to Emphasize
- We’re not competing with Snowflake PS - The scope is too large for them to handle alone
- We’re helping them close the deal - We have the relationship, we’ve proven we can deliver
- We want to coordinate - Not going rogue, want to work together
- The timing is right - Claire has full optionality, first client is Texas-based, 6 more clients waiting
Questions to Ask Connie
About the AEs
- “Do you know Ravi Nemani and Gregg Deitch? What’s the best way to approach them?”
- “Should we go through you first, or can we reach out directly?”
- “What would make it easiest for them to recommend Brainforge to Claire?”
About the Process
- “What’s the typical process for partner recommendations on deals like this?”
- “How do we ensure Brainforge gets mentioned in communications with Claire?”
- “What information do the AEs need from us to feel comfortable recommending us?”
About the Opportunity
- “What’s Snowflake’s perspective on this opportunity?”
- “Is there anything we should know about the relationship between Snowflake and EY?”
- “What would make this a win for Snowflake?”
What We Can Offer
For Snowflake
- Help close the deal - We have the relationship, we’ve proven we can deliver
- Native Snowflake development - We’ll develop entirely on Snowflake (native as much as possible)
- Scale - First client is Texas-based, Claire has 6 more clients waiting
- Speed - We can move fast, Claire wants to move fast
For the AEs
- Easy recommendation - We’ll make it easy for them to recommend us
- Support materials - We can provide one-pagers, case studies, talking points
- Coordination - We’ll coordinate messaging and approach
- Relationship - We have the relationship, they can leverage it
Potential Objections & Responses
”Why not Snowflake PS?”
Response:
- “The scope is too large for Snowflake PS to handle alone. We’re not competing - we’re complementing.”
- “We can handle the full implementation, then train EY’s teams. Snowflake PS can focus on what they do best."
"Why Brainforge over other vendors?”
Response:
- “We have the relationship - Clarence is MD on the project, actively recommending us internally.”
- “We’ve proven we can deliver - we helped them win the Lonestar deal using Snowflake.”
- “I already met with Claire - existing relationship established.”
- “We specialize in this exact work - data consolidation, modeling, Snowflake implementations."
"What if EY wants to do it internally?”
Response:
- “They still don’t have a group for Clarence to vet. That’s option 1, but it’s not moving.”
- “Even if they go internal, they’ll need help. We can provide training and support.”
- “But the strategic play is to get Snowflake to recommend us - that makes Claire’s decision easy.”
Next Steps (2-3 minutes)
If Connie Agrees to Help
- Get introductions to Ravi and Gregg - “Can you introduce us, or should we reach out directly?”
- Coordinate messaging - “How should we position this with them?”
- Set up follow-up - “When should we check back in?”
If Connie Needs More Info
- Provide additional context - “What else do you need to know?”
- Share materials - “I can send you a one-pager, case studies, etc.”
- Schedule follow-up - “When can we reconnect?”
If Connie Can’t Help Directly
- Get guidance - “What’s the best path forward?”
- Alternative contacts - “Is there someone else we should talk to?”
- Process - “What’s the typical process for partner recommendations?”
Key Messages to Reinforce
- We’ve already helped EY win Snowflake business - Proven track record
- We have the relationship - Clarence is MD, I met Claire
- We’re making their decision easy - Snowflake recommendation + existing relationship
- We’re helping Snowflake close the deal - Not competing, complementing
- The timing is right - Claire has full optionality, wants to move fast
Post-Call Actions
- Send thank you email to Connie
- Document any guidance or next steps
- Share outcomes with Clarence
- Update plan with next steps
- Prepare materials for Ravi and Gregg (if needed)
- Schedule follow-up if needed
Created: January 22, 2026
Status: Ready for call