NOTQIN Go-to-Market OS
The single document you open before any customer-facing action — a meeting, a LinkedIn message, an email to a professor, an investor coffee. Companion to the NOTQIN Project Management OS. PM OS answers how we run; this OS answers how we sell, get cited, and get funded.
0. Document Map
| Topic | Source of truth |
|---|---|
| Aero + auto sector-specific addendum (overrides §2A pain framing) | NOTQIN GTM — Aeronautics & Automotive |
| Auto Tier-2 narrow thesis — feasibility + sprint | Feasibility Study — NOTQIN Auto Tier-2 Scorecard 2026 |
| AMICA Tier-2 target list — working sheet | AMICA Tier-2 Target List 2026 |
| Sales funnel + ICP + qualifying questions | NOTQIN Customer Engagement Playbook |
| Benchmark proof points + MAD conversions + objection-counters (every figure source-wired) | NOTQIN Proof Points & Benchmark Sales Sheet 2026 |
| Trust Ladder (R0–R4) pilot rungs + MUST-NOTs | NOTQIN Pilot Playbook |
| Morocco market positioning | NOTQIN Morocco Industrial Strategy, Market Strategy, Go-To-Market |
| Target account intelligence | project_moroccan_industrial_maturity (memory), Morocco Digital Transformation Communities |
| Customer-specific scoping | Morocco UNS Standard (6 client overlays) |
| Pitch HTMLs (live) | NOTQIN — Pitch Industrial AI, NOTQIN — Sourcing Prototype & Banc Industriel, pitch-maintenance.html, harrizi-pitch-preview/ |
| Academic communication examples | 05_Team and Collaboration/Letters/2026-05-19 Email — Pr. Harrizi, 2026-04-28 Demande — Directrice ENSA Berrechid |
| Marketing agency brief | 05_Team and Collaboration/Letters/2026-05-09 Brief agence — The One Core |
| Partnership scoping | Partnership Strategy |
| Funding scoping | Funding Strategy, Feasibility Study — DigiTPME 2026 |
| Design system / visual identity | NOTQIN — Design System Research & Direction |
| Programme structure / project mgmt | NOTQIN Project Management OS |
1. North Star Narrative (one paragraph, memorise it)
NOTQIN is the industrial intelligence platform that turns CBAM, ONEE tariff, and EU buyer compliance pressure into a documented operating advantage for Moroccan manufacturers. We ship sector-specific packs (textile, cement, steel, aeronautics, automotive, agrifood), each combining real-time IoT, energy intelligence, CBAM-ready reporting, and audit evidence (AS9100D / IATF 16949 / ISO 50001) — at a price accessible to factories with 50–2 000 employees.
One-sentence version (LinkedIn bio / cold open):
NOTQIN helps Moroccan factories turn CBAM and energy pressure into export advantage — sector-pack IoT + AI deployed in 30 days, not 18 months.
One-word positioning: Industrial intelligence, locally adapted.
2. The Three Audiences
Each audience needs a different message, channel, and material. Never reuse a deck across audiences. Adapt the narrative below before the meeting.
2A. Moroccan Industrials — primary revenue audience
| Dimension | Value |
|---|---|
| Who | Plant director, COO, CDO, head of energy/QHSE at OCP Group, Sonasid, YNNA Steel, Tanger Med, Lesieur Cristal, Pharma 5, Managem Tizert, LafargeHolcim, Renault Tangier, Stellantis Kenitra. Profile per NOTQIN Customer Engagement Playbook ICP. |
| Why they buy | (1) CBAM penalty avoidance from 2027. (2) ONEE peak-tariff pain. (3) EU buyer compliance (H&M, Inditex, Airbus, Stellantis Group). (4) Audit fatigue (AS9100D / IATF 16949 / ISO 50001 / ISO 14001). |
| Hook (first 30 s) | “We document your carbon and energy data in a way the EU auditor will accept — without ripping out your existing ERP or PLCs.” |
| Value prop sequence | CBAM-ready exports → energy savings (5–15 %) → audit evidence on tap → sector-specific from day one. |
| Channels | LinkedIn direct (founder), warm intros via OCP Group / UM6P / ENSA Berrechid / CGEM, FIMME / GIMAS / AMICA events, content (vault → blog → social), integrator referrals (MaestroHub, ThreadCloud). |
| Material to bring | NOTQIN — Pitch Industrial AI (sector-customised), sector-specific overlay sheet from Morocco UNS Standard, the relevant pitch HTML, a 2-min recorded demo video. |
| Funnel | NOTQIN Customer Engagement Playbook 5-stage (Qualify → Diagnose → Pilot Proposal → Pilot Delivery → Conversion). |
| Pilot rung entry | Per NOTQIN Pilot Playbook §2 — usually R0 → R1 → R2; existing-instrumentation customers can enter at R2 (Managem Tizert model). |
| Pricing | Diagnostic Pack 2 500–5 000 MAD (free for strategic), 30-day Pilot 180–800 k MAD, Annual SaaS 600 k – 2 500 k MAD/site. Per-customer overlays in Morocco UNS Standard. |
| Success metric | Signed annual contract within 4 months of Stage 1 contact. |
Reality check (2026-05-21): zero signed customers. The “Hallotex” name in the codebase is a synthetic dev placeholder, not a real account. All real prospects below are pre-Stage-1 today. Landing customer #1 is the single most important GTM action of the next 90 days.
Current named pipeline (rolling — update monthly):
| Account | Stage | Next action | Owner | ETA |
|---|---|---|---|---|
| YNNA Steel | 1 (Qualify) | CBAM-deadline framed cold email — highest urgency (Jan 2026 already passed reporting, financial 2027) | Founder | June |
| Sonasid | 1 (Qualify) | Warm-intro request via CGEM | Founder | June |
| OCP Safi | 1 (Qualify) | Approach via Abdenour Jbili / Mahrou | Founder | June |
| Managem Tizert | 1 (Qualify) | Conformance-audit pitch (existing Sparkplug B — only Moroccan plant with UNS) | Founder | June |
| Lesieur Cristal | 0 (Cold) | LinkedIn touch Adil Ousti | Founder | June |
| Tanger Med | 0 (Cold) | LinkedIn touch Mohamed Eddoujaji | Founder | June |
| Pharma 5 | 0 (Cold) | Identify named contact | Founder | July |
2B. Academic & Institutional — credibility, talent, research
| Dimension | Value |
|---|---|
| Who | UM6P (Ahmed Ratnani — Digital Twins / Vanguard, Hamza Keurti — geometric DL), ENSA Berrechid (Dr Driss HARRIZI — LISA Team 3, Economic Intelligence), IRESEN (energy research funding), FIMME (federation), GIMAS, AMICA, CGEM (employers’ confederation), Math & Maroc. |
| Why they engage | (1) Joint publications. (2) Thesis subjects + student talent pipeline. (3) Industrial validation of academic models. (4) Federation-level visibility (member briefings, conferences). |
| Hook (first 30 s) | “We have a live industrial deployment in Morocco that’s a natural co-publication subject — would NOTQIN make a useful case study or PhD theme for your group?” |
| Value prop sequence | Real-world data + deployments → joint research output → student internships / PFE / theses → institutional visibility. |
| Channels | Direct email (formal French/Arabic), university seminars, Math & Maroc annual competition (July 24–28), ProveIt Conference / Fez Smart Factory / NextGen Manufacturing Summit Africa. |
| Material to bring | Academic-framed dossier (NO commercial framing — see standing instruction). Research roadmap (Papers 1–4), CBAM/NILM/Bayesian/Causal series scope. Citations to relevant work (e.g. Ratnani digital twins, Volponi GPA, Fentaye 2019). |
| Funnel | Coffee/call → joint topic scoping → co-supervised thesis or paper → signed academic partnership letter. |
| Forbidden in academic comms | No mention of DigiTPME commercial entity, no MAD pricing, no commercial pilots, no “long-term vision” pitch. Keep strictly academic — feedback memory feedback_academic_communications is binding. |
| Material templates | 2026-04-28 Demande — Directrice ENSA Berrechid — projet pédagogique (formality reference), 2026-05-19 Email — Pr. Harrizi — partage dossier NOTQIN (dossier-share template). |
| Success metric | ≥ 1 signed academic partnership + ≥ 1 paper submitted by end of 2027. |
Current named pipeline:
| Contact | Status | Next action | ETA |
|---|---|---|---|
| Dr Driss HARRIZI (ENSA Berrechid) | Dossier shared 2026-05-19 | Follow-up after 2 weeks if no reply | 2026-06-02 |
| Ahmed Ratnani (UM6P Vanguard) | Outreach draft ready | Send email with digital-twin angle | 2026-05 |
| Hamza Keurti (UM6P CC) | Outreach draft ready | Send email with geometric-DL angle | 2026-05 |
| Directrice ENSA Berrechid | Pedagogical request sent 2026-04-28 | Track response, escalate if needed | June |
| Cité d’Innovation UH1 | Visit request sent 2026-04-28 | Confirm visit + equipment access | June |
2C. Investors & Grants — capital (after customer #1 signs)
| Dimension | Value |
|---|---|
| Who | Grants: Tamwilcom (Innov Idea, Innov Start, Innov Dev), MITC (Ministère de l’Industrie), IRESEN (energy R&D), Startup Maroc, Innov Invest, MOWAKABA (80-90 % SME subsidy for the buying side). Equity: 212 Founders (UM6P-affiliated, ≥ 1 paying customer needed), Outlierz Ventures, MNF Ventures, CDG Invest. |
| When to approach | Equity: only after the first paying contract is signed. Trying to raise pre-traction = signalling weakness. Grants: can be approached now — Tamwilcom Innov Idea explicitly accepts pre-revenue, and the product itself (5 sector packs running) is the credibility. |
| Hook (first 30 s) | (pre-customer-#1, for grants:) “We’ve built a production-grade industrial intelligence platform — 5 sector packs running on shared architecture — and we’re targeting Moroccan industrials with CBAM exposure starting Jan 2027.” (post-customer-#1, for equity:) “We have a paying industrial customer in Morocco ([sector], [size]), a sector-pack architecture that’s already running 5 verticals on the same code, and a regulatory tailwind (CBAM) that turns into MAD on Jan 1 2027.” |
| Value prop sequence | Traction (paying customer) → regulatory tailwind (CBAM 2027) → scalable architecture (sector packs) → Moroccan-founded competitive moat (Made-in-Morocco framing). |
| Material to bring | 12-slide investor deck (TODO — derive from Feasibility Study — DigiTPME 2026 + DigiTPME Founder Roadmap 2026-2027), one-pager, financial model (5-year MAD), data room (contracts, references, IP). |
| Channels | 212 Founders application portal, Outlierz portfolio scout warm intro, CGEM funding events, Tamwilcom regional offices, UM6P entrepreneurship office. |
| Funnel | (a) Grants: written application → committee decision (4–8 weeks). (b) Equity: warm intro → first call → diligence → term sheet → signing (3–6 months). |
| Success metric | ≥ 1 grant submitted by end of 2026, ≥ 1 grant secured or 1 equity term sheet by mid-2027. |
Pre-condition before any equity pitch:
- First paying pilot contract signed (the dominant Q3 priority — see NOTQIN Project Management OS R1)
- Investor deck v1 complete
- Financial model with 3 scenarios (bear / base / bull)
Grant applications can start now — no pre-condition beyond the existing product + dossier.
3. Messaging Architecture
A single message tree the founder uses to keep consistency across audiences and sectors.
ROOT — "Industrial intelligence, locally adapted"
│
├── PAIN-FRAME (which pressure?)
│ ├── CBAM 2027 export penalty
│ ├── ONEE peak-tariff energy cost
│ ├── EU buyer compliance docs
│ └── Audit fatigue (AS9100D / IATF / ISO)
│
├── PROOF-FRAME (why us?)
│ ├── Sector packs already live in 5 verticals
│ ├── 5 sector packs running on shared architecture (live demo)
│ ├── Trust Ladder (R0-R4) — no PLC write before signed audit
│ ├── Open architecture (UNS / Sparkplug B) — no vendor lock
│ └── Moroccan-founded, CNDP/DGSSI compliance built-in
│
├── DELIVERY-FRAME (what they get)
│ ├── 30-day pilot, fixed scope, fixed price
│ ├── Sector pack from day 1 (no 18-month customisation)
│ └── Founder-led pilot, not subcontractor
│
└── COMMERCIAL-FRAME (what it costs)
├── Diagnostic Pack: 2.5-5k MAD
├── 30-day pilot: 180-800k MAD
└── Annual SaaS: 600k-2.5M MAD/site
Sector message variants (lead with one):
| Sector | Pain to lead with | Sector-specific proof |
|---|---|---|
| Textile | EU buyer carbon docs (H&M, Inditex) | Textile sector pack live (synthetic demo until customer #1) |
| Cement | CBAM 2027 + ONEE energy | Cement sector pack shipped (Wave B–G) |
| Steel | CBAM Jan 2026 reporting deadline | YNNA Steel overlay in Morocco UNS Standard |
| Aeronautics | AS9100D audit + wrong-part detection | Aero MRO — Wrong-Part Detection on Test Cell 2026 dossier |
| Automotive | IATF 16949 audit + Stellantis MHEV ramp | Automotive sector pack in flight Q3 |
| Agrifood | Cold-chain traceability + ISO 22000 | Agrifood pack shipped Wave G |
| Phosphate / heavy | CBAM + OCP digital-twin programme | Morocco UNS Standard OCP Safi overlay |
4. Pitch Asset Index
What you can grab when a meeting is booked. Every asset is owned by exactly one source file.
| Asset | File | Audience | Status |
|---|---|---|---|
| Industrial AI long pitch (HTML) | NOTQIN — Pitch Industrial AI | Industrials | ✅ live |
| Sourcing prototype + banc industriel | NOTQIN — Sourcing Prototype & Banc Industriel | Industrials (engineering) | ✅ live |
| Maintenance pitch (HTML) | pitch-maintenance.html | Industrials (ops/maintenance heads) | ✅ live |
| Harrizi academic dossier preview | harrizi-pitch-preview/ | Academic | ✅ live |
| Aero EOL engine explainer | 01_Project Portfolio/.../aero-test-cell | Industrials (aero MRO) | ✅ committed |
| Automotive EOL engine explainer | (committed in last 2 commits) | Industrials (auto) | ✅ committed |
| Customer Engagement Playbook | NOTQIN Customer Engagement Playbook | Internal sales script | ✅ live |
| Trust Ladder SOW template | NOTQIN Pilot Playbook + trust-ladder-pilot-sow skill | Industrials (after Stage 3) | ✅ live |
| Investor deck v1 | TODO — derive from Feasibility + Roadmap | Investors | ⏳ pending |
| One-pager (industrials) | TODO — 1-page PDF, sector-customisable | Industrials | ⏳ pending |
| 2-min demo video | TODO — recorded screencast of factory-app + ErpLivePanel | All | ⏳ pending |
| Press kit | TODO — logo, founder bio, screenshots, key facts | Press / events | ⏳ pending |
| Academic publication 1 | TODO — CBAM ML paper | Academic | ⏳ pending |
Build priority order: investor deck → one-pager → demo video → academic paper → press kit.
5. Sales Pipeline & Cadence
The pipeline lives in NOTQIN Customer Engagement Playbook (the 5-stage funnel). This OS adds the operating cadence on top.
Weekly (Monday, 30 min — part of PM OS weekly ritual):
- Review each named industrial account (table in §2A) — has the stage moved?
- Pick the 3 highest-leverage actions for the week. Examples: send one cold email, send one warm-intro request, prep one demo.
- Update the Next action and ETA columns.
Monthly (1st business day):
- Refresh pipeline tables in §2A, §2B, §2C.
- Add new prospects from the Moroccan Industrial Digital Maturity Dossier memory and recent intel.
- Retire stalled prospects (no movement in 90 days → archive, not delete).
- Recompute conversion ratios per stage.
Quarterly (Q kickoff):
- Refresh ICP — is the qualification cutoff still right?
- Refresh messaging architecture — has the pain hierarchy shifted? (CBAM phase changes; ONEE tariff changes.)
- Refresh pricing — any deals taught us the price was too low or too high?
6. Pricing & Commercial Templates
Three packages — never quote off-menu.
Package 1 — Diagnostic Pack
- Price: 2 500–5 000 MAD (free for strategic anchors like OCP)
- Scope: 1-day plant walkthrough, digital maturity + operational-loss assessment, top-3 loss map, ROI estimate, recommended 30-day pilot scope.
- Deliverable: PDF report + 1-hour debrief call.
- Lead time: 2 weeks.
- Purpose: open the door without a software commitment.
Package 2 — 30-day Pilot
- Price: 180 k MAD (small site, R0–R1) → 800 k MAD (multi-line site, R2 shadow)
- Scope: Sector pack deployment on one line/area, customer-site.yaml configured, demo data flowing in factory-app + Grafana, one specific operational KPI baselined.
- Deliverable: Live deployment + steering meetings + pilot report.
- Lead time: 4–8 weeks calendar (pilot itself is 30 ops days).
- Purpose: prove value before the customer signs annual SaaS.
Package 3 — Annual SaaS
- Price: 600 k MAD/year (single site, < 5 lines) → 2.5 M MAD/year (multi-site, full sector pack + custom workflows)
- Scope: Per-customer droplet, all sector-pack modules, monthly KPI reviews, SLA-backed support, quarterly business review.
- Deliverable: Production access + SLA + dedicated channel.
- Lead time: ≤ 30 days post-signature.
- Purpose: convert pilot to recurring revenue.
Per-customer overlays (already scoped) live in Morocco UNS Standard — 6 overlays: OCP Safi, Sonasid, YNNA Steel, Managem Tizert, Lesieur Cristal, Tanger Med.
Discounting rules:
- Strategic anchor (OCP, first auto, first aero) — up to 40 % off Y1 in exchange for case-study rights + reference call.
- Federation introduction (FIMME / GIMAS / AMICA) — 10 % standard referral discount.
- Never discount below cost-to-serve. Cost-to-serve = ~ 250 k MAD/year/customer in current state.
7. Objection Handling Library
| Objection | Best response (short) |
|---|---|
| “We already have ERP / SCADA / MES." | "NOTQIN sits between them — we don’t replace, we publish your existing data on a Unified Namespace so CBAM and audit teams can finally read it." |
| "Why not 4Sight, Siemens, AVEVA, Rockwell?" | "They sell proprietary closed stacks at 10× our price and need 18 months. We sell sector packs that deploy in 30 days on open standards (UNS / Sparkplug B). And we’re Moroccan — your data stays in Morocco (CNDP)." |
| "Why not HighByte?" | "HighByte is a strong enterprise Industrial DataOps platform for mature IT/OT teams. NOTQIN is built for Moroccan exporters who need compliance evidence, local deployment, FR/AR operator context, and a 30-day fixed-scope path; we can integrate with enterprise DataOps later, but our wedge is the evidence and sector-pack layer above the raw data backbone." |
| "CBAM is years away / will be softened." | "Reporting is already in force since Jan 2026. Financial penalties start Jan 2027. Your EU buyer audit happens before then." |
| "Can you connect to my Siemens S7 / Omron / Schneider PLC?" | "Yes — our edge stack supports S7-200/300/400/1200/1500, Omron FINS, Modbus, OPC UA. Reference: IIoT Platform Build Intelligence — Open Source Stack 2026." |
| "Will you write to my PLC?" | "Not without an audit. We start at Trust Ladder R0–R2 (read-only). Writing to your PLC requires a signed plant-engineer authorisation per NOTQIN Pilot Playbook." |
| "How is your data secured?" | "TLS 1.3, mTLS between brokers, path-prefix ACL, Ed25519-signed CBAM payloads. Hosted in Morocco. CNDP/DGSSI-aligned. See Morocco UNS Standard v0.2." |
| "Show me a reference customer." | "We’re pre-first-customer by design — we wanted the platform fully production-grade before charging anyone. That’s exactly why we’re offering a Diagnostic Pack at MAD 2.5–5k: you get the audit without the commitment, and you’d be our anchor reference. Here’s a live demo of the full stack — 5 sector packs running today." |
| "You’re one person + AI." | "That’s our advantage — no integrator overhead, founder-led pilots, AI-assisted velocity. We staff up after customer #2 — by design, not by accident." |
| "We don’t have an IT/OT team." | "You don’t need one — sector pack ships pre-configured, our droplet is fully managed, your team only consumes dashboards + audit reports." |
| "How long until ROI?" | "Pilot ROI is measured in week 4. Annual ROI typically lands at 3–7× on energy savings alone, before counting CBAM penalty avoidance.” |
8. Standard 15-min Demo Script
The demo is the conversion moment. Run it identically every time so it tightens with each customer.
00:00–01:00 Hook — "Let me show you what your CBAM report looks like
when it's automatic. This is a real factory's data."
01:00–04:00 factory-app — sector landing (textile/cement/etc.), live KPIs,
ErpLivePanel pulling from ERP, live MQTT updating.
04:00–07:00 Drill into one anomaly (IEIA module) — energy spike on loom
MTX-007. Show timeline + Claude-generated root cause.
07:00–10:00 CBAM Agent — ask it "what's our CBAM exposure this quarter?"
Show signed proof object + audit-ready PDF export.
10:00–12:00 NOTQINVR quick clip — phone scanning a loom shows live data.
(Pre-recorded, 30 s.)
12:00–14:00 Pricing & Trust Ladder — show the R0-R4 progression on one slide.
Anchor on "30-day pilot, fixed scope, fixed price."
14:00–15:00 Close — "What machine in your plant gives you the most pain?
Let's scope a Diagnostic Pack on that line."
Demo must-nots:
- Never demo a feature that’s broken (rehearse 30 min before).
- Never claim a sector pack is live if it isn’t (currently live: textile, cement, steel, aeronautics, agrifood).
- Never quote a price not in §6.
9. Outreach Sequences (templates)
9A. Industrial cold-email (5-step sequence over 14 days)
| Day | Touch | Channel | Hook |
|---|---|---|---|
| 0 | First email | Email + LinkedIn | Sector-specific pain hook + 2-line proof + 1 question |
| 4 | Bump | Email reply | Add a 1-paragraph case from a similar Moroccan plant |
| 9 | Voice/LinkedIn DM | ”Did the first message reach you? Happy to send a 2-min demo video.” | |
| 14 | Hand-off | Soft close — “I’ll stop here; reach out anytime. Meanwhile here’s the dossier in case it’s useful.” | |
| 21 | Re-engagement | Send a new piece of intel relevant to them (CBAM update, ONEE tariff news). |
9B. Academic outreach (1-shot formal email)
Format proven by 2026-05-19 Email — Pr. Harrizi:
- Formal French opener, name + title.
- State the academic angle (NOT commercial — see standing instruction).
- Share dossier link.
- Suggest a meeting only if it advances research, not sales.
- Sign with academic affiliation (ENSA Berrechid student).
9C. Warm intro request
Use this when asking Dr Driss HARRIZI / Walker Reynolds / Abdenour Jbili / Ahmed Ratnani to introduce you to a target prospect:
- Subject line: “Intro request — [target name] @ [company] — NOTQIN”
- 3 lines max on why this person is the right introducer
- Forwardable paragraph about NOTQIN (no jargon, 4 sentences) the introducer can copy/paste
- Specific ask + close
10. Reference Library (capture as you go)
Things to systematically capture during every pilot — your future sales arsenal.
- Quotes — verbatim from operators/managers. Min 1 per pilot week. Get written permission to use anonymously.
- Screenshots — before/after dashboards, alerts that fired, CBAM reports.
- Numbers — energy saved (kWh, MAD), downtime reduced (hours), anomalies caught (count + value).
- Stories — the specific incident that proved the value. Time-stamped. Photo if possible.
- Logos — get written permission before using a customer logo. Default: don’t until R3 signature.
- Reference calls — explicit verbal consent recorded in the steering meeting notes.
- Video testimonials — only after R4 + 6 months in production.
Store under 05_Team and Collaboration/References/<customer>/.
11. GTM KPIs
| KPI | Target | Source | Cadence |
|---|---|---|---|
| Qualified prospects (Stage 1+) | ≥ 5 rolling | §2A table | Weekly |
| Diagnostic Packs delivered | ≥ 2/quarter | Invoices + reports | Quarterly |
| Pilots in delivery (Stage 4) | ≥ 1 at all times | Wave docs | Weekly |
| Average days Stage 1 → Stage 3 | ≤ 30 | Funnel log | Monthly |
| Average days Stage 4 → Stage 5 | ≤ 90 | Funnel log | Monthly |
| Conversion ratio Stage 3 → 5 | ≥ 50 % | Funnel log | Quarterly |
| LinkedIn touches/week | ≥ 10 | Manual log | Weekly |
| Cold emails sent/week | ≥ 5 | Manual log | Weekly |
| Warm intros requested/month | ≥ 3 | Manual log | Monthly |
| Pitch HTML views/month | track from day 1 | Hosting analytics | Monthly |
| Academic meetings/quarter | ≥ 2 | §2B table | Quarterly |
| Grant applications submitted | 1 by end 2026 | §2C log | Quarterly |
12. Pre-meeting & Post-meeting Checklists
Before any customer meeting (15 min)
- Read the §2A row for this account
- Pull the sector-specific overlay from Morocco UNS Standard
- Open the right pitch HTML (industrial / sourcing / maintenance)
- Open factory-app demo URL — verify it loads
- Check NOTQIN Customer Engagement Playbook for the stage-specific qualifying questions
- Have pricing §6 memorised (don’t read off a sheet)
- Have one piece of recent intel about the customer (news, LinkedIn post, regulatory filing)
After any customer meeting (15 min — same day)
- Update §2A Next action + ETA
- File meeting notes under
05_Team and Collaboration/<customer>/notes-YYYY-MM-DD.md - Capture any new objection → add to §7
- Capture any new pain framing → consider adding to §3 message tree
- If verbal consent given, capture reference material per §10
- Schedule the next touch (calendar event)
Before any academic meeting
- Re-read
feedback_academic_communicationsmemory — NO commercial framing - Bring the academic-only dossier (no DigiTPME commercial slides)
- Have at least one concrete research question / theme to propose
Before any investor meeting (equity — post first-paying-customer only)
- First paying contract on hand (or signed term sheet)
- Financial model loaded and rehearsed
- Deck v1 — last update ≤ 2 weeks
- Data room link ready
- Know the specific check size you’re asking for
Before any grant application (open now)
- Project summary in French (Tamwilcom / MITC expect FR)
- Budget breakdown matching grant template
- Letters of intent from prospects (even unsigned — a Diagnostic Pack agreement counts)
- Academic partnership letter (target: Dr Driss HARRIZI or UM6P)
13. Decision Log
| Date | Decision | Reason | Reversible? |
|---|---|---|---|
| 2026-05-13 | Adopt Trust Ladder R0–R4 model | Regulated industries (OCP, Sonasid) need plant-engineer veto + audit gate | Hard |
| 2026-05-13 | Three-package menu (Diagnostic / Pilot / SaaS) — never quote off-menu | Pricing clarity, sales discipline | Easy |
| 2026-05-19 | Academic communications stay strictly academic (no DigiTPME mention) | Pr. Harrizi outreach, broader academic credibility | Hard — standing instruction |
| 2026-05-21 | Equity approaches gated on first paying contract; grants open now | Pre-traction equity raises signal weakness; grants explicitly accept pre-revenue | Easy |
| 2026-05-21 | Adopt this GTM OS as canonical pre-customer-action doc | Pitch material was scattered; needed one anchor across three audiences | Easy |
| 2026-05-21 | Reclassify Hallotex as synthetic dev placeholder, not active pilot | No signed contract exists; pipeline cleaned; objection-handling rewritten; equity gating reframed to “first paying customer” not “Hallotex” | Hard — corrects historical record |
Next steps after first read
- Block 30 min next Monday for the Weekly outreach review (§5) and pick the 3 actions.
- Build the investor deck v1 from Feasibility Study — DigiTPME 2026 + DigiTPME Founder Roadmap 2026-2027 (target: end of June, ready when customer #1 closes — equity-side). For grants, the dossier can ship now.
- Record the 2-min demo video (one Saturday morning, screencast of factory-app + ErpLivePanel + IEIA + CBAM Agent).
- Update §2A account tables every Monday — discipline matters more than perfection.
- Run §12 pre-meeting checklist for every customer interaction, even the small ones.