This is the weekly operating document for the 12 named buyers across the DEFONEOS pipeline. Every Friday at 16:00 BST, the deal-velocity matrix is updated, a SIGIL receipt is generated, and the next-week's 7-touchpoint cadence is pre-armed. The aim: visible weekly motion against every named buyer, signed by a 33-agent BFT council quorum, with no buyer silent for >14 days.
1. The 5 Stages (with stage-gate rules)
| # | Stage | Days | Entry-gate | Exit-gate | Owner |
|---|---|---|---|---|---|
| 1 | DISCOVER | 0–14 | Buyer named + first-email-blueprint queued | Reply received OR no-reply-nurture D+3 triggered | JEEVES |
| 2 | DEMO | 1–21 | Reply + Calendly link | Discovery call held | JEEVES + Nick |
| 3 | PILLAR | 2–30 | Call held + champion identified | pilot-proposal-1page sent | Nick |
| 4 | PACT | 3–60 | Proposal sent + verbal yes | Contract signed (or 60-day soft-no) | Nick |
| 5 | CLOSED | terminal | Signed contract + first invoice | — | Nick + JEEVES |
Any buyer that stays in DISCOVER past D+14 is moved to a "cold-no" sub-state and re-engaged in 60 days with new evidence. Any buyer that stays in DEMO past D+21 is escalated to a champion-finding exercise. Any buyer that stays in PILLAR past D+30 is escalated to a Board-decision-pack review.
2. The 12-Buyer Weekly Matrix
| # | Buyer | Org | Tier | Stage | Days | Next-action | Signal | Velocity |
|---|---|---|---|---|---|---|---|---|
| 1 | Dstl AI Assurance | Dstl | T1 | DISCOVER | D+0 | Send Template 1 (cold-outreach) | 0 | — |
| 2 | DASA Innovation | DASA | T1 | DISCOVER | D+0 | Send Template 2 (DASA grant) | 0 | — |
| 3 | Dstl Cyber | Dstl | T1 | DISCOVER | D+0 | Send Template 1 | 0 | — |
| 4 | Navy Autonomy (NCHQ) | Royal Navy | T1 | DISCOVER | D+0 | Send Template 1 | 0 | — |
| 5 | RE Digital Eng | British Army | T1 | DISCOVER | D+0 | Send Template 1 | 0 | — |
| 6 | RAF Rapid Capab. | Royal Air Force | T1 | DISCOVER | D+0 | Send Template 1 | 0 | — |
| 7 | UKDI Yorks/Humber | UKDI | T2 | DISCOVER | D+0 | Send Template 5 (UKDI) | 0 | — |
| 8 | NATO DIANA | NATO | T2 | DISCOVER | D+0 | Send Template 4 | 0 | — |
| 9 | UK AISI | DSIT/AISI | T2 | DISCOVER | D+0 | Send Template 3 (AISI) | 0 | — |
| 10 | Dstl AI Lab (deep) | Dstl | T1 | DISCOVER | D+0 | Send Template 1 + reference pack | 0 | — |
| 11 | UKHO Maritime | UKHO | T2 | DISCOVER | D+0 | Send Template 1 (maritime variant) | 0 | — |
| 12 | UK Space Cmd | UKSC | T3 | DISCOVER | D+0 | Send Template 1 (ISR variant) | 0 | — |
The "Signal" column is the rolling 0-100 score from the crm-tracking-pipeline.html rubric. The "Velocity" column is updated weekly: ↑ = stage advanced in last 7d, → = held position, ↓ = stage regressed or dropped to cold-no.
3. The Weekly Stand-up (Friday 16:00 BST · 10 minutes · 7 outputs)
- Update the 12-buyer matrix above (stages, days, next-actions, signals, velocity)
- Generate the Friday SIGIL receipt (
tick-NN-friday-standup.json) - Pre-arm next-week's 7-touchpoint cadence (per crm-tracking-pipeline)
- Identify any buyer at stage-day limit and escalate per stage-gate rules
- Run the 33-agent BFT council sign-off on the matrix update (programmatic, 28 approve / 5 amend quorum)
- Emit 1-page summary to the channel-bot (Notion / Airtable / Slack)
- Append the deal-velocity digest to the sovereign-proof-pack (chain-of-custody)
4. The 7-Stage-Gate Triggers (automatic escalations)
| Trigger | Action | Owner | SLA |
|---|---|---|---|
| DISCOVER D+14 silent | Move to cold-no sub-state + schedule re-engage in 60d | JEEVES | Same day |
| DEMO D+21 not held | Champion-finding exercise + reply-triage escalation | JEEVES + Nick | 48h |
| PILLAR D+30 not proposed | Send board-decision-pack + UKDI regional escalation | Nick | Same day |
| PACT D+60 not signed | Soft-no conversation + 12-month re-engage calendar entry | Nick | Same day |
| CLOSED + 90d no renewal conversation | Trigger renewal-negotiation + 3 expansion plays | Nick | 14d |
| Any reply containing Palantir / Anduril / UKCloud | Trigger competitive-battle-card response within 24h | JEEVES | 24h |
| Any reply containing JSP 936 / SC / Cyber Essentials | Trigger compliance-gate response with the 14-section answer | JEEVES | 24h |
5. The 4 Velocity KPIs (reported every Friday)
- KPI 1 Buyers advanced — count of buyers who moved ≥1 stage in last 7 days (target: ≥3/week)
- KPI 2 Reply rate — replies ÷ emails sent, rolling 30d (target: ≥25%)
- KPI 3 Stage-day compliance — % of buyers within their stage-day limit (target: ≥90%)
- KPI 4 PACT velocity — avg days from PILLAR → PACT (target: ≤21d)
6. The 3 Anti-Patterns (auto-red-flagged)
- Pipeline-stuffing: adding >3 new buyers without first advancing existing ones. Auto-flag at weekly stand-up.
- Stage-skipping: jumping from DISCOVER directly to PACT without a DEMO held. Auto-revert to DEMO.
- Tier-drift: spending >50% of weekly touchpoints on T3 buyers while T1/T2 are silent. Auto-rebalance.
7. The 33-Agent BFT Council Sign-off
The Friday stand-up triggers a programmatic 33-agent BFT council vote (quorum 23/33): 28 seats approve the matrix update, 5 amend with sub-stage corrections, 0 reject. The vote is anchored to a SIGIL digest and published to tick-NN-friday-standup.json. The chain-of-custody is append-only — every past week remains auditable.
8. The Friday Email Summary (auto-generated)
After the stand-up, JEEVES emits a 12-line email summary to Nick + the BFT council:
WEEK [N] STAND-UP — 12 buyers, [X] advanced, [Y] silent, [Z] escalated
- ADV: [buyer list]
- HOLD: [buyer list]
- SILENT: [buyer list]
- ESCALATED: [buyer list]
- KPI1: [val]/3 — KPI2: [val]% — KPI3: [val]% — KPI4: [val]d
- NEXT WEEK FOCUS: [3 priorities]
- SIGIL: tick-[NN]-friday-standup-[hash]
9. Evidence Links (all SIGIL-anchored)
- /defoneos-mod-crm-tracking-pipeline — 12-buyer CRM schema + 5-tier state machine
- /defoneos-mod-cold-outreach — 5 named-owner templates + 14-day cadence
- /defoneos-mod-no-reply-nurture — D+3 / D+7 / D+14 nurture sequence
- /defoneos-mod-buyer-triage — reply-triage dashboard
- /defoneos-mod-discovery-call-script — what happens after a reply
- /defoneos-mod-pilot-proposal-1page — what gets sent at PILLAR exit
- /defoneos-mod-renewal-negotiation — T-90 renewal playbook
- /defoneos-mod-board-update — monthly Board memo
10. Why this works
Pipeline velocity is the single best predictor of contract-close. The weekly Friday stand-up is the smallest viable rhythm that catches silent buyers, escalates stuck stages, and preserves human attention for the highest-leverage buyers. The 7 auto-triggers remove the cognitive load of "what do I do today?" — the answer is always "the next-touch the matrix tells you to do." The 4 KPIs are the only 4 numbers Nick needs to know on Monday morning.
This pack is the operating document. The cold-outreach pack is the entry-point. Together they form a closed loop: every email is logged, every reply is triaged, every stage is gated, every escalation is automatic, every Friday produces a SIGIL receipt.