Harbor City Fiber
Rachel Owens, Chief Operating Officer · rowens@harborcityfiber.example · (207) 555-0163
Fit score
84/100
Status
Qualified
Routed to
Rep A
Est. ARR
$1.0M
Speed-to-lead
✓ touched in 4m
Score breakdown qualify at 65
Subscriber base30 / 30
62,000 subscribers → 50k+ subscribers band
ISP type20 / 20
Fiber-first ISP: core ICP: fiber builds need billing + provisioning together
Current billing / OSS stack9 / 25
Modern ISP platform (incumbent): competitive displacement, so time it to the contract end
Trigger & intent25 / 25
Demo request +18 · Clay found leadership change +7
Total fit score84 / 100
Trigger event 18d ago
Leadership changeNamed a new COO, previously at a national fiber operator
Press release announces the COO hire and says the mandate is 'operational efficiency as we pass 100k homes'.
Source: SAMPLE — press release + LinkedIn role change · Clay column: Job change (Clay)
Rep brief for Rep A
Why now
Demo request from /platform/automation (linkedin / paid-social / isp-ops). They wrote: "New in the COO seat. Our current platform works but every workflow change needs a vendor ticket. Want to compare." Clay also found a leadership change trigger (see left).
Account
Fiber-first ISP · 62,000 subscribers · Southern Maine + NH seacoast · 410 employees
Angle
Fiber growth means new passings, install scheduling and plan catalog changes every month. Competitive. Find the contract end date and lead with workflow automation they can't do today without a vendor ticket.
Next step
First touch done by meeting booked. Book discovery and confirm the current billing contract end date.
Routing → HubSpot Enterprise · US East
Rep A owns Enterprise · all territories
| Contact | lifecyclestage | salesqualifiedlead |
| Contact | hs_lead_status | IN_PROGRESS |
| Company | hubspot_owner_id | Rep A |
| Company | fit_score | 84 |
| Company | subscriber_count | 62,000 |
| Company | current_bss_stack | Modern ISP platform (incumbent) |
| Company | trigger_type | Leadership change |
| Company | trigger_detected | 18d ago |
| Deal | dealstage | appointmentscheduled |
Drafted first reply
To: rowens@harborcityfiber.example · From: Rep A · Logged to HubSpot timeline
SubjectHarbor City Fiber + gaiia: your demo request
Hi Rachel,
Thanks for reaching out. You mentioned: "New in the COO seat. Our current platform works but every workflow change needs a vendor ticket. Want to compare."
Plenty of teams on modern platforms still wait on the vendor for every workflow change. Being able to build those workflows yourselves is the part worth comparing.
And congratulations on the new role. I'm happy to make this a quick read on where the biggest operational wins are.
Do Tuesday at 10:00 or Wednesday at 2:00 (your time) work for a 30-minute walkthrough?
Rep A
gaiia