Pipeline for CoD Summit May

Goal: 5 public reference design partners

• E.g. Fortune 1000, Top 100 Global Research Universities (University of Maryland), top municipal cities (Las Vegas)
  • Reputable companies that have a meaningful technology filter. Data from thousands of devices
  • Web3 organizations have less awareness among a broader audience
• Reference Slides Headlines (Depth of Partnership):
  • 1. “We’re excited to partner with Bacalhau”
  • 2. “With Bacalhau, they implemented an architecture that looks like”
  • 3. “This resulted in not just implementing their solution, but impact to their business as”
  • 4. “Given our initial signal on what Bacalhau is giving us, we intend to expand our usage by 10x ..”

Design Partner Funnel (top to bottom)

• Alignment on the Bacalhau value proposition (aka Problem Identification)
  • Currently conducting paid user interviews (Contacts tab here) to align on “problems Bacalhau can solve” for design partners.
  • Example best practices for User Interviews: Pillar VC, Y-Combinator, Mom-Test
  • *Currently on hold until budget is approved
• Leads Sourced (20 total) via
  • (10) Marketing Activities: advertisements, event sponsorships, etc.
    • *Currently on hold until budget is approved
  • (5) Direct Outreach
    • Sourced via LinkedIn, email, PLN network, events that Bacalhau engineers deliver talks
  • (5) Referrals from the PL Network, Storage Providers Compute Provider Beta Program
• Partner Meetings :
  • (20) design partner prospect meetings from sourced leads
  • *On hold until we align on specific messaging (pain and value proposition) for a specific audience
• Partners Onboarded to Bacalhau
  • (10) design partners attempted onboarding their workload using Bacalhau (assuming a 50% conversion rate)
• Public design partners onboarded (closed-won)
  • 5 design partners agree to become a public reference (assuming a 50% conversion rate)

Design Partner Onboarding Process

• Initial Meeting (Discovery) via BANT
  • Budget: how much time can the prospect commit to the process?
  • Authority: who has authority to agree for their project/company to be a public reference for Bacalhau?
  • Needs: what is the potential business value (pain points) that Bacalhau can address (leading to potential workloads to onboard to Bacalhau)?
  • Timelines: are there any compelling events in the next 3-6 months that Bacalhau can align to?
• Workload Onboarding Process:
  • [to complete this with David’s help after we define the Bacalhau platform and its underlying products]
    • Bacalhau On Premise
    • Bacalhau Hybrid (Insulated Jobs)
    • Bacalhau Public Network
  • Estimated time to complete: X weeks