Worked Example: A 14-Day Orgo Motion

We do not research individuals or organizations. No LinkedIn deep-dives, no news scanning, no personalization based on recent events. What we need before dialing is a fast ICP-confirm check so we know which value prop tier to use. Build this into Outreach as a 2-minute pre-call task:

• Segment confirmed: travel sports league (tier-one per Ch 01).
• Size tier: approximate teams, age groups, and family count so we know whether we're talking to a 75-family or 400-family org.
• Decision-maker title and a working phone number or email.

That's it. The time saved here goes into the next dial. We qualify whether the value prop lands by talking to them, not by studying them.

Connection request, no message. We're building familiarity, not asking for time. The ask stays in email.

Why this works: it's a real question scaled to their size, and the humor lands with anyone who's run a volunteer board.

The moment the call is on the calendar, we send a one-paragraph note framing it as a discovery conversation, not a product demo. This sets the agenda so the call qualifies fit instead of drifting into a feature tour:

• Minutes 0–5: Frame and confirm. "Thanks for the time. This is a discovery call, not a pitch. I want to understand how your league runs scheduling and family communication today, what your families actually use, and where it breaks. Then I'll show you the pieces of Orgo that map to what you tell me. Sound fair?"
• Minutes 5–18: Qualify the value prop. Work through a short discovery arc:
  • How are schedules built and shared across your teams today, and how often do they change mid-week?
  • What do parents use right now for game updates, weather calls, and travel info, and where does it fall down?
  • How much of your week and your coaches' time gets eaten by "did you see the email" follow-up?
  • If families had one league-branded place for all of it, free to them, what would have to be true for you to put your name behind it?
  • Who else weighs in on a decision like this, board, treasurer, tech volunteer?
  We're listening for the specific pains the value prop solves. If they aren't there, we say so and end early. That's the qualification.
• Minutes 18–25: Review the deliverable against what we heard. Reflect their language back, then walk through the pieces of Orgo that line up with it: family-facing schedule and comms, weather and travel updates, league-branded experience, and the partner rev-share on paid subscriptions. Close with a clear next step: "Based on what you described, here's what a 60-day pilot on one age group would look like. I'll send a two-page proposal tomorrow so you and the board can react to it on paper."

Two-page document. Not a deck. Page one is the partnership agreement: scope, success metrics, timeline, what Orgo provides, what the league provides, and the rev-share terms on paid family subscriptions. Page two is the board memo the ED can forward as-is.

We write this because the ED is busy, and because the BDR who runs the cycle knows the language the board needs to hear. This is the single biggest leverage point in the motion.

Per the multi-stakeholder strategy (Ch 03 §5), we don't ask the ED to walk the treasurer through partner economics. We offer to talk to him directly. 15 minutes, focused on the rev-share mechanics, projected adoption inside the pilot division, and what the recurring revenue line could look like at full league scale. No Time Literacy talk. He cares about how the partnership contributes financially. Give him exactly that.