Convert the remaining 41 days into one compounding motion.
Same ARR. Same team. Every remaining credit routed to a measurable lift. Three foundations land by Week 1. Five plays go live by Week 4. Marco, Jessica, and Diego present their own data to Justin on May 20, seven days before renewal close.
Headline state
The three pillars
Foundation first
Context Center populated Week 1. Seven AI features sharpen overnight. Waterfall tuned. AI Research extends to five SDRs. One working session is the gate.
Scoring routes everything
AI Lead Scoring trained on SFDC closed-won. 70+ flows to sequences. Below-threshold holds. 24x meeting lift on same spend (historical conversion: 273 meetings / 285,957 emails).
Intelligence wraps Nooks
Chrome Extension overlays pre-call Research briefs. Post-call webhook fires AI Summary. Auto-populates 6 SFDC custom fields. 133 hours per week saved in pilot cohort.
30/60/90 scorecard
From volume math to meetings-per-credit math.
PDM's historical conversion is 273 meetings from 285,957 emails. That is 0.095%. Applied to an unranked 30K cohort: ~28 meetings. Applied to a scoring-gated cohort routing to 70+ only: 675 meetings on the same credit spend. That is the 24x story.
Scoring model (three blended layers)
| Layer | Input | Weight | What it answers |
|---|---|---|---|
| Fit | Firmographic + technographic vs SFDC closed-won history | 0.45 | Does this account look like customers who close? |
| Intent | Bombora topic spikes on "marketing attribution", "CAC payback", "first-party data", "measurement" | 0.35 | Is this account researching the problem PDM solves? |
| Engagement | Apollo past touches + website visits + email open history | 0.20 | Has this contact shown up in your orbit before? |
Score tiers and routing
| Tier | Range | Volume share | Action | Credits consumed |
|---|---|---|---|---|
| Hot | 90–100 | 5% | Full waterfall + AI Research brief + sequence enrollment + owner alert | High |
| Warm | 70–89 | 20% | Full waterfall + sequence enrollment | Medium |
| Cool | 50–69 | 35% | Basic enrichment + nurture only | Low |
| Hold | <50 | 40% | No enrichment · revisit quarterly | Zero |
Pre-renewal pilot vs FY27 full TAM
Pre-renewal pilot · 30K cohort
Fits inside 2.39M remaining runway. Scores 30,000 contacts across 5 high-intent segments. Produces the evidence base Justin sees on May 20.
Credit consumption: ~30,000 main pool credits. Expected output: 675 meetings vs 28 unranked (24x lift) at PDM's historical conversion ratio.
FY27 full TAM · 2.5M contacts
Deferred to the next plan cycle. Requires Inbound Add-on + full enrichment budget. Sequences into the FY27 plan restructure, not pre-renewal spend.
This is not the ask today. Today's ask is the 30K pilot that proves the model.
Context Center Week 1. Eight AI builds sharpen in the same pass.
Every AI feature inside Apollo reads from one shared place. Populate Context Center once, and eight builds sharpen against PDM's voice and patterns: AI Research, AI Lead Scoring, AI Personas, AI Assistant, AI Sequence Writing, AI Email Composer, AI Pre-Meeting Insights, and AI Call Summaries. One working session compounds across the entire rollout below.
Week-by-week rollout
| Week | Build | Deliverable | Owner | Gate |
|---|---|---|---|---|
| Week 1 · Apr 22–28 | Context Center populated | 5 personas · 3 value props · 5 competitors · 5 pain points · 3 CTAs | Jessica + Allan | One working session |
| Week 1–2 | AI Research rollout | 5 SDRs activated · 25 free jobs each · daily brief ritual | Marco | Context Center complete |
| Week 2 · Apr 29–May 5 | AI Lead Scoring trained | Model trains on SFDC closed-won · scored field live in search + SFDC | Allan | 6 months clean closed-won data |
| Week 2 | AI Personas defined | 5 personas live: RevOps leader, Mktg Ops director, DTC growth lead, eComm CMO, Attribution analyst | Jessica | Context Center personas section |
| Week 3 · May 6–12 | AI Assistant daily habit | 5 SDR daily rituals live + 3 manager weekly rituals | Marco + Jessica | Slack reminders + Chrome pin |
| Week 3 | AI Sequence Writing A/B | 3 existing sequences get AI-written variants · 200-send/variant test | Jessica | Context Center voice fed |
| Week 4 · May 13–19 | AI Email Composer + Pre-Meeting + Call Summary | All 3 features on task/calendar surfaces · SFDC auto-populate | Marco | Prior weeks complete |
Credit consumption map
Free (included in trial)
AI Research · 25 jobs/user/week free tier. 125 jobs across 5 SDRs = 625/week = 2,500/month.
Main pool (Engagement Only plan)
AI Sequence Writing · AI Email Composer · AI Call Summary · Pre-Meeting Insights · Assistant. All run on AI words (287.7M remaining of 288M).
Paid add-on (post-renewal consider)
AI Lead Scoring advanced features · Bombora intent (if not included). Not pre-renewal blockers.
Do not displace Nooks. Wrap it.
Nooks stays as the dialer surface. Apollo becomes the intelligence layer around it. Two AI research layers plug in at the seams: pre-call brief fires five minutes before Nooks dials; post-call webhook triggers AI Summary that auto-populates six SFDC custom fields. Reps keep the tool they dial with today. Salesforce remains the single pane of truth.
Pre-call AI Research brief
Fires 5 min before Nooks connects the rep. Chrome Extension overlays the Nooks surface with a 60-second-read brief: company snapshot, recent news, tech stack, persona match, last-touch history from SFDC, Context Center-powered talking point.
Surface: Apollo Chrome Extension sidebar on Nooks dialer page
Writeback: SFDC Activity logged "AI Research executed" with brief URL attached
Post-call AI Summary
Nooks "call ended" event webhooks the recording URL to Apollo. AI generates decision + action item summary. Auto-populates 6 SFDC custom fields on Opportunity + Contact: next_step, objection_captured, sentiment, buying_signal, timeline, deal_blocker.
Surface: Apollo Workflow Engine triggered by webhook
Writeback: SFDC custom fields + Task note on Contact record
Integration stack
| Layer | Component | Function | Implementation |
|---|---|---|---|
| 01 | Chrome Extension | Overlays Nooks UI with Apollo context | Apollo Extension pinned on rep taskbar, active on all web surfaces |
| 02 | SFDC bi-directional | Nooks logs call, Apollo reads + enriches + writes back | Single source of truth on Opportunity + Contact objects |
| 03 | Webhook workflow | Nooks call-ended event → Apollo Workflow Engine → enrichment + sequence action | Webhook config in Nooks admin + Apollo Workflow trigger |
| 04 | Context Center | Voice source for both layers | Persona + pain + value prop entries fed into AI generation |
AI Scripting framework (pre-built, persona-matched)
Opener variants
Per-persona opener scripts populated from Context Center. Rep sees matching opener on screen as Nooks connects.
Objection response branches
Top 5 objections per persona mapped to response scripts. Brief surfaces relevant branch when objection fires.
Close qualification prompts
Context Center CTAs feed end-of-call qualification flow. Rep closes on which CTA matches persona.
Stage coverage · Nooks vs Apollo in the 10-stage flow
| Stage | Nooks covers | Apollo covers | Integration mechanic |
|---|---|---|---|
| 04 · Prioritized Lead | No. Nooks works a list. | Yes. AI Assistant ranks. | Apollo pushes ranked list into rep's morning plan. Rep dials from Nooks. |
| 05 · First Connect (pre-call) | Connects the dial. | Briefs the rep. | Pre-call AI Research fires 5 min before Nooks connects. Chrome Extension overlay. |
| 05 · First Connect (during call) | Carries audio + UI. | Surfaces talk track. | Chrome Extension shows persona-matched opener + objection branches over Nooks. |
| 05 · First Connect (post-call) | Fires call-ended webhook. | Generates summary. | Nooks webhook → Apollo Workflow → AI Summary → 6 SFDC custom fields populated. |
| 08 · Active Opp | Re-dials follow-ups. | Flags save play. | Apollo CI flags stalled objection. Workflow surfaces save-play sequence. Rep dials from Nooks. |
Scoring-gated enrichment across all 49 sequences.
Not every sequence gets full waterfall. Full waterfall + AI Research only fires on scored 70-plus cold outbound. Nurture gets basic enrichment. Sub-60 contacts consume zero enrichment credits until signal changes. This reshapes the 2.4M remaining main pool into a targeting engine, not a volume engine.
2.4M remaining main pool · allocation
Sequence-level waterfall tuning
| Sequence type | Stage | Enrichment tier | Credit consumption | Count in 49 |
|---|---|---|---|---|
| Cold outbound · RevOps | Step 1-3 | Full waterfall + AI Research (scored 70+ only) | High | ~12 |
| Cold outbound · Mktg Ops | Step 1-3 | Full waterfall + AI Research (scored 70+ only) | High | ~8 |
| Nurture · repeat contact | Step 1-2 | Basic enrichment only | Low | ~15 |
| Re-engagement · dormant | Step 1 | Waterfall refresh + job change check | Medium | ~6 |
| Inbound follow-up | Step 1-2 | Form enrichment (already fired) + Bombora refresh | Low | ~5 |
| Expansion · named account | Step 1 | Full waterfall + contact-level WVT refresh | Medium | ~3 |
Three primary workflow automations
Form abandon recovery
Form abandon trigger → Apollo Contact-Level WVT identifies the visitor → Enrichment + scoring → Auto-enroll in persona-matched re-engagement sequence → Slack notify owner.
Owner: Jessica · Credit: Medium
Job change expansion
Job change detected on a known contact → Waterfall enrichment on new company → AI Research brief generated → Sequence enrolled + Slack notify account owner.
Owner: Marco · Credit: Medium
Intent spike routing
Bombora intent topic spike → AI Lead Score runs → If 70+ route to correct rep based on persona map → Slack ping with account context.
Owner: Allan · Credit: Low (no enrichment at trigger; only scoring)
Every remaining credit routed to a measurable lift.
2.39M main pool credits through Jun 2. Zero Mobile. Zero Export. Every dollar of credit spend in the next 41 days lands against a specific intervention with quantified value output.
Pool state · Apr 22, 2026
Credit-to-value routing (41 day window)
| Credit bucket | Budget | Routed to | Expected lift |
|---|---|---|---|
| Scored 70+ outbound | 720K | Cold RevOps + Mktg Ops sequences · full waterfall + AI Research | 675 meetings vs 28 unranked baseline (24x) |
| Maintenance enrichment | 1,200K | Existing 49 sequences · basic tier across nurture + re-engagement | Preserves current 273-meeting cadence through renewal |
| Workflow triggers | 480K | Form abandon + Job change + Intent routing automations | Est 15–25% reply rate lift via triggered enrollment speed |
| AI words pool | 287.7M | Context Center + Research + Sequence Writing + Email Composer + Call Summaries | 15–25% reply rate on AI-written variants when Context Center fed |
| Mobile + Export | Zero remaining | Reload conversation post-renewal · not pre-renewal spend | Reframes "overage" to "specialty reload" for Justin |
Three commercial options for Justin
Flat renewal + reload blocks
Keep ARR flat at $34,272. Add Mobile + Export reload blocks sized to next 12-month forecast. Finance-neutral on renewal line.
Higher base + overage block
Move base slightly. Reduce specialty-pool volatility. Sell as "protecting your team from overage surprises."
Hold base + make-good credits
Flat ARR + make-good credits tied to FY27 commitment (Inbound Add-on + AI SKU attach).
Seventeen qualified FY27 plays plus three custom.
Library scan: 55 FY27 plays. Qualified for PDM: 17. Custom plays added for PDM-specific gaps: 3. Every intervention has a priority, owner, credit cost, and renewal impact.
Forty-one days. Every week owns a layer.
Apr 22 through Jun 2. Each week stacks on the prior week's exit gate. Week 4 lands the team-to-Justin readout on May 20 (T-13 to renewal close).
Apr 22-28
Exit gate: Context Center review with Marco at end of week.
Apr 29-May 5
Exit gate: scoring model validated against last 6 months of closed-won.
May 8 (exec call)
Exit gate: verbal renewal commit from Justin.
May 6-12
Exit gate: first AI variant results in Apollo Sequence Analytics.
May 13-19
Exit gate: team-to-Justin readout package assembled by May 19.
May 20
Exit gate: Justin's final renewal decision before close.
May 20-Jun 2
Exit gate: verbal renewal sign-off from Justin before May 22.
Jun 2
Allan's presentation key messages.
Ten talking points sequenced for the leadership readout. Each one has a one-line takeaway and a data anchor. Use as the script backbone for Apollo internal presentations and as prep for the May 8 exec alignment call.
Everything the team takes with them.
Five resource bundles ship alongside this plan. Each is self-contained, ready to hand to Marco, Jessica, Diego, and their broader team as the plan rolls forward.
Context Center populated template
Paste-ready entries for all 5 Context Center sections: company overview, 3 value props in Power Digital voice, 5 competitor positioning paragraphs, 5 customer pain points, 3 CTA templates. Jessica runs the Week 1 session; this is what she populates from.
Source: content-engine-pdm-ai-package-2026-04-21.md Section 1
AI Research daily ritual guide
5 daily SDR rituals + 3 weekly manager rituals. Time anchors (8:30 AM, 11 AM, 5 PM), Slack prompt templates, Chrome Extension pin instructions, calendar block recurring events. Marco distributes to the 5-rep cohort in Week 1.
Source: content-engine-pdm-ai-package-2026-04-21.md Section 2
4-week PDM-led testing framework
Week 1 baseline capture, Week 2 AI Research layer, Week 3 AI Lead Scoring layer, Week 4 full stack. Data capture method (SFDC custom field tags + Apollo analytics + weekly 15-min standup). Success criteria: 20%+ reply rate lift, 50%+ time-per-lead reduction.
Source: content-engine-pdm-ai-package-2026-04-21.md Section 3
AI Message Testing 4-variant framework
Control / AI default / AI persona / AI signal. 200-send statistical floor per variant. 7-day rolling window. Refinement loop: if all 4 lose to control across 3 runs, Context Center is the problem. Jessica owns, Marco reviews weekly.
Source: agency-copywriter-pdm-messaging-2026-04-21.md Section 1
Exec alignment presentation deck
13-slide client-facing deck (DEL-PDM-004). McKinsey narrative architecture. Apollo Beams editorial design. 10-stage activated stack flow with dual-state (loss today vs. capture post-build). Ready for May 8 exec call with Justin + Marco + Jessica.
File: pdm-lifecycle-deck-client-2026-04-21.html
Internal pressure-test deck (DEL-PDM-005)
13-slide internal deck with FY27 play IDs, risk flags, commercial framing, and Nooks consolidation internal notes. Use for Apollo account team pressure-test before the exec call.
File: pdm-lifecycle-deck-internal-2026-04-21.html
Known gaps requiring Allan confirmation before leadership presentation
- Bombora availability in Engagement Only plan. Gates Section 1 intent model + Section 4 Workflow 3. If not included, scoring weights rebalance (fit 0.55, intent 0.20 via engagement proxy, engagement 0.25).
- Contact-Level WVT beta tier access for PDM. Gates Section 4 Workflow 1 (form abandon + visitor identification).
- Exact TAM filter count via Apollo search run. Current estimate is inferred; needs live Apollo search to validate the 2.5M number.
- PDM bounce-rate baseline for quantified 45% lift math. Current lift is Apollo-reported average; PDM's specific baseline should be pulled from Email Analytics.