Territory plans

Three territories, one plan each: who to target, where, with what offer, and the weekly rhythm. Counts are live from Accounts.

Enterprise: Alberta & the Prairies

Win the Diagnostic, then the platform work. Few accounts, deep, multi-threaded; long cycles.

Patch	Accounts	Contacted	On hold
Public sector, health & education RFP-only. No cold email. Register as a supplier, watch postings, bid or skip.	0	0	-
Calgary energy, midstream & oilfield services The core patch: Azure-invested, regulated, AI-curious head offices.	0	0	-
Calgary utilities, rail, engineering & other Asset-heavy and regulated Calgary head offices outside oil and gas.	0	0	-
Edmonton & northern Alberta Engineering, retail and non-public enterprise.	0	0	-
Winnipeg & Manitoba Insurance, manufacturing and agri-equipment head offices.	0	0	-
No city on file Add the head-office city before working these.	1	1	-

Large Alberta and Prairie organisations, roughly 200-10,000 staff: energy, midstream, utilities, engineering, regulated and asset-heavy firms.
Buyers: CIO / Head of Cloud, CISO and OT security, platform and DevOps leads, procurement last.
Public bodies (city, health, education) only through posted RFPs; see the Government play.

Free 60-minute Azure Modernization & AI Readiness DiagnosticThe front door. Pair it with everything below.
Governed landing zones for AI workloadsAI pilots with no governed platform.
AI governance, evaluation gates, cost controlAI in use with no policy; regulated sectors.
Azure and GitHub agentic toolingPlatform/DevOps hiring, slow or noisy delivery.
Legacy Java/.NET modernizationEOL platforms, datacentre exit.
Advisory retainerThe expansion after the first engagement.

LinkedIn note first (draft in the Work queue), email second and only to a supplied or Apollo-verified address.
Multi-thread every account: aim for 3 named people (exec, cloud/IT, security) before the first meeting.
Lead with their dated public signal (a project, a deal, a hire), then offer the Diagnostic. No prices in outreach.
Warm intro beats cold: BDC network, Microsoft partner directory, CNCF and podcast contacts.
Expect a procurement gate: note the supplier portal on the account before proposing anything.

LinkedIn + email via the Work queue (P1 first).
Warm intros: the BDC seat, Microsoft partner profile, CNCF community, Code to Cloud podcast.
Prairie Dev Con and similar talks: a reason to be known before the message arrives.
Public sector: Alberta Purchasing Connection, CanadaBuys and municipal portals (RFP-only).

New LinkedIn notes (P1, then P2)	10
Second/third contact added to an account	3
Warm-intro asks sent	2
Due follow-ups cleared	All

Sent in the last 7 days across this territory: 0. Targets are proposals until there is conversion history; recalibrate after the first 30 days.

Diagnostics booked	4 (proposed)
P1 accounts with 3 named contacts	Every P1
Qualified opportunities	2
Proof asset from Canadian Tire in use	1 case study

Work the P1 accounts first: send every ready LinkedIn note, record it, let the 3-day reminders drive the rest.
Import Apollo contacts for the P1s; add CIO, Head of Cloud and CISO for each.
Resolve the held accounts (Keyera deal status, Frontera, WestJet) before any contact.
Check the Plains/Keyera and other merger notes; archive confirmed duplicates.
Start the supplier registrations in the Government play for the public-sector patch.

A `hold` route is never contacted; read the account notes first.
Public sector: bid-or-skip on a posted RFP, never cold email.
No prices, no client names, no guarantees in outreach; claims only from facts.md.
Cloudflare and its partners are excluded until the exit terms are read.
Kevin sends everything; the tools only draft and record.

Most contacts are still unnamed; Apollo is the unlock.
Many accounts are still 'needs research': no signal or draft yet (see the Work queue bucket).
No conversion history; the weekly targets are proposals.