Strategic Plans Synthesis - February 15, 2026
Source: Meetings repo intelligence documents (pulled Feb 16)
Context: Massive strategic analysis by AI agent(s) analyzing 747 meetings, 5,862 emails, 390 deals, 809 leads
Purpose: Integrate external strategic intelligence with Project Minnie operational plan
What Was Developed (External Intelligence)
1. MASTER_PLAN.md - Strategic Blueprint
Authors: "The Mastermind Council" (Yamauchi/Nintendo, Bushnell/Atari, Ridinger/Market America, Clow/Apple, Sculley/Apple, McCoy/Mammoth)
Core Thesis:
- ZTAG sells belonging, not tag equipment
- Success = Playmaker flywheel (customers become evangelists)
- Two hemispheres: Sculley (infrastructure/operations) + Clow (belief/identity)
- Growth model: Network multipliers (Steve doesn't train Playmakers, he trains Playmaker Developers)
Strategic Insights:
- "The product is a ritual machine that creates tribes"
- Procurement is THE bottleneck (not product, not price)
- Institutional (schools) builds installed base, Professional (GameTrucks) funds R&D
- Goal: Exponential growth without linear headcount (train trainers, not just users)
2. ACTION_PLAN_2026-02-15.md - Tactical Execution
Data-driven: 390 deals analyzed, pipeline health assessed
Current State:
- $4.2M closed revenue (all-time)
- $978K active pipeline (74 deals)
- $750K overdue deals (55 deals, 6-12 months past close date)
- $123K closable this week (11 deals due by Feb 28)
- 31% loss rate (98 deals, $1.5M lost)
Immediate Actions:
- CLOSE: 11 deals due Feb 28 ($123K)
- RESPOND: 7 support tickets (customer waiting)
- CLEAN: Triage 55 overdue deals (revive/nurture/close lost)
Q1 2026 Theme: "Stop the Bleeding" (pipeline triage, clear backlog, honest forecast)
3. CMO_STRATEGY_2026.md - Marketing/Growth Strategy
Honest assessment: Validated assumptions vs wrong assumptions vs blind spots
What Works:
- ✅ Playmaker flywheel validated (Quan delivers → champions evangelize)
- ✅ Procurement is bottleneck (not price, not product)
- ✅ Warmth/relationship selling differentiates (Kristin's emoji approach)
- ✅ Network Multipliers are gold (BACR: 7+ units, organic expansion)
What Doesn't Work:
- ❌ Belief architecture during sale (identity forms POST-purchase, not during)
- ❌ Sales cycles are 3-9 months (not weeks as implied)
- ❌ Distributor/reseller model rejected (team consensus: direct only)
- ❌ 94% meeting stall rate (1 of 185 Kristin meetings closed)
- ❌ School districts = lowest conversion (despite being primary target)
Core Insight:
"ZTAG's competition isn't a product — it's internal approval processes. People WANT to buy. They love the product. Then they hit bureaucracy and die."
The Fix: Help champions WIN internal battles (VP-ready materials, approval ammunition)
4. MASTER_PLAN_REALITY_CHECK.md - Validation Against Reality
Method: LLM deep reading of email threads, persona extraction
Real Personas Identified:
- "The Overwhelmed Champion" (Victoria Morris archetype) - Wants ZTAG, buried in priorities, needs VP approval, embarrassed about delays
- "The Internal Connector" (Jorge Monroy archetype) - Mid-level supervisor, thinks cross-departmentally, becomes evangelist
- "The Bureaucracy Navigator" (Fran Dauria archetype) - Knows procurement process, guides you through it
- "The Quiet Buyer" (BACR/Derrick Wesby archetype) - Low-touch, high-repeat, organic expansion
What They Need:
- Permission to take time (no pressure)
- Easy-to-forward materials for VPs
- Quote refresh without judgment
- Forcing functions to close
5. PARTNER_ALIGNMENT_ASSESSMENT.md + Other Intelligence
Topics covered:
- GameTruck v3 campaign strategy
- Institutional sales machine architecture
- Agentic RAG architecture for AI corpus
- Customer voice extraction from 7K+ leads
- Physics of celestial bodies (social dynamics framework)
Comparison to Project Minnie / 90-Day Roadmap
Where They ALIGN
1. Charlie's Release = Master Plan's "Sculley vs Clow" Split
Master Plan insight:
"Most companies do one or the other. ZTAG needs both: Sculley (infrastructure) AND Clow (belief architecture)."
Our 90-Day Roadmap:
- Charlie released from finance/ops (Sculley work) → returns to design/brand (Clow work)
- Vania owns finance (Sculley)
- Charlie advises on brand strategy (Clow)
Alignment: ✅ Perfect match. Charlie IS the Clow hemisphere. Overloading her with Sculley work destroys brand/belief architecture.
2. Steve's Role = Playmaker Developer (Not Just Trainer)
Master Plan insight:
"Steve shouldn't just train Playmakers. He should train Playmaker Developers — people who can certify new Playmakers. This is exponential growth without linear headcount."
Our 90-Day Roadmap:
- Steve protected from admin burden (should train, not paperwork)
- Steve's formal role review (week of Feb 24)
Gap: We haven't articulated "Playmaker Developer" graduation path yet.
Action: Integrate Playmaker Developer concept into Steve's role definition (train trainers, not just users).
3. Procurement Bottleneck = Carmee's Pathway Coordination
Master Plan / CMO Strategy insight:
"Procurement IS the bottleneck. 44% of failures are timing/approval delays. Not price. Not product."
Our analysis:
- Carmee pathway coordination = helping champions navigate procurement
- AI automation of pathway classification, quote generation, eligibility verification
- 60-70% of Carmee's work can be automated (logic), 30-40% stays human (judgment/relationships)
Alignment: ✅ Perfect match. Carmee's work IS solving the procurement bottleneck.
Enhancement: Add "VP-ready materials" to Carmee's toolkit (from CMO Strategy). Champions need ammunition for internal approval battles.
4. Escape Velocity = Network Multipliers + Autonomous Operations
Master Plan insight:
"ZTAG can't hire enough salespeople to reach every school. So it builds Playmakers — customers who become evangelists. Each Playmaker creates more Playmakers."
Our Project Minnie goal:
"Quan steps back, AI runs operations ('I could be skiing!')."
Alignment: ✅ Same goal, different execution layers.
- Master Plan = customer-facing (Playmakers scale outreach)
- Project Minnie = internal (AI scales operations)
Synergy: Both required. Network Multipliers scale reach. AI scales internal ops. Together = 8-10 humans → $100M.
Where They DIVERGE
1. Timeline Mismatch
Master Plan / Action Plan:
- Q1 2026: "Stop the Bleeding" (triage overdue deals, close immediate pipeline)
- Immediate actions: Close $123K due Feb 28, clear 7 support tickets, triage 55 overdue deals
Our 90-Day Roadmap (Feb 13 - May 13):
- Week 1: Quick wins (Charlie's release, Vania handoff, Steve review)
- PART 2 (Weeks 2-4): Team capacity unlocks
- PART 3 (Weeks 5-8): AI leveraged operations
- PART 4 (Weeks 9-12): Systematic intelligence + strategic position
Conflict: Action Plan wants immediate pipeline triage (this week). Our roadmap focuses on team structure first (weeks 1-4).
Resolution: Add Q1 2026 immediate actions to Week 1 "Quick Wins":
- Close 11 deals due Feb 28 ($123K) - Owner: Carmee
- Clear 7 support tickets - Owner: Tin
- Triage 55 overdue deals - Owner: Carmee + Kristin
- Ship VIK Projector Dome ($29K) - Owner: Charlie
2. Carmee's Role: Pathway Coordinator vs Sales Closer
Action Plan:
- Carmee owns closing deals (IGNITE, Panama-Buena Vista, Donaldson Farms, San Diego)
- Carmee owns pipeline triage (55 overdue deals)
Our Pathway Governance Doc:
- Carmee is pathway stewardship, not sales execution
- Carmee routes, filters, authorizes, or stops pathways
- Carmee issues quotes but doesn't "close" (that's relational work)
Conflict: Action Plan treats Carmee as sales closer. Pathway doc treats her as operations coordinator.
Resolution: Clarify Carmee's role:
- Carmee handles operational closing (issue quote, process PO, route paperwork)
- Kristin/Quan handle relational closing (build trust, navigate politics, overcome objections)
- Carmee's authority = operational execution. Kristin's authority = strategic relationships.
3. School Districts: Primary Target vs Lowest Conversion
Master Plan:
- School districts are primary institutional target (scale, repeat use, curriculum fit)
CMO Strategy:
- School districts have lowest conversion rate (6-12 month sales cycles, VP approval hell, contact turnover)
Blind Spot: School districts may be strategically right (long-term installed base) but tactically painful (slow, bureaucratic, low close rate).
Resolution: Two-track strategy:
- High-velocity track (close fast, fund operations): Cities, camps, nonprofits with budgets
- Strategic track (build installed base): School districts with patient nurturing
Don't abandon school districts, but don't LET THEM BLOCK CASH FLOW.
Where They EXPAND Our Thinking
1. VP-Ready Materials (New Tool for Champions)
CMO Strategy insight:
"Internal champions need ammunition for VP/budget approval. The fix isn't better marketing — it's helping champions WIN internal battles."
What this means:
- Champions LOVE ZTAG but can't close because they lack VP-level justification
- Current materials are kid-focused, not executive-focused
- Need: ROI calculator, peer district case studies, grant language, SEL/STEM alignment
Action for Project Minnie:
- Add "VP Battle Kit" to Carmee's pathway toolkit (Week 2-4 of 90-day plan)
- Include: ROI one-pager, case studies (Lancaster, BACR), grant justification templates
- AI can draft these (template customization = already on Matt Wolfe Week 2 plan)
2. Playmaker Developer Graduation Path (Steve's Evolution)
Master Plan insight:
"Steve should train Playmaker Developers — people who can certify new Playmakers. Exponential growth without linear headcount."
What this means:
- Steve currently trains Playmakers (users)
- Next evolution: Steve trains trainers (Playmaker Developers)
- Playmaker Developer = certified to onboard new Playmakers without Steve
- This is how you get exponential reach (Steve → 10 developers → 100 Playmakers → 10,000 users)
Action for Project Minnie:
- Add Playmaker Developer graduation criteria to Steve's role definition (Week 1: Steve formal review)
- Identify 3-5 top Playmakers who could become Developers
- Build certification process (training modules, assessment, credentials)
- Launch pilot cohort (Q2 2026)
3. Network Multiplier Identification (Kristin's Focus)
Master Plan insight:
"Derrick Wesby (BACR): 7+ units, organic expansion, low-friction reorders. THIS is gold. Network Multipliers are 10x more valuable than one-time buyers."
What this means:
- Not all customers are equal
- Network Multipliers = customers who:
- Buy multiple units
- Refer others organically
- Become evangelists/trainers
- Have low support burden
- Kristin should HUNT for these (not just respond to inbound)
Action for Project Minnie:
- Add "Network Multiplier identification" to Kristin's role (Week 2-4: Partner Relations deepening)
- Analyze past customers: Who referred others? Who bought 2+ units? Who became evangelists?
- Kristin prioritizes 1-on-1 time with Network Multipliers (deepen relationships, extract referrals)
- Build Network Multiplier playbook (how to identify, how to cultivate)
4. Pipeline Triage = Honest Forecasting
Action Plan / CMO Strategy insight:
"$750K overdue deals (6-12 months past close date). Forecast is fiction. Need honest pipeline."
What this means:
- 55 deals are rotting in pipeline, creating false revenue expectations
- Need to KILL dead deals (close lost) so focus goes to real opportunities
- Honest forecasting = trust with team, better resource allocation
Action for Project Minnie:
- Add "Pipeline Hygiene" to Week 1 Quick Wins (THIS WEEK)
- Carmee + Kristin triage 55 overdue deals:
- Revive: Responded in last 60 days (fresh quote + outreach)
- Nurture: Silent 60-180 days (long-term drip)
- Close Lost: Silent 180+ days (mark lost, free up pipeline)
- Weekly pipeline review (Fridays) - Carmee reports: New deals, closed deals, lost deals
Key Insights for Project Minnie
1. Master Plan Validates Our Approach
The external strategic analysis CONFIRMS:
- Charlie's release is correct (Clow vs Sculley split)
- Carmee's pathway automation is correct (procurement bottleneck)
- Steve's role protection is correct (Playmaker flywheel)
- Escape velocity goal is correct (network multipliers + AI ops)
We're on the right track.
2. But We Need Immediate Cash Flow Actions
The Action Plan screams: $123K due Feb 28, 7 support tickets waiting, 55 deals rotting.
Project Minnie focuses on structure (weeks 1-4). Action Plan wants RESULTS (this week).
Resolution: Add Q1 immediate actions to Week 1 Quick Wins. Don't let strategic planning block tactical execution.
3. Carmee's Role Needs Clarification
Is she:
- Pathway coordinator (operational logic, route/filter/authorize)?
- Sales closer (build relationships, overcome objections, close deals)?
Answer: BOTH, but with clear boundaries:
- Operational closing = Carmee (issue quote, process PO, complete forms)
- Relational closing = Kristin/Quan (build trust, navigate politics, sell vision)
Action: Update Pathway Governance doc to clarify "closing" vs "coordination."
4. AI Automation Should Include "VP Battle Kits"
Champions love ZTAG but can't close because they lack VP-level ammunition.
Carmee's pathway automation should include:
- AI-generated VP one-pagers (ROI, peer case studies, grant alignment)
- Customizable templates (district name, student count, budget justification)
- Easy-to-forward materials (champions need frictionless escalation)
Action: Add "VP Battle Kit" generation to Matt Wolfe Week 2 (Feb 25-28) alongside pathway automation.
5. Steve's Evolution: Playmaker → Playmaker Developer
Current: Steve trains Playmakers (users)
Next: Steve trains Playmaker Developers (trainers who can certify new Playmakers)
This is exponential growth math:
- Steve → 10 Developers → 100 Playmakers → 10,000 users
- vs
- Steve → 100 Playmakers → 10,000 users (linear, bottlenecked by Steve's time)
Action: Build Playmaker Developer certification program (Q2 2026).
6. Network Multipliers = Kristin's #1 Priority
Not all customers are equal. Network Multipliers (BACR, Lancaster) are 10x more valuable than one-time buyers.
Kristin should:
- Identify past Network Multipliers (who referred others? who bought multiple units?)
- Prioritize 1-on-1 time with them (not generic outreach)
- Extract referrals, testimonials, case studies
Action: Add Network Multiplier identification to Kristin's role (Week 2-4).
7. Pipeline Hygiene = Trust + Focus
$750K of overdue deals = false hope + wasted time.
Kill dead deals (close lost after 180 days silent). Focus on real opportunities.
Action: Triage 55 overdue deals THIS WEEK (Carmee + Kristin).
Integration Plan: Merge External Intelligence with 90-Day Roadmap
Week 1 (Feb 14-20) - EXPANDED Quick Wins
Original Quick Wins:
- Charlie's release (finance → Vania)
- Vania handoff checklist
- Steve formal review scheduling
- Paula workflow extraction
ADD Q1 Immediate Actions (from Action Plan):
5. Close 11 deals due Feb 28 ($123K) - Owner: Carmee + Kristin
- IGNITE ($29K) - get PO
- Panama-Buena Vista ($19K) - get PO
- Donaldson Farms ($17.5K) - follow up quote
- San Diego ISD ($10.6K) - follow up quote
- Others ($46K) - qualify or close
- Clear 7 support tickets (customer waiting) - Owner: Tin
- Prioritize, escalate 46-msg thread to Quan
- Triage 55 overdue deals ($750K) - Owner: Carmee + Kristin
- Bucket: Revive / Nurture / Close Lost
- Top revival targets: LEARN LA ($94K), KIPP SoCal ($19K), DC Parks ($19K)
- Ship VIK Projector Dome ($29K) - Owner: Charlie
Time impact: 4-6 hours additional work for Carmee, Kristin, Tin, Charlie (this week).
Week 2-4 (Feb 21 - Mar 13) - Team Capacity Unlocks + AI Ops
Original Plan:
- Vania finance transition
- Carmee capacity mapping
- Klansys AI ops onboarding
ADD from External Intelligence:
- VP Battle Kit (Carmee toolkit)
- AI-generated VP one-pagers (ROI, peer case studies, grant justification)
- Customizable templates for champions to forward internally
- Build alongside pathway automation (Matt Wolfe Week 2)
- Playmaker Developer criteria (Steve's role evolution)
- Define graduation path: Playmaker → Playmaker Developer → Trainer
- Identify 3-5 pilot candidates (top Playmakers)
- Draft certification process outline
- Network Multiplier playbook (Kristin's focus)
- Identify past Network Multipliers (BACR, Lancaster, etc.)
- Build cultivation playbook (how to identify, how to deepen relationships)
- Kristin 1-on-1 time with top 5-10 Network Multipliers
Weeks 5-8 (Mar 14 - Apr 10) - AI Leveraged Operations
Original Plan:
- Zoho Books automation
- CRM workflows
- Financial reconciliation
- Send authority consideration
ADD from External Intelligence:
- Pipeline hygiene automation
- Weekly pipeline review (Fridays)
- Auto-flag deals 60/120/180 days silent
- Carmee reports: New, closed, lost deals (honest forecasting)
- Champion support automation
- AI-drafted follow-ups for silent champions ("No pressure, just checking in")
- Quote refresh automation (expired quotes auto-regenerated)
- VP-ready materials auto-attached to follow-ups
Weeks 9-12 (Apr 11 - May 13) - Systematic Intelligence + Strategic Position
Original Plan:
- Meeting intelligence synthesis
- Customer segmentation
- Growth model validation
ADD from External Intelligence:
- Playmaker Developer pilot cohort launch (Q2 kickoff)
- 3-5 candidates identified
- Certification process tested
- Steve trains first cohort
- Network Multiplier case studies
- BACR case study (Derrick Wesby: 7+ units, organic growth)
- Lancaster case study (Jorge Monroy: cross-department expansion)
- Use in VP Battle Kits + marketing
Recommended Immediate Actions (This Week)
Priority 1: Pipeline Triage (Carmee + Kristin - 4 hours)
- Review 55 overdue deals
- Bucket: Revive (60 days) / Nurture (60-180) / Close Lost (180+)
- Focus on top 5 revival targets: LEARN LA, KIPP SoCal, DC Parks, Gunderson, BACR
Priority 2: Close Immediate Deals (Carmee + Kristin - 6 hours)
- IGNITE ($29K) - get PO
- Panama-Buena Vista ($19K) - get PO
- Donaldson Farms ($17.5K) - follow up
- San Diego ISD ($10.6K) - follow up
Goal: Close $75-100K by Feb 28.
Priority 3: Clear Support Tickets (Tin - 3 hours)
- 7 tickets with customer waiting
- Escalate 46-msg thread (Banana Blast) to Quan
Priority 4: Ship VIK Dome (Charlie - 1 hour)
- $29K revenue sitting, ready to fulfill
- Ship immediately
Total time investment this week: 14 hours across team (Carmee 5h, Kristin 5h, Tin 3h, Charlie 1h)
Expected revenue impact: $100-125K closed by Feb 28 (vs $123K target)
Strategic Alignment Summary
What External Intelligence Confirms:
- ✅ Charlie's release (Clow vs Sculley)
- ✅ Carmee pathway automation (procurement bottleneck)
- ✅ Steve role protection (Playmaker flywheel)
- ✅ Escape velocity goal (network multipliers + AI ops)
What External Intelligence Adds:
- 🔥 Q1 immediate actions (close $123K, triage pipeline, clear support)
- 🔥 VP Battle Kits (help champions win internal approval)
- 🔥 Playmaker Developer path (train trainers, not just users)
- 🔥 Network Multiplier focus (BACR/Lancaster are 10x more valuable)
- 🔥 Pipeline hygiene (kill dead deals, honest forecasting)
What External Intelligence Corrects:
- ⚠️ Sales cycles are 3-9 months (not weeks)
- ⚠️ School districts = lowest conversion (despite being primary target)
- ⚠️ Belief architecture forms POST-purchase (not during sale)
- ⚠️ 94% meeting stall rate (relational selling isn't closing)
Net effect: External intelligence VALIDATES strategic direction but adds URGENCY to tactical execution (don't let structure block revenue).
Next Steps
Today (Feb 16):
- Read full MASTER_PLAN.md (review remaining 500 lines)
- Read full ACTION_PLAN, CMO_STRATEGY, REALITY_CHECK docs
- Update 90-Day Roadmap Week 1 with Q1 immediate actions
- Create "VP Battle Kit" spec for Matt Wolfe Week 2 integration
This Week (Feb 16-22):
5. Carmee + Kristin: Triage 55 overdue deals (Revive/Nurture/Close Lost)
6. Carmee + Kristin: Close 4-5 immediate deals ($75-100K)
7. Tin: Clear 7 support tickets
8. Charlie: Ship VIK Dome ($29K)
Week 2-4 (Feb 23 - Mar 13):
9. Build VP Battle Kit (AI-generated VP one-pagers, case studies, grant justification)
10. Define Playmaker Developer path (Steve's role evolution)
11. Build Network Multiplier playbook (Kristin's focus)
Q2 2026 (Apr-Jun):
12. Launch Playmaker Developer pilot cohort (3-5 candidates)
13. Extract Network Multiplier case studies (BACR, Lancaster)
14. Validate two-track strategy (high-velocity cities/camps vs strategic school districts)
Owner: Minnie
Status: Ready to integrate with 90-Day Roadmap
Next: Update Week 1 Quick Wins with Q1 immediate actions