ZTAG Institutional Sales Machine - Intelligence Extract

Generated: 2026-02-15 by Claude reading 76K+ emails

Note: This sales sequence operates WITHIN the Pathways framework. Before running this sequence:

1. Classify the lead using ZTAG_PATHWAYS_GOVERNANCE.md
2. Confirm pathway eligibility (EDU vs Professional pricing)
3. Quote only after implicit "yes" (Operating Posture)

Carmee owns execution for Pathways 1-5. Kris owns Pathways 6-7.

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Executive Summary

ZTAG has built a systematized sales operation targeting schools, after-school programs, YMCAs, and recreational facilities. The team runs multi-touch nurture sequences with clear role separation.

Sales Team Structure

Role	Person	Email	Function
Founder/Closer	Quan Gan	quan@ztag.com	Strategic intros, high-value deals, founder credibility
Outreach Lead	Kristin Neal	kristin@ztag.com	First touch, qualification, warmth
Account Manager	Carmee Sarvida	carmee@ztag.com	Nurture sequences, fulfillment, invoicing
AR/Collections	Charlie Xu	ar@ztag.com	Invoice distribution, payment tracking
Support	Tin De Guzman	support@ztag.com	Technical support, returns

Sales Sequence: "Quick (& joyful) hello"

Purpose

Qualify inbound leads with minimal friction while maintaining high warmth.

Email 1: Kristin (Day 0)

Subject: Quick (& joyful) hello from ZTAG 👋

Hi [Name],

Thanks for checking out ZTAG! Quick question — will you be using it
during school, after school, or for something else?

Just hit reply with one word — "School," "After-school," or "Other" —
and we'll send you the most relevant info.

Warmly,
Kris & Carmee

Why it works:

• Emoji in subject stands out
• One-word response = minimal commitment
• Segments leads immediately for targeted follow-up

Email 2: Carmee (Day ~6, if no response)

Subject: Re: Quick (& joyful) hello from ZTAG 👋

Just checking in in case this got buried. When you have a sec, can you
let us know how you'd be using ZTAG?

You can reply with just one word: School, After-school, or Other.

Email 3: Carmee (Day ~9)

• Sends "What is ZTAG" video link
• Emphasizes understanding busy schedules
• Soft touch, no pressure

Email 4: Carmee (Day ~14-20)

For School leads:

• ZTAG Flyer
• SHAPE America Alignment document
• Asks about specific challenges

For Budget-conscious leads:

• ROI calculation offered
• "How many students would use the system?"

Email 5: Carmee (Day ~23)

• Product Specification Sheet
• "Hoping to hear from you soon!"

Sales Collateral Library

Document	Purpose	Target
What is ZTAG Video	Product demo from Quan	All
ZTAG Flyer	Overview / leave-behind	All
SHAPE America Alignment	PE standards compliance	Schools
Academic Standards & Goals Alignment	Curriculum tie-in	Schools
Product Specification Sheet	Technical details	Procurement

Video Asset

• URL: https://www.ztag.com/wp-content/uploads/2026/01/20251114_ZTAG_ABOUT-ZTAG_v4-1.mp4
• Created: November 14, 2025
• Description: Founder walkthrough showing ZTAG in action

Active Pipeline (Institutional, Feb 2026)

Closed/Invoiced

Customer	Contact	Status	Notes
L.E.A.R.N (learnla.org)	Angel Conde (Manager of Curriculum, TK-8th)	INV-001243 sent	Awaiting payment authorization from Stephanie
Great Plains Family YMCA	(via Jenny Gram/TMT)	Invoiced to TMT	Scott Mitchell is end user
Edmond YMCA	Scott Mitchell	2 systems pending	Direct sale, intro via Jenny Gram
BACR (Bay Area Community Resources)	Derrick Wesby	4 units shipped Jan 20	Separate Redwood invoice pending

Nurturing (No Response Yet)

Leads receiving follow-up sequences (names only, schools unknown):

• Taylor
• Carlton
• Jason
• Connie (budget concern)
• Kenandre
• Brittney
• Robert
• Marcus

Channel Partners

True Movement Tech (TMT)

• Contact: Jenny Gram (XR Sports Division Head)
• Email: jenny@truemovement.tech
• Phone: 408-480-0228
• Relationship: Referral partner, not reseller
• Model: "Pay It Forward" - referrals help sponsor under-resourced communities
• Current deal: YMCA systems (Oklahoma)

Referral Flow

1. Jenny identifies YMCA opportunity
2. Quan declines reseller arrangement, proposes Pay It Forward
3. Jenny makes intro to Scott Mitchell
4. ZTAG takes direct relationship
5. TMT gets acknowledgment, sponsored site created

Pricing Signals

SKU	Context	Price
Full ZUES V3 System	New customer	~$9,700
V2→V3 Upgrade	GameTruck legacy	$2,000
Invoice INV-001170/001168	GameTruck upgrade	$2,000 each

Key Objections Identified

1. Budget - "Budget is always a consideration for schools"

   • Response: ROI calculation, student reach numbers

2. Time/Attention - "Totally understand how busy things get"

   • Response: Low-commitment touches, video instead of calls

3. Approval Process - "I do not have authorization"

   • Response: Patience, resend to authorized purchaser

Sales Intelligence Observations

What's Working

• Warmth: Emoji, "joyful", personal tone differentiates from vendor spam
• Segmentation: Immediate categorization enables targeted content
• Persistence: 5+ touches without being pushy
• Credibility: SHAPE America alignment validates for PE teachers

Potential Gaps

• No visible calendar booking link in early touches
• Demo scheduling not prominent in sequence
• No case study attachments observed (could add social proof)

Recommended Follow-ups

1. Pull full L.E.A.R.N thread to understand their use case
2. Track YMCA deals to understand that channel
3. Analyze Connie's budget objection - is there a lower-cost option?

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Cross-reference with meeting transcripts for customer voice on why they bought.