- Why they booked
- Told us directly: replacing the homegrown pipeline before Series B; backfills are the test[3]Their words: “We're moving off our homegrown data pipeline before the Series B. Want to see how you handle backfills.”
- Your angle
- Open with a live backfill demo on a 2TB table. She asked for exactly this; let her time it[3]
- Open with
- “You wrote that backfills are the thing to see. What's the longest one you've run this year?”[3]
- Watch out
- Ex-Stripe infra → will probe reliability claims hard; bring p99s and the incident history, not slides[1]
If you have 90 seconds more
Also possible
Who else is in the deal
Their role in this purchase, and the move
| Dev Patel CTO, co-founder | Decides | Makes the build-vs-buy call; posted in Feb about 'buying what isn't core'. Loop him in before the pilot decision[6] |
| Lena Marsh Head of Data Platform | Must win over | Runs the team that maintains the homegrown pipeline. Offer her the pilot's runbook first[7] |
More openers
One fact, one question. Say it as written
- “6 backend reqs opened Feb 20. Is the plan to buy so those hires go to robots, not pipelines?”[5]
Talking points
Concrete fact → why it matters
How you help, Sam
Sources (7)
[1] LinkedIn · Maya Okafor · [2] LinkedIn · Northwind Robotics · [3] Maya Okafor · [4] Northwind raises $38M Series A · +3 more