SEKO-05: ORD Meeting Playbook — Demo Script + Talking Points

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  "response_text": "# SEKO ORD Meeting Playbook\n\n**Flight Review Doc - March 2024**\n\n---\n\n## SEKO CONTEXT\n- **$1.4B revenue, 150+ offices, 60 countries**\n- **Current pain:** CargoWise at $9.95/declaration\n- **Volume:** ~500K declarations/year = $5M annual spend\n- **Decision makers:** Present at ORD meeting\n- **Urgency:** Q2 budget cycle, looking for 70%+ cost reduction\n\n---\n\n## DEMO SCRIPT (15 mins)\n\n### Setup\n*\"Let me show you Triangle on my phone - this is what your ops team would use daily\"*\n\n### Product 1: Ceramic Mug ($50, 2kg)\n**US → UK → France corridor**\n- Open Triangle app → Select \"Ceramic Mug\"\n- **US Export:** CBP/FDA clearance auto-generated\n- **UK Import:** Show HMRC duties + FTA savings calculation\n- **France Final:** TVA rates + ICS2 pre-arrival + H7 compliance\n- **Key line:** *\"Notice all three jurisdictions calculated instantly\"*\n\n### Product 2: Steel I-Beam ($5000, 500kg)\n**Focus: CBAM compliance**\n- Select \"Steel I-Beam\" → EU destination\n- **CBAM trigger alert appears**\n- Show carbon certificate cost calculation ($347)\n- Heavy duty rates applied automatically\n- **Key line:** *\"We're the only platform CBAM-ready for 2026\"*\n\n### Product 3: Silk Scarf ($200, 0.1kg)\n**Focus: Textile complexity**\n- Select \"Silk Scarf\" → Show country-of-origin selector\n- Textile quota warnings (China vs Vietnam origin)\n- Anti-dumping duty variations\n- **Key line:** *\"Origin sensitivity handled automatically\"*\n\n### Cost Comparison Screen\n**CargoWise: $9.95 vs Rosetta: $0.12 per declaration**\n- Show annual savings: $4.9M → $60K = **$4.84M saved**\n- Volume tier pricing shown\n- ROI: 8,067%\n\n---\n\n## KEY SELLING POINTS\n\n### Coverage\n✅ **12 jurisdictions live:** US/UK/EU27 + CA/MX/AU/JP/IN/BR/CH/NO  \n✅ **95% of SEKO's volume covered today**\n\n### Regulatory Edge\n🔥 **CBAM ready** - EU carbon tax (competitors can't do this)  \n🔥 **ICS2 compliant** - mandatory Feb 2026  \n🔥 **De minimis reform** - H7→H1 transition ready  \n\n### Integration\n🔌 **API-first:** Plugs into SEKO's TMS/WMS  \n🔌 **White-label option:** Your branding  \n🔌 **48-hour integration** typical\n\n---\n\n## vs COMPETITORS\n\n| Feature | Rosetta | CargoWise | Descartes | Avalara |\n|---------|---------|-----------|-----------|---------|\n| **Price/declaration** | $0.12 | $9.95 | $3.50 | $2.80 |\n| **CBAM ready** | ✅ | ❌ | ❌ | ❌ |\n| **ICS2 compliant** | ✅ | Partial | ❌ | ❌ |\n| **API-first** | ✅ | Legacy | Legacy | Limited |\n\n---\n\n## PRICING TIERS\n- **0-100K declarations:** $0.12 each\n- **100K-500K:** $0.09 each ← *SEKO tier*\n- **500K+:** $0.06 each\n- **Setup fee:** $0 (waived for SEKO)\n\n---\n\n## CLOSING & NEXT STEPS\n\n### Pilot Proposal\n*\"Let's start with your top 3 corridors - US/UK/EU\"*\n- **Duration:** 30 days\n- **Volume:** 10K test declarations  \n- **Cost:** Free pilot\n- **Integration:** API sandbox access\n\n### Timeline\n- **Week 1:** API integration + testing\n- **Week 2-3:** Live pilot (limited corridors)\n- **Week 4:** Results review + full rollout decision\n- **Month 2:** Full production deployment\n\n### Ask\n*\"Can we get a technical contact for API integration this week?\"*\n\n**Success metric:** SEKO commits to pilot + technical contact\n\n---\n\n**Remember:** Let them drive the demo. Ask \"Which corridors are your highest volume?\" and customize examples."
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