Company: Meridian Data — a Series B data observability platform ($28M ARR, 180 employees) that helps mid-market data teams detect pipeline failures, trace data lineage, and monitor SLA adherence across their entire data stack.
Product: Meridian connects to any cloud data warehouse (Snowflake, BigQuery, Redshift, Databricks) and BI layer (Looker, Tableau, Power BI) via pre-built connectors. It surfaces anomalies, broken pipelines, and stale dashboards in a single pane of glass. Pricing: $40K–$120K/year depending on data volume and connector count.
The Prospect
Account: NovaBuild — a mid-market construction technology company (350 employees, ~$60M revenue) that builds project management software for commercial contractors.
NovaBuild's Head of Data Engineering, Priya Sharma, reached out after seeing a Meridian case study. She booked a 45-minute discovery + demo call. You have the following context from the SDR's pre-call notes:
NovaBuild runs their data stack on Snowflake + dbt + Looker. They have 14 active dbt models feeding 40+ Looker dashboards used by the sales, finance, and operations teams.
Three times in the last quarter, a broken dbt model caused stale data in Looker dashboards — twice the sales team made pricing decisions based on outdated revenue figures before the issue was caught.
Priya's team has no systematic monitoring. They find out about failures when a downstream stakeholder complains.
NovaBuild's CTO has approved a $50K budget for a data reliability solution. The CFO wants to see ROI framing before approving anything over $35K.
Priya has also been evaluating Monte Carlo, a direct Meridian competitor.
The Call Context
You have 45 minutes with Priya. The first 20 minutes are discovery; the final 25 minutes are a demo and Q&A. Priya has confirmed that Monte Carlo has already run a discovery call and is preparing a proposal.
At the 35-minute mark, Priya raises two objections:
Objection 1 — Price: "Monte Carlo came in at $32K. You're showing me $45K. What am I getting for the difference?"
Objection 2 — Fit: "Our data team is two engineers, including me. I'm worried Meridian is built for larger teams with more operational overhead to manage it."
Your job is to run the discovery, deliver the demo, and handle both objections without losing the deal.
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