Sales

This is the sales execution hub. Open it to see what's done, what's next, and where to learn each step. Current status: 1 of 10 MENA-10 pilots signed — King Fahad Schools, the founding member of the free pilot cohort. Every task below links to the doc that explains how. Phase dates and gates are owned by GTM.

Status snapshot

The high-level milestones for 2026, sourced from GTM Phase 1. Update the Status column as each lands.

See GTM for the full three-phase plan, phase-gate logic, and owner map.

Execution plan

Work top to bottom. Each task links to the doc that explains how to do it.

0. Foundation & creative

Do these first — they unblock every conversation downstream.

• Publish the King Fahad case study with real numbers → Case study
• Record the 2-minute demo video with Arabic voiceover → Marketing
• Capture the screenshot pack (light + dark, Arabic + English) → Marketing
• Lock the Arabic + English taglines → Marketing
• Produce the pilot welcome-package video → Onboarding videos

1. Work your warm network first

The fastest path to a pilot is someone who already trusts you. Before any cold prospecting, mine the relationships the team already has.

• Each team member lists every school, principal, or decision-maker they personally know → Leads
• Enter each one in the sales console with the tier convention below — source Referral, network + tier-a/b/c tags → Leads
• Complete missing fields per lead: full name, role, phone, WhatsApp, language preference (AR/EN), best channel, who can give a warm intro
• Research each school in the notes: curriculum, ~student count, operating mode (in-Sudan / displaced), loudest pain point, existing tools (Excel, WhatsApp groups, SMS)
• Reach out to Tier A contacts first using T20 first-touch WhatsApp and log every touch in the console → Outreach

Tier convention — tag every network lead with exactly one tier so the sales console Network filter splits cleanly:

The current short list (11 schools, 2026-05-24) is seeded under schoolId=platform via pnpm db:seed:single sales-network. Re-run anytime — it skips rows that already exist by school name. Add new contacts directly in the console going forward.

2. Build the pipeline (prospecting)

• Assemble a named-school prospect list across the MENA-10 footprint → Leads
• Qualify each with the 7-question discovery script → Leads

3. Outreach (cold + warm)

• Run 5-touch outreach via email, WhatsApp, and LinkedIn → Outreach
• Hold the Day 1 / 3 / 7 / 14 / 21 follow-up cadence → Leads

4. Proposal & demo

• Run a 30-minute live demo (Arabic / RTL, role-specific views) → Demo
• Write the free-pilot proposal → Proposal
• Send it and run the 21-day proposal follow-up → Proposal

5. Pilot onboarding (Day 0 → 90)

• Day 0 — provision the subdomain and load the curriculum seed → Pilot
• Day 1 — onboarding call plus the Arabic welcome package → Pilot
• Day 7 / 14 / 30 / 45 — health checks, feature triage, NPS, mid-pilot review → Pilot
• Day 60 — draft the case study → Case study

6. Conversion to paid

• Day 90 — send the annual-contract proposal (30% off PRO) → Proposal
• Apply phase-gate logic before scaling spend → GTM
• Price the deal (students beyond 100 × 24 SAR, payment schedule, multi-school terms) → Business model

Weekly cadence

Recurring activity targets from Leads. Reset every Monday; the captain flags risk if any stays below target for two weeks.

• 3 new warm prospects
• 10 outreach actions
• 2 discovery calls
• 1 proposal sent (monthly)
• 2 pilots signed (monthly)

Reference

The condensed essentials. Full detail lives in the linked docs.

Who we sell to — K-12 schools in MEA, Arabic-first. Geography priority: Sudan (beachhead) → Saudi Arabia (largest market) → Egypt → wider GCC. Buyers are principals, school owners, education ministries, and multi-school networks. Full sizing in Business model.

Pricing

Annual price = (students − 100) × 24 SAR, before VAT. A 250-student school is 3,600 SAR a year (≈ $960); a 500-student PRO school is 9,600 SAR (≈ $2,560). One annual price: 50% at signing, then 12.5% at months 3, 6, 9 and 12 — no monthly minimum, no yearly discount. Every school gets a 3-month free trial. Tier comparison and unit economics in Business model.

Top objections (full scripts in Leads and Competitors)

• "We already have a system" — Balqalam is built for your region from day one: Arabic-first, multi-tenant isolation, MEA payment rails.
• "It's too expensive" — the first 100 students are free forever, and a typical school saves ~40 admin hours/month; at 24 SAR/student a year it pays for itself in weeks.
• "We need to involve the ministry / board" — that's what the free 3-month pilot is for: measure, document, then decide.

See also

The full sales surface lives across the docs below. Read in this order if you are new to the motion.

Pipeline & process

Positioning, pricing, narrative

Product context (what we are selling)

Adjacent funnels (fundraising, ecosystem, ministry)