GTM plan for Cozmo

1What you told us

Your five priorities, Aug 29:

1. A pipeline of 10 qualified meetings a day.
2. Two signed mid-market customers next month, under 120K ARR.
3. Ten enterprise TPA and restoration networks in pipeline, 120K+ ARR.
4. Ten industry voices for a podcast or shout-out.
5. The brand "AI-native back office for property claims", starting with TPA, at every relevant US conference with a speaking slot.

2What we do

Six jobs. Each has an owner, a definition of done, and a number you see every Friday.

3Pod

3a. Guests, checked on Sept 8

Every name was checked against the company's own leadership page and the show's own episode page. Four of the original ten did not survive.

Josh Miller's Blue Collar Nation host is Eric Sprague, who keynotes The Experience this week.

We searched five names, ten patterns each, and the claims-industry shows themselves. No US property-TPA VP with a podcast appearance came up. TPA executives rarely sit for podcasts. So this half is picked on prospect value, and the live claim on air does the persuading. The PLRB speaker export completes it.

Removed after checking: Kelly Kambs (left ATI) · Matt Wright (now a DKI division president; the COO seat reads as Chris Varljen) · Mark Caskey (Interstate became FIRST ONSITE in 2021) · Mary Kennedy Thompson (CEO of BNI since 2024) · David Moll, BluSky (real, no mic history, bench) · Dester Terry, Acorn (missing from Acorn's team page, bench) · SERVPRO and Paul Davis (no COO at either since the April promotions).

• Invite goes from your LinkedIn or email, written in your voice. Nothing about the product.
• The hook: our agent takes a live claim from the guest, on air, unedited.
• We record at the event where the guest already is. The Experience for the franchisor names, PLRB for the TPA names.
• Every guest goes on the ledger as a prospect. The recording counts as the first meeting.
• Prep sheet to you 48 hours before: three questions, one number.

3b. Shows you can go on

• Editorial door first on all six. The live-claim segment is the pitch.
• Three rate cards requested this week: Profiles in Risk, Restoration Today, Claims Journal.
• Paid placements only with a rate card and inside a ceiling you set. Benchmark for shows this size: $1K to $5K per sponsored episode.
• Airdates tracked. Clips go into your LinkedIn and X the week they air.

4Events

• Your note said The Experience is Oct 9. BNP Media, R&R Magazine, FMLink and 10times all say Sept 9 to 11.
• ITC has a Startup tier at $1,095. Cozmo qualifies. The Solution Provider tier is $2,795.
• PLRB's speaker guidelines ask for a vendor paired with a carrier professional or independent adjuster. For 2027 that is you and a customer on stage.

1. T minus 8 weeks: propose go, stall, or speak, with the rate card. You approve the ticket.
2. T minus 6: speaking proposal submitted where a slot exists.
3. T minus 4: attendee and exhibitor list pulled, matched against our 978 organisations.
4. T minus 3: fifteen meetings requested. Pod invites for that room.
5. T minus 1: schedule locked, recording plan, one-pager for the hall.
6. Event: meetings, recordings.
7. T plus 3 days: every conversation logged, follow-ups sent, clips cut.

Sponsorship only comes with a speaking slot.

5Investors

Series A at $3M ARR, warm intros only, your rule.

Nine first calls: Emergence, Anthemis, Brewer Lane, IA Capital, American Family Ventures, Munich Re Ventures, Markd, HSCM Ventures, Fifth Wall.

Fifteen have already backed a company in this category: Iconiq, Kleiner, Battery, Redpoint, Eclipse, Insight and nine more. By our competitor map none of those companies does voice, property, dispatch and estimate as one system, so each overlaps Cozmo on one leg. These funds have done the diligence on the category. That makes them warm. Only the Assured backers need an overlap check before the intro.

• 42-fund workbook with check size, thesis fit, portfolio conflicts and the warm-path column. Yours to keep.
• We need your existing investor list and your YC contacts. Each existing investor gets asked for three introductions, with a template we write.
• Priority-1 partners go into your weekly LinkedIn connection and comment quota now, so the conversation is warm when the raise starts.
• We never approach a fund cold.

6Weekly

• Monday: the week's list locked. Calls, emails, event targets.
• Every day: dials and replies logged, meetings on the ledger the hour they book, comment quota hit.
• Friday: one message to you. Booked, attended, qualified, by lane. Next week's list.
• Monthly: thirty minutes on the ledger. What worked, what changes.

7First 30 days

1. PLRB Dallas: attendee export matched, meetings requested for Sept 15 to 16.
2. ITC Vegas: fifteen meetings pre-booked. Investor conversations mapped from the Priority-1 list.
3. Three pod pitches out, three rate cards in.
4. CLM 2027 session proposal submitted.
5. TPA email lane live, first replies on the ledger.
6. Restoration calling lane: ten-state list built, scripts written, caller decision closed.
7. LinkedIn and X running at your cadence. Investor track live.
8. 2027 events proposal on your desk for ticket approval.

8To settle on the call

Three months initial, then rolling monthly. Billed monthly in advance. Commission on the customer's first payment.

• Your SDR on our lists, scripts and ledger.
• A contracted US-hours caller, priced as a line on top.
• Email and events first, until a caller exists.

Which ten states · carriers in or out · a podcast ceiling · a gtm@ mailbox for vendor inquiries · the PLRB and Experience registration exports · your investor list and YC contacts.

• Qualified meeting: it took place, with someone who can own the purchase. Restoration: owner, president, or GM. TPA, IA, carrier, franchisor HQ: CEO, President, COO, VP Ops, VP or SVP Claims, Director of Claims, CCO. A no-show does not count.
• Sourced deal: the first recorded touch came from a Snowball lane, as shown on the ledger. Accounts you are already talking to get listed at signing and excluded.

9Who runs it

• Vedish Kukshal. Head of GTM for Cozmo. Owns the six jobs above.
• Ansh Mamgain. The engine behind every post, comment and connection.
• Tanvee Maheshwari. Keeps every post sounding like you.
• The caller. To decide on the call. 200 dials a day, Eastern hours, on our lists and ledger.

PLRB is next week. The list gets matched the day you say go.