Playbook

The One-Sentence Version

Vbrick is the enterprise video intelligence layer — it turns your company's video library and live streams into structured, queryable data that feeds AI agents like Copilot, Claude, Agentforce, and ServiceNow Now Assist.

The Big Idea

"Instead of sitting idle in storage, video libraries and live streams become active knowledge engines that power agentic workflows." — Vbrick CEO. Vbrick owns the end-to-end EVP category and reframes every competitor (Panopto, Kaltura, Brightcove) as a legacy storage play.

Five Messaging Pillars

• Multimodal AI — first EVP with facial recognition, now adding vision models and computer vision to analyze what is said and shown on screen
• Agentic integration via MCP — Vbrick's Model Context Protocol server connects video to Copilot, Claude, OpenAI, ServiceNow Now Assist, and Salesforce Agentforce
• Live + recorded intelligence — extends beyond VOD into live streams (CCTV, operational monitoring) for real-time sentiment, compliance, and safety intervention
• Global accessibility — audio translation across 100+ languages, including right-to-left, for international workforces
• Trust & governance — content credentials track origin and modifications; enterprise-grade security layered over AI innovation

Who Buys Vbrick

Enterprise IT, security, and AI transformation leaders who already own Copilot, Agentforce, or ServiceNow investments and need video data to feed those agents. The Video at Work podcast series targets practitioners scaling video integration org-wide.

Old Vbrick vs. New Vbrick (2026)

Your 30-Second Pitch

The Golden Rule

3 touches, 3 channels, 5 minutes per touch. No breakup emails. Ever.

Sequence at a Glance

Tools and Roles

The Pod Sequence — 25+ Contacts per Account

For every target account, build a pod of 25+ contacts using three Boolean searches in Sales Navigator. Set seniority filter to Director, VP, CXO, Owner, Partner.

• Search 1 — IT & Technology Leaders: CIO OR "Chief Information Officer" OR CTO OR "Chief Technology Officer" OR "VP of IT" OR "IT Director" OR "Enterprise Applications" OR "Unified Communications" OR "Network Director" OR "Enterprise Architect" OR "IT Manager"
• Search 2 — Communications & HR Leaders: "Internal Communications" OR "Corporate Communications" OR "Employee Communications" OR "Employee Engagement" OR CHRO OR "VP of HR" OR "Learning and Development" OR "L&D" OR "Training Director" OR "HR Technology"
• Search 3 — Marketing & Executive Leaders: CMO OR "Chief Marketing Officer" OR "VP of Marketing" OR "Digital Marketing" OR "Content Marketing" OR "Video Production" OR CEO OR COO OR "Chief Digital Officer"

Contact Tiering

Triple Play Timing Chart

Week 1 — The Entry

• Connection requests: ALWAYS blank. Your profile does the selling, and blank requests convert higher.
• Initial email: lowercase subject, no greeting, under 40 words, one observation + one ask. Send 7-8:30 AM or 4-5:30 PM prospect local time.
• Cold calls: reference the trigger event on-screen before dialing. Under 2 minutes. Ask for a 15-minute meeting.
• NO voicemails in Week 1. Hang up if no answer — voicemails reduce callback rates on cold outreach.
• After every call: use voice debrief to record a 30-second outcome summary in the Intel App.

Week 2 — The Proof

• Personalized video DM/InMail (30-45 sec): their name, the trigger event, one specific VBrick value point for their role. Upload to Vidyard/Loom; paste link into LinkedIn.
• Accepted your Week 1 connection? DM them. Did not accept? InMail them — InMails show the video thumbnail and convert better on cold.
• Follow-up email: reference previous touches ("I reached out last week about [trigger event]"). Still under 40 words. End with a binary ask.
• Cold call: reference the video and email ("I sent you a video on LinkedIn earlier — wanted to put a voice to the name."). Brief voicemail under 30 seconds is allowed in Week 2.

Transition Matrix — Week 1 to Week 2

Post-Sequence Outcomes

Top 10 Failure Points

• Sending a connection request with a note → Always blank. Your profile does the selling.
• Sending a breakup email → Never. Add to nurture. Circle back on next trigger.
• Not logging activity in Salesforce → Log immediately after each touch. Use Outreach auto-sync.
• Using generic scripts not from the Intel App → Always pull trigger-specific scripts.
• Calling without reviewing the trigger → Spend 60 seconds on the finding before every call.
• Emails over 40 words → Edit ruthlessly. One question, one value point.
• Waiting too long between Week 1 and Week 2 → Start Week 2 exactly 7 days after Week 1 Day 1.
• Skipping the Week 2 video → 95% of BDRs skip it. This is your #1 differentiator.
• Skipping the voice debrief → It takes 30 seconds and preserves critical context.
• Not checking email open data before Week 2 → Always review opens/clicks on Friday of Week 1.

Salesforce Logging Protocol

Key Reminders

• Connection requests: ALWAYS blank
• Emails: Under 40 words, lowercase subject, no greeting
• Calls Week 1: No voicemail. Hang up.
• Calls Week 2: Brief voicemail OK (under 30 seconds)
• Video DM/InMail: 30-45 seconds, personalized, reference trigger
• NEVER send a breakup email
• Log EVERY touch in Salesforce immediately
• Goal per account: 25+ contacts, 6 touches per Tier 1 over 2 weeks
• Email send windows (prospect local time): 7:00-8:30 AM or 4:00-5:30 PM

The Foundation: Calm Energy

Good conversations are calm. Not rushed, not frantic, not desperate, not defensive. When you're calm, the prospect relaxes. When you're rushed, they feel pressured. When you're defensive, they get suspicious. Your energy sets the tone for the entire conversation.

Tone Matters More Than Words

The same words land completely differently based on tone. "Is that something you're dealing with right now?" said with a voice that goes up at the end sounds needy. Said with a level, genuinely curious tone — it sounds confident. The words are identical. The impact is completely different.

The Status Problem

Lowering your status kills trust. When you position yourself as less important than the prospect, desperate for their time, or grateful they're even talking to you — they stop trusting you.

• "I know you're super busy, so I'll be really quick..." — lowers status
• "Is this a good time? I don't want to bother you..." — lowers status
• "Can I just have 5 minutes? I promise it'll be worth it..." — lowers status
• "I'd love to pick your brain if you have a second..." — lowers status

The Peer-to-Peer Approach

You are allowed to ask direct questions. You're not bothering them. You're offering clarity.

• "Is internal video breaking at scale something you're dealing with?"
• "Are you the right person to talk to about this, or should I connect elsewhere?"
• "Does this sound relevant, or should we not waste each other's time?"

The Confidence Paradox

The less you need the "yes," the more likely you get it. A desperate BDR needs the meeting, sounds needy, the prospect feels pressured, and says no. A confident BDR wants to find the truth, sounds curious, the prospect feels respected, and opens up. Chasing truth works better than chasing meetings.

Real-World Examples

Handling Objections

Closing

Pre-Call Tone Checklist

• Am I calm?
• Am I speaking at a normal pace (not rushed)?
• Am I maintaining peer status (not apologizing)?
• Am I genuinely curious (not interrogating)?
• Am I okay with a "no" (not desperate for a "yes")?

The Demo Trap

A demo is a presentation. One-directional. The prospect sits back and watches. No discovery, no relationship, no urgency. Easy to cancel, easy to reschedule, easy to ghost.

What a Real Conversation Is

• Two-directional
• You learn something
• They learn something
• You establish yourself as a peer, not a vendor
• Conversations are harder to cancel because they feel personal

Converting Demo Requests Into Conversations

When someone requests a demo, call them first instead of sending a Calendly link.

Handling "Just Send Me Information"

When a prospect says this, they're not asking for information — they're trying to end the conversation. Don't send a PDF.

Handling "We're Just Exploring"

This is a gift — they're telling you they're in an early buying stage. Best time to establish yourself as the trusted resource.

Conversation Scorecard

After every inbound response, score yourself:

The Structure

Every cold call follows four steps:

• 1. Why you're reaching out
• 2. The problem you often help with
• 3. A direct question
• 4. Accept the answer

Opening #1: Direct Qualification

Opening #2: Problem-First

Voicemail Template

Key Principles

• Pattern interrupt — Direct name confirmation breaks expectations
• No permission-based language — Never "Is this a good time?"
• Peer status — Confident, direct questions
• Accept the no — "Got it. Then this probably isn't relevant."

Lead with Problems, Not Features

"We're a leading provider of blah blah blah." Your prospect checked out at "we're a leading..." Because your pitch is about you. No one cares.

• Crap reps sell features.
• Good reps sell benefits.
• Pros lead with problems.

The Problem Hierarchy

Activity Targets

Pre-Work: Set Up for Success (30 min)

• Build target list (50-100 accounts from Salesforce)
• Prepare tools (Salesforce, LinkedIn, email templates, call script)
• Set environment (close distractions, silence phone, water bottle)
• Get into state (10 deep breaths, shoulders back, "Go for the no")

The Cold Calling Block (60-90 min)

Structure for each call:

• 1. Dial number
• 2. Pattern interrupt: "[BDR first name] with Vbrick — I was hoping you could help me out."
• 3. Value: "We help enterprises reduce video streaming costs by 40%."
• 4. Qualification: "Are you on the team that handles enterprise video?"
• 5. If yes: Brief conversation, book meeting
• 6. If no: "Who might that be?" → "May I tell [first name] you said hi?"
• 7. Log in Salesforce immediately
• 8. Next call

Common Objections

• "We're all set" → "Got it. What are you using now?"
• "Send me an email" → "Happy to. Quick question — are you the right person making decisions?"
• "Not interested" → "No problem. Is it timing, or is video just not a priority?"

The Email Block (60 min)

Use the SPEARS format:

The LinkedIn Block (45 min)

Managing Energy

• Start with calls (highest energy required)
• Move to emails (medium energy)
• Finish with LinkedIn (lowest energy)
• Take 5-minute breaks every hour

End-of-Day Checklist

• Hit minimum activity targets
• Logged all activities in Salesforce
• Updated real-time tracking sheet
• Scheduled follow-ups for tomorrow
• Reviewed wins and learnings

The Paradox

When you're comfortable with "no," prospects feel it. They relax. They give you honest answers. And ironically, you get more "yes" responses. Because you're not pressuring them. You're offering them an easy out. That makes them want to stay in the conversation.

Most BDRs vs. You

What It Sounds Like — On a Call

What It Sounds Like — In an Email

What It Sounds Like — After an Objection

The Athlete Mindset

Hesitant players lose. They're afraid to make mistakes, play safe, don't make the big plays. Confident players win. They commit fully, aren't afraid to fail, make the plays that matter. Sales is the same. If you're afraid of "no," you'll hesitate. If you embrace "no," you'll be confident. Confidence wins.

Common Mistakes

• Sounding passive-aggressive: "Well, if you're not interested, I guess I'll just leave you alone then..." — sounds bitter. Instead: "Got it. Should I check back in Q3, or would you prefer I don't follow up?"
• Giving up too early: "Okay, no problem. Have a great day!" and never following up — you didn't learn anything. Instead: "Out of curiosity, is that because you're handling this internally, or is video just not a priority right now?"
• Arguing after they say no: "But wait, you didn't let me explain why we're different..." — you invited the no, then argued with it. That's manipulative. Instead: "Fair enough. Appreciate your time."

What Happens When You Master This

• Prospects relax — they stop feeling pressured and give you real answers
• You get faster feedback — no more ghosting, they either engage or tell you
• You sound more confident — because you're not desperate for a "yes"
• You build better relationships — even when they say no, they respect you
• You get more "yes" responses — because you're not chasing. Paradox.

Your Commitment

Starting today:

• I will invite "no" in every conversation
• I will not argue when someone says "not interested"
• I will respect their answer and move on
• I will use "no" as information, not failure