Verkada
Keifer MacInnes
Enterprise AE · Verkada
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Agenda
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Enterprise Account Executive · Corporate
Verkada
K J R M
BY KEIFER MACINNES
Prepared for Verkada · June 2026
Meeting Agenda

Three moves.

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01 / 03
Pipeline generation and territory planning
Methodology Stack Territory
02 / 03
Personalized deal review
Snapshot MEDDICC
03 / 03
Questions for Verkada leadership
3 questions
01 / 03 · Pipeline Generation

Pipeline gen and territory planning

Methodology
Stack
Territory
01 · Signal
Read the signal
Every sequence opens on observable, physical-world change.
  • New facility openings & real-estate expansion
  • Legacy DVR/NVR end-of-life
  • Hikvision ban (Canada) & NDAA rip-and-replace
  • Security incidents & retail shrink spikes
  • New CSO/Head of Security hire or M&A
02 · Exposure
Find the exposure
Reverse-engineer to the site and asset that matter.
  • High-shrink retail footprints
  • Multi-site, distributed campuses
  • Remote & unmanned sites: yards, plants
  • Regulated environments: PIPEDA / PHIPA
  • Aging analog camera & access estate
03 · Org
Map the committee
Map the buying committee before the first email.
  • Physical / Corporate Security
  • IT & CISO convergence
  • Facilities & Real Estate
  • Loss Prevention & EHS
  • Procurement & finance sign-off
The motion
Trigger-led against observable change · multi-threaded from the first touch · point of view, not pitch. Resource. Study. Execute. Show up as the expert in the room.

Sense

Trigger detection, dialer cadence, intent layer.
Gong 6sense LinkedIn Sales Nav Yesware Mixmax Orum Vonage Fuze

Synthesize

Reasoning, account research, deal artifacts.
Claude Enterprise ChatGPT Enterprise Snowflake MCP Internal agents

Scale

Repeatable workflows and team-wide ops.
Custom skill library AI GTM Council Repeatable workflows
Gong 6sense LinkedIn Sales Nav Orum Claude ChatGPT Snowflake
AI GTM
Council
Selected into every Meltwater AI GTM cohort since 2024. Small group of top AI adopters across each segment, chosen to inform and roll out key go-to-market developments.
Patch lens · Greater Toronto Area HQ · 1,000–20,000 employees · illustrative named accounts by vertical
Retail & Consumer
Indigo Books & Music
~170 stores, Toronto HQ. Retail shrink and after-hours risk on a fragmented legacy DVR estate. Cloud video, AI search, and central management across the fleet.
Spin Master
Toronto HQ, offices plus distribution. Access control with mobile credentials, visitor management, and warehouse perimeter on one platform.
Healthcare & Life Sciences
University Health Network
Multi-hospital Toronto network. Environmental sensors where cameras can't go, access control, infant and asset protection, PHIPA-aligned privacy zones.
Apotex
Toronto HQ pharma manufacturing. Plant perimeter, controlled-area access, EHS and environmental monitoring across production sites.
Logistics & Real Estate
Purolator
GTA HQ, national depot network. LPR for fleet and container gates, yard perimeter, and remote-site cameras over LTE.
Choice Properties REIT
Toronto HQ commercial real estate. Tenant access with mobile credentials, visitor management, and one Command view across the portfolio.
Financial & Tech
EQB / Equitable Bank
Toronto HQ. Corporate-office access control, visitor management, and centralized monitoring with PIPEDA-aligned Canadian data residency.
Wealthsimple
Toronto HQ, fast-scaling. Modern cloud access, mobile and Apple Wallet credentials, and workplace security for a security-conscious team.
Gaming & Education
Great Canadian Entertainment
GTA HQ casinos and resorts. Surveillance-heavy, regulator-driven environments. AI search, LPR, and unified access across high-risk floors.
Toronto Metropolitan University
Downtown Toronto campus. Distributed building access, mass-notification readiness, and environmental sensors across residences and labs.
The trigger lens
How I'd prioritize the patch
Rank named accounts by live physical-world triggers: new sites, Hikvision-ban and NDAA rip-and-replace, shrink spikes, a new Head of Security, or M&A consolidating systems. Triggered accounts get worked first.
02 / 03 · Personalized Deal Review

Kyowa Kirin.

Snapshot
MEDDICC
Kyowa Kirin
Pharma · NA Comms · Self-sourced
$150K ACV
4 mo cycle Self-sourced · outbound $80K April land +$20K Global Wires +$50K Social RFP 4 displacements
01 · Source

Self-sourced from a Sales Nav signal

Paul Kaiser moved to Kyowa Kirin. Sales Nav notification triggered the research. Cold call plus email. Paul was familiar with the Meltwater ecosystem from a prior role. Demo booked. Used him as an ally to read the current landscape.
Cold call + email Sales Nav trigger Paul Kaiser Returning Meltwater buyer
02 · Process

Champion to EB to 2-week PoC

Initial demos surfaced platform updates and earned access to Lisa Popyk, the EB. We ran a 2-week PoC with Paul and Lisa to validate. Quoted with a supplemental support package for their leaner internal team. Paul navigated the displacement politics and team friction. Rolled up to CSO Shannon. Finance, legal, and procurement signed off.
2-week PoC Lisa Popyk · EB Shannon · CSO Support package Finance + Legal + Procurement
03 · Land + Expand

$80K land. $150K finish.

$80K land in April displacing Cision. Layered +$20K Global Wires to $100K. Engaged the omnichannel marketing team and won the Social Media RFP from Khoros for +$50K, finishing the year at $150K ACV. Continually sold wins.
$80K April land +$20K Global Wires +$50K Social RFP 4 displacements
M · Metrics
What changes
$150K ACV across four displacements. Replaced Cision, Brandwatch, and PR Newswire on the original land. Won the Social Media RFP from Khoros post-close. $80K land, +$20K Global Wires, +$50K Social RFP.
E · Economic Buyer
The EB shifted
Initial EB: Lisa Popyk, senior comms leader. Exited mid-cycle in a restructure. Paul Kaiser absorbed functional approval. Post-close, Susan Thiele, Sr. Director, Head of Product & Therapeutic Communications NA, surfaced as upper-level EB for expansion.
D · Decision Criteria
What they evaluated on
Data unification across media monitoring, social listening, and wires · measurement unification in one source of truth · alerting systems the team can act on · Microsoft integration · security and governance from our perspective · auto-renewal terms · procurement onboarding.
D · Decision Process
Steps to YES
Signal → demos → 2-week PoC success → proposal → negotiations → finance, legal, and procurement intake → Adobe Sign sent with all redlines → accepted → close in April.
I · Identify Pain
Why now
New comms team in place. Four parallel point solutions (Cision, Brandwatch, PR Newswire, Khoros) were being manually stitched together across media, social, and wires. The team needed functionality on top of their existing vendors that they didn't realize existed until we reached out and walked them through it.
C · Champion
Paul Kaiser
Paul carried the deal end-to-end on the corporate communications team. Wrote "shortened version" status emails through internal politics, escalated when legal stalled, brought in Marah Oberfield as Lisa's interim, then Susan Thiele for expansion. I worked him for signal, not access.
C · Competition
Four displacements, one tool-sprawl story
Cision (incumbent media monitoring, won outright) · Brandwatch (social listening, won outright) · PR Newswire (wire distribution, won outright via GlobeNewswire) · Khoros (incumbent social mgmt, won the Social Media RFP post-close, engaged the omnichannel marketing team to expand).
03 / 03 · Questions for Verkada Leadership

Questions for Verkada leadership

Question 01
Recognition & growth.
I want to be on a team where winning is visible and the path forward keeps getting bigger. I'm not looking to be pushed into management. I want to keep selling, but bigger and more complex.
Top rep recognition
How are top reps publicly recognized inside this team and across Verkada? Is winning loud, visible, and celebrated, or quiet?
Growth trajectory
For a rep hitting and over-attaining year on year, what does the 24-month arc look like in title, accounts, and ownership?
IC complexity path
Is there a defined arc for an IC who wants to keep selling, but more multi-product, multi-year, multi-region, multi-stakeholder?
Club & culture
President's Club, sales kickoff, annual moments: what does the rep culture look like when the year actually lands?
Question 02
Deal support & enablement.
I do my best work when my leader is just as invested in the deal as I am. Takes the time to understand what's actually going on, gives me strong recommendations, is honest with me, and works just as hard themselves when the deal needs it.
Leader investment
How deep do you go into a rep's strategic deals? What does plugged-in look like for you week to week, not just at QBR?
Honest feedback
How direct will you be with me about where I'm winning and where I'm hurting myself? I'd rather hear it sharp and early.
Match the work
When a deal needs an exec call, a same-day escalation, or a late save, how do you typically show up alongside the rep?
Tools & AI enablement
What do reps have at their fingertips for AI-assisted prep, content, SE bandwidth, and exec sponsorship on demand?
Question 03
Compensation.
Compensation is more than OTE. It's the territory I'm carrying, the title, the perks that show the company is investing in me, and how the team treats health, wellness, and family.
Territory composition
Is the patch close to carved? Is there a working hypothesis on the named accounts for this seat, and how tiered does it look?
Role & title
What is the role title and internal level? Is there a band reps tend to land at on the way in, and how does it move with attainment?
Perks & benefits
What does the perk picture look like: health, family, wellness, equity, parental leave, ESPP? Where does Verkada invest in the rep as a person?
Stacking the market
How does Verkada feel like it stacks against peers on OTE mix, accelerators, and the culture around health, wellness, and family time?
Close
Thank you.
keifer.macinnes@gmail.com · +1 905-376-5343