Q2 Joint Scorecard

Joint Pipeline Generated

$4.2M

Target: $3.5M ✓

Closed-Won

$1.1M

Target: $1.4M ✗

Average Deal Size

$220K

Up from $180K Q1 ✓

Joint Opportunities Active

Target: 15 ✓

Q2 Wins

Account	Deal Size	Lead	Use Case	Close Date
Nexford Credit Union	$340K	Arclight-led	Incident response workflow	May 12
Paragon Logistics	$280K	Co-led	SOC automation + 24/7 monitoring	June 3
Summit Pharma	$190K	Sova-led	Compliance workflow & reporting	June 18

"The joint demo with Sova's engineering team closed Summit Pharma in one meeting."

— Rina Bautista, VP Sales, Arclight Solutions

Sova technical overlay in joint demos = 2.4x close rate vs. solo pursuits

Q2 Misses

Colburn Industries

$620K

Westgate Municipal

$540K

Triton Capital

$640K

Root Causes

Colburn Industries

Lost to incumbent CrowdStrike MDE; 3-year contract locked

Westgate Municipal

Arclight no technical resource available for POC

Triton Capital

Deal stalled; no executive sponsor on buyer side

Competitive Intel: Colburn Industries

Loss Analysis

Incumbent: CrowdStrike MDE

Contract: 3-year, locked until Q1 2025

Switching cost: High; integration with existing SIEM

What to Do Differently

Lead with compliance automation angle where CrowdStrike has no native module.

Position Sova + Arclight as a complementary overlay, not a rip-and-replace.

Target renewal window in Q4 2024 with business case built on regulatory audit prep time savings.

Q3 Pipeline Landscape

Sova-originated

Arclight-originated

Q3 Co-Sell Play #1: Financial Services Blitz

Harbor Community Bank

Est. Deal Size: $380K

Pain: Outdated incident response playbook

Lead: Arclight

Joint discovery call July 20

First Meridian Trust

Est. Deal Size: $420K

Pain: No 24/7 SOC coverage

Lead: Co-led

Bundle demo July 25

Coastal Federal Credit Union

Est. Deal Size: $340K

Pain: Compliance audit prep manual

Lead: Sova

Compliance workflow demo Aug 1

Q3 Co-Sell Play #2: Compliance Wedge

1 Identify accounts with SEC Rule 10 deadline pressure

2 Arclight leads compliance discovery call

3 Sova provides compliance workflow demo within 48 hours

4 Joint proposal within 10 days of discovery

Target Accounts

Orion Investment Partners

$460K

Ledger Capital

$520K

BlueCrest Advisors

$390K

Q3 Co-Sell Play #3: Managed SOC Bundle

Bundle Definition

Sova workflow platform for incident orchestration

Arclight 24/7 SOC-as-a-Service

Why Manufacturing?

Mid-market manufacturers are underserved by both Sova and Arclight standalone motion.

They need 24/7 monitoring but lack in-house security teams. They face ICS/OT security mandates but have no playbook automation.

Target Accounts

Cascade Manufacturing

$410K ARR

Pinnacle Aerospace Components

$380K ARR

Redwood Industrial Systems

$340K ARR

Enablement & Resourcing

Sova Commits

2 SE overlays per month for joint demos

Partner portal access with deal registration SLA

Joint case studies published by August 1

Q3 co-sell incentive: 15% partner bonus on closed-won

Compliance workflow training session July 18

Arclight Commits

1 dedicated partner AE (full-time on Sova deals)

2 technical resources assigned to FS Blitz

Monthly joint forecast call (first Friday of month)

Co-marketing campaign for Managed SOC Bundle

Quarterly joint executive business review

$5.5M

Joint pipeline target, Q3
Closed-won target: $1.8M
Three named accounts to close by September 30

Sign the Q3 Joint Business Plan by July 12

Three Signatures, One Pipeline

JBP signed by July 12 — Joint Business Plan with Q3 pipeline target, three named target accounts, and co-sell commitments from both sides

FS Blitz kick-off call July 15 — Rina Bautista (Arclight VP Sales) + James Park (Sova Alliance Director) align on outreach sequencing and demo schedule

Managed SOC Bundle pricing sheet shared July 18 — Final pricing, packaging, and sales enablement collateral for mid-market manufacturing bundle