# Marcus Tully, VP Revenue Operations at Harlo — read of buyer-intelligence-ai, May 13 2026

> 11 years in sales ops and RevOps, currently running the revenue stack for a 130-person fintech SaaS in Denver. Four reps, two SDRs, one very expensive Salesforce instance.

## How I got here

Searched "buying committee visibility tool" on Google last Tuesday because I was trying to find something cheaper than 6sense for Q3 budget. We got dinged on renewal and I need to defend the line item or find an alternative. This page came up on page two. I clicked it figuring it was either a niche startup with sharper positioning or a content play with a form at the bottom.

It was neither. Or both. I'm still not entirely sure.

## What I clicked first

The headline grabbed me: "VP Sales, stop being invited after the buying committee decides." That's a real problem, phrased in a way that didn't feel like a copywriter trying to sound like a sales rep. I've lived that meeting. You get the calendar invite and you know the POC already has a shortlist and you're audition number three.

So I read the subhead: "Know which accounts are evaluating now so you can engage early and influence the outcome." Fine. Normal. Then I see "Unlock the dossier · $5" and I slow down. Something shifted. That's not enterprise SaaS pricing. That's not even SMB SaaS pricing. That's a gated PDF.

## Where I paused

Buried near the bottom: "Honest disclosure: we don't have live customers on this idea yet. We shipped the strategy package; you ship the customer conversations."

I had to read that twice. So this isn't a tool. This is a pitch deck for a tool someone could go build. And the "$5" and "$99" and "Adopt the build" tiers are for operators or entrepreneurs who want to buy the blueprint and the starter code.

Which means the entire top half of this page, the feature list, the "Map Faster," the "Know What Changed," all of it, is describing a product that doesn't exist yet and is being sold to a buyer audience that was never supposed to be me.

I'm the target user in the hero. I'm not the target customer on the page.

## What I distrusted

The feature list reads like someone concatenated the ZoomInfo, 6sense, Clari, and LinkedIn Sales Navigator marketing sites and then smoothed the seams. "Automatically identify every decision-maker, influencer, and stakeholder." "Get instant alerts when key stakeholders move companies, change roles, or leave." "Machine learning identifies patterns in deals that close versus slip."

All of those things already exist in tools I pay for. The question I kept asking was: what does this do differently? There's no answer. No specific data source mentioned. No differentiation claim. No "unlike [Competitor], we do X."

Also: "Complete organization charts surface in seconds." That's a strong claim. Where does the org data come from? LinkedIn? Proprietary graph? If it's LinkedIn scraping, that's a legal exposure I don't want near my Salesforce.

## What would convince me

If this were a real product, I'd want to see one enterprise account walked through end-to-end. Not a demo video with fake company names. Actual screenshots of a real account in the tool, with the committee mapped, a stakeholder change alert from the past 30 days, and the intent score shown alongside the CRM opportunity. Show me what it looks like on a 7-person buying committee at a company I'd recognize.

The "72/100 adoptability" and "1 in 9 meaningful success odds" scores are interesting, but they answer a question I didn't come here to ask. I wasn't evaluating whether this was a good business to start. I was looking for something to put in front of my AEs next quarter.

## What I'd ask in an email reply

I'm not going to reply, because I now understand I was the wrong person to land here. But if I were the entrepreneur who bought the $99 kit and built this thing, here's what I'd want to know:

1. How do you differentiate from 6sense's buying committee features specifically, and can you do it without mentioning "AI" or "real-time"?
2. Where does your org chart and stakeholder data actually come from, and what's your refresh cadence on role changes?
3. What's the minimum CRM hygiene required for this to work, because my Salesforce is a disaster and I'm guessing I'm not your edge case?

## Verdict: dismissive

Not because the pain is wrong, the pain is real and I felt it last month. But because this page pulled a bait-and-switch: it opened like a tool built for me and ended like a franchise pitch for someone who wants to build that tool. Those are two completely different products and two completely different conversations, and running them on the same page at the same time means neither one lands.

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*Memo by skeptic persona, generated 2026-05-13. Studio breaks own self-grading loop.*