Overview
Deal Team
Qualification
Timeline
Signals & Intel
Quotes & Orders
Delivery Track
Onboarding
Documents
Deal value
$650K
Impl $170K + MS $480K ARR
Days to close
79
Jun 30, 2026 target
MEDDPICC score
17/24
3 fields need attention
POC result
44.2%
Target 40% IVR deflection
Opportunity Information
Account Name
Bancolombia S.A.
Opportunity Name
Bancolombia Contact Center Transformation
Stage
05 · Proposal Sent
Close Date
Jun 30, 2026
Total Amount
$650,000
Estimated ARR (MS)
$480,000
Implementation Revenue
$170,000
Solution Type
Amazon Connect · Omni-Channel · WhatsApp
Contact Center Seats
450
Current Monthly Telco Spend
$20,000
TCO Savings (Annual)
$240,000
Territory
Colombia · NOLA Region
POC Status
Completed — 44.2% deflection
Competitor Present
None — sole vendor
AWS Deal Reg #
ACE-COL-2026-0041
MAP Phase
Mobilize — activating Apr 15 ($28K)
Close Plan Status Edit
Economic Buyer Confirmed
Partial — Pedro Vargas (CFO) + Camila Torres (VP Digital)
Close Plan Agreed
No — draft shared Apr 5
Decision Criteria Documented
Yes
Champion Engaged
Juan Restrepo (CTO)
POC Debrief Held
No — overdue, book by Apr 9
DocuSign Target
Jun 25, 2026
DFX5 Deal Team
AC
Andrea Castro
Senior Inside Sales Rep (ISR) · Colombia Hub · Primary
60% commission
Primary
RM
Roberto Méndez
Enterprise Account Manager (EAM) · NOLA Region
40% commission
EAM
MT
Miguel Torres
Solutions Architect (SA) · Amazon Connect Specialist
—
SA
MO
Maria Ortega
Delivery Architect (CDA) · Unassigned — action required
—
CDA needed
AWS Partner Team
CP
Carlos Perez
AWS Account Manager · Colombia Banking
—
AWS AM
LR
Luisa Ramos
AWS Solutions Architect · LATAM Banking
—
AWS SA
FS
Felipe Salinas
AWS Connect Specialist · LATAM
—
Connect Specialist
Commission Split
Andrea Castro (ISR)
60%
Roberto Méndez (EAM)
40%
Split locked at Stage 06. Changes require Sales Manager approval. ISR rate: 1.60% × multiplier. EAM rate: 2.50% new logo × multiplier.
MEDDPICC Score: 17 / 24
3 elements need attention before Stage 06 advance. Stage gate requires ≥ 20/24.
71%
M
Metrics
3
AHT reduction 35%, CSAT +20pts, cost-per-contact -40%. TCO savings $240K/yr. POC: 44.2% IVR deflection.
E
Economic Buyer
2
Pedro Vargas (CFO) — meeting Apr 20. Camila Torres (VP Digital) — Q2 budget authority, intro needed.
D
Decision Criteria
3
Price, AWS relationship, local LATAM support, POC success, Avaya migration expertise. All documented.
D
Decision Process
2
IT → VP CX → CTO → CFO → CEO. Legal/Procurement review ~3 weeks. Board approval not required.
P
Paper Process
1
Gap. BancoWeb supplier portal registration overdue. PO cannot issue until portal complete. Blocking critical path.
I
Implicate Pain
3
Avaya auto-renews Sep 1 at $240K/yr. Cost of inaction: $20K/month. Board asking for cloud roadmap by Q3.
C
Champion
3
Juan Restrepo (CTO) — verified champion. Forwarded proposal internally. Selling when DFX5 not present.
C
Competition
3
Genesys eliminated Apr 3 by VP CX. DFX5 is sole active vendor. Competitive score locked.
Stage gate warning: Paper Process score (1/3) blocks advance to Stage 06. Complete BancoWeb supplier portal registration before Apr 20 CFO meeting. This is also on the onboarding critical path.
All
Emails
Meetings
Notes
Signals
EM
Re: Amazon Connect POC debrief — Camila Torres included
Email · Apr 4, 2026 · Juan Restrepo → Andrea Castro · via EAC
"Could we move the debrief to Thursday Apr 9? I want to include our VP of Digital, Camila Torres, who has budget authority for Q2 technology decisions..."
AI: New economic buyer Camila Torres identified → INTEL-BAN-003 (84%)
MT
POC technical review — Amazon Connect IVR sandbox
Teams meeting · Apr 1, 2026 · 60 min · Castro + Torres (SA) + Restrepo + Ochoa
IVR deflection 44.2% vs 40% target. Restrepo: "This is better than I expected." Tomás requested Salesforce CRM integration spec. WhatsApp scope confirmed for M2.
AI: Project milestone — POC success criterion met → INTEL-BAN-011 (95%)
SL
#bancolombia-deal — Genesys eliminated from evaluation
Slack · Mar 27, 2026 · #bancolombia-deal channel · via Connector
"Heard from Carlos Perez (AWS AM) that Genesys is no longer in the evaluation. VP CX Maria Gonzalez removed them after the POC demo. DFX5 is now the sole vendor."
AI: Competitive win — DFX5 sole vendor, MEDDPICC C score → 3 → INTEL-BAN-005 (92%)
EM
Fwd: Q2 vendor approvals — Restrepo recommends DFX5
Email · Mar 28, 2026 · Restrepo → Gonzalez · CC Andrea Castro · via EAC
"I'm recommending we proceed with DFX5. Please confirm from your side before I present to the CFO."
AI: Champion actively selling internally — strong positive signal
HS
Hearsay — CFO presenting cloud cost reduction to board
Manual note · Mar 25, 2026 · Roberto Méndez · Confidence: Medium
At AWS Partner dinner: Pedro Vargas was presenting a cloud cost reduction deck to the Bancolombia board. Cloud migration was prominently featured.
AI: Risk/opportunity — CFO may already have board mandate (unverified 72%)
Active Intelligence Records
Technology Change
89% confidence
Avaya contract renewal Sep 1 — cost of delay $240K
Frame at CFO meeting Apr 20 as cost-of-delay. June 25 DocuSign target locks in before renewal window closes.
Project Milestone
95% confidence
POC target exceeded — 44.2% IVR deflection
Hold POC debrief immediately (overdue). Use 44.2% as opening slide at CFO meeting. Add CRM integration + WhatsApp to SOW.
People Change
84% confidence
Camila Torres (VP Digital) — Q2 budget authority identified
Introduce before Apr 20. Update MEDDPICC E score. She may be additional or alternate economic buyer to CFO.
Unverified
72% confidence
CFO presenting cloud cost reduction mandate to board
Verify via Carlos Perez before Apr 20. If true, reframe CFO meeting entirely: give him the board slide, not the sales pitch.
Expansion Signal
83% confidence
Agentic AI Phase 2 — 4 converging signals, $400–800K potential
Seed at CFO meeting. Prepare Phase 2 one-pager for SOW discussion. EAM to brief CDO at go-live using Cloud Journey gap analysis.
47 signals total · 44 AI-processed · Last extraction: Apr 5, 02:14 UTC
View all signals →
Quote Q-2026-BAN-001 Active
| Product / Service | Qty | Unit Price | Type | Total |
|---|---|---|---|---|
| Amazon Connect Implementation — Phase 1 | 1 | $120,000 | One-time | $120,000 |
| Contact Center Migration & Config | 1 | $30,000 | One-time | $30,000 |
| WhatsApp Channel Integration | 1 | $20,000 | One-time | $20,000 |
| Salesforce CRM Connector (pending SOW) | 1 | TBD | One-time | TBD |
| Managed Services — Amazon Connect | 12 mo | $40,000/mo | Recurring | $480,000 |
| Total Contract Value | $650,000+ | |||
Salesforce CRM connector scope confirmed in POC debrief (Apr 1) — not yet added to SOW. Add before proposal re-submission.
Sales Track
Stage 05 — Proposal Sent
55% probability · Close Jun 30
Delivery Track
Not Started
Activates at Closed Won
Delivery stage progression: Not Started → Kicked Off → M1 Build → M2 WhatsApp → M3 Analytics → Go-Live → MS Active → Renewal Window
M1 Discovery & Config
—
M2 WhatsApp & AI
—
M3 Analytics & Go-Live
—
Go-live target: Oct 1, 2026. Delivery Architect (CDA) must be assigned before kickoff. Currently unassigned — escalate to VP CSC.
Onboarding Score: 62 / 100
2 overdue items · Go-live Oct 1 · 87 days remaining
Contracts
90%
Supplier portals
35%
Compliance
60%
IT provisioning
30%
Critical path items
!
BancoWeb supplier portal — register
Overdue Jul 8
!
NDA IT addendum — Bancolombia IT
Overdue Jul 10
→
BancoWeb Section B — security questionnaire (22 Qs)
Due today Jul 12
→
AWS sandbox provisioning · Miguel Torres
Jul 15
✓
MSA signed · SOW signed · SOC 2 submitted
Complete
Agreement Documents
▶
Support & Managed Services Agreement — in legal review
In Review
○
Software Licensing Agreement — AWS
Not Started
Proposal & Technical Documents
!
POC Results Summary — 44.2% IVR deflection
Draft — not sent
Key Contacts
+ Add
JR
Juan Restrepo
CTO · Champion
PV
Pedro Vargas
CFO · Economic Buyer
CT
Camila Torres
VP Digital · Q2 budget authority
MG
Maria Gonzalez
VP Customer Experience
TO
Tomás Ochoa
IT Director · Technical POC lead
Open Tasks
+ New
!
Book POC formal debrief
Andrea Castro · Due Apr 8 · Overdue
→
Register on BancoWeb portal
Andrea Castro · Due Jul 8 · Overdue
→
Introduce Camila Torres — schedule
Andrea Castro · Due Apr 15
→
Update ACE opportunity — 9 days stale
Andrea Castro · Due Apr 7
→
Assign Client Delivery Architect
VP CSC · Due Apr 8 · Critical
Recent Activity
EM
Email from Juan Restrepo
Apr 4 · Re: POC debrief scheduling
MT
Teams meeting — POC review
Apr 1 · 60 min · 4 attendees
AI
Intelligence extraction run
Apr 5 · 8 intel records generated
EM
Email — Restrepo fwd proposal internally
Mar 28 · Champion activity
AWS Co-Sell
ACE Stage
Tech Validation
Last synced
9 days ago
MAP Light
Assess phase$12K complete
Mobilize phase$28K · Apr 15
ACE opportunity stale — update required for MAP Mobilize activation.