Peterson Technology Partners Univar's own data · SOLD TO SUMMARY + SHIPTO BASECODE DETAILS · extract 22 Oct 2026
UNIVARSOLUTIONS
iSales Console · inside sales
TP
Tracy Price838 accounts · 2027 roster
—In the deck
—Today
—Touched
—Never touched

The prioritization agent built this list Sunday night

The week's list, drawn from this seller's roster. No other seller got these — the agent allocates against ownership, then ranks on signals it can point at. Every account below carries the reason it surfaced, and the reason is a record, not a guess.

×3.0Reorder overdueCadence broken vs 24-mo pattern
×2.4Quote expiringOpen CPQ quote inside 7 days
×2.1Consumption drop>25% QoQ decline by line
×1.8Web intentRepeat product-page visits
×1.5Service gapBuys product, not the service
×1.2Contract runwayRenewal inside 90 days
HUD

The Helmet

Inside Sales · Great Lakes · Richard Darnall — targeting, not gauges

Engagement clock

Day 41 of 120 · cycle ends 6 Feb
58% of the deck engaged target 100% by day 120
4,466 engaged 2,772 on pace 462 will miss at current rate
Deck under management7,70022 sellers × 350
Never contacted3,231no touch on record
Consumption gap$4.1Mactive, never purchased
Projected close94%6 points short

Targeting — the fleet this week

Why this is not a dashboard. Rich's words: "Salesforce is all my gauges. I want a helmet." A gauge tells you the state of something. This tells you what to hit, in what order, and what happens if you don't — the 462 accounts that will breach 120 days at the current rate are a target list, not a metric. Every row drills to the accounts behind it, and every account carries the record that put it there.
Sol

Sol

The agent over the whole book — reads everything, does the work, asks before it commits

Sol's in the corner.

Try one

Sol runs the same loop Rosie does. It announces each step before it runs, works the task rather than returning a search result, and stops for a human before anything that writes to Salesforce, sends to a customer or commits a price. The trace is the product — a seller should be able to read what it did and disagree with it.

It inherits the seller's Salesforce sharing rules. A seller asking about an account they do not own gets the same answer Salesforce would give them: nothing.
NEO

Sales Intelligence Agent

Sits on Salesforce, the ERP and the open web · rebuilt nightly

2 people Univar talks to → 14 people who can authorise a purchase
Nine of them have never been contacted.
Accounts——
Contacts known——
People mapped—by NEO
ICP-qualified—can specify or buy
Armed to dial——

Who counts as a buyer inside a chemical customer

Univar's CRM records the person who signs the PO. That is one seat of six, and usually not the one who decides what gets bought. NEO maps all six.

ProcurementPrice, terms, cadence. The seat we already hold.
Operations / PlantPack size, delivery windows, handling and safety.
R&D / FormulationSpecifies the raw material. Highest value, rarely called.
QualityCoA, lot traceability, audit exposure.
EHSWaste streams and disposal — the ChemCare door.
MaintenanceLubricants, cleaners, MRO chemistry bought off-contract.

Base customers have no press releases — so NEO does not need any

A $10K-margin account with one site and no news is the normal case, and it is the population being tripled. For those, every signal above comes from Univar's own records: five-year order history, open opportunities, consumption records that are active and never purchased, and engagement touch points. External data is an enrichment on the large accounts, never the foundation. Open Tri-State Adhesives below — one site, one product, no web footprint, and three things worth saying.

—

Where the people come from. Salesforce contacts and ship-to records first, then the customer's own site, job postings, trade-press mentions and public filings. Every person carries the source that found them and the signal that qualified them — the same provenance rule the call screen runs on. Nobody is invented, and anyone NEO cannot source does not get dialled.
—
—
Dialing…
—

—

—

—

Three things to know about —

generated weekly · selected at connect

    —

    Account at a glance

    —
    Monthly revenue · trailing 12

    What they buy

    Open

    Order data synced 11 minutes ago · no order placed since the signal was built

    Live transcript

    stored · post-call actions
    Waiting for audio…
    Recording · consent notice played at connect

    Call wrapped in 9 seconds

    Everything below was written by the agent from the transcript. The seller reviews and saves.

    —

    —

    Rich's point, made concrete: a seller captures roughly 40% of what matters on a good day. The transcript captures all of it, and the agent turns it into fields and follow-ups before the next number rings.

    No answer — attempt 3

    The dialer moves on. The engagement does not have to stop here.

    To — · Subject —
    —

    —

    The email counts toward activity credit the same as a connect, so the seller is not punished for a bad phone number — and the number itself is flagged back to the data team. SMS slots in here once consent capture is live.
    Peterson Technology Partners iSales console · built for Univar Solutions · October 2026
    ptechpartners.com

    This is running on your data

    ACCOUNT MOVEMENT vSALES_INITIAL · extract 22 October 2026

    Everything on these screens is read out of the workbook you sent. The accounts, the volumes, the contribution margin, the consumption records, the touchpoint counts and the last-activity dates are yours. Nothing is filled in where the extract is silent.

    One thing to know before you start. There are no customer contacts anywhere in the extract — no names, no titles, no phone numbers. We've assumed that was deliberate rather than an oversight. So every account here says "No contact in the extract" instead of inventing a person.

    It doesn't change the answer to the question you asked. Which account to call, and what to say about it, comes entirely from the account data — and that is all here.

    What to try:

    1. Call queue — the ranked list, with the record behind every reason
    2. Viewing as (top right) — switch sellers and watch the deck change. Your Salesforce ownership and role hierarchy are enforced, not decorative
    3. Ask Sol — type the name of any account on screen and ask what he'd say on the call
    4. Helmet — the 120-day engagement clock across the fleet

    Across all 6,107 accounts in the extract, 98.4% carry three or more insights, each sourced to a column in your file. Where an account genuinely has nothing to say, it says that too, and is scored down — knowing which calls not to make is worth as much as the ranked list.

    Built by Peterson Technology Partners
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    Sol

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