# Executive Dossier: Max Bandwidth ## Quick-Reference Card --- ### Visitor Snapshot | Field | Detail | |-------|--------| | **Name** | Max Bandwidth | | **Title** | SVP Digital Transformation | | **Company** | Thunderbolt Logistics | | **Industry** | Supply Chain / Logistics | | **Company Revenue** | $6.3B | | **Employees** | 45,000 | | **Headquarters** | Chicago, IL | | **Account Tier** | Strategic | | **Account Health** | 81/100 | --- ### Relationship Summary | Field | Detail | |-------|--------| | **VVIP Tier** | Gold | | **SAB Member Since** | Q1 2025 | | **SAB Board** | Transportation & Logistics Advisory Board | | **SAB Attendance (TTM)** | 4/4 (100%) | | **Executive Sponsor** | Diana Kim, VP Transportation & Logistics | | **Sponsor Last Touchpoint** | Feb 2026 (SAB dinner in Chicago) | | **Engagement Score** | 81/100 (improving) | | **Relationship Stage** | Trusted | | **Role in Buying Center** | Economic Buyer + Executive Sponsor Internal | | **Contract Value** | $2.1M ARR | | **Contract Renewal** | November 30, 2026 | --- ### Top 3 Strategic Priorities 1. **Fleet-Wide AI Route Optimization Scale-Up** -- Thunderbolt's AI route optimization pilot delivered $4M/year in confirmed savings on 12% of the fleet. Max is driving a fleet-wide scale-up that would unlock estimated $35M/year in fleet-wide savings. This requires board approval and is his #1 initiative for 2026. 2. **Real-Time Fleet Tracking with Edge Computing** -- Thunderbolt operates 18,000+ trucks and wants real-time telemetry and predictive maintenance at the edge. Current batch telemetry is 4 hours behind. Max wants sub-minute visibility with edge computing deployed at regional hubs and on-vehicle. 3. **ROI Data for Board Approval** -- Max needs airtight ROI data to present to Thunderbolt's board in Q3 2026 for the fleet-wide AI expansion ($2.5M deal). He specifically needs customer references, competitive benchmarks, and validated savings data. This briefing's primary output must be board-ready materials. --- ### Background & Context - **Former competitive gamer** (StarCraft II grandmaster 2012-2015) before moving to operations - **Data-obsessed** -- keeps personal dashboards tracking everything from fleet KPIs to his own sleep quality - **Loves real-time dashboards** -- will spend meeting time scrolling through live data rather than slides - **Fast-paced decision maker** -- can approve multi-million dollar investments in a single meeting if the data is right - **Internal political navigator** -- actively managing resistance from VP Operations Helen Gearshift --- ### Communication Style Profile | Dimension | Guidance | |-----------|----------| | **Style** | Fast-paced, data-driven, decisive | | **Technical Depth** | Medium-high -- understands architecture but prefers outcomes discussions | | **Format Preference** | Real-time dashboards over slide decks. Live data, not screenshots. | | **Meeting Preference** | Fast-paced blocks, data-heavy, outcome-focused | | **Communication Channel** | Slack, text, video call. Email is backup. | | **What Works** | Dashboards, live data, ROI numbers, customer references with data | | **What Doesn't Work** | Slide decks with stock photos, vague ROI claims, slow meetings | --- ### Critical Flags | Priority | Flag | Detail | |----------|------|--------| | **POSITIVE** | Validated ROI | AI pilot ROI confirmed: $4M/year savings from route optimization on 12% of fleet. Data is validated by Thunderbolt's finance team. | | **WARNING** | Internal Political Risk | VP Operations Helen Gearshift actively opposing AI expansion. Views it as threat to Operations org. Max needs ammunition to overcome her resistance. | | **OPPORTUNITY** | Board Presentation Q3 2026 | Max needs ROI data to present to board for fleet-wide AI expansion ($2.5M deal). Direct dependency on this briefing's outputs. | | **OPPORTUNITY** | Edge Computing Pipeline | Fleet-wide edge computing for real-time tracking is a $1.45M additional opportunity. Decision timeline tied to board approval of AI expansion. | --- ### Active Pipeline | Opportunity | Stage | Value | Close Date | Notes | |-------------|-------|-------|------------|-------| | Fleet-Wide AI Expansion | Proposal | $2.5M | Q3 2026 | Tied to board approval. Max is champion. Helen is blocker. | | Edge Computing -- Real-Time Fleet Tracking | Discovery | $1.45M | Q4 2026 | Contingent on AI expansion approval. | **Total pipeline**: $3.95M --- ### Products Deployed - OpenShift Container Platform - Red Hat Enterprise Linux - Ansible Automation Platform - OpenShift AI (pilot -- validated) --- ### Recent Support History | Date | Severity | Summary | Outcome | |------|----------|---------|---------| | Mar 11, 2026 | P3 | OpenShift AI pipeline performance tuning | Resolved in 2 days. Max personally thanked support. | | Feb 24, 2026 | P4 | Ansible playbook guidance for fleet automation | Resolved same day. | Support relationship is healthy. Max's team engages directly with support engineers. --- ### Recommended Approach **Arm Max with a board presentation kit.** The entire briefing should be structured around giving Max everything he needs to walk into his Q3 2026 board meeting and win approval for the $2.5M AI expansion. This means: validated ROI data, customer reference videos, competitive benchmarks, and slide-ready visuals he can drop directly into his presentation. **Key messages:** 1. Present detailed ROI analysis from the pilot ($4M/year savings) with financial validation methodology 2. Provide 2-3 customer reference stories with comparable data (similar-sized fleets) 3. Present competitive benchmarks vs. AWS SageMaker and Google Vertex AI 4. Demonstrate real-time dashboards (live data, not screenshots) 5. Address Helen Gearshift's operational concerns with data showing the AI augments rather than replaces Operations 6. Provide a "board presentation kit" as a tangible deliverable **Dashboard preparation:** - Live route optimization dashboard showing real-time pilot data - Live edge computing dashboard showing potential fleet tracking architecture - Live ROI calculator Max can walk through with his board - NO static slide decks -- everything must be live, interactive, and exportable **Relationship goal:** Move Max from Trusted to Champion by giving him board-level ammunition. Convert the $2.5M AI expansion and unlock the $1.45M edge pipeline. --- *Compiled from: CRM (Salesforce), VVIP Roster, SAB Meeting Notes, Pilot ROI Data, Engagement History* *Data freshness: CRM export 2026-04-08 | VVIP roster 2026-03-15 | Pilot data current as of 2026-04-01* *Next refresh: Automated pre-briefing (T-24h)*