SeaPillar is ready to sell. This page makes the next risk explicit: validate buyer language, workflow pain, decision authority, and pricing signal with 10-15 real maritime contacts before the June 24 board decision.
Board action requested
This is not another product review. The goal is to hear unmediated workflow language from ship agents, warehouse users, finance buyers, captains, and compliance stakeholders before the CEO commits to scaled outreach.
Operating rule
Do not demo SeaPillar in these interviews. If the contact asks to see the product, note it and schedule a separate session.
Interview coverage
The advisory board should prioritize CFO and compliance contacts. Those are the hardest to reach and the most commercially consequential.
3-4 contacts
Primary daily user. Confirms whether bonded custody and GDN proof are the real pain.
2-3 contacts
Tests whether mobile receiving, staging, and vessel handoff will work in the port day.
2 contacts
Validates COMMAND pricing, compliance risk language, and renewal proof.
2 contacts
Confirms whether the signing flow feels credible from the bridge or shore.
1-2 contacts
Sets the evidence bar for signed GDNs, audit chains, and bonded records.
Interview format
One-page summary with direct quotes per interview
Difficulty/frequency matrix for every repeated pain
Red flag log for contradictions to current assumptions
Pricing reaction notes for COMMAND at 2,899 DKK/month
Decision-maker map by agency type
June 24 board recommendation
June cadence
| Date | Owner | Action |
|---|---|---|
| June 14 | Board + Advisory Board | Nominate 10-15 contacts across all five persona groups. |
| June 14-22 | C-Suite + Advisory Board | Run 30-45 minute problem interviews. Do not demo the product. |
| June 23 | Task force leads | Submit one-page summaries, quote bank, pain matrix, and red flags. |
| June 24 | Board Chair | Return direction: proceed, adjust ICP, adjust pitch, or hold. |
| June 25 | CTO + CEO | Update outreach language and restart CEO outreach with the confirmed pitch. |
June 24 board return
Question 1
Does "Digital Parcel Custody System" land, or do buyers use different language?
Question 2
Is the primary pain bonded compliance, GDN production, captain handoff, or something else?
Question 3
Who approves the purchase: operations director, CFO, owner, or another role?
Question 4
Did COMMAND at 2,899 DKK/month feel expensive, cheap, or irrelevant?
Question 5
What is the most common reason not to switch systems now?
Question 6
Proceed as planned, adjust ICP, adjust pitch, or hold and iterate?
Research pack source of truth
Use `docs/sales/USER_RESEARCH_TASK_FORCE.md` and `docs/sales/INTERVIEW_SUMMARY_TEMPLATE.md` for the working files.
