Private beta · 2026

Your CRM tracks deals. AllyWise reads the pair.

The AI sales coach for B2B SMEs, built on the TANDEM method.

Ally S.r.l. · innovative startup · Turin, Italy

Notes · Slide 1

Opening: thirty seconds on who I am, then I ask him to describe how his team prepares a first meeting today. I don't start from the product. The slide exists only to fix the line I want him to keep.

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Two disadvantages the CRM doesn't cover

Cold-context preparation

The salesperson walks into a first meeting with a name, a LinkedIn profile and fifteen minutes of research. Tone, framing and topics are guesswork. And the spread in results between two people on the same team, with the same product and the same price list, stays enormous.

No learning loop

An SME doesn't have full-time enablement. The best closers aren't natural trainers. The CRM records deal status, not what the salesperson learned. When the senior leaves, the pattern recognition goes with them.

Notes · Slide 2

I want him nodding here. If he doesn't nod at the spread between salespeople, this isn't our customer and it's better to find that out at minute three than at the end. Question to ask: between your best and your worst salesperson, what's the ratio? Usually the answer is 3 to 1.

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Everyone profiles the buyer. That's the mistake.

The same counterpart is an easy meeting for one salesperson and an uphill climb for another. Profiling the individual alone is the blind spot: the unit you can actually act on is the pair.

The right move depends on the pair, not on either profile alone.

Notes · Slide 3

This is the slide of the deck. If he remembers one, it has to be this one. Story to tell out loud: two of his salespeople on the same customer, one closes and the other doesn't — and it wasn't the product.

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TANDEM

The method comes from Alessandro Ponte's book, forthcoming. The name is an acronym for the cycle: six steps from «start with yourself» to «measure it».

T
Traits
It starts from the Big Five, the only psychometric instrument we use.
A
Archetypes
Two axes generate four types you can name and hold in your head.
N
Navigation
The three Regulators say how hard to push on each lever.
D
Dyad
Your archetype crossed with theirs. This is where the prescription comes from.
E
Execution
The Message Matrix turns the reading into concrete moves.
M
Measurement
After the meeting you record what worked, and the reading sharpens.

Notes · Slide 4

I mention the book once and don't push. It's there to say that behind this is a written method rather than a lucky prompt. If he asks when it's out, I answer honestly that it's forthcoming and I don't invent a date.

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Four ways of deciding

Two Big Five axes — pace and orientation — generate four types you can recognise in two minutes of conversation.

Pilot

fast · tasks

«Let's get to the point.»

Driver: control, results
Fear: wasting time, losing control
What to do: move fast, be direct, respect the clock

Promoter

fast · people

«Let me tell you something.»

Driver: recognition, novelty
Fear: irrelevance, boredom
What to do: bring energy, vision, social proof

Architect

measured · tasks

«Could you send me the documentation?»

Driver: correctness, understanding
Fear: the mistake he'll be held responsible for
What to do: bring data, structure, rigour

Builder

measured · people

«How would my team experience this?»

Driver: harmony, the group's safety
Fear: conflict, abrupt change
What to do: emphasise reliability, low risk, consensus

Notes · Slide 5

Do this interactively: I ask him to place his most important customer in one of the four quadrants. They always do it, and at that moment they've adopted the model. Then I ask where he places himself: almost every sales director puts himself in Pilot.

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Three dials for the volume

The archetype sets the course. The Regulators say how hard to push: how much novelty against how much proof, how much structure against how much lightness, how much reassurance against how much boldness.

Openness

provennovel

Method

lightnessstructure

Security

boldnessreassurance

Notes · Slide 6

This removes the «it's just four boxes» objection. Two Architects with opposite Security prepare differently. Anyone who has done DISC training raises this point, and they're right to.

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This is what the salesperson receives

Thirty minutes before the call. One page, every line executable.

Promoter × Architect · Confidence 78%

You (Promoter) are meeting an Architect. Open with structure and documentation: your natural energy will read as noise unless it's anchored to evidence. With him the relationship follows the proof rather than preceding it.

Use this language

«the data shows…»
«it's documented in the attachment…»
«let's look at the trade-off between…»

Avoid this language

time pressure («only this week»)
superlatives («revolutionary», «game-changing»)
extended informal openings

A hypothesis about communication style, not an assessment of the person.

Notes · Slide 7

The slide that sells. I stay quiet and let him read. If he starts reading out loud, he's convinced. If he skips to the end, I ask him what's missing.

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How it works

1
Your profile, once
Five minutes of guided conversation. It's half the pair and it doesn't repeat.
2
Your counterpart
Their public profile and the company site. You pass the content through: our servers never access LinkedIn.
3
The brief
In under a minute. You read it, edit it if you want, and after the meeting you tell us in thirty seconds whether it anticipated what you found.

Notes · Slide 8

The third step is the one to press on during the beta: without the return after the meeting the product doesn't improve. It's also the concrete commitment I'm asking for, and it belongs here rather than as a surprise at the end.

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Four things we are not

We are not a CRM

We replace nothing and ask you to migrate nothing.

We are not a dossier on people

Hypotheses about how to communicate, not judgements about who someone is. With stated confidence and sources in plain sight.

We don't record calls

No bot in the meeting. We read a transcript only if you hand it over.

We are not an email generator

Any model does that for free. The work is telling you what to say to this person, and why.

Notes · Slide 9

These four objections arrive anyway. Saying them first changes the register of the conversation from defensive to technical. The second one is what his DPO will ask him about.

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Why your DPO doesn't block us

Public sources, mediated by you

Our servers never access LinkedIn and we don't rebuild an archive of profiles.

Ephemeral by default

Your counterpart's profile is a passing input. What we store is yours.

Special categories: never

Health, beliefs, affiliations. Filter on the way in, constraint in the model, check on the way out, no retention.

No emotion recognition

In the workplace it's prohibited under the AI Act. Not a feature we lack: a feature we eliminated.

Notes · Slide 10

With sales directors this slide is worth more than it looks: not because they care in itself, but because it's what saves them three weeks of internal stalling. If he has a DPO, I send the dedicated page after the call.

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Is it for you?

We don't qualify by size or contract value. We qualify by how much the relationship weighs on the outcome.

How much the relationship weighs

01Perceived stakes
02Number of deciders
03Cycle length
04Relational intensity
05Message differentiability

Where AllyWise doesn't help

✕Transactional or self-service B2B, where there's no conversation to prepare.
✕Industrial e-commerce and catalogue reordering.
✕Formal tenders and rigid specifications: communication style doesn't move a technical score.
✕Low-value one-shot sales, where preparation time doesn't pay for itself.

Notes · Slide 11

Disqualifying is the most useful moment of the call. If his deals run on formal specifications, I say so and close — and a referral almost always comes out of it, because I didn't sell him something he didn't need.

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Why now, and who we are

Gartner estimates that by 2027, 95% of seller research workflows will begin with AI, up from under 20% in 2024. When everyone arrives prepared on the same public data, preparation stops being an advantage. What stays scarce is reading the relationship.

Source: Gartner, forecast on seller research workflows to 2027

Two people, reachable. If you write, one of us answers.

Alessandro Ponte

Chairman

Leandro Frola

Board member · Engineering

Notes · Slide 12

The only third-party number in the deck, and I attribute it. On the team: being two is a weakness and it's better to say so before he asks — the counterweight is that he's talking to the people who build the product, not to an account manager.

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We're looking for five sales directors willing to pick us apart.

What we give you

—Full access to the product, free for the whole beta
—Briefs on your real customers, not on a demo environment
—A direct line to the people writing the code

What we ask you

—A half-hour check-in each week
—After every meeting, thirty seconds to tell us whether the brief anticipated what you found
—If and only if the value is there: a testimonial with your name on it

And if it turns out you don't need it after the beta, you tell us and that's that. That answer is worth more to us than a lukewarm customer.

Book half an hour · cal.com/dmelpi

Notes · Slide 13

I close with the direct question: are you in? If he says yes, I book the first check-in before ending the call. If he says «let me think», I ask what he's missing in order to decide — that answer is the only useful thing I take home.