⚠️ PREREQUISITE — Sprint close must be complete
Before this runbook starts: (a) 11 first-MOD emails sent by 09:00 BST 14 Jul · (b) DSP registration submitted by 12:00 BST 14 Jul · (c) Cyber Essentials application paid & submitted by 17:00 BST 14 Jul · (d) SC clearance application submitted by 17:00 BST 14 Jul. None of these block Day-0 — but they block Day-30 close.
08:30 BST — Daily 10-min CRM routine (every weekday from 14 Jul onward)
08:30-08:40 BST
Open Notion CRM · review 12-buyer pipeline · mark replied/clicked/bounced · add new touchpoints · identify 3 priority buyers for today.
09:00 BST — Send 11 first-MOD emails (Tier 1 × 6 first)
09:00-09:30 BST
Send to T1 buyers (highest reply-rate 35-50%): Dstl AI Assurance / DASA Innovation / Dstl Cyber / Navy Autonomy / RE Digital Eng / RAF Rapid Cap. Use nicholas@csoai.org. Subject lines ≤8 words. Body: literal 28-line template from defoneos-mod-first-email-blueprint.html.
09:30-10:00 BST
Send to T2 buyers (reply-rate 20-35%): UKDI / DIANA / UK AISI. Different from-name (first-contact-2026-07-13@defoneos.org) — signals fresh initiative.
10:00-10:30 BST
Send to T3+T4: Dstl CBRN (T3) + UK StratCom DAIC (T4). Lower priority, lower reply-rate but worth the ask.
10:30-11:00 BST
Verify all 11 sends via Notion CRM · log send-time + bounce status · archive email-copies for audit trail.
11:00-13:00 BST — DSP / SC / Cyber Essentials submission
11:00-12:30 BST
Defence Sourcing Portal registration: company details (CSOAI Ltd, UK 16939677, registered office) + bank details + insurance cert + Companies House extract. Submit. Capture confirmation number.
12:30-13:00 BST
IASME Cyber Essentials: application form + IT equipment register + boundary diagram. Pay £320 (Level 1) or £600 (Level 1+Plus). Submit. Capture ref.
14:00-16:00 BST — LinkedIn / Twitter public signal
14:00-14:30 BST
LinkedIn post (100-word opener from defoneos-mod-referral-partner-letter.html): "10-day sprint. 30 MCPs. 227 pages. 12 MOD buyers. First contact cascade begins today. Sovereign. British. Forever." Tag 5 primes + 3 buyers who are publicly active on LinkedIn.
14:30-15:00 BST
Twitter thread (8 posts): (1) sprint-complete · (2) 30 MCPs in 10 days · (3) £3.3M 3y LTV math · (4) 12 MOD buyers named · (5) sovereign anti-patterns · (6) Day-0 runbook live · (7) pricing 1-pager · (8) ask — 1 intro to a T1 buyer.
15:00-16:00 BST
Reply-handling: any T1 buyer who responds within 60-min gets same-day reply. Schedule Calendly 15-min slots for the next 7 days (Tue-Fri 09:00, 11:00, 14:00, 16:00 = 16 slots).
16:00 BST — Friday-style review (rolled-forward for Mon launch)
16:00-16:30 BST
Update CRM: 11 sends logged · 0 bounces · 0 replies yet · T1 signal-score baseline all 5 (send-points). Save snapshot.
✅ END-OF-DAY-1 SUCCESS CRITERIA
- 11 first-MOD emails sent (verified via CRM)
- DSP registration confirmation received
- Cyber Essentials application ref received
- SC clearance application submitted
- LinkedIn + Twitter public-signal posted
- CRM state-machine set: all 11 buyers in DISCOVER state
08:30 BST — Daily CRM routine
08:30-08:40 BST
24h post-send check: any opens / clicks / replies from yesterday's 11. Score up. Identify priority T1 buyer for today.
09:00 BST — 1st follow-up (only to non-openers)
09:00-09:15 BST
For any of the 11 who did NOT open: send 1-line follow-up "Hi [name], just floating this back to the top — would a 15-min Tue/Thu 14:00 slot work to walk through the OSCAL SSP artefact? — N". Soft ask, no pressure.
10:00 BST — DASA open call submission
10:00-12:00 BST
DASA portal submission: defoneos-dasa-application.html drafted content + cost-model (£180k Platform × 1 buyer / £60k Deployment / £12k SEAL annual fees / 12-month delivery / 3-year renewal at £162k) + team CV (Nick Templeman) + sovereign-claim evidence pack (OSCAL SSP, 240-test pytest, UK sovereign map).
12:00-13:00 BST
Capture DASA submission confirmation number · add to CRM as evidence line · share with BFT council for vote (post-submission retroactive ratification).
14:00 BST — 1st T1 buyer meeting (if booked)
14:00-14:15 BST
Run 15-min DISCOVER→DEMO→PILLAR→PACT structure from defoneos-mod-call-prep-brief.html. Capture: (a) buyer pain-point, (b) budget envelope, (c) timeline, (d) decision-maker chain, (e) specific time-bound next step. Update CRM state to DEMO.
15:00 BST — NATO DIANA submission
15:00-17:00 BST
NATO DIANA portal: defoneos-nato-diana.html content + dual-use AI challenge framing + AUKUS-compatible positioning + sovereign-by-design claim + 3 reference customers (10 buyers in pipeline, 5 primes mapped, 3 standards bodies engaged).
17:00 BST — End-of-day review
17:00-17:30 BST
CRM update: opens logged · DASA ref captured · DIANA ref captured · 1st meeting outcome logged. Generate 16:00 BST Friday-style report.
✅ END-OF-DAY-2 SUCCESS CRITERIA
- 24h follow-ups sent (or skipped for openers)
- DASA application submitted with confirmation
- NATO DIANA application submitted with confirmation
- First T1 buyer meeting run (if booked) — outcome captured
- CRM updated: state transitions DISCOVER→DEMO logged
08:30 BST — Daily CRM routine
08:30-08:40 BST
Score updates: replies from T1 likely now (24-72h post-send) · 72h follow-ups scheduled for non-openers today at +72h mark.
09:00 BST — UKDI Regional Engagement email
09:00-09:15 BST
Send to UKDI Yorkshire/Humber rep: defoneos-ukdi-outreach.html body. Subject: "DEFONEOS — Yorkshire AI-sovereign pilot opportunity".
09:30 BST — UK AISI evaluation submission
09:30-11:00 BST
UK AISI portal: defoneos-system-card.html (system card) + 240-test pytest evidence + OSCAL SSP + sovereign-by-design claim + 33-agent BFT council sign-off.
11:00 BST — JEEVES autonomous push (background, no Nick attention)
11:00-17:00 BST
JEEVES publishes: (1) Digital Twin of Yorkshire video (Day-14 work) · (2) ISR pipeline first cut (YOLOv8 + OpenAthena) · (3) Mava swarm stub · (4) 30 MCPs to PyPI (Nick token required — block on owner-gate).
14:00 BST — 2nd T1 buyer meeting (if booked)
14:00-14:30 BST
Run second 15-min meeting. Use defoneos-mod-second-meeting-deep-dive.html structure (30-min deep-dive on technical anchors).
16:00 BST — End-of-day review
16:00-16:30 BST
CRM update: replies logged · UKDI email ref captured · AISI ref captured · 2nd meeting outcome captured.
✅ END-OF-DAY-3 SUCCESS CRITERIA
- UKDI Regional Engagement email sent
- UK AISI evaluation submitted
- 2nd T1 buyer meeting held + outcome logged
- CRM updated · 72h follow-ups sent
- JEEVES progress: Digital Twin / ISR / Swarm progress logged
08:30 BST — Daily CRM routine
08:30-08:40 BST
Reply-count check: ~50% of T1 should have replied or opened by now · score-based prioritisation for follow-ups.
09:00 BST — Standards-body outreach (BSI / NCSC / UKAISI / ICO / DSRB / NATO STO / ISO SC42)
09:00-12:00 BST
Send 7 standards-body emails (variants from defoneos-mod-referral-partner-letter.html "Standards-body variant"): no-fee, no-royalty template offer · 4-step cross-walk framework · £4M-£12M/yr UK Plc saving if 100 entities adopt.
13:00 BST — Academic outreach (12 universities)
13:00-15:00 BST
Send 12 academic-variant emails (Oxford/Cambridge/Imperial/Edinburgh/UCL/Manchester/Bristol/Southampton/Sheffield/Leeds/York/Queens) · Co-PI + PhD-student compute-pod donation + £5k/yr advisory honorarium.
15:00 BST — 3rd T1 buyer meeting
15:00-15:30 BST
Run third 15-min meeting. Different buyer, different anchor lead.
16:00 BST — Friday-style weekly review (rolled-forward for Thu end-of-week)
16:00-17:00 BST
Generate W2 mid-week report: 11 buyers contacted · X replies · Y meetings · Z demos sent · pipeline value £W. Identify slow-mover + escalation plan.
✅ END-OF-DAY-4 SUCCESS CRITERIA
- 7 standards-body emails sent
- 12 academic emails sent
- 3rd T1 buyer meeting held
- W2 mid-week report generated · escalation moves identified
08:30 BST — Daily CRM routine
08:30-08:40 BST
5-day pipeline review: identify top-3 buyers by signal-score · schedule W3 cadence.
09:00 BST — Prime-partner outreach (10 primes)
09:00-12:00 BST
Send 10 prime-variant referral-partner letters (BAE / QinetiQ / Thales / Leidos / Babcock / Atkins / SopraSteria / CGI / AccentureFed / Deloitte-PwC-KPMG) · 8% sub-contract fee = £14.4k/yr under £180k Platform · named-individual capture-lead table.
14:00 BST — Friday 16:00 weekly review (rolled-forward)
14:00-16:00 BST
W2 full report: 30+ emails sent · reply-rate by tier · meeting count · demo-sent count · £pipeline estimate. Identify W3 priorities. Update CRM state-machine.
16:00 BST — Sprint-close + W3 planning
16:00-17:00 BST
Archive W2 · commit to W3 workplan: Digital Twin video + ISR pipeline + Mava swarm + 30 MCPs to PyPI + first DEFONEOS-SEAL credential post-SC-clearance. BFT council vote on W3 priorities.
✅ END-OF-DAY-5 SUCCESS CRITERIA
- 10 prime-partner letters sent
- W2 weekly review report generated + archived
- W3 workplan committed · BFT council ratification
- CRM full-state capture · pipeline estimate logged
If the 18 Jul close is green on all 3 metrics above, the DEFONEOS pilot is on track. If any metric is red, trigger the W3 escalation review with Nick + BFT council.