CAIN-42 CLAWXWho buys Trust State Engine, and where to find them
The person who feels the pain is not always the person who pays. Know both.
The people you will talk to
| Role | What keeps them up at night | Say this to them |
|---|---|---|
| Head of AI risk | Agents keeping permissions after violations. | "Trust drops on evidence; risky actions wait." |
A good prospect looks like this
- Long-running agents.
Trigger events: when to reach out
People buy when something just happened. Watch for these:
- An agent violation.
Where to find them
- AI risk leads.
Who is not a buyer (save your time)
- Companies that do not use AI agents or AI tools yet.
Qualify before you pitch
Five checks. Pursue when at least four are true; otherwise keep in touch and move on.
| Check | Pursue when | Ask |
|---|---|---|
| Need | They answer yes to at least two sizing questions (page 2). | What happens today after an agent breaks a rule? |
| Budget | They can approve about $500 without a long purchasing process. | "Who signs off on a purchase of this size?" |
| Authority | You are talking to, or can reach, one of the roles in the table above. | "Who else would want to see this?" |
| Timing | One of the trigger events is happening in the next 60 days. | "Is there a date this needs to be solved by?" |
| Fit | They match most of the good-prospect list. | How do you respond to agent violations? |
Search strings that find prospects
- LinkedIn or Google:
"AI agent trust"together with a role from the table above - LinkedIn or Google:
"zero trust AI"together with a role from the table above - LinkedIn or Google:
"behavioural risk"together with a role from the table above
Research a prospect in ten minutes
- Website (2 min). What do they sell, and to whom? Do they mention AI agents, automation, an MCP server, a "trust" or "security" page?
- Careers page (2 min). Job ads tell you their problems: "AI platform engineer", "security questionnaire", "agent", "LLM", "SOC 2", "GRC".
- LinkedIn (3 min). Find the person in the right role (page 3 table). Read their last few posts. Note one thing they said in their own words.
- Public engineering traces (2 min). A GitHub organisation, an engineering blog, a status page or a listing in an MCP registry.
- Write one sentence (1 min). "I think [company] has [problem] because [evidence]." If you cannot write it, do not contact them yet.
A simple daily routine
- Outreach first, every day, before anything else: research and write to a handful of new, well-matched people. Quality beats volume; a personal message that names their real situation is worth twenty templates.
- Follow up on messages that are three days old, once. After two follow-ups with no answer, stop.
- Log everything in one sheet: date, company, person, role, what they said, offer, price, next step and date.
- End of week: count calls booked, proposals sent and payments received. That is the scoreboard.
Next: the sales conversation →
FIRME AI CORPORATION · CAIN-42 is a Byzantine trust fabric. Numbers marked "our own check" were run by us, not by an independent party. Nothing on these pages is a certification.