Feedback on the SOAR course was submitted by Luke Terry (Hardware Testing, Proof of Concept SME) during his return from paternity leave. Feedback was reviewed with Gus Donelson on 2026-01-30 and decisions were made on each item. Isalia Ramirez is responsible for implementing all approved changes.
See also: [1] | [2]
Feedback: Luke suggested breaking "Phone," "Power," and "Technology" into separate tabs to match the format used in the Tabletop and Pen Testing sections. He also noted that hardware tests can be done virtually (equipment shipped to customer) or physically (customer visits Agility Recovery site).
Decision: Keep the current consolidated format for this version. Do not create separate tabs.
Action items:
- Add a bullet point listing specific hardware types: Servers, PCs, Switches, Firewalls, LTE, LEO/Satellite
- Clarify the virtual vs. physical distinction inline — virtual = equipment shipped to customer; physical = customer visits Agility Recovery site
- Note: the biggest items tested in practice are generators, live site connection, and cybersecurity
Feedback: Luke flagged that the Mobile Unit section needs more detail and should be broken out to reflect that it is a full-scale DR test, not just a setup step.
Decision: Add a clarifying sentence rather than restructuring the section.
Action items:
- Add a sentence explaining: the mobile unit is a full-scale disaster recovery test — Agility Recovery deploys physical space, power, equipment (servers, PCs, satellite, generator, printer, etc.) to the customer's preferred location; employees work live from the unit while testing runs in parallel
- Real-world example for context (facilitator use only): Express Scripts deployment involved 20 PCs, a server, LEO satellite, and three employee shifts working live tickets from the unit
- Rename the activity label to "On-Site Mobile Unit Testing"
Feedback: Luke noted that the "Preparing Your Tabletop" content may be outdated and that Agility Recovery may no longer offer anything like it.
Decision: Remove the section entirely. Luke Terry's team is the one that delivers this service; if he says it's not offered, it's out.
Action items:
- Delete the "Preparing Your Tabletop" content block
- Gus to confirm with Terry whether Advanced Tabletop is still offered at all; update course accordingly if needed
Feedback: Luke suggested reframing tabletop testing as a Proof of Concept (POC) to address prospect uncertainty — particularly for prospects who are unsure what they need or unwilling to commit to a full contract. He referenced LEO satellite and tier-one server testing as examples where POC framing is effective.
Decision: Approved. Update the flip card to use POC framing.
Action items:
- Update the "When to Position It" flip card: reframe tabletop testing as a Proof of Concept
- Update the "How to Say It" / "What to Say" language to match POC positioning
- Core message: "Many organizations start with a tabletop to identify gaps before committing — it's a chance to validate that what we're offering actually works for your environment."
Feedback: Luke flagged that the content (insurance discounts, contract-included tests, QuickShip/Mobile pricing) may be too complex for introductory sales reps.
Decision: Keep the flip card content as-is. The complexity is appropriate at the card level.
Action items:
- Add a facilitator note for Gus to verbally explain the negotiation angle during debrief:
- Successful AEs use tabletop testing as a closing tactic — e.g., "Sign today and I'll include one tabletop test per year"
- Tabletop can be sold as a standalone entry point ($200/month) and used to expand the relationship
- This conversation stays verbal; it does not need to be in the learner-facing content
Isalia Ramirez — all changes above, targeting completion before the Feb 6 check-in.
Gus Donelson — confirm with Luke Terry whether Advanced Tabletop is still an active offering; provide feedback on remaining SOAR course sections by early the week of Feb 3.
Thursday, Feb 6, 2026 — 9:30 AM Central / 10:30 AM Eastern
(Contingent on Gus's dentist appointment; Isalia to send calendar invite)