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Why it matters

Read the room, then know your move.

Yap Combinator reads the conversation from each person’s point of view — what they wanted, what worried them, where they hesitated — then tells you what to do about it.

Yap Note · Perspectives & next stepsANALYSIS
47-min in-person meeting · 3 people · analyzed in 12 sec

How each person showed up

  • You(you)

    Listening for the deal

    WantedA clear yes-or-no on moving forward this quarter.
    WorriedBudget pressure could push the start date into Q3.
    TellLeaned in when Lisa mentioned the board review.

  • Lisa

    Decision maker

    WantedProof this won't blow up her existing campaign timeline.
    WorriedHer team is already overloaded — she said "bandwidth" three times.
    TellAsked twice about onboarding effort. That's the real blocker.

  • Marcus

    Technical gatekeeper

    WantedNo new tools to maintain. Wants to use existing CRM data.
    WorriedData security and SOC 2 status — flagged it twice.
    TellQuiet on pricing, vocal on integration. He's an enabler, not a blocker.

Engagement by speaker

Lisa42%
You35%
Marcus23%

What you should do next

  • Lead with bandwidth, not features

    Priority

    Lisa's real worry is her team's capacity. Open the follow-up with a 1-page "5 hours of effort" onboarding plan, not a feature list.

  • Send Marcus the SOC 2 report — unprompted

    Quick win

    He didn't ask, but he flagged it twice. Sending it before he asks turns him into an internal advocate.

  • Time the SOW around the board review

    Strategic

    Lisa mentioned the May 19 board review in passing. Get the SOW signed before then so she has it as a win to present.

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