Executive Summary: A Step-by-Step Sales Process to Win with AI PCs, Data Center AI, and AirgapAI

This playbook turns the transcript’s real-world wins into a repeatable, scalable GTM motion. Follow these steps in sequence to consistently close AI business in healthcare (and beyond):

1. Prepare Your House

• Decide “AI PC-only” policy: Stop quoting non–AI-ready laptops. Every endpoint you sell includes an NPU-capable AI PC configuration. This avoids near-term rip-and-replace and positions you as a forward-leaning advisor.
• Pre-buy AirgapAI DIY licenses in bulk: Start with 200–500 perpetual DIY licenses via TD SYNNEX to get your per-unit cost down (channel pricing often in the $60–$70 range; MSRP ~$96). Keep a small pool of enterprise licenses (~$350 channel) for VIPs and IT-admin-managed deployments. Pricing subject to change—confirm with TD SYNNEX.
• Budget R&D and MDF: Allocate internal funds and secure vendor MDF to subsidize the “included” AirgapAI license on each AI PC. Treat this as customer acquisition cost and pipeline creation budget, not a margin hit.
• Enable your team: Put BDRs, AEs, and SEs through TD SYNNEX Pathway enablement, AirgapAI’s 30–40 minute training, and the 15-hour Ground Zero AI literacy course. This lets the whole team speak credibly and demo confidently.

2. Target and Territory Plan

• Segment your base: Prioritize healthcare, SLED, and finance/legal. In healthcare, cluster by system size (clinics, community hospitals, regional networks) and staff constraints. Use an account map with Dell/Intel/TD SYNNEX to co-sell.
• Pattern-match “fast adopters”: Look for organizations with IT staffing constraints, active EMR initiatives, policy/compliance pressure, and operational teams drowning in documentation/reporting. These are primed for fast AI wins.

3. Bundle and Sell the Endpoint First

• Add AirgapAI to every AI PC quote: Include it as an embedded line item in your internal config and treat it as “included value” for the customer. Avoid framing it as “free”—call it “included AI enablement” to set a premium advisory tone.
• Lead with the 3-proof message: Completely secure, ROI-positive, low risk. Stake your brand on HIPAA-safe, local, sovereign AI that costs less than $100 per endpoint to start using immediately and never sends data to the public internet.
• Close the hardware transaction with confidence: Your job is to land every eligible endpoint as an AI PC. That is your lowest-friction door-opener to AI services and future data center deals.

4. Surprise-and-Delight Post-Delivery Motion

• 7–14 days post-delivery: Send the “Congratulations—your AI PC includes AirgapAI” email. Offer to schedule a 30–45 minute demo for 5–10 users across roles (clinician, nurse manager, finance, HR, compliance, IT).
• Deliver the demo: Show the one-click installer, explain local-only security, and walk through 6–10 of the 2,800+ prebuilt workflows aligned to their persona and department. End by offering to onboard a small pilot cohort.
• Seed champions: Ask for 2–3 “AI power users” per department. Deploy AirgapAI to a pilot group of 25–50 users and set a cadence of weekly office hours for four weeks.

5. Early-Stage Consulting (Free) to Build Trust and Scope

• Invest 3–10 hours of consulting: Host 2–3 scoping calls, assess top 3 use cases, gather sample data (policies, SOPs, templates), and configure initial “data packs” inside AirgapAI. This inoculates against fear and accelerates literacy.
• Show time-savings early: Target common tasks like summarizing patient notes, HR onboarding Q&A, compliance policy search, and finance reporting. Drive to minutes saved per employee per day.

6. Convert to Paid PoV/PoC

• Present a simple SOW: 4–6 weeks, success criteria, 1–3 automated workflows, adoption and ROI targets, and a case-study-style deliverable. Use Eternal Technologies’ case study templates to demonstrate proven outcomes.
• Start charging: Once the customer signs the PoV SOW, all work is billable. Keep deliverables tight and demonstrative—show reductions like 30–60 minutes saved per user per day.

7. Scale Adoption and Standardize

• Expand licenses: Move pilot users to wider deployment. Consider enterprise AirgapAI where IT wants central deployment and phone support. Standardize department-specific workflows.
• Institutionalize training: Run “AI 101 for Healthcare” sessions and certify champions. Offer the Ground Zero training to reduce fear and drive consistent use.

8. Trigger the Data Center Upsell

Watch for these signals:

• Users hitting model limits or wanting more powerful models
• Larger documents/data sources bogging down local machines
• Need for multi-user concurrency and shared knowledge bases
• Governance demands for central model control and audit

Propose an on-prem sovereign AI server: Use Dell infrastructure (Pathway) with NVIDIA GPUs for high-concurrency/large-model inference. Architect a secure link so AI PC clients call the on-prem LLM. Keep data resident. No public cloud required.

9. Close the Data Center Deal with CFO-Friendly Math

• Build the business case: Reduce clinician overtime driven by documentation. Increase throughput (more patients seen). Lower risk by reducing fatigue and error rates. Compare to $200k “unadopted paperweight” risk by pointing to measured pilot usage.
• Offer a staged rollout: 60–90 day server PoV, then production. Tie it to usage metrics and a champion-led operations model. Include training and governance.

10. Land and Expand; Govern and Grow

• QBRs and executive briefings: Report adoption, time saved, top workflows, case studies. Introduce two new use cases per quarter. Keep the AI PC + AirgapAI motion attached to every endpoint refresh.
• Cross-sell across the system: Move from one clinic to the network. Replicate across SLED and adjacent verticals. Keep your “AI-only PC” policy, and the rest keeps compounding.

Now, the Full Playbook

Part 1: Why This Play Works Now

Two realities define the current AI market:

1. AI literacy gap: Over half the workforce is AI-illiterate. That creates fear, slows decision-making, and suppresses budget releases. Reading about AI isn’t the same as using it. The shortest path from fear to adoption is hands-on experience.
2. Overpriced first steps kill momentum: Pushing a $200k server first is the shortest path to a long, stalled deal. Without proof that users will actually use AI, that server is a career-risking paperweight. You need a low-risk, low-cost, secure onramp.

The winning pattern is simple:
Put AI into users’ hands safely and cheaply (AI PC + AirgapAI), then let demand and literacy create the business case for a data center investment.

Part 2: The Three Pillars Message: Secure, ROI-positive, Low Risk

Every conversation—especially in healthcare—must start with three guarantees:

• Completely secure: AirgapAI runs 100% local on the AI PC. No data leaves the device.
• ROI-positive: One-time perpetual licensing (<$100 DIY channel price range; enterprise ~ $350 channel), plus consistent time savings—commonly 30–60 minutes per day per user—creates an undeniable CFO story.
• Low risk: No multi-year commitments, no cloud exposure, no rip-and-replace.

Part 3: The Core Move—Bundle AirgapAI with Every AI PC

Key policy:
“We don’t sell non–AI PCs.” Make it a bright line.

What to bundle:

• AirgapAI DIY (one-time, perpetual): Quietly include a license with each AI PC sale.
• Optional enterprise AirgapAI: For IT-managed rollouts.

Why this works:

• Creates an instant reason to engage post-delivery.
• Reveals hidden AI champions across departments.
• Shortens the AI sales cycle drastically—from 12–18 months to 2–4 months.

Part 4: The Detailed Sales Process

Phase 0: Internal Readiness

• Training: 40-minute AirgapAI product training; 15-hour Ground Zero course for your core team.
• Collateral: Download TD SYNNEX Pathway enablement assets.
• Inventory: Hold 200–500 DIY AirgapAI licenses in stock.
• Partner alignment: Map target accounts with TD SYNNEX, Dell, Intel, Eternal Technologies.

Phase 1: Targeting and Outreach

Identify 25 healthcare accounts for your first 90-day sprint:

Outreach talk track:

• “We’ve moved to AI-only PCs to protect you from near-term obsolescence.”
• “Each AI PC includes a sovereign, local AI assistant—AirgapAI—originally designed for U.S. military use cases.”
• “Zero data leaves the device; no subscription.”
• “We’ll demo it for your clinicians and back-office teams…”

Phase 2: Demo and Pilot Setup

Demo agenda (30–45 minutes):

1. Set context—secure, ROI-positive, low risk.
2. Install/UI walkthrough.
3. Persona-based workflow demos:
   • Clinician
   • HR
   • Finance
   • Compliance
4. Governance/safety
5. Next step—pilot with users & office hours

Phase 3: Free Consulting & Early Adoption

Invest 3–10 hours:

• Discovery calls
• Gather sample documents/data
• Create tailored workflows
• Host weekly office hours
• Measure early wins

Phase 4: Convert to Paid PoV/PoC

Present a 4–6 week SOW:

• Objectives
• Deliverables
• Success criteria
• Price

Phase 5: Standardize, Scale & Upsell

Scale adoption; institutionalize training; implement governance; trigger data center conversation as needed.

Part 5: Healthcare-Specific Discovery & Talk Tracks

Discovery questions:

• Clinician time/fatigue
• Compliance/risk
• Process throughput
• Data privacy posture
• Budget/decision process

Talk tracks that resonate:

• Patient safety through staff relief
• Sovereign/local-only AI
• Quick wins first

Use cases that convert:

• Clinician documentation
• Compliance Q&A
• HR onboarding/policy lookup
• Finance/revenue cycle
• Procurement/supply chain

Part 6: The Data Center Upsell—When & How

Triggers:

• Concurrency needs
• Power/model size needs
• Centralization/governance
• Larger datasets/multi-user access

How to propose it:

1. Architecture (Dell/NVIDIA/TD SYNNEX)
2. Security/governance (RBAC/logging)
3. Sizing conversation (concurrency/model choice)
4. Commercials (staged PoV/CFO math)
5. Implementation phases

Part 7: Pricing & Packaging Guidance

Endpoint

• AirgapAI DIY: ~$60–$70 channel; MSRP ~$96
• AirgapAI Enterprise: ~$350 channel

Professional Services

• Free consulting band: 3–10 hours pre-PoV
• Paid PoV/PoC: 4–6 weeks; standard consulting rates
• Production rollout: Departmental workflow dev/training/governance/change mgmt.

Data Center

• On-prem LLM server via Dell/TD SYNNEX; attach professional services; stage PoV before full commitment.

Part 8: Enablement & Customer Training

Internal enablement

• Minimum viable knowledge (AirGap install/admin/workflows/compliance story)
• Sales play rehearsal
• Technical backbone (SEs can size servers)

Customer enablement

• AI 101 for Healthcare workshop (90 min)
• Ground Zero training (15-hour course)
• Champion program (NFR licenses/training/quarterly roundtables)

Part 9: Metrics & Governance

Sales KPIs

• AI PC attach rate: Target >90%
• Demo conversion rate: >50%
• Pilot activation: >60% of demos convert; >70% pilots convert to paid PoVs
• Pipeline health: Track endpoint → services → data center conversion (expect 10–25% over 3–9 months)

Adoption KPIs

• Active users (>60% weekly); power users (>20%)
• Time saved (30–60 min/user/day)
• Workflow count (3–5 per dept in production within 60–90 days)

Governance KPIs

• Policy compliance (100% approved data packs/models)
• Audit readiness (logging/data flows/no external calls)

Part 10: Objection Handling

“We aren’t reducing headcount…”
Response: Not about replacing staff; about returning hours/reducing fatigue-related risk…

“AI hallucinations scare us…”
Response: AirGap references only your data sources locally…

“Our data can’t leave our network.”
Response: It doesn’t—runs on-device/on-prem only…

“We can’t start until we clean up our data.”
Response: Start with clean micro-environments per workflow…

“Isn’t Copilot/ChatGPT enough?”
Response: Not for HIPAA/sovereignty—AirGap never sends data externally…

Part 11: Partner Motion with TD SYNNEX/Dell/Intel/Eternal Technologies

Leverage:

• TD SYNNEX Pathway portal/training/co-selling/support/funding/events
• Dell/Intel for aligning SKUs/NPU guidance/endpoint planning
• Eternal Technologies for demos/scoping/case studies/joint delivery

Part 12: Services Catalog Blueprint

Offer:

1. AI PC Activation Package
2. Healthcare Documentation Accelerator
3. HR & Compliance Q&A
4. Financial Operations Boost
5. On-Prem AI Server PoV

Part 13: Marketing Engine & Pipeline Generation

Tactics:

• Surprise-and-delight campaign (“You already own AI”)
• Field events (AI breakfasts/live demos)
• MDF-backed offers (“Included AI enablement”/pilot setup/gift licenses)
• Thought leadership (case studies/minutes saved/patient safety)
• TD SYNNEX events/summits/local events/co-presenting with vendors

Part 14: Operating Mechanics—How to Actually Run This Machine

Roles & responsibilities

• Account executive: Owns endpoint sale/demo scheduling/PoV conversion
• Sales engineer: Runs demos/configures workflows/scopes PoV/partners with Eternal
• Customer success: Training/office hours/adoption reporting/QBRs
• AI overlay specialist: Key meetings/data center motion/model playbooks

Compensation & goals

• Comp AEs on attach rates/demos booked/Paid PoV conversions/data center pipeline generated
• SPIFFs for pilot sign-ups/PoV conversions/vendor SPIFFs/MDF where available

Process discipline

• CRM hygiene/opportunity types/tied parent “AI program” record
• Weekly deal reviews/forecasting/blockers/SE+overlay attendance

Part 15: What to Avoid

❌ Don’t lead with a $200k server
❌ Don’t oversell a single mega-use case
❌ Don’t position AI as a job killer

Emphasize staff relief/patient safety/reduced fatigue.

Sample Assets You Can Use Immediately

“Congratulations” Email Template (Post-delivery)

Subject: Your new AI PCs include a secure, local AI assistant—let’s activate it

Hi [Name],

Congrats on your recent AI PC deployment...

Demo Agenda (Printable Checklist)

• Set context: secure, ROI-positive, low risk
• Install walkthrough; show local-only behavior
• Role-based workflows:
    - Clinician...
    - HR...
    - Finance...
    - Compliance...
• Governance basics; acceptable use
• Next steps...

Discovery Guide (Healthcare)

• What are the top 3 documentation tasks that slow clinicians?
• Where do we see overtime spikes due to paperwork?
• Which policies/SOPs cause the most questions?
• How is policy knowledge distributed today? How long do lookups take?
• Who needs to say yes for a 4–6 week pilot?

90-Day Account Plan (High Level)

Days 1–15: Sell AI PCs...
Days 16–45: Deliver weekly office hours...
Days 46–75: Paid PoV...
Days 76–90: Expand...

Closing Thoughts

This playbook is built on a simple truth: you don’t learn to swim by reading about water…
The AI PC + AirgapAI bundle is the frictionless onramp…

If you execute this plan with discipline—AI PCs only, bundled AirgapAI… you will compress sales cycles…

Next Steps

1. Align with your TD SYNNEX Pathway team…
2. Pre-purchase a block of AirgapAI DIY licenses…
3. Pick five healthcare accounts…
4. Schedule a joint demo with Eternal Technologies…
5. Book a booth or attendance at the next event…

Do this now… in a year you won’t be asking where the AI revenue is—you’ll be scaling to keep up with it.