{ "as_of": "2026-Q1", "personas": [ { "id": "icp-stadium-vp-security", "name": "Marcus Holloway", "title": "VP, Stadium Security & Game Day Operations", "vertical": "Stadiums & Arenas", "company_archetype": "NFL franchise, 75K-seat stadium, also hosts concerts + soccer", "tenure_years": 11, "background": "Retired Secret Service agent, MS in Emergency Management. Reports to COO of franchise.", "team_size": 280, "budget_authority_usd": 4200000, "tech_stack_today": ["Genetec Security Center", "Evolv Express", "Microsoft Teams", "Excel", "Motorola APX radios"], "kpis": ["Incidents per 10K attendees", "Median ejection-to-resolution time", "Zero-fatality streak", "League safety audit score"], "pains": [ "Walls of monitors that no one watches", "Blind to threats brewing on social media until they walk in the gate", "Can't prove ROI to CFO without quantified incident reduction", "Game-day staff turnover is 40%/yr — training burden enormous" ], "buying_triggers": ["League security audit failed item", "Major incident at a peer stadium", "Genetec contract renewal", "New COO joins"], "objections": ["We already have Genetec", "Cloud is a non-starter for life-safety", "Procurement takes 9 months"], "preferred_channels": ["Peer referrals at Stadium Managers Association", "ISC East / GSX trade shows", "Direct outreach from peers"], "decision_committee": ["VP Security (champion)", "CIO (technical)", "COO (econ buyer)", "GC (compliance)"], "sales_cycle_days_p50": 220 }, { "id": "icp-hotel-director-ops", "name": "Elena Vasquez", "title": "Director of Operations & Loss Prevention, Americas", "vertical": "Hospitality", "company_archetype": "Mid-scale hotel group, 64 properties across US + LatAm, ~7K rooms", "tenure_years": 6, "background": "Hotel ops career, came up through F&B and front-desk management. Now owns security across the portfolio.", "team_size": 145, "budget_authority_usd": 950000, "tech_stack_today": ["Opera PMS", "Verkada cameras", "Email/Excel for incident logs", "ID-scan kiosks at 12 properties"], "kpis": ["Incident rate per occupied room-night", "Property insurance premium", "TripAdvisor safety mentions", "Time-to-eject for problem guests"], "pains": [ "Each property logs incidents differently — no portfolio view", "Can't share watchlist of banned guests across properties (privacy + legal)", "Insurance premiums going up; needs data to push back", "ID-scan vendors all want to lock her into hardware" ], "buying_triggers": ["Insurance renewal cycle", "Major incident at one property triggers board review", "New CFO doing tech consolidation"], "objections": ["Property GMs hate new tools", "Privacy lawyers will block cross-property data", "We just bought Verkada"], "preferred_channels": ["AHLA conference", "Peer referrals from other regional directors", "Industry analyst reports"], "decision_committee": ["Director Ops (champion)", "VP Risk (econ buyer)", "Legal/Privacy", "Property GMs (users)"], "sales_cycle_days_p50": 145 }, { "id": "icp-festival-promoter", "name": "Riley Thompson", "title": "Director of Event Production & Safety", "vertical": "Live Events / Festivals", "company_archetype": "Regional festival promoter, 18 events/yr, 5K-80K attendees each", "tenure_years": 8, "background": "Came up doing stage production. Took on safety after Astroworld changed the industry.", "team_size": 22, "budget_authority_usd": 380000, "tech_stack_today": ["WhatsApp groups", "Walkie-talkies", "Eventbrite", "Spreadsheet incident logs"], "kpis": ["Zero crowd-crush events", "Insurance underwriter-approved safety plan on file", "Local PD coordination score"], "pains": [ "Different security vendor at every festival site", "Hard to brief touring artist security teams in advance", "Crowd density blind spots — relies on visual estimates", "Permit authorities increasingly want pre-event threat assessments" ], "buying_triggers": ["Permit authority requires written security plan", "Insurance underwriter requires controls", "Astroworld-style incident in the news"], "objections": ["We're seasonal — can't justify annual SaaS", "Event-by-event vendors are easier"], "preferred_channels": ["Pollstar Live", "EventSafety Alliance", "Insurance broker referrals"], "decision_committee": ["Director Production (champion + econ)", "Insurance broker (influencer)", "Site safety officers (users)"], "sales_cycle_days_p50": 95 }, { "id": "icp-corporate-cso", "name": "Daniel Kerrigan", "title": "Chief Security Officer", "vertical": "Corporate Campus / Enterprise", "company_archetype": "Tech company, 12K employees, 4 campuses, occasional high-profile events + protests", "tenure_years": 4, "background": "Former FBI counterterrorism, MBA. Reports to General Counsel.", "team_size": 65, "budget_authority_usd": 2800000, "tech_stack_today": ["Verkada", "HID access control", "Everbridge", "Splunk (for cyber, not physical)"], "kpis": ["Zero exec-protection incidents", "Threat detection lead time", "Audit findings", "Travel risk coverage"], "pains": [ "Physical security gets less love than cyber — has to fight for budget", "Activist threats vs employees increasingly personal + online", "All-hands events are unpredictable threat surface", "Travel risk for execs in volatile geos" ], "buying_triggers": ["Doxxing incident vs exec", "Activist event at HQ", "Board governance review", "M&A integration"], "objections": ["IT will block another vendor", "Cyber team owns SIEM, why a separate physical one?"], "preferred_channels": ["ASIS International", "OSAC", "Peer CSO networks (Bay Area, NY)"], "decision_committee": ["CSO (champion)", "GC (econ buyer)", "CIO/CISO (technical gate)", "CFO"], "sales_cycle_days_p50": 175 }, { "id": "icp-nightclub-owner", "name": "Andre Beaumont", "title": "Owner / Operator", "vertical": "Nightlife", "company_archetype": "3 venues in one metro, 400-800 capacity each, late-night", "tenure_years": 14, "background": "Hospitality entrepreneur, ran his own door for years before opening venues.", "team_size": 38, "budget_authority_usd": 65000, "tech_stack_today": ["Pen-and-paper incident log", "ID scanners (PatronScan)", "Personal phone for liquor-board comms"], "kpis": ["Liquor license retention", "Avg incidents per night", "Insurance premium", "Door wait time vs revenue/hour"], "pains": [ "One serious incident can cost the license", "Banned-patron lists don't survive staff turnover", "Liquor board surprise inspections want documented controls", "Insurance carriers raising rates aggressively post-2023" ], "buying_triggers": ["Liquor board citation", "Insurance non-renewal threat", "Opening a 4th venue"], "objections": ["Too expensive for my margins", "My head of security will quit if I add more software"], "preferred_channels": ["Local hospitality association", "Insurance broker", "Word of mouth from other owners"], "decision_committee": ["Owner (sole)"], "sales_cycle_days_p50": 35 } ] }