Defense & Aerospace · Sales & Revenue Operations

Samso Industry Demo · Updated May 2026

Sales & Revenue Operations for Defense & Aerospace

For a mid-tier prime / Tier-1 sub, 'sales' is the contract-pursuit pipeline - Capture → BD Pipeline → Proposal → Color Team → Submit → Award - not B2B SaaS pipeline. Samso runs the BD motion across 62 active opportunities at $1.0B addressable value: capture-team master decks, capability briefs, RFP-response Vol I/II/III drafts, NSP / forward-pricing-rate-aware quotes, color-team gates (pink · red · gold · white-glove), and per-PEO QBRs. Q1 had one color-team graded yellow requiring re-bid; pipeline coverage at 2.4x vs 3.0x target the imperfect.

Function KPIs · how the sales & revops org reads its own week

Active opportunities in pipeline

62

+14 LTM$1.0B addressable · FFP 22 · CPFF/CPIF 16 · IDIQ 14 · T&M 10

Win rate (blended)

36%

+4pp LTMPrimes 28% · sub work 52% · color-team gate green first-pass 74%

Pipeline coverage

2.4x

vs 3.0x targetCapture funnel needs +12 opps · 1 Q1 color-team yellow re-bid in flight

Proposals submitted (LTM)

44

+10 LTMAvg 18-day cycle · Vol I/II/III + cost vol · forward-pricing-rate priced

BD funnel by contract type - Capture → BD → Proposal → Color → Submit → Award

STAGE COUNTS · OPPORTUNITIES · STACKED BY CONTRACT TYPE · PLAN AWARDS OVERLAY · MOCK DATA

015.53146.562OPPORTUNITIES1493PLAN AWARDSCAPTUREBD PIPELINEPROPOSALCOLOR TEAMSUBMITAWARD

Contract type in pipeline

FFP (firm-fixed-price · production + LRIP + sustainment · 22 active pursuits)CPFF / CPIF (cost-plus · engineering + IRAD + dev pursuits · 16 active)IDIQ task orders (single + multi-award · DoD + civil agency · 14 active)

T&M + bridges

T&M + bridge contracts (services + technical staff augmentation · 10 active · short-cycle)

Twelve services · sized to defense & aerospace

Each tile is what Samso runs in this function for a defense & aerospace org.

01 · Service

Prospect Research Briefs

Pre-pursuit briefs on PEO + PM-office mission, capability gap, and incumbent posture - capture team walks in informed every customer engagement.

Briefs / qtr

44

Coverage

62 / 62

02 · Service

Personalized Proposal Generation

RFP-response Vol I/II/III drafts tied to RFP requirements + past performance + cost - drafted in 14 days for FFP, CPFF/CPIF, IDIQ, and T&M pursuits.

Proposals / qtr

11

Days to draft

14

03 · Service

Pricing & Quote Automation

Forward-pricing-rate-aware quotes, NSP build-up, and cost vol assembly across 4 contract types - quotes IO-ready in hours, not days, for the cost-vol team.

Rate cards

6

Refresh

Quarterly

04 · Service

Sales Deck Builds

Capture-team master decks per mission area + per-program variants - refreshed quarterly with capability brief, past performance, and competitive positioning.

Deck variants

8

Refresh

Quarterly

05 · Service

Discovery Call Prep Packs

Pre-PM-office meeting packs - mission focus, capability fit, incumbent posture, and recent program activity - what lands the next color-team gate.

Packs / qtr

62

→ Submit

78%

06 · Service

Call Transcripts to CRM Notes & Follow-ups

PM-office and PEO meeting recordings summarized into BD CRM fields, next steps, and follow-up emails - same day, with capture-stage triggers captured.

Calls / qtr

240

Auto-CRM coverage

92%

07 · Service

Pipeline Hygiene Reports

Weekly hygiene flags stale pursuits, expiring sources-sought, and aged-out RFI windows - currently flagging Q1 yellow re-bid and pipeline coverage 2.4x vs 3.0x target.

Stale pursuits

10

Hygiene score

84%

08 · Service

Win/Loss Analysis Synthesis

Win-loss synthesis from agency debriefs, GAO bid-protest filings, and FOIA responses - themed by contract type, customer, and pricing posture for capture leadership.

Deals analyzed / qtr

28

Top loss reason

Past perf

09 · Service

Battle Card Generation

Live battle cards for 12 peer primes + Tier-1 subs - refreshed bi-weekly from public awards, GAO protests, sources-sought activity, and IRAD posture.

Cards live

12

Cadence

Bi-weekly

10 · Service

Territory & Account Segmentation

Tiered PEO + PM-office plan by mission alignment, contract size, and incumbent dynamics - top-12 PEOs senior capture, mid-tier programmatic, long tail watch.

PEOs covered

18

Capture leads

6 + 4

11 · Service

Commission Calculation Workbooks

Capture / BD comp tied to wins, on-contract delivery, and award-fee captured - full audit trail with split-credit math across capture and program teams.

Capture leads in plan

10

Rule sets

4

12 · Service

QBR Deck Automation

Per-PEO QBR decks assembled from on-contract delivery, EVMS posture, CDRL accuracy, and award-fee outcomes - what capture leads walk through every quarter.

QBRs / qtr

18

Days to draft

2

What you get · every week & every month

Concrete deliverables, not just dashboards.

Deliverable

Weekly BD pipeline + capture review

Every Monday: live pursuit pace, color-team gate status, RFP-submit calendar, win-rate trend, and aged-out sources-sought + pipeline-coverage delta flagged for the BD lead.

Deliverable

Monthly proposal-cycle health

Status of all in-flight RFP responses, color-team review schedule (pink · red · gold · white-glove), past-performance refresh queue, and cost-vol prep posture for the proposal manager + CFO.

Deliverable

Quarterly competitive + pricing intelligence brief

Peer-prime + Tier-1 sub posture, recent awards, GAO bid-protest activity, and forward-pricing-rate market intel - for the CFO + Head of Capture review.

Deliverable

Always-on customer-relationship map

Live per-PEO + per-PM-office relationship map with capture-stage status, capability-fit notes, incumbent posture, and meeting-cadence recommendations - refreshed daily for the BD team.

Defense & Aerospace · Sales & Revenue Operations

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