Deal: McKinstry — Energy/Decarb + Regulated-Data Pilot
Summary
$25K pilot pitched to Joseph Hagar (President & CFO, 23-year McKinstry veteran) focused on energy-decarb analytics + regulated-data private-AI boundary.
Why this deal is real
McKinstry's federal + healthcare portfolio has strict data-sovereignty requirements that off-the-shelf AI vendors can't meet. Hagar's dual President/CFO title + board memberships (Viridis, Edo, Overcast) signal he's the strategic decision-maker. Dean Allen (CEO) has no Apollo profile — verify status before parallel outreach.
Pilot scope (draft)
Next step
Hagar outreach: lead with compliance + private-AI boundary thesis, reference McKinstry's regulated-data posture.
Risks
Jamie Pedersen's WA State Senate Majority Leader role = political sensitivity on AI policy; avoid public-cloud framing.