Duct/shaft sealing vendor. Marc's coffee with new commercial lead (Mar 6) on transaction fee structure; Jon's separate work scheduling a Derick interview.
Source: #sales-general (the H2 is misleading — body is Marc's Aeroseal coffee meeting)
Marc (CRO) — 2026-03-06 16:43
Had coffee with the new commercial lead at aeroseal along with the new Tom that Jason has spoken to who is focused on MF
They had sent me a referral agreement with a 4% transaction fee a few days ago. I told them this number was too low. I also told them we were working on a standard agreement we would be sending to all vendors. In my head I wanted to keep the number 10% for everybody (buoyed by Gradients 15% in writing commitment -- which I thought at the time was too much). I floated 10% to Midea to. But 10% seemed high for Aeroseal. I think it is because of the labor. So I will land somewhere with them. I don't think it matters too much for getting out of the gates - and not that all these numbers exceed my model assumptions even account for us splitting 50/50 with a channel like FSE (e.g. 5% for Cadence, 5% for FSE = 10%)
Commercial aeroseal remains the smallest component of their business and they want to grow in a couple of segments: (1) ESCO's, (2) DC-NY-Boston MF exhaust shafts
Also, he mentioned that one thing AEROSEAL can do is "guarantee rebates" -- so basically they will take rebate risk and only charge customer the net. And he also said that if a building wants 3 bids, he can use our platform to get three bids from his qualified contractors and then add a AEROSEAL GC / Rebate guarantee wrapper over the bids.
Back to the 10%... perhaps 10% is too rich to come out of the AEROSEAL contract.... but the reality is that our auto spec eliminates the engineering design fee (even if there could be a third party owners rep Cx role)
Bomee (CEO / Coder) — 2026-03-06 18:42
And he also said that if a building wants 3 bids, he can use our platform to get three bids from his qualified contractors and then add a AEROSEAL GC / Rebate guarantee wrapper over the bids
That's awesome.
Jason (Product/BuildSci) — 2026-03-07 08:56
Also, he mentioned that one thing AEROSEAL can do is "guarantee rebates" -- so basically they will take rebate risk and only charge customer the net.
When I talked with this new Tom, he said they provide an initial estimated price for the project that can only be confirmed after they do the real inspection and see what shape the shafts are in. And similarly with the rebate, they can't guarantee a number for that until they do an official pre-test, using a methodology that ConEd has approved and sometimes shadows. I'm not sure how that squares with this guaranteed rebates thing.
Jason (Product/BuildSci) — 2026-03-07 08:58
But I'm glad about the multiple bid thing. That helps.
Jason (Product/BuildSci) — 2026-03-30 22:03
But I guess keep us posted on the date--maybe I can join depending on the day.
Jon (Customer Success Lead) — 2026-03-30 22:19
@Jason (Product/BuildSci) thank you. I will definitely keep you posted and can make the case that we really should be in the room. If you think I need to draw a hard line about it, let me know. I understand how you feel but I also think getting them to a place they can feel comfortable enough to showcase it without us is not a bad thing.
Jason (Product/BuildSci) — 2026-03-30 22:23
Alright--the glass can be half full. That's a good point.
Jon (Customer Success Lead) — 2026-04-01 16:39
@Jason (Product/BuildSci) as a small update here Derick says the interview is more likely to be the week of 4/13 or 4/20, so chances are we have a bit more time. I made the pitch about us joining, though he still thinks it's unlikely to work.
One question I ran into - there's a team on demo "ConEd/MFEEP Test Team" which I thought he could use - it already has 6 buildings in it but it shows up as Freemium when you login and doesn't allow more buildings. Looking at the settings I'm not sure why it's Freemium. Is there something else I need to change about the permissions?
Jason (Product/BuildSci) — 2026-04-01 17:05
Should be fixed now!
Jason (Product/BuildSci) — 2026-04-01 17:07
We added another team permission recently to control the number of buildings a team can have in their account. If the unlimited buildings permission isn't checked, or the building count limit is blank, the team gets the 3 max and is considered freemium. I just updated this team to have unlimited.
Jon (Customer Success Lead) — 2026-04-01 17:26
Oh good to know!
Jon (Customer Success Lead) — 2026-04-01 17:27
Thanks for fixing! Is there some channel I should be following to know about these things without having to ask?
Bomee (CEO / Coder) — 2026-04-01 17:28
Well, we could be better about release notes
Jason (Product/BuildSci) — 2026-04-01 18:33
Yeah--maybe we need to always do some internal release notes, even when we don't notify the outside world.
Jason (Product/BuildSci) — 2026-04-01 18:33
Eventually I'd like to be able to send user-facing release notes out from Momentum. Some day.
Strategy Notebook
Duct/shaft sealing vendor. Marc's coffee with new commercial lead (Mar 6) on transaction fee structure; Jon's separate work scheduling a Derick interview.
An Accelerator for Maryland — Mar 6–7, 2026 #
Source: #sales-general (the H2 is misleading — body is Marc's Aeroseal coffee meeting)
Marc (CRO) — 2026-03-06 16:43 Had coffee with the new commercial lead at aeroseal along with the new Tom that Jason has spoken to who is focused on MF They had sent me a referral agreement with a 4% transaction fee a few days ago. I told them this number was too low. I also told them we were working on a standard agreement we would be sending to all vendors. In my head I wanted to keep the number 10% for everybody (buoyed by Gradients 15% in writing commitment -- which I thought at the time was too much). I floated 10% to Midea to. But 10% seemed high for Aeroseal. I think it is because of the labor. So I will land somewhere with them. I don't think it matters too much for getting out of the gates - and not that all these numbers exceed my model assumptions even account for us splitting 50/50 with a channel like FSE (e.g. 5% for Cadence, 5% for FSE = 10%)
Commercial aeroseal remains the smallest component of their business and they want to grow in a couple of segments: (1) ESCO's, (2) DC-NY-Boston MF exhaust shafts
Also, he mentioned that one thing AEROSEAL can do is "guarantee rebates" -- so basically they will take rebate risk and only charge customer the net. And he also said that if a building wants 3 bids, he can use our platform to get three bids from his qualified contractors and then add a AEROSEAL GC / Rebate guarantee wrapper over the bids.
Back to the 10%... perhaps 10% is too rich to come out of the AEROSEAL contract.... but the reality is that our auto spec eliminates the engineering design fee (even if there could be a third party owners rep Cx role)
Bomee (CEO / Coder) — 2026-03-06 18:42 And he also said that if a building wants 3 bids, he can use our platform to get three bids from his qualified contractors and then add a AEROSEAL GC / Rebate guarantee wrapper over the bids
That's awesome.
Jason (Product/BuildSci) — 2026-03-07 08:56 Also, he mentioned that one thing AEROSEAL can do is "guarantee rebates" -- so basically they will take rebate risk and only charge customer the net. When I talked with this new Tom, he said they provide an initial estimated price for the project that can only be confirmed after they do the real inspection and see what shape the shafts are in. And similarly with the rebate, they can't guarantee a number for that until they do an official pre-test, using a methodology that ConEd has approved and sometimes shadows. I'm not sure how that squares with this guaranteed rebates thing.
Jason (Product/BuildSci) — 2026-03-07 08:58 But I'm glad about the multiple bid thing. That helps.
Aeroseal Update (Derick interview scheduling) — Mar 30 – Apr 1, 2026 #
Source: #sales-general
Jason (Product/BuildSci) — 2026-03-30 22:03 But I guess keep us posted on the date--maybe I can join depending on the day.
Jon (Customer Success Lead) — 2026-03-30 22:19 @Jason (Product/BuildSci) thank you. I will definitely keep you posted and can make the case that we really should be in the room. If you think I need to draw a hard line about it, let me know. I understand how you feel but I also think getting them to a place they can feel comfortable enough to showcase it without us is not a bad thing.
Jason (Product/BuildSci) — 2026-03-30 22:23 Alright--the glass can be half full. That's a good point.
Jon (Customer Success Lead) — 2026-04-01 16:39 @Jason (Product/BuildSci) as a small update here Derick says the interview is more likely to be the week of 4/13 or 4/20, so chances are we have a bit more time. I made the pitch about us joining, though he still thinks it's unlikely to work. One question I ran into - there's a team on demo "ConEd/MFEEP Test Team" which I thought he could use - it already has 6 buildings in it but it shows up as Freemium when you login and doesn't allow more buildings. Looking at the settings I'm not sure why it's Freemium. Is there something else I need to change about the permissions?
Jason (Product/BuildSci) — 2026-04-01 17:05 Should be fixed now!
Jason (Product/BuildSci) — 2026-04-01 17:07 We added another team permission recently to control the number of buildings a team can have in their account. If the unlimited buildings permission isn't checked, or the building count limit is blank, the team gets the 3 max and is considered freemium. I just updated this team to have unlimited.
Jon (Customer Success Lead) — 2026-04-01 17:26 Oh good to know!
Jon (Customer Success Lead) — 2026-04-01 17:27 Thanks for fixing! Is there some channel I should be following to know about these things without having to ask?
Bomee (CEO / Coder) — 2026-04-01 17:28 Well, we could be better about release notes
Jason (Product/BuildSci) — 2026-04-01 18:33 Yeah--maybe we need to always do some internal release notes, even when we don't notify the outside world.
Jason (Product/BuildSci) — 2026-04-01 18:33 Eventually I'd like to be able to send user-facing release notes out from Momentum. Some day.