Fieldstone Robotics sells quality-inspection robotics to medical device manufacturers. Forty people, one CRO, and a market where every deal needs quality, regulatory, and clinical leaders to agree.
"Our buyers don't answer cold email," says CRO Jonah Weiss. "They answer people they've met. Our whole pipeline came out of rooms: we just couldn't control which rooms, or who we'd meet in them."
The Tuesday post
In July, Skylarq flagged a signal: Mara Voss, VP Quality at Ostrand Medical, a named buyer on Fieldstone's tracked list, posted publicly about the growing burden of post-market surveillance data. Two weeks later, her name appeared on the program of the Harborlight Quality Summit.
Skylarq had ranked Harborlight at 86/100 conviction: 34 tracked buyers, 21 in Fieldstone's ICP, 12 confirmed. The suggested play, an exec dinner on the Tuesday, went on the calendar the same week.
The brief and the handshake
Before the flight, Weiss had a dossier on every buyer on his list. For Voss: warming (they'd met briefly at a Meridian dinner in March), a second-degree intro path through advisor Elena Brandt, and an opener drafted from her own post.
"I opened with her point about post-market data. She talked for ten minutes. That conversation was the meeting: the rest was scheduling."
"We stopped hoping the right people would be there. We knew."
The follow-up and the close
That night, Skylarq drafted the follow-up from Weiss's one-tap note. He rewrote a sentence and approved it: nothing sends without that OK. Ostrand's evaluation kicked off within the month, with the quality and regulatory leads Fieldstone had met across the same summit season already in the loop.
The deal closed in Q1: a deal that, by Weiss's own account, no inbox could have started.