What your buyers actually said.

The run

13 July to 21 July 2026, then paused.

Two calls were recorded and transcribed in full (Volker Zimmermann at Neocosmo, Rodrigo Nunes at Innoarea). Three were not, so for those the record is only what your team wrote up afterwards. That gap is why several sections below are thinner than they should be.

1 · What they ask for before they will take a call

14 of roughly 24 positive repliers asked the same thing, unprompted, in five languages. This was the single most consistent behaviour in the whole run.

"Hi Share please, let's see if you found something which I haven't"

Benedikt Breiling · Strategic Enterprise AE, EnterpriseDB

"To see if this meeting would be worthwhile, please tell me about the three opportunities you've identified for Siena Educación. If we see that we hadn't identified them and they're interesting, we'd decide to take the next step."

Alberto Ruiz Escalada · Siena Educación

"We have a team to constantly review tenders and bids, but yes, please share the ones you have and I can let you know if they are on our radar."

Rodrigo Nunes · BD Manager, Innoarea Projects

"Share the 3 headlines please and we can arrange a chat if theyre relevant."

Christopher Brown · KPMG Ireland, Global Strategy Group

"I'm interested, but before scheduling a meeting, could you please send me the details of the three tenders you mentioned, including their names (or reference numbers), deadlines, why they fit."

Artur Osman · ATLET Maraton Serwis

"Please share the three you mentioned. We have won three in the last year, so we are not doing too bad. However, we are always looking to improve."

Mark O'Sullivan · Blocworx

"We are currently under fire. Therefore I did not reach out for you yet. Send them over, if its interesting for us I let you know."

Sebastian Wiegand · ConfigPoint

"Yes please send us the info. As I suppose you don't do that for my blue eyes, tell me how it works."

Yves · EAC

Also asked the same, in their own words: Amélie Derrieux-Sable, Juan Ramón Moscardó (CEO, Tars Design), Tobiasz Nykamowicz (Velo), Dik Gussekloo (Buro voor de Boeg), Verifeye, Robert van Poelgeest (Metaobjects Benelux).

2 · What they already pay for, and what it costs them

Every buyer who declined on price named their incumbent and its price without being asked.

"it's exactly what we do right now, but concentrated in a single feature. So just for your reference, we right now have a subscription on MNH from Spain that focuses Spain, Portugal. So they just pop up all the new tenders. We check it out if it's okay and do basically just what you did, but using different tools. And it works pretty well. Honestly, 149 is very expensive for considering what we look at. Right. So right now we pay, I think it's 400 or 390 per year on the platform. It's true, there's no AI integrated, but we have an internal team that works, already use it. So I don't know, if you want to set up a trial, we can check it out, but being really honest with you, I don't see a match due to pricing mainly."

Rodrigo Nunes · Innoarea Projects, recorded call, 21 July

"We currently use IT-Ausschreibung service that crawls all these things too and we pay for that. So we always look whether there is something better."

Volker Zimmermann · Neocosmo, recorded call, 15 July

"Thank you for reaching out. We renewed with the company that currently manages this service for us around a month and a half ago, and we have already paid for the full year."

Dinser

Rodrigo took the free trial and booked onboarding for the following day, after saying the price does not work.

3 · What they said they want

Asked directly, on a recorded call, what would make the product valuable to him.

Ivan: "What would make this better for you? Not necessarily selling, but we're still trying to understand how to make this valuable for customers."

Volker: "I think the use of AI is something good that you do to provide that and to have all these services. Well, for me, better is that I really don't miss something. I have always the fear that I miss one or the other tender. I think the most ones we cover, but sure, if there is something where I can be sure that, and our focus is on DACH, so Germany, Austria, Switzerland."

Neocosmo, recorded call, 15 July

"Yeah, we have, you know, we have not only tenders that we work on, we have also other opportunities. So we have our CRM-based workflow for such a stuff. Understand that this helped you, but we would not need that far."
[on API integration] "Yeah, we use Soho. Simple, easy thing."

Volker Zimmermann · Neocosmo, on the pipeline layer

4 · Two buyers had already built it themselves

Volker: "Yes, we use Cloud AI. We have created our own agent for writing Tenders."
Ivan: "And are you happy? Is it working well?"
Volker: "We have built our skills database, so we give them the Tender documents for features, descriptions, the exits, and then it creates us an ensemble."
Ivan: "That's where we want to go next. So I'm glad to hear that it can be done."
Volker: "It can be done, yes. It's amazing. It saves so much time because it contains our content."

Neocosmo, recorded call, 15 July

"we already have inhouse what you offer.. we have our AI automations from scrapping tenders to evaluation and writing offers… thanks"

d-soft (RO)

5 · Where hot buyers stopped

Three buyers said yes, then reported the same class of problem. Their words, in sequence.

"Yes, please share any links, I was already reviewing your solution but we could not identify tenders that would match at this time."

then: "The page is loading and loading but not showing the 3 relevant opportunities that you mentioned. Can you provide the list somehow else to understand if those are relevant to us?"

then: "Sorry but the process is a bit frustrating, you make up the impression that there are 3 tenders that are relevant and ultimately, I am asked to restore my access by signing up"

Philip, Sales · zetcom

"Thank you for reaching out. Yes, it would be interesting to look into those. Please do share the link."

then: "Thanks for the link. I tried to sign up, but the registration keeps failing at the last step. Could you please check?"

Vitali Vilims, CEO · ROBOLOGIC

"hi, ok, i can check it out, pls send over. best, joonas"

then: "no, doesnt work. stays in this view: [screenshot]"

then: "Hi yeah, no, none of those are close to what we work on i.e. sustainability action plans and GHG emissions modeling / forecasting."

Joonas Pekkanen, Chief Business Officer · Kausal

6 · How they categorised you when declining

Five declines, five different categories. None of them declined software.

"I'm not interested in your services." Oldrich Urbanek · os4os

"We will not be using your services." Ilia Neudecker · Foxgloves

"At the moment, we are not looking for external tender scouting support, so we will pass on this. We already have our own processes." mtrail

"Thank you for reaching out and for your offer of collaboration. At this time, we are not seeking new partnerships." Lyyti

declining "eine Partnerschaft" Aleph Alpha

7 · Buyers did not know their own award history

"Hi Julia. Which tender did we win?"

after we named it (TED notice 718919-2025, Nordværk I/S): "It is holiday time in Denmark, so I'm actually not in the office, and it's correct that we won Nordværk. You can contact me in August."

Christian Strøyberg, CEO · Industriprint A/S (DK)

"We actually won another public tender a couple of weeks ago. I would be very thankful if you can send over more information on the 3 open tenders you referenced"

Verifeye

8 · Reach and frequency limits they set themselves

"Thanks for the not email, but I am pretty sure that your three examples either won't fit or that we will be already aware. We work in very much a competitive niche. Tender only come once in a while that are suitable. But i am always happy to b convinced otherwise."

Ingo Aicher · Jones AV (UK)

"they are too small, they participate in 3-4 tenders a year only in austria, have 2 person team and nothing is pretty much a bottleneck for them. they have a local search provider for 1/3 of the price as well"

Your team's write-up after the Nevontis call, 17 July

"our main focus is on immersive technologies, augmented reality, virtual reality, and extended reality solutions, maybe for training simulations or for Heritage. Regarding bids and tenders, our main focus last year and this year has been on Heritage because of the European funds for local municipalities."
geography: "main focus would be Spain, Portugal, and France."

Rodrigo Nunes · Innoarea, recorded call

Rodrigo also corrected the profile we had built from his company's public award record: "It's true that we work with cybersecurity, but we have started with this branch just last year. So we don't have the previous projects related to that area."

9 · Segment performance

Three campaigns ran in the same window, to the same script, with the same senders. The only difference between them was the recipient's public win history.

Sample sizes are small and the window overlaps the European summer, so this is a signal rather than a settled result. It is offered as data, not as a recommendation.