How I Got Kicked Out of My Competitor's Funnel (and Sent Them a Gift)

The Setup: Curiosity > Compliance

Let me start with this: I didn’t set out to break rules. I set out to learn fast. We’re building Haulvana, a next-gen SaaS platform for haulers, and we’re entering a space with serious incumbents. So I did what a lot of founders think about doing but never admit:

The process was smooth. I gave them a believable name, industry size, and a throwaway email. I got booked quickly. No red flags.

The demo was even smoother. The AE was friendly, fast, and sharp. I asked smart questions. Took detailed notes. And when they sent over the pricing and contract? I screenshotted it immediately.

This wasn't about being shady. It was about gathering strategic intelligence the fastest way possible. Call it founder-level user research.

The Plot Twist: "Voided - Not a Hauler"

A few hours later, I got an email from DocuSign.

I laughed so hard I had to screenshot it. In five words, they called my bluff and shut me out. That alone deserves respect.

Then the AE called. Presumably to ask who I was, why I lied, or to confirm they had just been demoed by a competitor. I didn't pick up. But I respected the move.

3. What I Actually Learned

Despite the shutdown, the mission was successful. Here’s what I walked away with:

• Their Pricing

• Sales intel & Sales Processes

• Their AE strategy shows clear segmentation by use case.

• Their contract terms showed what levers they expect to negotiate.

In other words: I learned exactly what I needed to without ever seeing the code.

The Follow-Up: Diplomacy

I didn’t want to leave it at "caught and ghosted." That’s not how I build.

So I sent the AE a gift via OnGoody. The card I picked said: "Incredible Presentation." Perfectly ironic.

And here’s the note I added:

No hard feelings. Just founder-to-AE respect. And yes, still laughing.

DOs and DON’Ts of Competitive Demos

If you're thinking about pulling a similar move, here's my honest take:

DO:

• Know exactly what you're trying to learn. Don't waste their time if you're not showing up to gather real insight.

• Take great notes. Treat it like an investment meeting. What do they say without saying it?

• Respect the process. If you're caught, own it. Bonus points for being gracious.

• Send a follow-up or apology. You're not a villain, just a founder doing the work.

• Protect your own team the same way. This will probably happen to you too someday.

DON’T:

• Record anything secretly. It crosses into legal risk instantly.

• Pose as an actual client with ongoing support needs. That’s deception, not research.

• Sign an NDA. If they require one to view pricing or onboarding, bounce.

• Try to access internal systems. You're not a hacker. You're a builder.

• Mock them publicly. Remember: you're there to learn, not to dunk.

Final Thought: Founder Tactics in the Wild

Startups are war, but that doesn’t mean you abandon ethics. Be clever. Be curious. But don’t be cruel.

I learned more in one afternoon than I would have in a week of Google searches. And I got a laugh out of it too. Would I do it again? Yeah. But I’d be even sharper next time.

Until then shoutout to the AE, and to all the AEs keeping their pipelines clean.

WBT (We're Building This) is a series that documents the messy, weird, and occasionally brilliant stuff we do to build Haulvana. For the curious, the bold, and the slightly chaotic among us. Subscribe to follow along.