Appendix G — Sales Deck Outline and Slide-by-Slide Narrative
This appendix is for building and presenting a serious SUMMA sales deck.
Its purpose is not to create flashy startup theatre. Its purpose is to give the product a disciplined presentation sequence that matches the real wedge.
The deck should not begin with hype. It should begin with pain.
That is the governing rule.
1. Purpose of the deck
The deck exists to do five things:
- define the problem honestly
- show why ordinary tools stop being enough
- show what SUMMA changes structurally
- make the premium promise believable in the right order
- lead naturally toward demo, pilot, or further conversation
That is all.
A strong deck does not try to explain everything. It explains enough to make the next step obvious.
2. Recommended slide order
A strong SUMMA deck should move in this order:
- title / what SUMMA is
- the threshold problem
- what ordinary tools do well
- where ordinary tools break
- what SUMMA changes
- the product ladder
- workbench and issue concentration
- pressure layer and Level 9
- target buyer / wedge
- pilot and proof
- close / next step
That is the right shape.
3. Slide 1 — Title / what SUMMA is
Purpose
Establish the product clearly without generic AI sludge.
Suggested message
SUMMA is a criminal-review system for files that have crossed the point where folders, PDFs, notes, search, and memory are no longer enough.
What to say
This is not a generic legal-AI pitch. It is a system built for criminal files that become structurally painful to review.
What not to say
Do not start with: - AI revolution language - universal claims - “we do everything” - Level 9
4. Slide 2 — The threshold problem
Purpose
Define the pain sharply.
Suggested message
The problem is not opening the documents. The problem is preserving the structure of the file well enough to think inside it.
What to say
The file becomes hard because of: - disclosure waves - mixed evidence - contradiction pressure - re-entry pain - weak handoff - poor prioritization
What not to do
Do not make the problem sound abstract. Make it sound lived.
5. Slide 3 — What ordinary tools do well
Purpose
Show maturity and fairness.
Suggested message
Ordinary tools are not useless. They are just built for a lower level of difficulty than monster files demand.
What to say
Folders, PDFs, search, notes, spreadsheets, practice-management tools, chronology tools, and review tools all solve real parts of the workflow.
Why this slide matters
It makes the story more credible because it avoids cheap competitor-bashing.
6. Slide 4 — Where ordinary tools break
Purpose
Show the real wedge.
Suggested message
The gap opens when the file becomes severe enough that ordinary tools no longer compose into a survivable review environment.
What to say
The failure modes are: - source drift - issue sprawl - contradiction-zone loss - re-entry loss - weak continuity - poor pressure visibility
This is where SUMMA enters.
7. Slide 5 — What SUMMA changes
Purpose
Move from problem to structural relief.
Suggested message
SUMMA changes the structure of review.
What to say
It helps: - preserve source - concentrate issues - support re-entry - improve handoff - surface where the real pressure lives
What not to say
Do not claim it makes the file easy. Say it makes serious review more survivable.
8. Slide 6 — The product ladder
Purpose
Explain that the premium layers are earned from below.
Suggested message
SUMMA’s higher-end value only works because the lower layers are real.
What to say
The order is: - source - issue concentration - workbench - continuity - pressure - Level 9 strategic pressure support
This protects the product from sounding fake.
9. Slide 7 — Workbench and issue concentration
Purpose
Show that the file becomes inhabitable.
Suggested message
The file stops being just mass and becomes a set of structured, returnable problem zones.
What to say
This is where issue bundles, workbench movement, and continuity become real practical value.
Buyer feeling you want
This would reduce the cost of living inside ugly files.
10. Slide 8 — Pressure layer and Level 9
Purpose
Introduce the premium promise carefully.
Suggested message
Level 9 is not automatic strategy. It is strategic pressure support.
What to say
It helps surface: - what changed posture - what is loud versus dangerous - what deserves attention now - where counsel may need to look next
What not to say
Do not say: - it tells you how to win - it generates defence truth - it replaces counsel
11. Slide 9 — Target buyer / wedge
Purpose
Clarify who the product is actually for.
Suggested message
SUMMA is strongest in criminal files that have crossed from inconvenience into structural review pain.
What to say
This is not mainly for the easiest files. It is for severe, disclosure-heavy, mixed-format, contradiction-prone matters.
Why it matters
A clear wedge makes the story sharper and more believable.
12. Slide 10 — Pilot and proof
Purpose
Make the next step operational.
Suggested message
The next step is not blind adoption. It is a structured pilot against real file pain.
What to say
The pilot tests whether SUMMA reduces: - re-entry loss - issue rediscovery - weak handoff - source drift - poor pressure visibility
What not to say
Do not promise broad transformation without proof.
13. Slide 11 — Close / next step
Purpose
End calmly and seriously.
Suggested message
The real question is not whether the product looks impressive. The real question is whether it reduces structural pain in the kinds of files that currently punish your team.
Strong closing line
If the pain is real enough, the next step is to test whether SUMMA actually makes the file more survivable.
14. Deck tone rules
The deck should be: - pain-first - serious in tone - threshold-based - honest about what the product is not - careful with Level 9 - light on hype - strong on workflow truth
The deck should not be: - flashy for its own sake - generic legal AI branding - overloaded with feature clutter - defensive about specialization - mystical about strategy
15. Final takeaway
A strong SUMMA deck should move in this order:
- define the pain
- show the threshold
- explain where ordinary tools stop
- show what SUMMA changes
- introduce the product ladder
- earn the right to discuss Level 9
- close toward pilot and proof
That is the right presentation logic for the product.