---
title: "Kaveh Pazooki"
description: "Kaveh Pazooki, Founding Account Executive at Surfe, on Pipeline."
url: "https://thepipelinepodcast.com/guests/kaveh-pazooki/"
image: "https://thepipelinepodcast.com/og.png"
---

[Guests](https://thepipelinepodcast.com/guests/)

# Kaveh Pazooki

Founding Account Executive at [Surfe](https://www.surfe.com/)

[Kaveh Pazooki on LinkedIn](https://www.linkedin.com/in/kaveh-pazooki-97696730/)

## On Pipeline

-   [How to Use a Mutual Action Plan to Test Whether a Deal Is Real](https://thepipelinepodcast.com/episodes/the-mutual-action-plan-as-a-lie-detector-with-kaveh-pazooki/)

    Episode 2 · Oct 14, 2026

    Kaveh Pazooki, founding account executive at Surfe, uses the mutual action plan as a lie detector. In his words, it vets whether or not the deal is real. He gives the prospect deliverables and checks whether they actually execute on them.

    ### Key takeaways

    -   Put deliverables for the prospect on every mutual action plan, including the inputs you need for the ROI analysis you'll present to their boss.
    -   After a large group demo, book five-minute one-on-ones with end users to find out what they like about the incumbent and what would make them hesitate to switch.
    -   At the proof of concept kickoff, ask who the economic buyer is. Kaveh Pazooki treats a refusal, or a promise to present it internally, as a red flag.
    -   On Monday morning, check your top three active deals for a plan, prospect deliverables and whether those deliverables were executed. If the answer is no across the board, park the deal outside the quarter.

    ### In Kaveh's words

    > "for me, it, it's really used as a lie detector. I think it vets whether or not the deal is real."
    >
    > [At 00:59 in the episode](https://thepipelinepodcast.com/episodes/the-mutual-action-plan-as-a-lie-detector-with-kaveh-pazooki/)

    > "Is it a real problem? Are they more of a tire kicker? Is it kind of like a loose evaluation?"
    >
    > [At 02:09 in the episode](https://thepipelinepodcast.com/episodes/the-mutual-action-plan-as-a-lie-detector-with-kaveh-pazooki/)

    > "We're gonna have a formal check-in, you know, midway through the proof of concept, and then we're gonna have like a readout at the end."
    >
    > [At 02:44 in the episode](https://thepipelinepodcast.com/episodes/the-mutual-action-plan-as-a-lie-detector-with-kaveh-pazooki/)