FSR Co-Sell Playbook — Delectable AI for Google

— The 90-day plan

Week 1 to Week 12. Twelve milestones.

01Day 1–7

Introduction · email cadence kicks off

FSR sends the intro email (template below) to grocer's VP of E-Commerce + Chief Digital Officer
Cc Delectable AE (joseph.lee@delectableai.com or sanjay.mehta@delectableai.com)
Attach the executive deck (Delectable-AI-for-Google-Executive-Briefing.pdf)
Link to live architecture page so the grocer's CTO can pre-read the GCP stack

02Day 8–14

Discovery workshop · scheduled and run

Half-day virtual or in-person · Google FSR + Delectable founder + grocer Chief Digital + IT lead
Walk the production architecture page (the GCP asset inventory) — credibility-establish in 20 min
Run the qualification matrix (below) — identify which Delectable surface lands first
Output: a written 90-day plan, signed by both sides on a one-pager

03Day 15–28

Phase 0 SOW · drafted and signed

Delectable provides Phase 0 SOW (catalog enrichment workstream)
$50–150k fixed-fee · 4 weeks · 70k SKUs · 8 → 42 attribute lift
Google FSR pre-clears GCP credit allocation (~$10k for Phase 0 burn)
Grocer's procurement signs via Cloud Marketplace if listed, otherwise side-letter

04Day 29–35

Phase 0 begins · catalog ingestion live

Delectable engineers establish read-only access to grocer's PIM (Salsify / Akeneo / SAP)
First 10k SKUs through ingestion pipeline · Cloud Run burning on grocer's project
Grocer's CTO sees the first Cloud Run + BigQuery billing event · trust signal
Daily standup with Delectable + grocer IT for the duration

05Day 36–56

4-week enrichment sprint · catalog brought to 42 attributes

Food HyperGraph applied to all 70k SKUs
IA ontology layered on top · dietary, allergen, cultural, occasion
Output flows to BigQuery + Vertex Retail Search catalog + Merchant Center feed
Vertex AI / Gemini Pro hit ~50k times during enrichment · ~$1.5k spend on grocer's GCP

06Day 57–70

Phase 0 readout + Phase 1 sign-off

Joint readout · Google FSR + Delectable AE + grocer's CMO + CTO + CFO
Demonstrate: 5.25× grounding lift · 42-attr feed live in Merchant Center · Vertex search relevance up
Phase 1 SOW signed · ~$300k-1M for production agentic-shopping rollout
Google co-publishes joint case study (slide for Cloud Next 2027)

07Day 71–84

Phase 1 deployment · agentic basket goes live

UCP gateway deployed via Terraform · 15-minute apply, all in grocer GCP
First production agentic basket served in grocer.com search
Cloud Run scaling on real shopper traffic · Vertex Vector Search lookups firing
Daily Cloud Billing dashboard delivered to FSR + grocer CFO

08Day 85–90

Win logged · CUDs tracking · expansion conversation opened

FSR logs the deal · consumption pacing against committed-use line tracked weekly
Begin discovery on Phase 2 expansion: retail-media, social commerce, in-store kiosk
Open conversation about adding 2nd + 3rd grocer in the same region (Cloud Next 2027 case study cohort)

— Asset · Intro email template

The cold-but-warm email that opens the door.

Tested with three FSRs across Q1 2026. Average response rate: 47% within 5 business days. Subject line is the variable that matters most — second one below converts best when the grocer already has Vertex AI committed-use.

From: [your-name]@google.com

To: vp-ecommerce@<grocer>.com

Cc: cdo@<grocer>.com, joseph.lee@delectableai.com

Subject: Activating your Vertex AI line · grocery-specific

Hi <name>,

Quick note. You have committed-use spend on Vertex AI sitting unused — most of our grocer accounts do. Industry average is 30% forfeiture.

I want to introduce you to Delectable AI. They run on Google Cloud today (Gemini Pro, Vertex Retail Search, BigQuery, Cloud Run, Firebase — 21 services), and they've built a 4-week catalog-enrichment workstream that takes a grocer feed from 8 attributes/SKU to 42, then powers Gemini-grounded agentic shopping on top.

Their Q1 case study with Giant Eagle: +18% basket lift, 460% projected ROI, 70k SKUs enriched in 4 weeks.

Every dollar of that runs through your Google contract — Vertex AI, BigQuery, Cloud Run, all in your GCP project.

I'd like to set up a half-day discovery workshop. Three of us in the room: me, the Delectable CEO, your e-commerce + IT lead. We'll walk the architecture, name two lighthouse use cases, and decide if a Phase 0 SOW makes sense.

Briefing room: fdcpg-dai.web.app · access code agentic2026
Executive deck attached.

Best,
<your-name>

Variations · "Closing your 2026 CUD gap before EOY" · "Gemini for grocery · what Giant Eagle ships in 4 weeks" · "Putting the Q3 retail-media TAM on your line"

— Asset · Discovery workshop · qualification questions

Eight questions. Each one steers which Delectable surface lands first.

Ask each. Listen for the answer. Map it to the recommended surface — that's where the pilot starts.

Question 01 · CUD exposure

"What's your forecasted committed-use utilization at end of contract?"

If >30% forfeiture, lead with the catalog-enrichment pitch — fastest spend activator. If <15%, lead with retail-media (incremental ARR).

Question 02 · Merchant Center maturity

"Are you on the Google Merchant Center conversational-attributes spec?"

If "no" or "what's that?" — instant Phase 0 catalog-enrichment fit. Show them the Giant Eagle case study.

Question 03 · Loyalty data

"Where does your loyalty program data sit? Eagle Eye? Inmar? Stuzo? Custom?"

Delectable integrates with all four. If custom, allocate +2 weeks to Phase 0 for integration. If Eagle Eye, mention Giant Eagle case study verbatim.

Question 04 · Search vendor

"Who powers grocer.com search today? Algolia? Constructor? Bloomreach?"

Algolia / Constructor → easy Vertex Retail Search migration story. Bloomreach → harder, but bigger savings narrative. Internal search → quick win.

Question 05 · Retail-media revenue

"How much CPG retail-media revenue does the grocery business book annually?"

If >$10M, the retail-media pitch is the lead (Google Ad Manager closed-loop attribution). If <$2M, lead with catalog enrichment.

Question 06 · AI agent strategy

"Are you piloting Gemini Enterprise CX? Where are you on the agentic roadmap?"

If yes, Delectable adds the grounding layer to make Gemini actually accurate enough to ship. If no, lead with the Giant Eagle proof.

Question 07 · PIM stack

"What's your product information management today? Salsify? Akeneo? SAP? In-house?"

All four are turnkey for Delectable. In-house = +1 week of integration but a much stickier expand motion.

Question 08 · Security review

"Walk me through your security review process for an AI-enabled vendor."

Delectable is SOC 2 Type II. Hybrid-tenant means PII never crosses. Most grocers approve in 30 days. Set expectations early.

— Asset · Discovery workshop agenda