Johnson & Johnson Services Inc.

Nikhil Gulati (Global Head, Engineering & AI)

The only contact on file with a title. He sits across the account's largest active deals and is the closest thing this account has to a single technical and economic buyer.

• Anand Pajjuru (no title on file), last activity the same day as the most recent pipeline updates. Reads as the operational point of contact currently moving deals.
• Umut Eser (no title on file), has a staffing deal named directly after him ("POD | Umut Eser"), which usually means he is the placement's day-to-day manager.
• Hup Lim Boon (no title on file), most recently added contact (August 2026).

All four use @its.jnj.com addresses: J&J's internal Engineering / IT Services arm, not an outside vendor or separate company. Confirm titles for Pajjuru, Eser and Boon before a call; HubSpot has none on file.

• Moving AI from proof to production. AI Surgical Video Annotation started as a $0 assessment phase and is now a $250K production proposal. It's the one active deal furthest along the funnel right now.
• A shared data and AI platform. The Databricks-based Data Platform ($250K, delivered) and Polyphonic Edge AI & Databricks POD ($1.47M, in delivery) are the account's two largest single line items.
• Robotics and edge deployment. Service and Commercial Robotics Dashboard ($900K, in delivery) and Edge AI Support UAE ($45K, in fulfillment) point at MedTech-adjacent, device-facing work, not back-office software.
• Buying capacity, not just software. Roughly a third of the 30 deals are named staff placements or PODs (Operations Process Engineer, L&D Specialist, Onsite UI/UX, Databricks Staff Aug); they extend delivery headcount as often as they buy a project.

This isn't a pitch for a new offering. It's a description of what's already live: Codvo staff embedded as PODs against J&J Engineering & AI's roadmap.

• $4.67M across 8 deals in active delivery or completed, anchored by the flagship J&J | All POD – Q3 Extension ($1.26M), a deal that gets renewed quarter to quarter rather than resold.
• $810.7K in open pipeline across 9 deals: a mix of individual staff placements and one production-stage AI proposal (the surgical video annotation build).
• The pattern across two years is consistent: land a POC, staff a POD around it, extend the POD. The next renewal is where this relationship actually turns, not a new sale.

• 7 deals worth $280K were aborted and 1 worth $344.6K was lost outright (Databricks Staff Aug). That's more churn than the account's steady renewal pattern would suggest.
• 3 proof-of-concepts are on hold, worth $337.8K combined: two semantic-layer builds (on Databricks Gold layer and on PostgreSQL) and a conversational dashboard. All three were staffed and built, then paused.
• Nearly all committed revenue depends on one flagship POD renewing every quarter, and the relationship runs through a handful of named contacts, only one with a confirmed title.

The account pilots AI ideas faster than it converts them. If the semantic-layer work is still on hold at the next renewal, it's more likely to be dropped for a newer pilot than restarted.