After out bounding to this this company in 2020 Q4, I finally closed them this February. I originally had my first demo in November right before Thanksgiving holiday. They just signed with our competitors tool the previous September. I had low hope that we would continue the conversation after the holidays, but to ensure we were still connected, I requested to demo with their VP of sales and Sales Ops managers.
At the end of January, we finally got their SDR team on to a proof of concept for 14 days. They loved it over their current solution! We brainstormed a few options so they weren't paying double since they still had 7 months with their current tool to go. We made it so they only had to pay for their AE team for the first 6 months, and then pay for their SDR team for the last 6 months, so bi-annual payments just for the first year.
For us to to this, we asked for an intro to their head of CS. We bought their team on as well 2 weeks later!
With this deal, I was able to rip and replace our competitor, bring all revenue generating teams on to our platform AND I did so at almost full price.
If I am ever asked in an interview of my favorite win, this would be it!
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