ajbuttler closed a deal for $120k to the Advertising department

This deal took 195 days to empower my champion to build a business case internally and convince an old-school executive team to invest in technology to improve team productivity and more quickly identify ad accounts that were not spending (how the company makes money).

12 month commitments have always been the staple of SaaS deals, but buyers are becoming more averse to the business risk associated with this type of agreement. To win this deal we changed our commercial model to allow for a pilot period to confirm value (lead by our strong champion) to embed our solution within their workflow and objectively showcase results.

After this deal, our CEO is having us test a low-risk sales process for buyers:

1. Free Trial
2. ROI-based pricing model
3. Month-to-month agreement
4. Annual agreement after value has been confirmed