This deal took me 8 months to close. It is an ARR of $750k (exclusive of the implementation charges). It is one of the top 5 banks in the country.
What really worked for me was the ability to instill confidence in the senior leadership that we are the right partners in their efforts for digital transformation.
What was really challenging about this deal was the compatibility from our product & security standpoint. This was clear early on, and I took a stand of being transparent and giving commitments on the timely delivery of such features. Also scheduled a call between our CEO and their senior leadership to bring more commitment to the table.
To add to this, removed any Revenue commitment if they found our product not meeting their needs. The idea is that any replacement effort in our product is quite large
The PoC traffic has already started and the $$$ coming in :)
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