Deal started off 5 months ago and the champion came into the call initially telling me "yeah pitch me your stuff". Flipped it around and turned it into a discovery instead. Champ who was kind of pissed off at first due to having to evaluate so many vendors eventually turned into an actual champ. We had a couple of discos since first one ran over and he was letting out so much of his setbacks.
I tell him I will show him a quick presentation on the next one and then a demo in the same one too, condensed it all down to an hour. We did an ROI together and then the champ was sold. Eventually set up a reference call too for him. All was good but decison-makers would not budge.
We put together a cost of inaction sheet for them and then the VP of Ops and COO actually asked to see how we came up with the numbers. Walked them through it on a call and then had to do another demo just for them. Then had to have another pricing call with them but managed to stand by the price we had set up and defended it.
Still, radio silence for two weeks, come to find that the VP of Ops was on PTO and they wanted to change the language on the contract about being allowed to use their name for marketing purposes, they did not want this. Got my legal department to change it but now they wanted to have the customer do a reference call for them too. Got that set up and then finally, it came in today. Signed and countersigned.
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