braintank closed Prudential Financial for $2.5k to the IT / Security / DevOps department

Essentially a paid PoC.

Have spent the last few months nurturing account and trying to develop champion. Finally paid off.

They're planning to personally demo my product to their CISO, CIO, and CTO at quarterly planning meeting this week. Bought samples for demonstration purpose.

Now we're an established vendor with an agreement in place. And because it was low dollar size they agreed to our standard terms.

If my champion is to be believed, could easily net $2M in sales to them this year.

Persistence, empathy, and a consultative approach pays off.