This deal was on the verge of being lost to a competition when it was transferred to me to manage. The first thing I did was to meet with the end users of the solution to understand what their pain points was and what we needed to do to close the deal. Next thing was to have a formal presentation to the CISO on the key differences between our solution and that of the competition. We offered them a free 30 day trial of the application and they loved the new features.
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