ChunkyButters closed a deal for $80k

I was pulled into this deal after the rep who was running it put in his notice.

The one demo that I was on as an introduction went poor. It was clear we lost interest, and they were not engaged in what we were showing. After the demo, I reached out to the champion to formally introduce myself and debrief. During the debrief she confirmed my thoughts - it seemed like too much for them, wasn't focused on immediate need, etc. So, we agreed to scale it back (re-discovery/re-qualify priorities to ensure we are aligned), and try one more demo to see if we can meet the need.

Demo goes off without a hitch, and system is well received. This scale back had decreased the ARR, but I'll take a minimum over a zero. We laid out an evaluation plan for the rest of the team, and calendared next steps. Several demos with their execs and other primary users, working through 3 or 4 different time zones, and end of quarter timeline moving fast.

During the entire process I multi-threaded key execs, spoke to the champion 2-4 times a week, and continued to have engaged meeting every week. When it came down to the final recommendation they surprise us by 4x the original user count. We made a small concession with this increase in users to get it across the line. Now to find some more ARR before Q3 ends...