Took me a month and a half to demo, qualify and run through a 50 person trial. I was hoping the deal was going to be much larger but when the main POC came back and said they would do just the minimum contract amount I was seriously bummed. While it's still a win this was a deal that should have and could have made the quarter.
However, I was able to get them to bump up overall contract size by finding two more people to come on to the license. At the same time, I'm using it as a lesson for how to navigate a deal where there is the potential for multiple groups to share costs. From the outset I should have explicitly stated that if multiple groups were going to share the cost then we would need a minimum spend.
So while it wasn't as big as I wanted it to be. It still closed, I learned a valuable lesson from it, and the POC was actually one of the nicest people to work with. It was one of those rare deals where there was a real back and forth and they were quite forthcoming about their needs and limitations.