This deal took 10 months to close and came through a warm lead since we did a variation of work with them previously. $190,000 was split roughly 25% software and 75% professional services and complex phased consulting.
8 contacts from buyer side (champions, exec sponsor, IT, Procurement, Legal, CEO)
8 contacts from selling side (AE, Head of Revenue, consulting experts, Customer Success, CEO/Co-Founder, and sister company contacts)
Procurement & Legal insisted their own paperwork which added some barriers but always interesting to see how other companies handle this approach. Lots of learnings on this one and the main one being - always be buyer centric in terms of their process - this deal would have been 20 months if we went about it normally but they really appreciated all the thought we put into the entire process from demos, proposals, and negotiations.
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