hocktony closed a deal for $30k to the Accounting & Finance department

French company…. Need i say more?

built a champion, and went up against a legacy incumbent, never thought we’d win until my champion brought her procurement director on the line.

what I didn’t know, and found out after the deal closed, is that they presented a full competitive analysis internally to the procurement team, where we were the vendor of choice. They never mentioned this internally. Seems like we got all the attention and ended up winning the work.

my takeaway is that when going up against other vendors, your champion/buying group will give you the business if you’ve earned it. There is no “I don’t know who the front runner is”; your champion knows who will win if you’re going up against another vendor, and if they don’t tell you it’s you, then you’re losing 99% of the time.

if they don’t explicitly tell you you’ll win, then you’re column fodder, move on.

Nice little win to start the q2 close.

LFFGGG