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Deal Story

JustGonnaSendIt closed Luxury Retailer for $763k to the IT department

This deal was the result of a licensing dispute that had been outstanding since January 2021, after 5 years of no licensing reviews. I picked up the account in May, leveraged my licensing compliance team and some on-site engineers to understand the problem and discrepancy in deployment in detail.


Leveraged my engineers for introductions to key managers running our product, built trust thru understanding their use-case and the issues they've had thru the pandemic, and got a meeting with the CISO.


Spent 6 weeks building trust with the CISO and building a joint plan for the future that resulted in resolving a potential $Multi-million lawsuit for the price you see above.


Part of this win was agreement to a broad brainstorming workshop to discuss long-term plans for their use of our product (and other products we offer), and gaining commitment to our platform being the platform of choice to continue building their privacy strategy. There are years of future deals open as their maturity improves, so it was easy to justify settling this discrepancy for pennies on the dollar.


The key was to minimize the compliance issue and instead pivot to the future-state goal. Instead of having the customer purchase 1000's of licenses they would not need to resolve a discrepancy in deployment, I had them buy just the correct scope with back maintenance for all of the years they've been overdeployed. I worked the discounts to make the price look exactly the same on paper.


Although this sounds like a worse deal, the key issue was actually the politics of funding approval. Although the price was exactly the same, Finance would not approve the purchase of licenses they did not need. So I partnered with the CISO to build a plan to capture the same revenue out of buckets he knew he could defend (and wanted to defend).


Now we have another workshop scheduled later this year to continue developing the next series of use-cases. So glad this didn't go to legal - I would have lost an A account!



24
CuriousFox
WR Officer
+13
Senior Account Executive
It doesn't sound like a bad deal to me. It sounds like your worked you ass off to provide value, build trust, and lay foundation for future business. GET IT ๐ŸŒŸ
JustGonnaSendIt
Opinionated
+4
Burn Towns, Get Money
Thank you! That's what I was shooting for, and I think we're headed in the right direction.
Mooney
Tycoon
+13
Director of Sales
Nice work! Great win for the future as well
MadamWhiplash
Valued Contributor
+3
Sales Manager
Congrats! Nothing wrong with a retention piece! Well done man
JustGonnaSendIt
Opinionated
+4
Burn Towns, Get Money
Thank you!! I love the new logo wins, but it does feel good to help mend a soured relationship also.
PaleMoon
Good Citizen
BDR
Congrats! @JustGonnaSendIt
Queenofsales
Politicker
+6
Senior Recruitment Consultant
Congrats! @JustGonnaSendIt
HappyGilmore
Politicker
+7
Account Executive
Congrats! @JustGonnaSendIt
sales4lyf
Politicker
+5
Business Development Manager
Congrats! @JustGonnaSendIt
Kinonez
Celebrated Contributor
+9
WR Enthusiast
This is awesome keep it up!
Andr3dwar
Arsonist
+7
Logistics Manager
Congrats! @JustGonnaSendIt
se
sellingsellssold
Politicker
+7
SDR
Congrats! @JustGonnaSendIt
Oboy77
Arsonist
+8
Workspace Consultant
Congrats!
hauru.sales
Arsonist
+8
Sales Enthusiast
Congrats! Great work
se
sellingsellssold
Politicker
+7
SDR
Congrats! @JustGonnaSendIt
Jesterlord
Politicker
+4
BDR
Congrats! @JustGonnaSendIt
sugardaddy
Politicker
+10
Head Of Sales
Congrats! Keep them comming big man!
hurtscuzimold
Opinionated
+5
Dude abiding
Yesssssssss
OraclesBitterRedPill
Good Citizen
+2
Application Sales Manager, Enterprise Accounts
Great account of a well put together deal.
AS
AShank15
Good Citizen
Sales Representative
Nice
cw95
Politicker
+6
Sales Development Lead
Stunner. congrats.
looper1010
Celebrated Contributor
+13
Account Executive
Congrats! @JustGonnaSendIt
20
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