Looking for some advice
I have a monster deal that my team and I have worked well and made it to the final two vendors. We are a startup so to make it this far with an enterprise company was a huge accomplishment and testament that our product is moving the right direction.
Anyway, given we are a start up we aren't as buttoned up in some areas that a 15 year company might be. This came to light in our security meeting where the prospect asked for a bunch of written documents that we didn't have - recovery plans, internal data handling, ISO certification (These are all practices that we do internally just haven't written out got certified)
Needless to say the meeting was shaky. The prospect has now pushed our feedback call out by a week (which I am freaking out about). Two questions for y'all:
1) Am I freaking out too much about them pushing he meeting a week? Or am I correct in thinking this is a bad sign?
2) When you've had a deal slipping like this, how have you handled it? Is there anyway to turn the tables back in our favor?
Appreciate the advice - this has been like 12 months of work so it would really hurt to lose now.
