Anotha one.
This one came from a referral, and was far too easy until it wasn't. CIO came inbound, basically ready to buy barring a couple of POC type things and talking to a few other references. Had to talk her off the ledge when it came to one of our integrations because the institution that referred her is using old tech, which gave this CIO a little bit of pause.
Moved past that, and cue everyone's nightmare: Procurement.
Original contract went out 3/31, with an expected 4/15 sign back date. Procurement got back to me on the 12th requesting some additional documents, no worries. 15th rolls around, haven't heard anything and start to get a little bit anxious. Let them know they might lose their "discount" (perceived, baked into pricing).
Played the hero, kept the discount on, contingent on a 4/24 sign back date. Get a call yesterday from procurement asking for the contract in Word format (lmao what) because they were having trouble with the docusign.
Scrambled to get another docusign out by 4PM EDT, and received a signed contract back from the original no more than 5 minutes after we sent the new one.
Moral of the story: Don't trust that your main contact is an experienced buyer. Get on the horn with procurement and find out everything that needs to be in place.
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