This deal was 5 months in the making! Originally met with them in May and determined that it was a delayed opportunity as they wouldn't make a decision until October.
I stayed on top of it diligently and finally get them back on the calendar for a quick turnaround in October! We were able to consolidate 2 vendors and a different process they were doing manually all into one through us, and with upsell opportunity for the AM in a couple of quarters.
The DM was behind a wall on this one which definitely made negotiations tough. But, I had a real champion here. I think this deal taught me the value of a true champion. I've had deals where I'm at the mercy of an influencer and nothing gets done or the DM totally shuts things down, but my champion here was great at working with me and never going dark!
There were some other obstacles with this one but no need to get technical. Another key thing I did here was set expectations properly, because I could've easily kept them in the dark on something they were keen on which would've led to a bad onboarding and customer experience. Fortunately, everything worked out and we proceeded, though I was very nervous about that!
This is my largest deal yet, so definitely a special one for me.
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