This was an upsell deal with an existing customer that doubled their ARR with us and took about 5 months from the beginning of renewal/expand conversations to now. When I was introduced to the team their CISO came on and told me they were having issues and planning on building the tool themselves and not renewing then went completely dark for close to two months. Started some side conversations with the end users to clean up some minor issues and get them actively using the tool then used them to schedule an executive presentation where our founders basically re-presented everything to their CISO who left the call pretty excited about renewing/expanding (shocker, he was way more engaged with the technical founders than the sales rep :))
Company and deal are both relatively small but the logo is a great one and the team is very solid and a good to have recommending us. Looks like there may be an opp to double it again in another 6 or so month too
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