Inherited this deal from a former rep and took it to POC where we were put up against a company that's an easy win for us. As expected we got the tech rec pretty easily and thought we were good to move forward pending an ROI/testing/etc. presentation to non technical management. From there they proceeded to go completely dark for 2 months then came back out of nowhere and told us they had been running a POC with one of our biggest competitors (one that's much harder for us to win against) without us knowing, thankfully they said the result of this was another win. After some pricing confusion and additional negotiation we finally got the official win today.