This was my white whale. This is the first of 6 plants that are included in this agreement, revenue to be recognized upon implementation. My company has been working on a POC with this Fortune 500 enterprise for nearly 2 years. It took time. It took SO MUCH trust building. It took 3 leadership changes on our side.
Here's the hard truth-You can accelerate or decelerate a customer's path to purchase, but only by smaller increments. Especially once you get to a deal of this size. You can absolutely screw it up by trying to make them go faster.
MATCH. THEIR. URGENCY. and cultivate it. But you can't reap what hasn't been sown, and too often people want to pull the whole damn plant out of the ground because it's budding.
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