This deal took a bit longer than I would like- around 2 months, which is annoying for a smaller deal. They wanted to throughly test the solution and so we did a comprehensive POC and it was a hit. Final approval from CFO was going to be a hurdle my champion thought- I sent the order form and it was signed a couple hours later to my surprise. I had a good champion who had success with our product at his prior company. Stay on top of your customers and where they move on in their careers as it can create some solid opportunities to break into new accounts.