SaaSguy closed a deal for $6k to the IT department

This opp was opened up in March- the IT manager and his direct report let us know that they felt we were the technical fit and wanted to move forward before EOM. The IT manager then ghosted me for two months while his direct report kept emailing me how interested they were and how they were just waiting for final approvals. I closed lost the opp, then beginning of the month the IT manager hits me up for an order form. He ghosts me again for a few weeks, I closed the opp again. Last Friday afternoon at the end of the day he asks for an updated order form and its signed within the hour. Wierd deal, I pretty much gave up on it but I guess internally this IT manager was actually fighting for approvals (but also terrible at responding to emails/calls.)