Replaced a direct competitor with a multi year relationship. Net/net: they were looking for something to support their scale, and saw our tool as supporting both their needs today, and in the future.
Sold directly into Procurement org (head of Procurement), had CIO buy in for a separate use case, and built one hell of a champion to get legal pushed through in a timely fashion.
8 mth sales cycle, mini RFP issued, closed won (3 year deal)
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