SalesJesus29 closed CDW for $58.5k to the Accounting & Finance department

This was a compliance play... doesn't always feel like these count, in truth they may be harder to close. They were using one of our solutions out of compliance as we are SBL (solution-based license). Everyone is all bought in on the solution until you disclose the price... then when they say that they will just keep doing it as they always have... (out of compliance) you have to have difficult conversations and keep bringing it back to the value of why they use our solution in the first place. There was also quite a divide in their US vs UK team and we had to walk a delicate line simply to ensure the deal got closed. In the end, we kept coming back to the value that we bring to the org and moved them into compliance.