This deal was a competitive win against another in our space. They chose to trial them first as their service offerings were free. This is a regular occurrence as most haven’t thoughtfully pulled together a strategic game plan or are aware they can use our solution for more than one narrow focus. With a side by side comparison sheet I curated myself and industry knowledge with a recent win against this competitor I was able to drop land mines around their weaknesses and why we were the better fit for their overall outreach and operations. This resulted in trust and a closed won deal.