9 month sales cycle starting in December 2021. Customer started the evaluation process with an RFP to 21 other similar technology providers. Our main "POC" and leader of the board of evaluators was an eccentric fellow that would turn a 10 minute conversation into an hour and a half. I was able to build a personal relationship with him to the point we were texting every day about the evaluation process to what kind of beer we were drinking that evening.
Our platform is relatively new to the space with the least amount of integrations and market share compared to the competition. Our SVP of CS and I were able to tag team this deal to contract signature with strategic conversations, highlighting our teams leadership experience and targeting demonstrations speaking directly to their main compliance concerns.
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