My first win in the books on a 4yr 1.5m contract - this deal took us 4+ months starting with a highly competitive RFI across 10 vendors. We created strong alignment from the get-go and pushed our IT Project lead to get us access to the business users early.
The SC/SE on the deal was an absolute rockstar - I couldn't have done it without her strategic partnership.
Once we nailed our first on-site demo - we were invited back and prepped a half-day workshop.
In between this, I hosted a networking/educational event to get our prospective team to connect with other customers and learn about their success with our solution - this helped drive their confidence in moving forward with our team.
I could write a lot more on this deal and it won't be one I'll soon forget.
Things I learned:
- Every deal has major steps - it's what you do between that win you the deal
- Have hard conversations if they have to happen - don't opt for passivity on things that shouldn't fly
- CREATE A CHAMPION
- Village Effort: I would rather lose as a team than win alone.
- Gratitude goes a long - long way
- Quid Pro Quo - you earn the right to ask for time, information, etc
This win was a personal win - and wasn't about the money at all... but damn I can't wait until the end of the month ๐ค
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