Back
The War Room
Discussion
Post

Thoughts on signing a low ACV deal for a big name/logo?

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
๐Ÿ‘ฅ Social Selling
4
ChangeTheChannel
Good Citizen
Channel Sales Manager
Land and expand, baby.

It's how Enterprise accounts are often won. It's also why Customer Success has become such an integral part to the sales org, especially over the last 5 years or so.
atxsalesguy17
Good Citizen
SMB Account Executive
Triple tap on this one! If the product sells itself, you'll have all of it in no time! Just make sure you have an executive champ and a mid level champ
Spade
Arsonist
+5
Global Business Development Manager
Truth - Patience and consistencyย 
MMMGood
Celebrated Contributor
+10
Senior Account Executive
+1 Land & Expand. Assuming you get to keep the account after you land.ย 
slaydie
Politicker
+3
Account Executive
Totally agree! I'd take any deal I could with an Enterprise account. The biggest challenge is getting in (and getting through procurement). Do it and then expand!
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
100% buy that business when you can. Logo name dropping will open many doors, get the logo but make sure you dont sign away the right to name drop them. Bigger the logo, shittier the legal and ability to use their name or logo on your material
YoungMoney
Good Citizen
+2
Director of Sales
I agree with @ChangeTheChannelย 100%. I'd only add a question, @Spadeย - "Is the big name/logo getting a less of a service OR are they getting an insane discount?"ย 

I've seen companies struggle when they are expanding their overall business and take on a massive logo, that needs a ton of bandwidth, and they've discounted so low, they can't manage the account. So in order to keep the "big fish" happy, you could take resources away from your "small to mid-size fish"...

...don't undermine your value or your company value to get the deal, but opening a door is usually a great thing!
Spade
Arsonist
+5
Global Business Development Manager
It's definitely the matter - giving them an insane discount to name drop their partnership with us.

very wise advice thanks for sharing ๐Ÿ™๐Ÿผ
1
How much you came down from your initial price to sign a contract?
Question
5
3
Yearly renewal clients question.
Question
6
2
Signatures doesn't match the names in the client's commercial registration, BIG DEAL?
Question
4
Signature person is not the same as mentioned in Commercial registration
SA
+25
Beans , ย  verbalzzzzzz , ย  SADNES5 ย  and 25 people voted
*Voting in this poll no longer yields commission.