Won the evaluation with the customer’s own plans.
I partnered with the solution engineer to prove what the incumbent could not handle, using the customer’s actual compensation plans.
Outcome
The deal closed in about four months.
I led the deal end to end; the solution engineer and I built the proof of concept together.
The customer situation
The customer needed to see whether the solution could support compensation plans that the incumbent could not handle.
What I did
- Worked with the solution engineer to build a proof of concept around the customer’s actual compensation plans.
- Used the proof of concept to demonstrate the gap in the incumbent’s capabilities.
- Led the pursuit from start to finish, with a close in about four months.
What this demonstrates
Turning technical evaluation into evidence for a buying decision, with clear ownership and close partnership with the solution engineer.