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Winning an Enterprise Deal for a SaaS Startup!

  • January 24, 2018

Success! Nothing beats the feeling of winning a big deal.

You spend hours and days making calls, sending out emails, giving demos, negotiating with people and finally cross the finish line and close a record-breaking deal! That definitely gives you a sense of achievement and feel that all your hard work has paid off and you celebrate it! However, at this stage, you also reflect on the success and analyze which decision(s) helped you in success and which other decision(s) you could have made to make it even better. One tries to evaluate the whole case and learn lessons from each sales’ win and apply it in future.

We bring here one of the real stories of getting one of the huge deals which was not just big in numbers but also demanded certain unmapped requirements from our product.

We asked one of our promising Sales Executive Sam to share his winning story, what all challenges he faced, tactics he used and what made this deal a huge success.

 

As per our lead assignment process, Sam was assigned a lead of a prominent UK based cosmetic retailer.

They had a requirement for Kiosk Lockdown software for tablet-based POS in their stores. It was a new project for them as well, as it was for the first time they were deploying tablets as POS in their stores in UK.

Sam started the sales process by giving a call, at this stage he talked with John (client’s lead developer), understood their requirements and scheduled a demo.

After the demo, John was very convinced with Scalefusion and the kind of features it provided. But for us, it was not a regular requirement, as they were going to deploy Google Pixel tablets which is not a partner of Scalefusion. Hence it was challenging for us even though their potential requirement was for 1000+ devices across the globe.

However, Sam was very determined from the very beginning to get this deal as he could foresee that it had a huge potential not only in the immediate time but as well as in the future. Hence, he took it head-on to crack this deal.

At this stage, Sam was talking with John as well as Olivia, client’s business analyst for this project.

In his first step forward, after the demo, the client got convinced to test Scalefusion in a live environment at an event organized by them. The client went live with 40 devices for this pilot test and communicated to Sam that the success of this test will lead to a bigger deal.

Scalefusion has been deployed for a number of POS clientele worldwide, hence, we did not face any issue and was successful in the live environment. The client was also satisfied with the integration, however, there were few challenges –

The first challenge was that the client app required 4 updates in a month which required a silent installation feature. It was difficult to provide, however, Sam suggested two alternatives-

1. Root the devices
2. Make Scalefusion as the Device Owner (DO)

By this time, Sam had started talking to client Project Manager, Mike, who was not quite convinced to root the devices as well as unable to make MLP as Device Owner.

After a series of phone calls, Sam, at last, could make them understand that they need to go for either of the suggestions to get silent app installation.

Finally, though rooting was not easy, they did, however, conveyed that it is going to be difficult for 1000+ devices.

At this time, Sam thought of tactfully handling the situation and not let the deal slip out of the hands. He talked with Lead Developer John and explained to him if he can make MLP as Device Owner. And eventually, John was successful in setting up MLP as DO without rooting the device!

This was not the end of the challenges though; their concern was that their app updates should not run on the devices during the payment process. It should happen in the after hours. This required scheduling of the app updates.

Sam took this as a client feature request and went to the product team for their feedback. The product team liked the business use-case and its impact on the business process and decided to build this feature and roll it for this client as well as for other customers. All the client feature requests are built and implemented incrementally. This particular feature request was taken on priority as an exception as the team was not willing to lose this marquee client.

By now, Sam had developed a rapport of mutual trust with the client and assured them that their feature request has been accommodated in the upcoming release of Scalefusion. The client got convinced by this and he decided to go ahead with our solution.

This was a bigger success for Sam as well as the company, to be able to convince the utility of Scalefusion and give them those features which were critical to their requirement.

To summarise, this deal is one of the more critical ones in our company’s short history, we overcame some of the toughest processes and came out with successful integration. Moving forward, we’ve learnt that building strong relationships with our prospects, delivering value early in the sales process and making sure they know that we are 100% committed to success is the key to us closing bigger and better deals.

About the Author

Nema Buch is a Research & Marketing professional, also writes for Scalefusion on Enterprise Mobility trends, SaaS, and different Industry Verticals.

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