My Second Enterprise Logo

I closed a $13B Oil and Gas giant. Here is how it happened:

• Cold Email to an Innovation VP.

• Got forwarded to one of his managers.

• Walk through our deck in a call.

• 4 or 5 email touches.

• Walked through a deeper deck.

• The Innovation Manager shared a slide deck of a few projects and we had a chat about it.

• Traded NDAs and we got their data set for evaluation.

• We came back with an analysis and a 4 or 5 page proposal.

• Had 2 negotiation calls around the proposal.

• I budget on the price twice, as my champion pushed with “too much:” (first logo in the space).

• Finally we got the deal. Why? Our co-marketing with McKinsey was a signal that competition didn’t have.

• Our follow up game was strong (in his own words).

• AND we agree to take on a tougher project (with computer vision success is not 100%).

• One of my mistakes (may be) was lowering the price a second time. I won the logo, but lowered the average deal size. The flip side would have been supporting our premium brand (but having nothing to show for the month) and having another at bat in 6 months? a year?

• The good news. This was our first Energy logo and it drove immediate conversations and opps with other top players.