Deal Breakdown #2 - SMB

From cold outreach to signed contract

Welcome back!

This is part 2 of our Deal Breakdown series. In which I am going to run through deals from first outbound contact and include every communication all the way to a signed contract. All successes, mistakes, and negotiation. The purpose is to actually show how SaaS deals are run and the type of situations you run into.

In the first part we looked at a very simple high velocity SMB deal. This is going to be a view of a more standard process - still high velocity, still SMB, but we have to answer a few questions, and solve a problem. During this I actually make a mistake and show how to come back from it.

This will be our last SMB breakdown for a while, after this we will be going into 2 MM (Mid-Market) deals and then onto enterprise after.

Let’s get into it!

Details:
ACV (Annual Contract Value): USD:$4,050
Contract Length: 24 months
Velocity (Time from first AE contact to close): 18 Days
Prospect Seniority: C-Suite (Chief Information Officer)
Vertical: Retail/Ecommerce
Employees: 71