Deal Breakdown #3 - Mid Market

From cold outreach to signed contract - real SaaS deal

Welcome back!

This is Deal Breakdown #3. In this series I run through real SaaS deals from first outbound contact to signed contract, including every communication in between. All successes, all mistakes, all negotiation.

The purpose is to actually show how SaaS deals are run and the type of situations you run into.

In the first two parts we looked at a very simple high velocity SMB deals. This is going to be your first view of a more involved process - including working with multiple stakeholders, Solution engineers, real negotiation on contract - both cost and terms.

Let’s get into it!

Details:
ACV (Annual Contract Value): USD:$XX,XXX (>$50,000)
Contract Length: 12 months
Velocity (Time from meeting booked to close won): 51 Days
Prospect Seniority: Head of Technology
Vertical: Professional Services
Employees: 450