One of a dozen.
A dozen agents run the world's businesses. Yours is the only one born from a signature.
The Chair: Forty-six percent of our customers' working context. Seats are five percent of revenue.
The Chair: Salesforce has offered four times our value. I'd like a recommendation before lunch.
The Buyer: Lunch is on us, of course. So is everything after it.
Outcome: Won the relationship
You killed your pricing, stayed neutral, and kept the witness apart from the advocate. Now the incumbents want to buy you.
- A. Take the Salesforce offer. The old guard buys the new.
- B. No. We're just getting started. This is the big one.