A compliance-software vendor
A clean, simple deal — and a single point of failure
Situation
A single-product sale running through one stakeholder — the textbook “simple” deal with a lot of competition.
One contact, one product, easy close.
Action
Mapped which other departments would benefit financially, engaged new stakeholders, and expanded the value beyond the original single-point spec.
Result
Established stakeholder relationships grew from 1 to 4.
1.
Deal size doubled, from $50K to $100K.
2.
3+ stakeholder requirement added to sales process, team-wide results increased 30%.
3.
Insight
A single-threaded deal is one re-org or one bad week from gone — and worth a fraction of its potential.
Real Deals, Real Outcomes
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![Close-up of a moulding machine forming clear plastic bottle preforms on a factory production line.]()
Plastics manufacturer
The month that was on track — until day 26
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![Abstract globe at night criss-crossed by glowing magenta and blue network lines linking cities across Europe.]()
Global fintech
The deal that felt safe, wasn't
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![Aerial view of an industrial refinery complex — storage tanks, processing towers and smokestacks beside a waterway.]()
Industrial services firm
A confident win, on one person's word
-
![A researcher in a white lab coat studying data on a large illuminated touchscreen table in a dark control room.]()
Compliance software vendor
A clean, simple deal — and a single point of failure
-
![A tanker truck parked under a loading canopy at a fuel and lubricants terminal, storage tanks behind.]()
Industrial-products supplier
A maxed-out account that wasn’t
-
![A man presenting a revenue and forecast dashboard on a wall screen to colleagues around a boardroom table.]()
Decision-analytics vendor
When you find the real driver, price stops being the conversation
