A decision-analytics vendor
When you find the real driver, price stops being the conversation
Situation
The seller was ready to drop price to “meet the customer's expectations” on a deal that looked like a pure pricing fight.
They want to negotiate; we need to discount to win.
Action
Asked what the change was worth, who benefits financially, and who's driving it — then sent the seller back for the answers.
Result
Landed the $1M+ deal, largest in company history.
1.
Expanded internal stakeholder relationships from 1 → 4.
2.
Uncovered additional opportunities leading to $500K incremental sales.
3.
Insight
Legal was facing a $3M SEC non-compliance fine and wanted it solved fast — and would pay full rate to do it.
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
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![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
