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The mystery is what happened between that phone call and the $100M ARR. The customer says "Can I get a PoC" but you don't actually have any code yet. You just h
by nikanj 2y ago
The mystery is what happened between that phone call and the $100M ARR. The customer says "Can I get a PoC" but you don't actually have any code yet. You just hope your tech team is able to conjure whatever you were able to sell?
- CharlieDigital 2y agoYes. Enterprise software rollouts can take months to actually get started from the point of procurement. This happened at one startup where the sales team bid on a RFP, won, and then had to build it while finalizing the deal. (First cut ended up being trash and crashed as soon as the customer took it global. It was replacing a paper process and had worked fine in a small scale pilot with one sub org. Customer ended up going back to paper and it took 4 years to rectify and try again)