Stewart: Enterprise deals are won on procurement process, not just product
Jon Stewart · Secrets to Closing Your First 6 Figure Deal · Jan 3, 2018 · at 4:41
Jon Stewart, CEO and co-founder of MapAnything, discusses the challenges startups face when moving upmarket from SMB to six-figure enterprise deals.
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“The lesson learned there is understand early on, you know, the answer to the question, which is, how do you guys buy software? Because when you attack those, it's never about the, ah, necessarily winning the technical end of it. It's gonna be about everything you have to do to actually close that deal.”
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