Re: Watch Episode 8 of Strategic WinWell done James and team! Turned a potential downgrade into an ELA... That's a massive achievement.
Re: Watch Episode 8 of Strategic WinCongratulations to James and all the stackeholders involved in this achievement, and a big thank to the previous sales teams who paved the way.
Re: Watch Episode 8 of Strategic WinInteresting what you said about trusting Pilar to do the work of selling within JM and not trying to find other contacts to sell to (as per best practice). There is often this tension that our advocates don't want us talking to other people in the account. Sometimes the right thing to do is to respectfully ignore that. Other times we need to trust them. I guess you were confident in trusting Pilar because she had already demonstrated her credibility within JM many times over. Finding ways to regularly test our advocates is important.
Watch Episode 8 of Strategic WinCOMPANY CONFIDENTIAL. DO NOT DISCLOSE.
In this month’s sales story, Account Executive James Barkatullah (@James_Bark) reflects on a recent Enterprise License Agreement (ELA) signed by multinational sustainable materials company Johnson Matthey. Watch now to learn about sales strategies the team deployed to ultimately secure a deal worth roughly $3.4 million over a 4-year period.
"Start encouraging all your users to document the value that JMP is bringing them," James advises. "Presenting at local user groups, Discovery Summits and webinars is a great way for them to do that with our support."
- Value: 396,000 GBP (~460,000 EUR, ~500,000 USD) in the first year and a total of 2.7 million GBP (~3.1 million EUR, ~3.4 million USD) over a 4-year period.
- Integral players: Luke Walker, Todd Hoffman, Carol Gretz, Alicia Riggs, Sheila Spence, Emmanuel Romeu, Bobby Riggs, James Barkatullah. Many thanks to all previous sales teams supporting Johnson Matthey growth in the UK since 2012!
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