Just to confirm how do you overcome a highly competitive situation?

• Two tacks to neutralise by finding point of differentiate or find another sponsor more powerful.

• A 7-figure deal takes immense effort and consistent focus over a long period of time. Not going to happen overnight.

• It’s a process of discovery. (Given we are in a long sales cycle, showing progress is critical to momentum as well as recognition to those involved.

The need for milestones and communicating their achievement is vital, throughout the whole process particularly when nearer deal closure.)

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