In this episode we talk to Matt Gingerich, VP of Sales & Success at Bombora.
Matt shares the sales process change that has contributed to $3 MM in late-stage pipeline over the past 90 days.
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Moving away from the typical pilot or PoC model, Bombora’s Sales & Customer Success teams are teaming up to create 90-day action plans with future customers to “pre-onboard” them before they sign a new deal.
The results on sales velocity & negotiation with Procurement have been tremendous, often cutting time spent on negotiation with Procurement in half.
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