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Christopher Engman

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Megadeals typical clients are found among sustainability startups and scaleups and enterprise SaaS startups and scaleups. We also do work with some of the biggest B2B companies in the world, but with a key focus on startups and scaleups where we can make a very big impact. A few other key attributes found in our most suitable clients are having a finite target market such as one or two industries. If you can and do sell to everyone and anyone, then you are operating in an infinite market and that is a different game. We observe many companies applying the infinite market game rules on the finite market game and that doesn’t work. A typical Megadeals client also has complexities in the deal making such as… Cross hierarchical decision making on the customer side (often higher up than most people realise) Cross functional decision making A complex offering that takes a long time for new people to handle on their own The environment on the customer side is a blend of processes and interfacing technologies These 4 complexities lead to another key trait of our clients, which is a very high dependency on key people in the deal making. Often a CEO, a CTO and a Head of sales. We call it the rainmaker dependency. Hiring more and more sales people only makes the matter worse as your rainmakers have to hold the new sales peoples’ hands, which they don't have time for. We often see companies making the mistake of recruiting too many new sales people and then ending up in the calendar problem. They find themselves having to support everyone else and then experiencing lower sales as a consequence. Most of our clients aim at becoming the leader in their category and in their core customer segment. It is also quite common that a Megadeals client is trying to establish or grow a new solution category which has its own list of challenges and special moves. Looking forward to talking more about your exciting potential to dominate your finite market and category.

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