Categories
Growth
Subcategories
Service & Offer Packaging
Metric categories
- Revenue & Deal Value Growth
- Customer Satisfaction & Advocacy
At a glance
Feature lacking deal secured via complementary partnership
Turned a feature gap into a closed deal by partnering with a complementary vendor instead of discounting, protecting the roadmap while winning the customer and a public review.
Increased MRR
avoided 6-12 months of lost revenue/nurturing
1 LinkedIn review
Background
A SaaS customer requested a feature outside the company's product focus, and the competitor's offering of that feature was becoming a deal blocker.
Goal
Sign the client without discounting or committing to build the feature, so the company's roadmap focus for the majority of clients wasn't disrupted for one short-term win.
The Work
Researched the market and built a partnership with a company that already had exactly that feature and was not a direct competitor.
Outcome
The customer moved forward once they saw the module's cost was low relative to the differentiation value delivered, MRR increased, a LinkedIn review followed, and the relationship led to an ongoing informal industry-intelligence exchange with the customer.
