7-Figure Competitive Displacement | How the Deal was Done with Kishan Patel

In this episode, we welcome Kishan Patel, who shares a deal story of 7-figure pilot that goes onto become a multi-million dollar transformation deal for a large health insurer. Background: - Kishan Patel has over 11 years of experience in the enterprise space, with a focus on payments and ecommerce risk management. - Solution is data and IT infrastructure solutions for a large Fortune 500 Health Insurer. Challenges: - Displacing the top vendor. - Complex pilot. - Stakeholders from various teams and functions with varying objectives (11 stakeholders, 70+ conversations) Learnings: - importance of having an executive sponsor or coach to navigate the challenges and filter out the noise. - The use of video production in a stakeholder presentation to stand out and quickly get all stakeholders on the same page – understanding the client's perspective and aligning the narrative with their goals. Connect with Kishan on LinkedIn: https://www.linkedin.com/in/1kpat/ Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at OrgChartHub.com/podcast Timestamps: :29 - Seller Background Kishan Patel Background 2:08 Deal Background: million dollar pilot for a large health insurer 05:39 - Challenges. Blockers everywhere you went. Oftentimes it was access to that information 06:45 - Buying Group Dynamics 08:48 - Creating a Video Production with Customers to explain the value narrative in the stakeholder meeting 11:38 - Biggest learnings and takeaways