Partner
Summit Line operates warehouses for forty different brands and buys software through a systems integrator that had sold against us for two years. The deal was a partner deal from the start, and the plan had three parties on it.
The discovery brief was written for the integrator's reps as much as for the customer: what Summit Line measured, what the integrator earned on the rollout, and what each of the forty sites would need on day one. The pilot was two warehouses run by the integrator's own team with our product.
It closed in 118 days, and the integrator has sold three more deals with us since, off the same plan template. It is the reason I believe a partner deal is a plan with more names on it, not a different kind of selling.
