One key learning from where the #Megadeals logic plays out well.
When working with +100 Fortune 500 companies' large deals and the follow up with deep interviews with 65 serial Megadealers from around the World we thought that the Megadeals way of doing Go-To-Market had a fit with deals over 10 MUSD / 10 MEUR.
In reality it has to do way more with multicomplexity leading to a severe #Rainmaker dependency.
The #Megadeals way of working applies when...
- Deals need to be anchored cross hierachy
- Deals need to be anchored cross functionally
- Your offering is complex to learn and explain
- Your offering enters a mix of processes and adjancent technologies on the customer side
When you have these on the top deals or all deals growing with more and more sales people is not a working growth formula.
// Christopher Engman