A behind-the-scenes look at how flairHR used dealday to navigate stakeholder chaos, regain momentum, and close faster than expected.
About flairHR
flairHR is a Salesforce-native applicant tracking system designed for companies that need a deep integration between hiring and operational workflows. Based in Munich, flairHR sells primarily into HR departments at fast-growing European scaleups and mid-market enterprises. Their value proposition resonates with modern People teams—streamlining hiring inside a tool they already use daily: Salesforce.
But flairHR’s go-to-market team knows all too well that even when your product fits the problem, enterprise deals don’t close themselves. Especially not when buying committees span HR, IT, legal, finance, and procurement.
The Deal: High Interest, Low Movement
The team had been working on a promising opportunity with a 200-person fintech company headquartered in Berlin. The buyer champion— a progressive Head of Talent—was energized by the flairHR demo. They immediately saw the value: no context-switching, full control over recruiting data, and instant alignment with their Salesforce-native stack.
The deal looked good on paper. The champion even pushed internally to get a budget pre-approved.
But then came the roadblocks.
Despite all the right signs early on, the deal started to stall once it reached the hands of internal stakeholders. flairHR’s AE, Laura, recalls it clearly:
“We had momentum after the demo. The champion was excited. But then we entered that dead zone—the murky middle where you’re not sure if the deal’s still alive.”
Legal needed time to review the DPA and controller agreements. IT requested documentation on platform security, access roles, and API integrations. Procurement flagged a new vendor policy. And—most crucially— no one from finance had joined a single call.
The AE tried everything: recap emails, polite nudges, offering another call. But the champion—despite being committed—was overwhelmed. Internal alignment wasn’t her job. And it showed.
The Problem: The Champion Was Left to Sell Internally
The truth became clear: flairHR was no longer driving the sales process. The internal champion was.
But she didn’t have the tools to do it well. She was forwarding long email threads, sharing Dropbox links, and trying to answer technical questions she wasn’t equipped for.
“We were asking too much of her,” Laura admitted.
“We expected her to quarterback a six-figure deal internally, without giving her the playbook.”
It wasn’t a product issue. It wasn’t even a pricing issue. It was a buying complexity issue.
flairHR realized that in order to save the deal, they had to make it easier for the company to buy —not easier for flairHR to sell.
The Move: Build a Buyer-Branded Digital Sales Room in Minutes
Laura turned to dealday —a tool the team had been piloting but hadn’t yet used for a real rescue mission.
She created a Digital Sales Room (DSR) in under 30 minutes:
- The top of the DSR outlined the buyer’s stated goals and what had already been agreed in earlier calls.
- The middle section split content into role-based views:
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IT: security protocols, integration docs, hosting details
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Legal: a pre-filled DPA, data processing summary, terms of service
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Finance: pricing models, a projected ROI timeline, usage assumptions
- The bottom included:
- The next step: “Submit procurement approval”
- A timeline visual showing deal progress and upcoming review dates
- flairHR’s contact details and a fallback booking link
Laura sent the link to the champion—not as “follow-up material,” but as a tool to help her drive internal consensus.
What Happened Next: Visibility, Engagement, Movement
Within hours, the transformation was visible.
- The IT lead logged in, viewed the integration docs, and shared questions in a group email—finally joining the conversation.
- Legal reviewed the draft DPA, added comments, and scheduled a quick sync to clarify one clause.
- Finance opened the ROI calculator—flairHR could see exactly what assumptions they spent time on.
- The champion wrote back: “This is so helpful. I’ve never had a vendor make it this easy to align internally.”
The dealday timeline lit up with activity. Laura knew exactly when and how to follow up—no more blind outreach, no more waiting for “updates.”
In just 9 days after launching the DSR, all internal approvals were completed.
The Results: From 60 Days of Stalling to 9 Days to Close
This deal had been stuck for over two months. After using dealday, flairHR closed it in just over a week.
The concrete outcomes:
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Sales cycle compressed by 85% from the point of DSR creation
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No additional meetings required to engage legal, IT, or finance
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100% of stakeholders engaged via the DSR link (vs. <40% from traditional email workflows)
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A five-figure ACV closed with full multi-stakeholder signoff
And the bonus? The internal champion forwarded the DSR to her Head of People and said: “Let’s use this approach for onboarding, too.”
Why It Worked: It Gave the Buyer Structure
This wasn’t about flashy branding or content marketing. The DSR worked because it gave the buyer a structured way to manage their own complexity.
- It replaced loose files with a logical flow
- It allowed each stakeholder to find what they needed—without back-and-forth
- It turned a champion into a confident internal seller
“Most vendors give you content,” Laura said.
“dealday gave us a process.”
Why flairHR Chose dealday Over Other Tools
flairHR had tried other sales enablement and deal collaboration platforms—but found them clunky, CMS-like, or focused too much on seller workflows.
dealday stood out for three key reasons:
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It was built for stakeholder-heavy SaaS sales
Not just file sharing—but true persona-based orchestration.
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It was ready in minutes, not hours
No templates to build. No design to finesse. Just structure that works.
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It created real-time visibility
The timeline showed who was engaged and what mattered to them—allowing smarter follow-ups.
The Takeaway: Modern SaaS Buyers Don’t Need More PDFs—They Need Clarity
flairHR now uses dealday as standard for any deal involving more than two internal stakeholders. And they’re not alone—buyers have begun asking for “that clean follow-up space” even before flairHR offers it.
“The turning point wasn’t a new pitch,” Laura said.
“It was when we stopped selling and started guiding.”