A deep dive into the world of Software Sales in the very conservative insurance space with liabilities of smallness
What We Sell to Whom
Fusionbase is a leading data technology company, offering an external data platform that centralizes thousands of datasets from public and third-party sources. Our product helps businesses enhance their decision-making through additional data from external sources. Most of our customers are in data-driven industries like insurance, finance or supply chain. Fusionbase recently integrated dealday to streamline the sales process for closing deals with German enterprise customers.
The Challenges
Large enterprises are complex organizations, often made up of multiple legal entities, each focused on different products. When selling to large companies, we faced the challenge of managing stakeholders from various entities, each with its own decision-making process. However, many of these entities share common competence centers, like data privacy and IT, which support the entire organization. This means that convincing a department like data privacy for one legal entity could potentially pave the way for other divisions to follow.
Our challenge was twofold: navigating the specific needs of different legal entities while also engaging shared departments that influence multiple parts of the organization. We knew that getting buy-in from a shared department would not only help us close the initial deal but also open doors for further opportunities across other legal entities.
The Solution
First and foremost, dealday helped us delight the customer by offering a seamless and professional experience. I can only assume that other vendors sent the usual presentation and exemplary data sets via Mail. The dealroom however served as a central place for all information throughout the entire sales process. And It’s not often that you get complimented for your sales process after a deal. Our champion was particularly impressed with the fact that all the relevant documents were easily accessible, well-organized, and visually appealing. This streamlined communication and helped ensure that key departments, like finance and data privacy, were involved at the right time.
By using dealday, we made it easier for the data privacy team to evaluate our solution. Since this department supported multiple legal entities, securing their approval helped strengthen our case not just for the initial deal but for potential expansion into other areas of the organization. The platform's clean layout and stakeholder-specific views allowed us to tailor our messaging and documents to each department’s needs, which ultimately helped speed up the review and approval process.