Size: 501-1000 employees
Headquaters: Monroe LA
CenturyLink (NYSE: CTL) is the second largest U.S. communications provider to global enterprise customers. With customers in more than 60 countries and an intense focus on the customer experience, CenturyLink strives to be the world's best networking company by solving customers' increased demand for reliable and secure connections. The company also serves as its customers' trusted partner, helping them manage increased network and IT complexity and providing managed network and cyber security solutions that help protect their business.
Get Tailored Insights
Working on something with Century Link? Get specific feedback about the different steps by asking anonymously.
Sold To: MarketingDeal Size: $20K-$49K
6 months to 1 year
1 month or less
2 weeks or less
2 weeks or less
How many back and forths did you have with the legal team?
What were some blockers you overcame to close this deal?
This was an extremely competitive sales cycle. It was not an RFP but was a very closed process. There was not much opportunity to try and control the narrative of discussion or put yourself in a position to beat out the competition. They reached out with questions and we responded.
What was the level (VP or C etc) of the decision maker & how does the company generally make decisions? (Do they need consensus? Are they numbers driven?)
We had a director of marketing and channel sales supporting our evaluation. Based on the size of this deal, the budget was able to be allocated without needing executive-level support.
Describe their overall procurement process in a few sentences. How did they negotiate etc?
There was such a huge backlog that procurement was clearly trying to clear the papers off their desks. We waited a while for our turn to come up in the queue. But when it did we moved quickly. A few back and forths, we did not have to provide additional discounts.
What tips would you give yourself if you had to sell this account again?
I would have multithreaded across other members of the organization to see if I could find a champion anywhere that would have provided me additional insight into the current status and future expectations of what our offering could provide and then used that information to put together a more compelling sell. This may have afforded me the opportunity to be more aggressive on pricing.