Presentation by
Christopher Engman | Co-Founder & Managing Partner | Megadeals
https://getsignals.ai

Christopher Engman presented at the Demand Gen Summit Fall 2023, discussing how Megadeals performs in the enterprise SaaS space. When assessing decision maker characteristics, the reliance on rainmakers is a crucial consideration, questioning the potential dependency on specific individuals for deal success. The dynamics of politics play a significant role, especially in large B2B deals, shaping the landscape where sales and marketing intersect. Notably, performance levels dictate strategic roles, with low performers typically directed toward lead generation, while high performers navigate existing customer relationships, pipeline management, and subsequently lead generation. The discipline of megadeals encompasses five key cornerstones. First, alignment with key initiatives is imperative for success. Second, a comprehensive understanding and mapping of the ecosystem in which the deals unfold are essential. Third, creating consensus at scale becomes a pivotal aspect of the approach. Fourth, the strategy involves finding and developing a Trojan horse—a strategic entry point for success. Finally, the discipline emphasizes the need to proactively mitigate customer risk, solidifying these cornerstones as integral components of a successful Megadeals strategy.

Quote
“Rainmakers are individuals to generate income for companies through brokerage deals. To scale faster in the Megadeals space, take away all unnecessary tasks from the rainmakers, make sure the rainmakers scale with video content and marketing coverage throughout the entire decision-making process, learn the deal orchestration teamplay between sales/marketing/product, and upskill current rainmakers and up-and-coming rainmakers.”

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