Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Structure Multi-Threat Enterprise Deals
Episode 97 of Sales Leadership with Fexingo digs into multi-threat deal structures — when a prospect holds multiple options simultaneously, not just a single competitor. Lucas and Luna break down the 'vendor consolidation' play Amazon used in its 2023 AWS re:Invent enterprise agreements, where they offered a bundle of compute, storage, and AI credits that no single-point provider could match. They explain how a mid-market SaaS company can borrow this logic without Amazon's scale: by packaging two complementary products (e.g., CRM + analytics) and pricing them at 85% of the…
The skinny
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