Ep. 25: Expanding a Fortune 50 Account to $1.5M with Dustin Brown

Dustin Brown, a seasoned SaaS professional with over 15 years of experience, shares insights from a significant deal with a Fortune 50 company, initially a small 100-user engagement that he expanded to over 1,200 users.

Background:

• Dustin: 15+ years in SaaS, transitioned from small business digital marketing to SaaS platforms.
• Deal Context: Major deal with a Fortune 50 company, formerly part of Dell, starting from a 100-user engagement.

Challenges:

• Expanding Presence: Limited initial engagement in a large organization (30-40k employees).
• Operational Complexity: Scaling from small to enterprise-level, integrating with main CRM.
• Organizational Changes: Navigating pauses and shifts in client’s priorities and structure.

Learnings:

• Relationship Building: Crucial for long-term partnerships, not just immediate sales.
• Strategic Alignment: Aligning solutions with client’s broader goal to grow from $4 billion to $7 billion in 36 months
• Continuous Reevaluation: Constantly realigning with client's evolving needs.
• Sales Philosophy: Sales as an infinite game, focusing on continuous learning and customer needs.

Dustin’s LinkedIn: https://www.linkedin.com/in/dustingbrown/

Dustin's New Substack and Podcast: https://diaryofaneliteseller.substack.com/

Resources and Books Mentioned:

Selling Above and Below the Line: https://www.amazon.com/Selling-Above-Below-Line-Management/dp/0814434835

How to Win Friends and Influence People: https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034/ref=sr_1_1?crid=12VK4VSYJUFV5&keywords=how+to+win+friends+and+influence+people+Carnegie&qid=1707084640&s=books&sprefix=how+to+win+friends+and+influence+people+carnegie%2Cstripbooks%2C148&sr=1-1

Dustin on Scott Ingram’s podcast: https://top1.fm/episode-136-dustin-brown-top-global-account-executive-at-outreach-on-relationships-giving-and-more/

Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at OrgChartHub.com/podcast

Questions, comments, ideas - reach out to: https://www.linkedin.com/in/andrewkappel/