Elite Dealers - By MEDDICC Media
Elite Dealers - Episode #1 - With Pim Roelofsen and special guest Alex Kane
Oct 16, 2023
Pim Roelofsen talks with Alex Kane, a Strategic Account Executive, about a deal with a large food trucking company. They discuss pain identification, building partnerships, aligning stakeholders, 'land and expand' contracts, and maintaining customer engagement.
24:39
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Quick takeaways
- The deal with the food trucking company required consolidating multiple systems into one platform, showcasing the company's willingness to embrace comprehensive change.
- The key champion, the CIO, played a crucial role in obtaining buy-in from stakeholders and communicating the benefits of improved data and operational visibility, contributing to the project's success.
Deep dives
The Challenge of Consolidation
Alex discusses one of his most interesting deals, working with a large food trucking company that had 1,000 vehicles and 2,000 trailers spread across the country. The company struggled with managing multiple systems and Alex's pitch focused on consolidating everything into one platform. The unique aspect of this deal was the company's willingness to embrace a comprehensive shift, implementing multiple technologies all at once to transform their operations.
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