Case Study: Large Utah Based Company closes a $150K childcare deal with Fluint

How Greg Went from Ghosted to a $150K Deal, With Help From an Unlikely Champion

The customer, a large Utah-based company named Upwards, faced a challenge in closing a major enterprise deal for its childcare benefit solutions. Their sales representative, Greg Crisci, found that their offering was consistently losing in traditional RFP-style evaluations against incumbent providers. After a promising sales cycle with a major enterprise's HR team went cold and the prospect ghosted them for over 400 days, they needed a new approach to selling. The vendor, Fluint, was identified as a tool to help build compelling business cases to overcome this stalled deal.

The solution implemented using Fluint was the co-creation of a powerful business case with an unlikely internal champion, a software engineer. Using Fluint, Greg enabled this champion to effectively sell the solution internally, culminating in a presentation to the company's president. This approach directly influenced the key decision-maker and successfully circumvented internal detractors. The result was the closure of the previously stalled deal, which was worth $150,000 for Upwards and provided their client's frontline workers with access to childcare.