I’ll give you an example. This is one of my biggest and complex deals with a large Canadian bank. And if anyone’s ever worked in banking before you’ll know this right. So picture a large global bank. They have so many different lines of businesses they have so many different CIOs they have so many different constituents. So when you’re going to try to sell to them it’s actually just not one person it’s a whole committee and group of people that you actually have to influence. And they all have different needs and requirements and what they want to do as a part of the business. So you’ve got to convince all of them to want to go to this deal with you. And then you’ve got to get through procurement you’ve got to get through legally you got to get through compliance. There’s so much regulatory compliance that’s involved here. But not only in one country like Canada but you actually have to go through European regulatory and compliance as well as American regulatory compliance because they are global in nature. Right. So you have to do all of that with the customer and then you actually have to do the exact same thing internally at Microsoft in your company that you work for because Microsoft is organized the exact same way. And so that level of complexity inside and outside of the customer it was really really challenging.
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