SESSION · sess-2418 · 4:20 LENGTH
Enterprise discovery — CFO
FLAGGED2ND ATTEMPT
00:00
DANIELA VANCE · CFO, ACME CORP
I have fifteen minutes. Tell me — why should we add another tool to a stack that already costs us four hundred thousand a year?
00:14
ANNA · REP
Thanks for the time, Daniela. I know your stack is heavy. I'd love to start by understanding what's actually driving the cost — is it seats, modules, or services?
★Strong reframe — opens with discovery instead of pitch
00:38
DANIELA VANCE
Mostly seats. We have eight hundred reps on Salesloft and two hundred on Gong. The board wants twenty percent off the GTM tooling line by end of year.
01:02
ANNA · REP
Got it. So the pressure is twenty percent off, and the headcount on those tools is fixed. Most of our customers consolidate two of their three tools into Supademo and find around thirty percent savings — would it be useful to walk through how that math worked at Cloudera?
01:40
DANIELA VANCE
Cloudera is much bigger than us. And honestly, we just renewed Salesloft. We're not killing that contract.
02:01
ANNA · REP
Right, that makes sense. Um, well — what we typically see is that even alongside Salesloft, teams using Supademo see a, uh, fifteen to twenty percent lift in pipeline conversion in the first quarter, so it pays for itself.
⚠Filler words and product-led pivot — lost the buyer's thread
02:32
DANIELA VANCE
Pipeline lift is what every vendor pitches me. Show me a customer my size with audited numbers, otherwise I'm not running this past my CRO.
03:01
ANNA · REP
Sure, totally fair. Pricing-wise we're actually pretty flexible — for a team your size we could do twelve dollars per seat per month, which is below what most of our competitors charge.
◉Conceded on price unprompted, no value anchor, no permission to discuss commercials
ML
Great recovery here — pin this as a teaching moment for the next stand-up.
03:30
DANIELA VANCE
I'll be honest — that's a yellow flag for me. We haven't talked about scope and you're already discounting. Send me the case studies and let's reconvene.
03:55
ANNA · REP
Of course, I'll get those over today. Before we wrap — could I ask what number, alongside the case studies, would let you greenlight a thirty-day pilot with us?
★Strong recovery — pivots to a defined next step and qualifying question
04:20
DANIELA VANCE
Get me the audited numbers from a company under three thousand reps. If the math is real, I'll give you a pilot conversation. That's as much as I can promise.