TFP’s client had structured the deal just right—or so it thought. Pricing was set at a maximum amount such that the customer could afford the software license and services within its then-current capital and operating budgets. But circumstances for the customer, a technology provider in its own right, were evolving. Following poor quarterly results reflecting a slump in its core business, budgets were slashed across the company. Improving its cash flow became a core concern, and acquiring the client’s software became a secondary priority. Something needed to be done or the deal would be severely reduced or possibly lost.
TFP heard the customer’s needs and leapt into action. TFP structured a deal featuring relatively small, short term payments to allow the customer to acquire the software while maintaining a positive cash flow.
The deal closed for $1.5 million.
What They Said
“TFP created the ability for us to meet the customer’s needs and to increase the deal size without sacrificing our deal structure” –Account Executive