I need outside eyes on this B2B prospect I've been chasing
B2B SaaS, $12-18k ACV. The buying group is usually a digital marketing person plus a VP of Sales.
Here's how it played out.
January. I cold email the digital marketing manager. Same day reply - friendly, says he's not the buyer, loops his VP of Sales into the thread. From that moment on, the VP is on every single email. Watches everything. Says nothing. For four months.
Early March. I find a specific, embarrassing gap on their website and send it over. DMM writes back fast: he's sick, just wants confirmation on platform compatibility and a one-pager with pricing.
What did I do? I pushed for a call again. Ignored the actual ask.
He came back swinging: "you didn't give me the quick answers I asked for, we're going to pass."
Same day, I recover. Send the email I should have sent the first time - clean answers, live customer example, pricing on the table, no pressure, just here's everything you need to pitch this up the chain.
Then... nothing. Seven weeks. Crickets.
Last week I cracked and sent a "if you're serious about solving X this year, you'll want to chat" email.
Today the reply lands: "We are currently exploring other vendors to address these issues. We appreciate you reaching out, and should we need anything we will be sure to contact you."
Now here's what's been chewing on me all day.
"Exploring other vendors" means they HAVE the problem. They're shopping for it RIGHT NOW. The pain is real, the budget is real, the timing is real - and somehow I'm still on the outside looking in.
So WITH THAT SAID, what do I do?
Our product is genuinely good. We've got ~20 customers in their exact vertical. The pain we solve is real and they just told me, in writing, that they have it.
TIA!