Gil Allouche

It used to be me and my VP of sales sitting in a bar doing shots.

Two of our laptops open.

And as time goes by, we're less worried about the typos and the type of emails that we send and how many emails.

And is it perfect?

No.

But basically, the tactic is you lost many deals, sometimes to price, sometimes to a competitor, sometimes due to timing.

And so you go back.

to the same company and you go back to the same buyers, two different avenues.

Same buyer, different company, things change.

Same company, different buyer, different point of view.

You go and you use whatever reason you lost that deal.

If it was budget, maybe now there is budget.

If it was timing, maybe now is the right time.

If it was a competitor, maybe that competitor sucks.

So you go and you have that message.

You start that conversation with that person.

And the other avenue is we won a huge deal just by going to the same person who liked us, but she couldn't bring us into that company.

She later joined ThoughtSpot, big-ass logo that we still have.

And we were able to win that just because we woke her up.

It's like, hey, you remember us.