Eight weeks to make a sale built around business process supporting B2B (i.e. automated POs) purchase ordering.
Clock started on discovering a requirement and that there was a competitor already demonstrating. Win demanded that we show a POC for PO and ACK and end-of-conversation between a downstream chemical company and an upstream precursor provider.
Involved a B2B protocol, integration to ERP and correlation. And we had zero USA references.
The business case was in place, but there was no experience or desire for a business process-based solution.
We won, even coming from behind, because we showed "it could be done" and "it could be done cheaper and faster" with process technology. Getting the prospect to agree to "try the new" was the win. That and good execution.