Customer
How a $2M exclusivity agreement with Staples helped us win a $12M account.
Gap Inc. ACV
$12M
Staples exclusivity
$2M
The problem.
Gap Inc. was a $12M ACV opportunity with an incumbent in place, and that incumbent ran its return drop-offs through Staples stores.
What we did.
We negotiated a $2M exclusivity agreement with Staples, which displaced the incumbent's return drop-offs from Staples stores.
The result.
We won Gap Inc. at $12M ACV.
The takeaway
The deal structure is part of the product. Sometimes the best way to win an account is a creative agreement with someone else.