A startup lost an enormous RFP because it was viewed as too small. According to SaaStr, the outcome creates an opportunity to prepare for future evaluations that often occur in one to three years for new initiatives. The publication recommends moving the prospect into a dedicated Lost Now (But Not Forever) Marketing Program and treating the account as a medium-warm, long-sales-cycle contact that already knows the vendor and category.
Invitations to customer conferences and webinars are advised...
