Northwind Logistics is evaluating a platform license worth $210,000 ARR. The deal is in negotiation (day 38 of a typical 60-day cycle) with a target close of July 31. Momentum is good, but two items are sitting with their legal team.
The clock is the pressure point: 38 of the 60 days are gone, leaving 22 to clear everything below before the July 31 close.
| Cycle | Days |
|---|
| Elapsed | 38 |
| Remaining | 22 |
- Elena Vargas, VP Supply Chain. Executive sponsor; drove the June 24 demo and wants rollout before peak season.
- Priya Nair, IT Director. Led the security review and closed her questions on June 26 after receiving the SOC 2 report.
- Tom Okafor, CFO. Final sign-off; asked on the June 30 call for a three-year cost comparison against their current vendor.
The last two weeks have been active. Elena confirmed budget on the June 19 call, legal redlines arrived June 25 with three clauses flagged, and the ROI model sent June 27 has been forwarded to Tom's team for review.
- Liability cap wording. Their counsel proposed a cap at 12 months of fees; our approved position is 24. Needs a joint call this week.
- Payment terms. They asked for Net 60; finance has approved Net 45 as the floor.
- Reference call. Elena asked to speak with a logistics customer. Harbor Freight Lines has agreed and is waiting on scheduling.
One risk to watch: a competing quote from LogiCore came up on the June 30 call. Nothing in the notes suggests a serious evaluation, but Tom is clearly using it for price leverage.
