High level progression of a sale

Mid 2016- Conversations with several engineers at Company A, up to directors

Late 2016- In person meeting with a director at Company A

Early 2017- In person meeting with multiple directors

Mid 2017- More conversations, hear back that they're not so sure, seem to want to try developing their own solution instead. We do a talk at a conference and talk to an engineer at Company B, owned by the same parent company. We'd been talking to engineers at Company B since 2016.

Late 2017- In person visit to Company B, after that they reach out for an eval

Early 2018- More conversations with Company A, despite the software making perfect sense for them and having many relationships there it seems stalled for unknown reasons

Mid 2018- Company B does evaluation, concludes it's great but not good timing/fit for them

Late 2018- Company A reaches out to do an eval, a new person we'd never talked to directly. Gets it signed quick. After that first one, many teams at Company A suddenly jump onboard and want to evaluate too.

Early 2019- Commercial deal reached with Company A