Fendahl still sees a lot of market activity ranging from sizable opportunities to much smaller ones where “some are not sure what it is they are looking for nor how much they will need to pay,” says Henry Thornalley of Fendahl. The opportunities include replacements of older CTRM solutions, he notes. As he mentioned last time we spoke, he fears that the forced remote sales process is helping to lengthen and complicate deal closure as it is challenging to build trust and rapport over Zoom versus face-to-face meetings. The flexibility to bring others into discussions is lost, meaning one session can spawn several others to ensure everyone is involved. “This means we are doing many, many demos, and so we are training up new pre-sales staff just as fast as we can to help meet that demand,” he told me. So far this year, they have made several sales and are already implementing one of those new customers, but he expects several more in the coming months. “We have a very healthy pipeline, and this could prove to be an exceptional year,” he says. Fendahl continues to grow with the demand and has just added a CFO who will be… continue reading
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