Sales Deal Summary — Northwind Logistics Enterprise Expansion

Account: Northwind Logistics Owner: Priya Anand, Enterprise Account Executive Last updated: 4 June 2026 Reviewed by: Tom Becker, VP Sales

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1. Deal snapshot

Field	Detail
Account	Northwind Logistics
Type	Expansion (existing customer, 2 of 6 regions live)
Segment / region	Enterprise, North America
Annual value	$420,000 per year
Total contract value	$1,050,000 over 30 months
Term	30 months (co-termed to existing contract)
Stage	Negotiation
Forecast category	Committed
Expected close date	26 June 2026
Confidence	High — verbal yes from the economic buyer, in legal review

2. Pain and business case

Northwind rolled our routing platform out to two regions last year and cut empty-mile costs by 11% there. Their COO now wants the remaining four regions live before the autumn peak, because the legacy tool in those regions cannot handle the new fuel-surcharge rules taking effect in October.

• Trigger / compelling event: New fuel-surcharge regulation lands 1 October; the legacy system cannot support it, so the four regions need a replacement before then.
• Quantified value: Extending the proven 11% empty-mile saving across the four remaining regions is worth roughly $2.3M a year in avoided fuel and driver cost — far above the $420K annual price.

3. Stakeholder map

Name	Title	Role	Relationship
Dana Okafor	Chief Operating Officer	Economic buyer	Strong — sponsored the original rollout
Marcus Reed	Director, Regional Operations	Champion	Strong — owns the regional results
Lena Petrova	VP Procurement	Decision-maker	Building — focused on multi-year pricing
Sam Whitfield	Head of IT Security	Influencer	Building — needs the security review to pass
Aisha Khan	Operations Analyst	Internal coach	Strong — feeds us the internal timeline

[Procurement has not yet confirmed the multi-year discount; that is the open relationship to strengthen.]

4. Solution and scope

• In scope: Routing platform licences for the four remaining regions (480 additional driver seats), fuel-surcharge rules module, and onboarding for the regional ops teams.
• Out of scope: Custom telematics hardware integration (handled by Northwind's existing vendor) and any changes to the two already-live regions.
• Success criteria: All four regions live and processing the new surcharge rules before 1 October, with a measurable empty-mile reduction reported at the 90-day mark.

5. Competition

Alternative	Status	Our differentiation
Incumbent legacy vendor	Active	Cannot support the October surcharge rules in time; we already have
RouteMax (new entrant)	Eliminated	Failed Northwind's security review in May
Do nothing	Active	We have shown a ~$2.3M/year cost of leaving four regions on the legacy tool

6. Risks and mitigations

Risk	Likelihood	Mitigation	Owner
Procurement stalls on multi-year discount	Medium	Offer a 30-month co-term in exchange for a single signature now	Priya
Security review slips past mid-June	Medium	Pre-empted by sharing the SOC 2 pack and booking Sam for a 12 June call	Priya
October deadline tightens onboarding window	Low	Phased go-live plan agreed with Marcus, two regions first	Marcus

7. Close / mutual action plan

Step	Owner	Date
Security review call with IT	Us + Sam	12 June
Final pricing and multi-year terms agreed	Us + Lena	17 June
Contract redlines returned	Northwind legal	23 June
Signature	Dana (COO)	26 June
Kickoff for first two regions	Us + Marcus	1 July

Next single step: Lock the 12 June security review so Sam's sign-off is not on the critical path to signature.