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Nishkarsh Jain

Enterprise GTM

From a $43K migration to a $4M account

Brought in a global enterprise software company, alongside a fellow solutions engineer, with a $43K Redshift migration. The account grew into a ~20-engineer engagement and $4M+ in won business.
Discuss a similar problem
Industry
Enterprise Software — Global
Focus area
Enterprise GTM
Headline result
$4M+
Headline result
$4M+
First deal: a $43K Redshift migration, April 2024

Context

A global enterprise software company with an analytics estate on Amazon Redshift that it wanted to migrate.

The challenge

Win a small first project on its merits, then earn every extension: each one had to be scoped and estimated as the engagement grew from a migration into a standing team.

My role

Solutions engineer on the first deal, co-led with a fellow SE, and a key part of scoping and estimating the extensions that followed. Delivery was by the firm's engineering teams.

Approach

  1. Scoped the first Redshift migration tightly enough to win it at $43K

  2. Estimated each extension as the engagement grew toward a ~20-engineer team

  3. Kept the estimates honest, so each renewal was an easy decision for the client

Process

  1. Land a small, well-scoped first project

  2. Deliver, then re-scope

  3. Estimate every extension

  4. Grow the team as the work proves itself

How the enterprise gtm work moved from problem to measured result.

Outcome

  • First deal: a $43K Redshift migration, April 2024
  • Grew into a ~20-engineer engagement; the account reached $4M+ won across 11 deals