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What does the usual sales cycle entail in your position at Aconex, and have you noticed any changes in the difficulty of closing deals over time?

Current Employee · Accepted Answer

The sales process with Aconex is complex but highly rewarding. You will manage the entire process, from prospecting through negotiating and closing. Expect long sales cycles and the need to self-source the majority of your business. Aconex typically fits large construction projects with more stakeholders than other SaaS solutions. You will conduct numerous demonstrations tailored to various users and industries and engage with different groups and organizations involved in the project, such as owners, engineers, and architecture firms, to ensure they understand, adopt the platform, and confirm that it aligns with their processes and security concerns.

You will continuously involve executives in the process, facilitating communication and sharing feedback from daily user teams to build support and a strong business case. This requires ongoing discovery throughout the entire process to identify potential pitfalls from any stakeholders. Additionally, your sales process must align with the construction project lifecycle; sometimes, a project may not be at a stage where it requires a complex solution or may lack the funding to proceed. Both of these factors contribute to a long sales cycle. Be prepared for a deal to take 12 months or more from the initial demonstration to closing. However, the deals are substantial, and the intensive sales cycles typically lead to strong relationships with executives, paving the way for repeat business.

Regarding the difficulty of closing deals, it was previously more challenging due to Aconex's smaller market presence and lower recognition compared to some competitors in the Americas. However, Aconex's market presence has significantly increased in recent years, and the engineering team has excelled at incorporating customer feedback to improve the product. In contrast, some competitors have stagnated. I anticipate Aconex will continue to make significant gains in the industry year over year.

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Aconex (Oracle)

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Aconex (Oracle)

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Anonymous Q&A

What does the usual sales cycle entail in your position at Aconex, and have you noticed any changes in the difficulty of closing deals over time?

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