In this episode, Pim chats with Harriet MacEacharn from Darktrace about a groundbreaking deal that highlights the significance of multi-threading. Taking about 18 months from beginning to end, with 4 million TCV, it was one of the biggest deals in EMEA at the time.
As is the true sign of an elite dealer, when Harriet looks back at this deal, despite her not using MEDDPICC at the time, she recognizes its pivotal elements as driving forces behind the deal's success. Talk about a killer framework! Throughout the episode, Harriet shouts out different members of her team who engaged with various stakeholders. Their hard work provided invaluable insights that shaped the deal’s trajectory. Tune in to uncover the true power of an amazing and reliable team.
ABOUT HARRIET: Harriet has been in sales for 8 years, becoming a key part of Darktrace’s successful growth story when she joined the company five years ago. Regularly in the top 5 UK performers throughout her tenure, Harriet has continued to improve and develop and as of 2023 now holds the title of Worldwide Sales Rep of the Year, beating over 600 of her colleagues in sales to the title, with total new business bookings for FY22/23 over $12,000,000. As a Senior Account Director in the Enterprise Team, Harriet heads up a team of high performers and is responsible for their upskilling and development whilst also retaining her own targets.