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"#1 Newsletter of the Year" 🏆️ -Andy’s Wife

😱 ANDY REACTS

Deadpool to the Rescue: T-Mobile Acquires Mint Mobile, Ryan Reynolds Expected to Supercharge Telecom Industry with Witty One-Liners

Ladies and gentlemen, it looks like T-Mobile is doing a little shopping spree! Just yesterday, they announced they're buying Mint Mobile, the mobile carrier partially owned by our favorite superhero, Ryan Reynolds, for a cool $1.35 billion. I guess it's safe to say that T-Mobile has officially entered the Deadpool sweepstakes, am I right?

Now, you know you've made it big in the tech world when you're buying companies from A-list actors. It's like they're saying, "Hey Ryan, we love your movies, but we'll take it from here. Why don't you go make another Deadpool sequel while we handle the telecom business?"

But let's talk about Mint Mobile for a second. They're known for their low-cost plans, which have always been a hit among budget-conscious folks. But now that T-Mobile is taking over, I can't help but wonder if Mint is going to start offering "Unlimited Deadpan Humor" as a new feature. Can you imagine your phone bill coming with a side of witty banter? I mean, I already talk to my phone like it's a person – why not have it talk back?

And speaking of talking to our phones, how many of you have caught yourself asking Siri or Google Assistant ridiculous questions in the middle of the night? I know I have. Just last week, I found myself asking, "Hey Google, what's the meaning of life?" And the response I got? "It's 42." That's right, folks, it turns out the meaning of life is a number, and it's not even a big one! So, thank you, T-Mobile, for potentially upgrading our AI with some Ryan Reynolds-level sarcasm – we'll all appreciate it during our late-night existential crises.

In all seriousness though, I hope this acquisition leads to some exciting new developments in the mobile industry. Maybe we'll get a special edition Deadpool phone with retractable katanas, or perhaps T-Mobile will start offering discounted movie tickets with their plans. One thing's for sure – with the worlds of Hollywood and tech colliding, we're in for an interesting ride!

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💀 Issue #106 💀

How To Win Business From Your Competitors

Quick Story:

We had a customer whose SDRs were on Outreach. Their AEs use a competitive product.

We spent a few months trying to understand how to get the AEs off of the competitive product.

Finally, it hit us. We need to offer a buyout of the competitive product.

This offer was taken to the CRO.

We aligned with a trigger event (an SKO).

And recently landed the buyout.

That's the quick and dirty story.

Now onto showing you how we went about making this expansion happen.

Step 0: Find current customers that have a team using a competing product

If you are selling intent data, maybe the US team is using your product, but the European team is using a competing product.

If you are selling Sales tech, maybe the Hunting team is using your product, but the closing team is using a competing product.

Step 1: Let’s be real, make sure you’ve provided huge value to the team currently using your product.

Nuff said.

Step 2: Understand what trigger event you can align to

- SKOs

- Changes in the org structure

- New leadership objectives

- Team morale

- Contract renewal

There are more trigger events you can align to. Those happen to be the most common I see.

Step 3: Come up with a deal structure

Here's how we structured the deal for 75+ additional seats:

1. Offered a "credit" for the buyout (think of it as a one-time discount). To make it easy let's say their current contract with the competitor had 10k left on it. We needed to come up with 10k. Instead of paying them 10k, we gave it to them in the form of a discount on the new contract they signed with us.

2. Renew their contract with us for 2 years. Had the customer renew their current contract for 2 years.

3. Spread the credit over the 2 years ($5k per year).

A couple of items to point out here. We offered the buyout as credit so the customer didn't feel like they were double-dipping.

You have to give to get.

We asked that they agree to another 2 years with us. This protected us from churn in a few months during their renewal.

My challenge to you today:

Go and find a current customer that has a particular team on a competing product.

Understand how you can rip out a competitor by getting creative with your deal structure.

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That’s a wrap for today amigos. Eat your tacos and see you tomorrow! If you want more, be sure to follow me on Twitter (@andymewborn) or LinkedIn.

What did you think of today’s edition? (anonymous)

• 🌶️🌶️🌶️🌶️🌶️ So f**cking fuego

• 🌶️🌶️🌶️ Meh, keep digging

• 🌶️ Snoozefest

A RECENT REVIEW