NexaFlow is a B2B workflow automation SaaS company selling to mid-market and enterprise manufacturers. The company has $28M ARR, 92 customers, and a strong position in plant-level workflow tools, but limited penetration at the enterprise level. Its average deal size is $180K ARR, average sales cycle is 5 months, and gross margin is 78%. NexaFlow's board wants the company to prove it can close larger, multi-site enterprise accounts to support a move upmarket.
NexaFlow is pursuing Titan Industrial, a global manufacturer with 40 plants across North America and Europe. Titan is evaluating whether to standardize workflow automation across its operations. This would be NexaFlow's largest opportunity to date and a critical reference account for future enterprise expansion. The CRO has asked you, as Head of Strategy, to define the end-to-end deal strategy: how to prioritize stakeholders, position against competitors, structure pricing, and build a path from pilot to enterprise rollout.
Titan is considering three options: keep its current patchwork of internal tools, expand its incumbent ERP vendor's workflow module, or adopt NexaFlow as a cross-site workflow layer. The deal must be won within the next 6 months because Titan's annual budgeting cycle closes then.
| Metric | Value |
|---|---|
| Titan annual revenue | $6.4B |
| Titan plants in scope for phase 1 | 12 of 40 |
| Estimated users in phase 1 | 2,400 users |
| NexaFlow list price | $120 per user per month |
| Expected implementation cost | $650K one-time |
| Incumbent ERP vendor quoted price | $2.1M ARR + bundled services |
| Titan's current process inefficiency cost | $8.5M annually |
| NexaFlow target gross retention on enterprise accounts | 95% |
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