You find out through a back-channel that one of your enterprise accounts is about to sign a contract with a boutique data consultancy to build a custom solution that partially overlaps with what Foundry already does. They haven't told you. How do you play it?

Question

Accepted Answer

I requested a business review with the stakeholder, framed it around their 90-day roadmap. That surfaced the initiative naturally. I put together a build-versus-buy comparison the same week. They paused the consultancy engagement and expanded our contract instead.

Answer

I found out through a contact that a $2M account was close to signing with a boutique firm. I went straight into counter-sell mode — sent a competitive breakdown, looped in our SE team, pushed hard. They signed with the consultancy anyway.

Answer

I reached out directly to the VP, said I wanted to do a 30-minute value review before their Q3 planning locked. Never mentioned what I'd heard. She took the meeting, we surfaced three capability gaps, and they paused the consultancy conversation.

You find out through a back-channel that one of your enterprise accounts is about to sign a contract with a boutique data consultancy to build a custom solution that partially overlaps with what Foundry already does. They haven't told you. How do you play it?

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