Pufferfish are considered one of the most notoriously weak and slow fish in the sea world. Often surrounded by predators that are much stronger, bigger or faster than they are — they deploy a technique so unique that they’ve become named for it in most languages: filling their elastic stomachs…

So you’re about to close on a PoC or Trial with a dream client? The team is excited and you are motivated to do everything you can to convert it into a paid contract and recurring revenue. Yet, more often than not — this PoC, representing a client that has…